IMAGE EVALUATION TEST TARGET (MT-3) W. ^ /. :a ^ C/j 1.0 l.i 1.25 -" II i^ ii^ ilil|2.2 2.0 U IIIIII.6 1 ^ M.II ^ V ■'I c?;^ Photographic Sciences Corporation 23 WEST MAIN STREET WEBSTER, N.Y. 14580 (716) 872-4503 'C\^ CIHM/ICMH Microfiche CIHM/ICMH Collection de microfiches. Canadian Institute for Hiotorical Microreproductions / Institut Canadian de microreproductions historiques 6^ Technical and Bibliographic Notes/Notes techniques et bibMographiques The Institute has attempted to obtain the best original copy available for filming. Features of this copy which may be bioliographically unique, which may alter any of the images in the reproduction, or which may significantly change ihe usual meth'?d o^ filming, are rhacUed below. L'Institut a microfilm^ le meilleur exemplaire qu'il lui a iti possible de se procurer. 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Lorsque le document est trop grand pou>- dtre reproduit en un seul clichd, 11 est film6 d partir de "angle sup6rieur gaur.he, de gauche d droite, et de haut en bas, en prenant le nombre d'images ndcessaire. Les diagrpimmes suivants illustrent la mithode. 1 2 3 1 2 3 4 5 6 I -miJ0y^. '■ -rri^Cf r^/ i^' BY AN OLD CAHVA88EB, >-?.' ftitf* TOBONTO I 'm- K> p, li, BANnALl4,rr:--KuBi.iHij[»R. ;■ ^^^^o'^ I if I '^^;;::z- 1 1 ' J8®'* Our Subscription Bookj^, and the various styles in which we furnish them^ with prices: — The Faiuily Bible : Containing the Old and New Testaments, the Apocrypha, Concordance and Pwsalms in verae, together with Marginal Notes, »# Valuable Tables, Family Record, Photogr«p|ric ^ Card for Family Portraits, Ac, &c. "^ '" . N6. I . Embossed leather, gold stamp $3.75 2. With gilt stamp and edgei. 4; 60 3. With photographic card 5.00 4. Fine edition, gilt centre stamps and . edges, photographic card, Ac. 7 . 50 Ladies Hand-book of Fancy and Ornamental : ^ Work 1.00 Thrilling Adventures among the fndians, 512 i pages, illustrated..... 1.25 • ■ ■ rWe have a variety of Miscellaneous Works on h«nd, such as: "Ten Nights in a Bar-Room ;" <* Advice to Young Men a.^.d Ladies;" " Good Time Coming ;" " American Family Robinson ;" " True Riclies ;" " Sparing to Spend ;" " Russell's Diary,'' Ac, &c. . Ifir We are continually receiving new Sub- . acription- Books for Canvassing Agents. ,i v_ TO BY AN OLD OANVASSER. TOROJVXO : MASONIC HAUL. i^ '■■^A.-^'^ * MJi*..>i.i..*4> >■».!». / ^y'W^kW //// PRINTED FOB THE PUBLISHER i $ I AT THE ERCHANT'S PRESS/' eo k:ij?^» street ka^st, TORONTO; 1^ > OCT 1 ;5 *-*?ii • « 4^ i H:iJVTt^ TO .A-Cij^lflJVTH. ♦ • ♦ The subscription business has long been a favor- ite one for diei)osing of books. It seems pecu- liarly adapted to our wide and comparatively sparsedly settled country, enabling you to bring your works directly to the notice of immense numbers of people, who would never think of inquiring for or obtaining them through any other channel. With useful books you go forth as a moral colporteur into the highways and byways of the land, with the proud consciousnecS that the seeds of knowledge thus scattered broadcast may produce a rich harvest of good upon the rising destinies of your country. Your avocation, if rightly pursued, is an ennobling one, and gives you an opportunity to gather " leaves from the book of human life," such as no ordinary occupa- tion confers. You enter a field of labor capable of developing the most brilliant genius ; and o^e which, if properly improved, may be k stepping- t il stono to the most honorable and elerated positions in society. Some of our wealthiest men have commenced business in this way. It is estimated that at least nine-tenths of all our most successful business men start in life witli little or no capital other than energy and a good character. With such, a few months spent in getting subscribers to a good book is worth more than a year's drilling in school or in the counting-room. It will give you a practical know- ledge of the world — of men and their motives — of human nature in all its manifestations, that you would be a long time, if ever, in acquiring from kui) other source. Y"ou will learn liow to approach tliosc to whom you desire to sell something, how to gain their attention to your goods, how to per.'suade without se*. ^ing to, how to make cus- 1oUie^s of those who are at first disinclined to buy — in a word, how to trade ; while, if you wish to niiiKe it i\ i»eniianent business, after once learning Xx\ bkiilfully touch these mainsprings to human action, we venture to assert you will find it more prulilable than any other honorable one you could engage in, involving no greater amount of