The sun. [volume] (New York [N.Y.]) 1833-1916, 1899-02-12

speaking Of II. but she was surprised 10 nnd O
man OF my seeming intelligence engaged In
selling books. l thanked her for the compii.
TO, DO other houses employ men of your Abnl.
They have the best mon they can get /
H., Well. I shall hayc to reconsider my. opin-
Or99Ef TSSs S oIlcs' S or sSmothinE HE that"
you; He's in a brokers' office. I should think
" May I AJAX his salary?'
=, twenty-five dollars a week,
Yes; Well. YOU see. ! get $40 a week. and
tnat explains. perhaps. why I don't go into the
'Seyenty.lve dollorsy she exclaimed. She
LnouHnI = minute and then said slowly; i
TSonder.it Charley-WJuldht like-to Try this
I explained to you. 1t isn't so hard ror a
soilclt9r to get into n house. That isn't the
treats her, | may-add. depends on the woman
tnSe d en-, Very often / have found frankness
Mrs Hank, 1 would say, I am Mr.. Seller
81 sueh and such q firm, am n plain, every
Tor intruding on you. but ~ the firm asked mo
20 come and as II pays,me for this very work. l
know whether you want even to look at this
ea!n? {ihy WITHOUT any regard for my feelings.
IKE the tramp who bluntly asks for, a dime
f hIm Ses q drink 4; Many a man yin give II to
MANI"
trouble Is after spy You're ihs l n!wG III te ef' You IN how aHf I
sold q work, to a certain millionaire. He had
built a public school and given it to Q. little
work with. I went to his office and found the
aThh,ero9m tnIi OF people waiting to see him.
with the message that / wanted to see him
about, something In connection with the
sSho9l SUPPOSE tthere were a dozen cards
Mr.. Blank | said, i want anti to ISL see e You QUA about
a work which the principal Of the school has
seen and expressed a desire to have In the
Who sent Eou?' sharply,
spent 50 much already
.R R h say he wanted itT
What is it?'
Il told him.
=" How much?'
:" One hundred and fifty dollars
lou say he expressed n desire for it"
II sent it the next day. Don't you see that
the successful solicitor is the man who in:
forms himself OF some vital point OF attack and
fits that particular case? II l had wasted three
minutes of that mans time in an effort to
have sent me of. 50 QUICKLY Id have been
dizzy. A successful scheme which is ponular
among solicitors for good houses is TO make
calls in q carriage. This is particularly effec-
tual in small towns. where. as a general thing,
people do not decline to resolve carriage folks.
Il know OF q man who makes regular trips
to certain small cities where he knows the best
people, is. entertained socially and il well
coined rs he deserves to be. He is a college
graduate. a gentleman. and an interesting fell
low in every way. He never posters reonle to
%clsverly and e~ntertainingly about things.
shows them Incidentally the books he has.
and takes their order II they want to give 1t.
When it comes 10 the cheaper books. han
died by regular book agents, the methods are
different. Women succeed pretty well with
men when 1t Is II question OF these cheap books.
because the man will buy out of charity or
because he doesn't like to say no or because
she has IA pretty ace-yes that goes n good
way. But when 1t comes to expensive books.
the pretty face isn't enough to mako the sale.
OF the men who sell cheap books in facto-
man Is the most successful. He has a ready
wit. can latter TO the taste Of anybody. and is
a GIL N0aGa