The New York herald., 1922-02-16
Continued from First Page.

customer makes if the producer sits
tight and insists.
The school room usually consists OF
an almost bare chamber, with chairs
and telephone booths. The candidate
for the job is put through the routine
of telephone selling first, and is trained
hard until he is allowed TO operate un-
der the supervision of an experienced
man. Then he is turned loose to go
for himself. He is allowed to practice
all he likes by simply walking in when
ever he feels Jike it, taking classified
telephone directory and running
through the list of physicians. dentists
or whatever classification comes handy
or hits his fancy. This is about what
transpires:
Hello. Is this DR.. Jones? Oh, how
are you, DIR. Jones? Say, have you
finished reading that prospectus we
sent you on Bunco Silver Mines?"
DR.. Jones hasn't finished reading the
prospectus for the reason that none
was sent him, and he has no idea who
is talking to him or what it is all
about.
Whose prospectus? oh. ours. This
is Catchem & Skinnem, the big brokers,
you know. Mailed the prospectus my
self yesterday. You ought to have got
it. Well, anyway it's the chance of a
lifetime. and we didn't want you to lose
out on it,"
Then follows the glowing description
Of the mountains of wealth that will be
bestowed on DIR. Jones if he will only
invest as much as S1.49 in Bunco Sill
yer. The phone man almost invariably
gives an alias instead of his own name,
and he talks just as fast and as long
as DR. Jones will let him. And maybe
after several calls he will land him.
bogus stock salesman, and later rises"
to the bucket shop class.
Trade Names for Clientele.
There is no secret or mincing words
about the premises of a bucket shop
regarding the nature OF the work in
hand The victim, face to face, over
the telephone or by correspondence, is
treated with the utmost. respect and
cordiality until he is stripped of his
money. But behind his back it is diff
ferent.
Bucket patrons as a class are re-
ferred to glibly i'll the routine OF
everyday work as suckers" fish
lame ducks" easy marks" just as
casually as a merchant refers to a
yard of cloth or a pound of meat.
Moreover. the process in which the
salesman is Educated in the bucket
shop school has it's own trade names
for its three divisions. The art OF
arousing an intended victims cupid
ity and interest is called quite frankly
the come on" Screwing up the VIC
TINS confidence to the point of ac-
ton is called "the build up" TAX
ing his money away from him goes
under the romantic but by no means
obscure phrase of taking him to the
cleaner"
one may rest assured, however, that
such terms of endearment as these
never reach the ears of the victims.
The producers are carefully trained
to talk with punctilious politeness. but
with such speed and technical lam
guage that the victim is overwhelmed
and has no opportunity to break the
trend of the argument. That is in
variably the system used for telephone
calls. in which the effort is made to
repeat the merits of the stock, COM
pletely ignoring the replies of the per-
son on the other end of the line, until
the prospect is actually talked into
sale. Parsistency is also inculcated
No trick that any salesman ever
uses with success is considered toe
insignificant to pass along for the use
of another. Thus, the seeming mex
haustible ingenuity of some PRO