capital. Although it would be impossible to lay down specific rules to guide you in every case in the prosecution of your work, yet the following gf^ne- ral directions are the results of long experience, and if carefully studied and duly followed, can- not fail to make you in the end a successful Agent. You may meet with difficulties and some- times despond ; but if so, return to these " hints,'' read them over carefully, see where you have erred ^"^.d try it again; and if this is followed up, our V V it, the business will eventually ''put moi V purse." The poet truly says : — se and active conquer ditlicultics liy Uariiig to attompf thejii; sloth and lolly Bhiver and shrink at sights of tcU and hazard, And make the impossibility they fear. Most of the uninitiated think it would be much more profitable to take a quantity of books and sell as they go ; but the experience of all success- ful agents is in favor of the subscription plan. Tt is the only reliable mode for you to sell books. It is much easier to obtain promises than money ; and met: will make these for a book at a round figure, when they could not be induced to buy on the spot at half price. Although a persevering agent can sell almost any book, yet it is far pleasanter, as well as more Wi mmmi^m in i I I' I profitable, to hav^ those adapted to the wants of all classes of the community, and of such a high moral tone and character that you can honestly and conscientiously recommend them. You can thus T)oint out their beauties with that genial con- fidence and high moral force, that go far toward insuring a rapid sale. In all our own Works we haro ever had this end in view, publishing only such as are useful and elevating in their tone, and ever aiming for the best work on the particular subject or subjects of which it treats. Our His- tory OF ALL THE RELIGIOUS DENOMINATIONS OP THE World has probably had a larger sale, and given bettor satisfaction to its purchasers, than any other Book ever issued, whose sale was confined exclu- sively to the subscription business. With the same end in view, we issued our thoroughly revised and enlarged edition of Fleetwood's Life of Christ — the only correct one now published— our editions of The Family Bii^lb, Bunyan's Complete Works, etc., etc. We shall improve these, and add others to the list as occasion may require. On entering the business you should procure sample copies of these Works ; together with a blank subscription book, in which to enter the 1 ^1 tw* >m J. \ names and residence of subscribers, and the lame and price of book. Almost anj blank book may be made to answer for this purpose ; but as ap- pearances go a great way in this, ao in other branches of trade, we furnish an article at a small cost for those who prefer them, neatly bound and properly ruled, " n'^ printed headings and prospec- tus sheets of the books. You will abo want a good pocket-inkstand and pens. The most con- Ttnient method of carrying th'im is in a neat sat- chel or carpet-bag if you go on foot, or a pair of saddle-bags if on horseback. It would be well also to have a trunk sufficiently capacious to hold your sample copies and clothing, which can be left at the County seat, or some other as large and equally convenient a locality. In a thickly settled country always travel on foot while obtaining subscribers, as it is less ex- pensive than with a horse, and quite as expediti- ous, all things considered ; while the latter is usually cumbersome, and occupies much of that time and attention which should be devoted to business. In more sparsedly settled sections, in Canada, a horse is preferable, it being iiot unfre- quently from two to five miles from house to t • I * 13 1 YViiere you .uave no norse, one can uBuauy (, '■ ■!■!■■ I IB rii^mtmmmiiimmmti' f ■I 8 be obtained sufficiently long for delivering pur- poses from some one with whom you have become acquainted while soliciting. A good business can be done, however, in thickly settled sections, at delivering on foot, where you can get the books taken to the immediate vicinity of your labors. On starting a list, your first object should be to head it with the names of some leading men of all parties and sects. Their influence will act like a charm among their friends and the lower classes. You will find that your first names will be' noticed more than any others. Let these be influential persons in the community, such as lawyers, phy- sicians, and ministers, and scores of persons will need little persuasion in following such subscrip- tions. Start your list right, and the work is half done ; and rather than miss such you would be justifiable in sometimes making a discount to a minister or an editor. On the otlier hand, avoid the names of worthless or disreputable characters, for men of standing will frequently refuse to sign a paper in connection with such. It is better to re- ject an inferior name altogether than to start a list with it. If, however, as a beginner you lack the nerve to go to those influential parties at first, !