Pike County press. (Milford, Pa.) 1895-1925, 1903-04-10
AN AGENTS. TROUBLES

the rural districts of Indiana. johnson
had made 60 much money at this work that
be decided TO stick TO il after he got his
sheepskin. AZ a man Of experience the COM
pany sent him up to Chicago, where the
opportunities were greater. They gave him
q new book to sell. Before he started out
johnson had to learn new lecture, to be
delivered as he showed the prospectus OF
the work to prospective customers.
In most Of the big Office buildings, said
the manager Of agents, before johnson
started out, there is a rule against allow
ing canvassers in the buildings. In order
to evade this rule We furnish each Of our
representatives, with coat which contains
a false pocket ON the inside In that pocket
you put your sample copies and other papers
aud you'll have no trouble in getting in any
where"
johnson stuffed the false pocket full Of
| documents, huttoned the double-breasted
coat tightly around him, and started out.
He rode up on the elevator 10 the top Of a
l0-story building and began there, with the
idea Of working down. As a matter of fact
the arst office he entered was that of the
agcut Of the building The agent was in
bad frame of mind. A tenant on one Of the
lower 6oors had jumped out between days
aud let two months rent unpaid, and the
agent was wondering how he would square
himself with the owners.
johnson had got the agents name from
the elevator man, and he walked in full Of
confidence and determined to make good
start
"AIr OwensY7 he asked az he entered,
and at the affirmative nod he went on; Il
met a friend OF yours in the elevator just
now who told me that you were a public
spirited man, deeply interested in every
thing relating TO the welfare Of our common
country. ! understand, Mr.. Owens, that
/ you are not the owner Of. As you will
notice by looking at the table Of contents
johnson pulled the prospectus from his
/ false pocket and laid it on the desk before
his intended victim. "We have contribu-
/ tions-"
SCant you see, /" the agent Of the building
broke in. "that 1 am busy? Besides, we
don't allow heggars or agents in this build
| ing. Get out Of here and get out Of the build
ing"
johnson hurried out and into the next
Office He read on the door the name Of
the firm and asked, when he went in, for the
head Of the house. The man happened to
be in and johnson started at once on the
/ lecture, which he had learned by heart. He
| imagined for a time that he had interested
/ the person at the desk.
at is illustrated, as you will see, by no
less than 35 magnificent steel engraviugs
and a practically innumerable number Of
halftones. On this page are reproductions
of the autographs of all the presidents and
on the opposite pages are"
II have already"
But johnson had been educated to the be-
lief that it was fatal to allow the prospective
customer to break in on the thread of the
argument OF to interrupt in any way. Ae-
cordingly he went straight ahead.
and on the opposite page are some ex-
ceedingly rare woodcuts, showing the fathers
Of the republic when they were"
"Wait a moment" insisted the man. 81
was going to say that ! have already had
the book you are trying to sell me. / bought
it a year ago on the instalment plan and
have been paying s2 month ever since.s
He went into the next Office and started
all over again.
mo" said the man at the desk, you cam t
interest me, It's no use trying. | haven't
got time to read anything but the news
papers. No, say, | haven't got time to
listen to you"
As johnson turned away he saw the stenog.
rapher at the opposite desk looking at him
with a show Of interest He walked over in
that direction.
'No young American can afford to be
without this johnson was going on, when
the man at the big desk turned on him saw
agely.
Here, now" said the head Of the firm,
81 can't have you talking to my stenogra-
pher I'm paying for the time you waste
in that way and I've got no money to lose
I'll thank you to close the door on the out
side"
johnson then tackled the next Office He
found at the chief desk inside a short little
man, who looked up at his first word with
smile With every moment the smile
broadened Presently the short little mar
interrupted him--but it was only to call
over two young men from adjoining desks
johnson was really greatly encouraged
He had reason to be- The little man let him
get started again and did not interrupt until
johnson got to the point where he produced
from the capaeious pocket the blank con
tract all filled up ready for signing.
"And," johnson was concluding, IF you'll
write your name right here I'll see" wher
the little short man broke in again.
"What did / sayT' he asked the young
men who were leaning over his shoulders
on either side. 81 used TO be a book agent
myself" he explained to johnson, "and
just wanted to show these boys how smooth
we used to work it. You're all right But
l couldn't us that book Of yours in thou
sand years"
The last encounter had taken half an houi
Of Johnson's time, and when he saw the
name of life insurance company on the
next door he decided that it would be hardly
worth his while to go in.
professional courtesy ought to keep me
out Of there, he thought.
But when, in the hall he took out tht
book Of instructions to solicitors, it opened
by itself to a paragraph which seemed al
most prophetic.
"The successful solicitor" it said, "knowi
that il is foolish to be discouraged BY an
pearances. He has learned that he is likely
TO pick up the best sales where everything
seems to be most against him."
After reading that johnson braeedu up and
stalked into the insurance office He found
a young man sitting at a desk IN a small
room by himself, and Immediately started
ia on him. Inside Of 20 minutes he had re
peated his lecture, sold a copy Of the book
bound in full calf, collected the frat payment
and carried away the signed contract.
Then it was time TO eat luncheon. In
the afternoon johnson worked" the nexi
three floors Of the building and got one more
order But he is still inclined to think that
more fruitful field in Indiana than IN Chi
eago.-chieaso Tribune.
1hen He said IL.
DeBorem-The saddest words are some