The sun. [volume] (New York [N.Y.]) 1833-1916, 1899-02-12
VIEW STYLE BOOK AGENTS.
,,rv VINO LOOK FoR SOME VITAL
~" POINT OF ATTACK. =

a.. GubNCTiptlOn neWuTuh VI Nuo- Sue
cs,sful-Field of Women Book Al (nts.
,pook a~gents7 Oh. eomel you're behind
..o Zines. We don't have beck agents now
~. have book solicitors"
so said the head OF the subscription depart
u,nt Of a publishing house. a man who has
me sonut,tion among publishers OF having
~, ono Of the most successful book solicit
~ on record II there is any one In tho
.,Osss who knows tho best tricks Of the
.sado tho best ways and means OF selling
49, ON subscription. he is the very man.
NJ. ronc ia not Seller. but II ought to be.
r., be may be called by that name.
..Tbo hook solicitor of.to-day." said Mr.. Sell
q. os n yery-dinerent person from the book
~, n, ten years ago. The solicitor has In
ss.,ed nil tho hatred people gave the agent,
horever. 90 you may be sure his path is not all
- The solicitor doesn't handle cheap
hoays He sells sets. generally. and they
..ngo in price from $40 to several hundred
"Is II always he7 How about 'she2"
e she, generally handles cheaper books.
uh,g We'll. A woman OF the refinement and
,,,oI,igence required in q solicitor for an ex-
norsiye work hates to do the work. So does
' m,n-oi that. stamp. too. It isn't always
,lco.,nt." Grimly. still. II a man has educa-
ZION. refinement. good clothes. nerve. tact.
t,denent, Is q quick reader OF character. has
nnessc. dignity. presence OF mind and a few
other desirable qualities he may get along
successfully.
81 think there Is a growing tendency to APP
neal TO men rather than to women for orders
Gov hooks. Maybe that is true only Of expen-
,iye books. 1t isn't every woman who can
,uhscribe for such books even II she wants to.
so tho solicitor tackles the men. Right there.
however," with a reflective smile. was where
was different from the run OF agents. sup
,osc honestly, that l was the most successful
man In he business when 1t came to dealing
with women.
"How did I go to work. Well. in the Hrst
Mace always wore good clothes. That Is q
vital necessity. Next, whenever 1t was posi-
BILE. | found out something about the woman
IN whom | hoped to find n customer. / re-
member | once went 10 see a woman who was
living at the - Hotel. You know what sort
Of placc that H.. Swell. exclusive. the kind of
Mace where the management looks out for the
comfort If its guests and tries to stand be-
tween them and annoyance. II l had gone in
there with a prospectus in my hand. I'd never
have reached Mrs. Blank. The prospectus Is
generally thin. but too large to slip into the
pocket. Here's one. for instance. about 12A14
inches. Pretty big. YOU see: still it Is essen
tial that 1t lie kept out OF sight. Well. I had a
strap made which buttoned onto the right
shoulder of my waistcoat. and again at the
lower edge on the same side. l slipped my
prospectus under this strap. buttoned up my
coat and there | was.
"On this occasion. I went in. gave my card
to a bellbov and said to take it up TO Mrs.
Blank. Don't go to the desk and ask II Mrs.
Blank is in. You may get stalled at that very
point. Send w IA card not n business card
but a regulation visiting card. Pretty soon
the boy came own and said Mrs. Blank would
see me. l went up in the elevator. rang at
the door Of her apartments and was ushered
in by the maid who said. rs maids generally
do. that Mrs. Blank would like to know Mr..
Sellers business. 1 said l woul explain that
10 Mrs. Blank herself.
In Il few minutes Mrs. Blank came In: and
here let me tell you that the first two or three
minutes after you are actually face 10 face
with the woman is the critical time of tho
whole interview. Your conduct then will
make or mar your success.
This is Mr.. Seller?' said Mrs. Blank. trying
to place me.
Yes. Mrs. Blank Then | plunge right in.
Mrs. Blank. | understand you have a son at
Princeton
W. Scn' blt w ilGhN away.
You see. | have done this sort OF thing so often
that l can't help telling 1t in the present tense.
We have heard OF your son and his work
at college and have been thinking about see
Ing him in regard to a very important refer
ence work we are getting out. 1t is the most
important work of the kind ever published
and will be practically indispensable to the up-
to-date student. We thought. however. that
before seeing him 1t might be better to con-
49,. OIL - -r
the very start by the appeal to her motherly
pride andrnterest. She thinks it a wonderful
thing that peoIle have heard of her boy and
We'll. how did your asked the reporter.
h we always have the college lists" said
Mr.. Seller dryl,y, We make it a point to find
organising collegians.'
But suppose the woman hasn't a son in col
We'll. she may have n brother. or a nephew.
or a grandson; II she hasn't anybody in col
tege, why. she has somebody Just out or some
somebody who loves books or somebody who
ought 70 be encouraged to love books. Oh.
which to reach her. That's where the CLEVER
handle"
PIE you know nothing about?'
now would YOU get in?"
Wen, supposed wanted to go to that house
over there. ! don't know who lives there. 1t
Simply won't do for me to go to the door and
ask lor the madam or the mistress or tho
lady OF the house. I'll never get by the SER
want at the door. What shall ! do? All! there's
a grocery at the corner. | 20 In there and | say:
l beg your pardon. but can you tell me
me uame of the people in No. 2ll?. I've come
W to call and | cant find the card, funding
u my rockets. i think the number was PHI
nut ! can for the life of me remember the
name; % you happen to know.itf III recog-
Say. Charley, calling to the delivery clerk.
Who, lives in twO-'lcveni'
Mrs. GIern.'
No. that isn't it,. | say. 1T must be 2l3.
l KNOW II was an odd number
r. Us Mrs. Brown in two-thIrteen.' says
,".Try again I say laughingIy. Tn sorry
Y Wbtro trouble you. but III get it pretty soon.
Mrs. White, says Charley.
,h mat 1t" ! eXclaim. and go ont trium-
tha4t III the possession Of three names on that
p.uck, IN the best class OF book soliciting.
however, We not only know who the man or
woman Is, but We are able to say: i called to
a W. you N, regard to the publication about
MMh!th our house sent you II letter last week
nost publishing houses send our announce
nnntEulS OF an important work and the solicitor
doI!oWs the announcement. / remember
t hUimf 70 soc a w9man who had sent q note Of
cniulry 20 the ofice in reply to our letter. |
vHa'eu ~ her house one morning and sent up
tt Gard' iFankly stating that ] had come from