« 'liji "^i^ utrnm then commence at once with respectable farmers, merchants, or mechanics ; and go to these as you gain more confidence. It is the best thing you can do. As a general thing, a new Agent runs over a large tract of country to do a small business, while an experienced man feels his way, step by step, visiting everybody, chatting the while with one, laughing with another, picking up and communi- cating bits of local news, and making himself generally agreeable, and ends by doing a large amount of businest in a very small territory; besides leaving behind him many smiling faces ever pleased to see him again, and ready and anx- ious to take the book when it " comes around.^ Like other new agents, on my first trip in this business I went over about half a county in two weeks, obtaining some twenty-five subscribers, and thought I had done a fine business. Afterward, " seeing the error of my way," I spent seven weeks on the same ground, and procured over three hun- dred subscribers for the same book. I had not penetrated the " by " places where the best busi- ness was done. When you commence to canvass a county, or 1 I I 4 I In 10 I' > H I I l(i 1 r district, take the neighbourhoods in such order that you may at all times know precisely where you have been, and go thoroughly, visiting every house. To do this skillfully, you should make yourself fully acquainted with the geography of the county or section you are in. Then have a real or imaginary boundary for each particular locality, taking care that these boundaries shall not cover too much space. A county, township, or district line will do for one side ; a river, creek, canal, rail-road or common road will do for an- other. Then inquire out and call upon every man who is able to buy a book, adhering closely to your boundaries until that division is canvassed. Have a pocket memorandum-book with you, and note down in pencil any who are away, and on whom you are to call again. When through with the first canvass, go over the ground again and a^'ain, until all have had a chance. When through with this neighbourhood go on to another. It is all important to ffo through^ and this is the only way in which that object can be accomplished. It may look like a slow way of getting along ; but like rolling up a snow ball, it gathers as it goes, until the force becomes almost irresistible. ivrriinii ^i«.iiiar.. mmam mv m m ' m !^y«a ia:;'.an ' " '^i 11 As a beginner^ you had as well commence im- mediately in the country, or in some small village, leaving the larger places untouched, until you have acquired more skill and experience. When you get ready to try the larger places, stait your list, if possible, with some of the leading charac- ters, and then canvass each street or road by course. Take one side at a time, and with your pencil note down, as in the country, those who are absent, and on whom you are to call again. In this way you will make a thorough canvass. The best business, however, is usually done in the by- places and back neighborhoods, where agents are less likely to frequent, while the poorest is very often upon the most public pikes or thoroughfares. Learn to approach your man with an easy, pleasant, and natural assurance. If you know his name you may address him by it ; and if you choose, you can introduce yourself by name. Strive always to make a favorable impression at first sight, for first impressions in this business will go far toward deciding the question of suc- cess. When you enter a town or village con- sider yourself the welcome guest of the place, and actrmlly make yourself such by your ani- f^ i "t-,lS^'jfiie — ="==?»!«• ' "^".. 1 tm < I I II fej i 12 mated conversation and polite bearing to all you meet. There are certain general principles termed *^ human nature,'^ common to all, but jou will find each particular specimen varied in minor points. By coistantly observing these, and adapting your- self to the peculiarities of each, you please those whom you are addressing, and thus wonderfully increase your own influence. Kever bluster and get angry; but under all circumstances remain perfectly cool and self-possessed. However great the provocation, listen with pity and bear with philosophy. You thus disarm opposition, increase your own self-respect, and command the good-will of all you meet. In one word, always cultivate a good address^ remembering that " soft words hurt not the mouth." Treat every one in such a way that you would take pleasure in meeting them again. However sharp you may be to drive a good trade, you can always do this by proper at- tention to what we have told you. Remember that activity in business, an uncompromising love of truth, and a pleasant easy conversation, properly tempered together, will win upon public confi- dene, and inspire you with that self-confldence which must triumph over all opposition. > I jmmmm^iammBUt 13 Make yourself perfectly familiar with every part of your book, that you may know at once where to turn for matter to intei^st your man. Study its strong points, and watch " human nature " until you can see, at a glance, what particular point will touch the right spot in the character you are talk- ing to. Whenever tired out stop and rest, spending your time in perusing it, and seeking out new items of interest ; for when weary, or in any un- pleasant mood, you are in no condition to solicit names, nor will a formal stereotyped description, delivered in a monotonous tone, ever interest your hearer. You must be animated, natural and to the point. Always have a ready answer to any objec- tion that may be made against your mode of doing business, meeting every argument with a ' clincher.' If a man once fairly gets the start of you, you might ss well put up your book and travel. Prac- tice and observation on these points will soon post you up. Never address a i>er8on abruptly, or in a kind of uncertain tone, asking him if he wishes to " sub- scribe for a book," for then it is probable no such desire exists, and you will invariably get a <^ No '• for an answer. You must first awaken such a 'ill ^; 14 curiosity in the book as to induce him to examine it, and then show him why it is the book above all others for him to hare, li this is done skillfully, and in accordance with our "instructions," you will generally succeed. You may say you have a new and valuable work that you have called to show him— a History of all the Religious De- nomitions in the World, with the doctrines pe- culiar to each. Here take out your book, and show it in such a way as to exhibit its finegt points to the most taking advantage. Tell him it first gives a general and very interesting sketch of the three Eastern systems of religion-^Judaism, Pa- ganism, and Mohammedanism. Then the several Christian denominations of the World are taken up, and their history, doctrine, government, and statistics given in a clear, impartial, and relia- ble manner— the whole being illustrated by some two hundred engravings of ministers, leading men, and churches, with other matters of interest con- nected with each. If you know the denomina- tion your customer belongs to, if any, you cai^ turn to it and read a few such paragraphs as will be most likely to interest him. You can also say, that the denominations are taken up in alphabet!- pal order : and if he questions its impartiality, of -ir— -iiiMTimi-niTiiimniinrtTr 15 even if he does not, you can prove its reliability by reading him notices from the papers of various sects, which you will find in the circular connected with the work. As we have before told you, do not fall inta any set forms of speech by which you address every iq>an alike ; but exert your own in- genuity to vary with the varying temperaments you meet, and thus learn to adapt your style to the company you are with. Intimations of its success, and the general favor it has met with among his neighbours and others, a complimentary remark on his own judgment and literary tnstes, with a hundred other things that your keen per- ceptions will suggest, will go far toward securing your man. Always have your pen in readiness at the moment you have got him up to the pointy requesting him to enter his name with the others. " Delays are dangerous " in bookselling as in all things else. If you have already got a good list, it will not unfrequently prove a " clincher " to show him this, after other arguments are exhausted, taking particular care that he shall see any promi- neat names you may have. The most experienced Agents usually carry but one book, a ylan which we decidedly favor. For i „ 1^ ■SP ■*■■«' . fir' It I'll! I ff it 'I 16 beginners, however, it may be as well to take two or more, but i„ this case one only should b^sLl waste r; "'Tt ^°" ''^*™^* ^^« -«-^ " o' , It anything, the cheapest book you carry After Z: ZTf, ^^"' ''^ BenoLation's, tt - ore you can take out your Life of Chris Sav tVyTrr'^.r^* ''' Religious Den JnZ firold work r "^' '' ''°^^ ^ho want that can t enrefd tL titr^'^ "^'^ "^ ^™^«^- ^«" and disti;: Vo^e 'sTtha^^^^^ T' ^'^ ' ^'^^^ T.ifp ^ 1 ^' ^'^^^ *^ addit on to his / or mat most wonderful of all neonlp fho J^vs that it is published in this plainTnd ' !„ type, handsomelv illustrflfpri n^^\ T ^ Household. You can also read a nart or nil Z !, prospectus with ti, * ^ "^ ^" of the you Stan LT^k '""■ ""' ™'' "T «'"« If , «uu every man should be required 3 N n to write his own signature, and the price shonld be carried ont against each boolc at the time of putting down the names. If from any cause j-ou should vary from the regular terms, give the sub- scriber a memorandum to that effect, carrying out customary prices on your list as usual, and writing (m) after his name. No one will understand this but you and the deliverer, and he will thus kno»v when he comes to it, that this subscriber has such a paper in his possession. - We are opposed to taking subscribers in any other way, except nnem- ditionally; but as you may sometimes vary from this, always write (c) after the name, as you would (m) m the instance above. The deliverer then knows that this subscription is a conditional one The observance of these rules produces confidence between you and the deliverer, and may save him and you considerable trouble and loss. As a general thing it is best to keep the book m your own hands. You can then turn to such pomts as will be likeliest to interest your hearer- while, if you give it to him, ten chances to one he will turn to the dullest things, omit the best engravings, waste time, soil the work, and get very imperfect ideas of its ponf^nt,, t. :, .,.^ 1^ well, where you can, to substitute some other word for "subscribe;" as, for instance, saj you are " taking orders for the work," or " circulat- ing the work." "Subscribe" sounds bad, and is not likely to be received with favor. If a man at first refuses to listen to your arguments, you may still succeed by a little tact, joined with pru- dent perseverance. To avoid subscribing, many men will request you to call when the books are delivered, saying they will perhaps take a copy then. Place no dependence in such promises, as it is only done to put you off. If they wont sub- scribe they wont buy. Use some argument to bring them to the point. Say you have to pay your money for the book, and can order only such as you have a sure market for— that if the book suits him, it is just as easy to give his name at once, as he has ample time to have the money ready for it, and will thus be sure of securing a copy. A favorite excuse with many is that the price of your book is too high, no matter how low it may re ^Hj be. This you will find one of the most troublei e points to get over. To do it you must shc pay such book ae at loney ing a price )w it most you '^hich llent 19 materials, its numerous and costly engravings, and its handsome and substantial binding. You can albo say that we have a heavy copyright to pay on it. By dividmg the number of pages in your book by the price, you can say that they are getting two, three, or four pages, as the case may be, for one cent ; and ask them if so many hand- some pages, and such valuable information, is not worth it. That in fact they are getting it cheaper than a bookstore could furnish it, as it passes direct from the press to the people, without having , to pay a half dozen profits to as many different dealers, and without having a large per cent, put upon it to cover rents, clerk hire, and other ex- penses incident to a store. That as it is only sold by subscription, and the entire country is being canvassed, we are selling such a vast number that book stores could never compete t Uh us in price, even if they were allowed the sale of the book. You will often have the plea of " poverty " urged. You can remark to this, that a g.od book is beyond all price. That it is not perishable, like food or iclothing, but will last for life, and be an ornament to and confer a credit upon its possessor, and be a never-failing oource of pleasure and profit I y. US6 iVi . J J.|ruthb') vyhiuii it WUUiu t^j^tj I 1 f I f 2t) years to glean from other sources, arc freely com- municated thci-ein. Knowledge fg pfiwer; and while its possession surrounds one with all the luxuries of life, and elevates him to its highest honors, its absence makes him only " a hewer of wood and a drawer of water." Say that it is the duty of every man to educate himself, as far as he can, with his family, under all crcumstances ; and quote the remark of Franklin, that "to a young man just starting in life, a good education and no f money is a better capital than a large fortune joined to ignorance." Prejudice against the business must be removed by a presentauo, of facts. Many men will declare that thoy have been so imposed upon by subscrib- ing, that they have « sworn oflP " from ever doing it again ; and with a large class a general feeling of distrust seems t( exist against agents generally. Unprincipled men nave imposed upon the com- munity in this as in all other branches of business without doubt ; but an honorable, straightforward course, joined to frankness, and a pleasant but dignified demeanor, will go far toward disabusing them of this feeling. Once gain the implicit con- fidence of your man, and you will have little 21 Nerer b^ blnffed off of good territory by agents with other books. With your works your chance is at least better than theirs. I once came in con- tact with one in Oxford who was on horseback, while I was on foot. After following him for seve- ral days, and finding I was injured by his operations, I determined to '< turn the tables " upon him by going in ahead. This I accomplished with success, and canvassed so thoroughly as to leave a bad chance indeed for an;, ^ne else. 1 afterwards learned that after canvassing with excellent success, some "Yankee" got in ahead of him, and he was obliged to leave for another county. Here he found a comrade of mine, and thinking the country too overrun with book-agents for a man to do anything there, he left the county in thorough disgust. We cleared over fifty dollars a week. Avoid men in groups, people at court, or public gatherings of any kind, as you would a pestilence. It may do sometimes for the deliverer, but never for a solicitor. People^s minds are then taken up with other matters, leaving little time or inclina- tion to listen to your remarks. Thej will almost invariably refuse to subscribe, and will very likely imbibe a prejudice against you and the book that will cause them again to refuse, should you call I Km \ i 22 upon tiem at their homes. Take your man alone on bis farm, or at his place of business, and he feels himself particularly addressed, his mind is free to act, and your chances of success are far greater. Nerer see any faults in your book. If there are any there, skillfully cover them up, and dwell only on Its strong points. Books, like men, are rarely perfect, and you will always find persons criticis- ing, either with or without reason, your paper printing, engraving, binding, and perhaps the mat^ ter in the book. Some beginners hear these things until they begin to beUere them ; and thinking their work is of no account, lose all heart, and finally give up the business in disgust. This will never do. Compare your work with others, es- pecially subscription books. See where it is fully equal to or excels them. See only exceUeneies where others see faults; and, above all, always cultivate that buoyant go-ahead sphrit that is de- termined to triumph over all opposition, and this feeling will soon be conquered. Procuring subscribers is much like fishing, and you may spend days without getting an effectual bite. Always bear in mind, however, that « there we as good fish in the sea as ever were caught " 23 and perseTcrftnce will " fetch " them in the end. We have known an experienced agent to trarel for a week without making a dollar, and the next week clear $75. Pour fifths of all the failures in this business, we venture to ass^tt, arg attributable to nothing but a lack of that unyielding perseverance which characterizes Canadian men, everywhere jBO favourably known for their success in any thing they undertake. The weather may be bad, travel- ing muddy, people illiterate, money scarce, or crops failing ; but any man who would be deterred from a vigorous prosecution of his work by any or all of these causes combined, lacks the stamina for battling successfully with the cares of this world. Depend upon it, he will never make his " mark f and his friends should place him at once under the care of some benevolent institution, where his indolence could sink him quietly into oblivion. As a general thing, your books should never be promised on any given day, or at any particular time. The delivering is liable to delays from vasious causes ; a.nd should you fail xo meet your engagements, the subscriber might consider him- self released, and refuse to take his book. Set no positive time, but rather let it be so indefinitely fixed, that you can hold him at whatever time best 1 *■ *Sf'r has aames bscri- -d im- • will igoff iense, teach y for ever, "^ It to had 26 no doubt whatever of his doing as he has agreed. As a case in point, a man who had subscribed for three large books, very coolly told me, when I went to deliver them, that " he was out of money, and could not possibly take them." Without pay- ing the slightest attention to this, I as coolly and quietly laid them out, and proceeded to show hiu; some other books that I had for sale. Before* leav- ing him I sold him over fifty dollars worth, and he went several miles to get the money to pay mc with. Had I quibbled or shown any uneasiness at the start, I should doubtless have found it diffi- cult, if not impossible, to get even the subscription from him. In making orders for books be careful to have the name, and number wanted of each book, writ- ten plain and distinct, and state clearly where you want them sent ; by what route or routes, j^nd to whose care by the way. You cr.n usually get the information from merchants in your vicinity Also, state clearly where you want your invoice sent, and allow ample time for the books to reach you after giving the order. Some new agents expect the goods to arrive as soon as a letter will ; but to most points where a letter might be two, three, or four days, more or less, by the mail, freight would f IH r i f I I'h 1 'J*£ 26 probably be as many -weeks. We forward the in- Toice by mail immediately on shipping the goods, hence an agent will never expect his books until after he gets his invoice, and will not wait then, but keep moving and adding to hij list until his goods arrive, remembering always that « time is money." In remitting funds always purchase post-offlce orders where practicable. Make them payable to our order in Toronto, and you can charge the exchange to us when, it does not exceed two per cent. If there arc no facilities for purchas- ing orders, send specie or current bank bills by Express, retaining the company's receipt for the same. If no Express be convenient, then get the largest current bank notes you can find, and en- close carefully and plainly to our address. In this case always take a description of the notes en- closed ; that is, the name of the bank, the date number, letter, and to whom payable, with the names of the president and cashier. Retain this for reference in ease of any loss. As a general rule, you should never allow over one hundred » dollars to accumulate in your bauds at a thne that rightfully belongs to us ; and we shall reserye tho right ifl all <»seg of refusing to fill your order* VW- the in* goods, 8 until t then, itil his time is t-offlce ible to ge the i two irchas- ills by or the et the id en- [n this 38 en- ■ date, ;h the 1 this 3neral ndred ^ 3 that e ike •rderi \ 27 When this txxle is tiolated. Hememb^r that " short credits make long friends/' and promptness In re- mitting funds will be one of your best passpona to success. ' The mails are the great al-teries through which throb the life of trade. Through^hem you will at all times keep us thoroughly informed of the ei- tent and kind of your business operations ; that is of the name and number of books subscribiid for or delivered, the number of conditional subscribers among them, if any, with amount of money taken in, and your expenses, with other matters of interest. Your letters should be as brief as possible consis- tent with a general summary of your business, and should be forwarded in all cases as often as once a week. Direct them carefully and plainly to P. R. Randall, Toronto, C. W., as in this instance, to* prevent the possibility of miscarriage. It ^ a very good plan to make them up every Saturday night comprising the week^s business, and then to deposit in the first convenient office. We will always answer when necessary, though you will not expect us to attend to every communication in order as received. You will be particular to give your address in every letter, and if an answer is expected, with th# name of the poat-office to which you wish it f ; I 28 returned. In doing this you sliould always make ample allowance for the time it takes a letter to go and come, together with the time for answer- ing, and any detentions that may occur by the way. If it does not come by the time you wish to leave the locality to which it was to be sent, and the letter is important, leave a written order witli the postmaster to forward, naming the office to which you wish it sent ; and then if you do not receive it as expected, write him as to it. It is always better to mail your letters at the most im- portant offices in your locality, as well as to have your answers returned to such. ^ou would do well to come and see us in all cases where practicable, both going to and com- ing from your field of labors. It involved a direct acquaintance with us, and our method of doino- business, that cannot fail to add great force to your efforts in securing orders. You can also get ' a general insight into the manufacture of book'^ that will enable you to talk clearly and under- standingly on that subject with those to whom you go. In going out it is of the utmost import- ance to start right, and we can make our arrange- ' ments far better and mor? satisfactorily by an interview than by letter. On your returr we can his all .1 '. 'V. s make etter to mswer- by the wish to nt, and T with (fice to do not . It is ost im- o have in all i corn- direct doing )rce to 30 get books mder- whom aport- ange- ►J an e can 39 adjust differences, if any there be, far more pleas- antly in a personal interview. The time and cost of such a visit is hardly to be mentioned in com- parison with its advantages. Besides, the interests of the employer and' employed must be mutual to insure success, and we can blend those interests together by an intimate personal acquaintance, and acquire that confidence in each other thajt could be gained in no other wpy. We repeat^ never fail to come, when at all practicable, and make your arrangements in all cases to stay long enough to have every thing properly adjusted. We have thus given you some " hints " that we hope m^iy be of service to you. We will close by a description of a model agent, and his method pf doing business. He takes but one hook, and has this large enough for the profit on it to justify him in talking not only a half hour, but a half day if it be necessary, in securing some leading man. He makes himself familiar with its contents, secures his district, and goes into it full of self-reliance- all successful men have been self-reliant— and a courage equal to any emergency. He scans his ground carefully, ascertains the character of its population, and learns who are the prominent men therein. He goes toj one of these in a frank and 30 manly but winning way, states liis business, shows his book and its fine points, and secures him if possible, together with a brief written recommen- dation of the work, occupying two or three lines, immediately under his name. He then goes to another, and another, in a similar way, until he gets his Ust well started, by which means its moral force becomes so great, that he can soon sweep almost an entire county, obtainmg names by hun- ' dreds, where, had many another course been pur- sued at the commencement, he would only have obtained them by twenties. He pays no heed to the opmions of literary men, who say that their ' section is not a literary one, and he can't sell books there. He knows the fallacy of such opinions where the book is properly introduced. When he goes to a man, it is with the confidence of success expecting to and feeling that he shall secure him - and after taking time enough to talk to do this' wastes none after that object is accomplished, but pushes on for other names. He looks well to his expenses, studying economy in all things, reports h^ busmess every Saturday night to the publisher of his book, and ends as fcy^ery such indefatigable ' man should end-by getting rich, and investing in bank stock, real estate, or other first-class securi- 1 % oi 5d, shows 23 him if jommen- 'ee lines, goes to until he ts moral I sweep by hun- ' jen pur- ly have heed to It their 1 books pinions 'hen he access, b him 'j lo this, d, but to his eports )lisher ^ igable ingin ecari- tics, that will produce a steady income for a rainy day, independent of his labor. " The godt help thou who help themselves. THl INI. hi- i!i ^. * / * % s ■ »S^ Our Subscription Booki,^ ^nd ^^fe n-arioua styles in which we furnish th«jii with prides: — \}^ Bunjaa'a Complete Works, library style. . . .$3.^^0 w r>(S "W: Morocco ,,. .,,'4:|0 * Do. ' • do: full gilt antique. «r i„ t]Z » th the (creat mass of our people while >< fail to' ;«;:''■' ^' ^"" "' •"•'*^'^« ^'-^ <^«""«t 5 I Tnfi, °''' ,"' preference to any others. Your T v^,? °"^t' '*" "f '"^' ^'"' ^"'•y family y„u ^ we will always endeavour to furnish them > > J [n,... '" 'rests should be mutual. Keep us I ^thoroughly and promptly informed of al! j-our* !/ business operations, and you will ever find* us r?ady to co-operate with you in making ** the bu9ine8.s profitable. *5« m ^'^^:. to^ ■ yv''\ /\y.,r'. ^"