SUCCESSFUL SELLING of the SELF ST SEX SERIES "TT isn't the man with the right idea, Nor the chap who possesses the bright idea, But the fellow who's filled with the 'fight idea,' That usually wins the prize." P'P.iCE $*.o6Y The Vir Publishing Co. 200-214 N. FIFTEENTH STREET PHILADELPHIA, PA., U.S.A. LONDON BRANCH, 7 IMPERIAL ARCADE, LUDGATE CIRCUS, LONDON, E. C., ENG. COPYRIGHT, 1907, BY SYLVANUS STALL. Entered at Stationers' Hall, London, England. Protected by International copyright in Great Brit- ain and all her colonies, and, under the provi- sions of the Berne Convention, in Belgium, France, Germany, Italy, Spain, Switzerland, Tunis, Hayti, Luxembourg, Monaco, Monte- negro, and Norway. AIL RIGHTS RESERVED. IN IH^ I'NITEP STATFS.] TABLE OF CONTENTS The figures used indicate not the page but the paragraph. CHAPTER I. SUCCESS AND FAILURE. Success, 401. Importance of studying Canvas- sers Instructions, 402. Why other canvassers fail, 403. Why our canvassers succeed, 404. Our books deserve success, 405. Why some canvassers fail, 406 Pp. 19-22 CHAPTER II. PREPARATION. Is this business worth preparing for, 407. Time necessary to prepare, 408. Realizing the needs for the books, 409. Realizing the merits of the books, 410. Failure versus experience, 411. Requisites in a good canvasser, 412. The rem- edy for early discouragement, 413 ...Pp. 23-27 CHAPTER III. PREPARATION OF THE MIND. Importance of mental attitude, 414. Determina- tion to succeed, 415. Importance of earnestness and how to manifest it, 416. Realize your ob- ligation, 417. Knowing the books thoroughly and what you are talking about, 418. Great essentials, 419. Lessons on success in life, 420 Pp. 28-34 270245 I CONTENTS. CHAPTER IV. PHYSICAL PREPARATION. Importance of physical culture, 421. Time re- quired daily, 422. Results of physical culture, 423. Food, 424. Boarding place, 425. Your room, 426. Your evenings, 427. Weariness, discouragement and despondency, 428. Pp. 34-40 CHAPTER V. THE FIELD. The choice of a field, 429. Preparing to enter the field, 430.- Entering the field, 431. Commen- dations of pastors, 432. Pulpit announcements, 433. Announcements in the papers, 434. -Class canvassing, 435. Heading your subscription with prominent names, 436. How to persuade leading people, 437. Preparation and use of testimonials and list of subscribers, 438. Town- ship canvassing, 439. Canvassing in the homo field, 440. Canvassing colleges and schools, 441. Cards of introduction, 442. Canvassing by congregations, 443. Secretaries of Young Men's Christian Associations, 444. Keeping up your study of the instructions, 445. Pp. 41-59 CHAPTER VI. BEGINNING THE WORK. The importance of right beginning, 446. Per- sonal appearance, 447. Looking inward, 448. Have faith in yourself, 449. Be an optimist not a pessimist, 450. Speak the truth at all times, 451. Be patient at all times, 452. At- tention to business, 453. The right use of the voice, 454. How to carry your books, 455. Handling the books, 456. "Working" the books, 457. Canvassers' formulas, 458. Prac- ticing the canvassers' formulas, 459. Pp. 60-75 CONTENTS. CHAPTER VII. SECURING A HEARING. The three steps in successful canvassing, 459. Knowing your customer, 460. Approaching the house, 461. The salutation, 462. Meeting busy people, 463. The honest eye, 464. Which book to present, 465. Undivided attention, 466. Studying people before you get to them, 467. Getting started, 468.-*-Getting in and getting started, 469 Pp. 76-89 CHAPTER VIII. CREATING THE DESIRE. The auspicious moment, 470. Your customer knows nothing about the books, 471. Canvass- ing people in groups, 472. Do not be afraid to talk, 473. Neither weary nor hurry, 474. The needs of the poor, 475. Defeating oneself, or repellent influences, 476. Mistake of depreciat- ing one's self, 477. Influencing all classes, 473. Meeting people on their level, 479. Proceed orderly, 480. How to create desire, and the per- sonal element, 481. Important helps, 482. Pp, 90-106 CHAPTER IX. SECURING THE SUBSCRIPTION. The critical moment, 483. Reserve power, 484. A final "no," 485. Asking questions, 486. Method of appeal, 487. Additional orders, 488. Special subscription list, 489. Evasive prom- ises, 490. Fixing date of delivery, 491. Mak- ing the subscription binding, 492. Transcrib- ing subscriptions, 493. Weekly report cards, 494. Foreign translations, 495 Pp. 107-120 CONTENTS. CHAPTER X. OBJECTIONS. Expect objections, 496. Meeting objections, 497. They want it just the same, 498. Deciding for them, 499. How to make ready to meet objections, 500. The times are hard, 501. Can't afford it, 502. Haven't time to read, 503. We can get all the books we want in the public library, 504. I have got a Doctor book, 505. We have similar books, 506. I must see my husband, 507. Am opposed to buying from agents, 508. There are too many book agents about, 509. A book agent cheated me once, 510. The books are too small for the price, 511. I can buy this book sometime in the book store, 512. I do not believe in telling children such things, 513. I do not want my children to know such things, 514. Children know too much al- ready, 515. I got along without such knowledge and my children can too, 516. I depend on the school to teach my children, 517. My child is too young, 518. My child is only a year old, 519. I warn my children of all dangers, 520. I do not believe in circulating this kind of books, 521. I do not believe in these books, 522. If these are such great books and were written to do good, why are they not printed in cheap form at ten or twenty-five cents each, 523. How do I know the book will be as represented, 524. I may not have the money when you make your deliveries, 525. I cannot order now, but may take a copy when you make your delivery, 526. I will not order a book to- day but may take one later on, 527. I can bor- row my neighbor's book, 528. I have more books now than I can read, 529. Crops are a failure, 530. Orders for miscellaneous books, 531 Pp. 121-152 CONTENTS. CHAPTER XI. ORDERING BOOKS. Importance of carefulness and accuracy, 532. Tin- filling of orders, 533. Order blanks, 534. Different methods of shipment, 535. Ship- ping by mail, 536. Shipping by express, 537. '. D. shipments, 538. By freight, 539. De- layed shipments, 540. Boxing and drayage, 541. What to do while waiting, 542. How to send money, 543. Handling large orders with small capital, 544. Ordering books without money, 545. Assignments to another, 546. The cash system, 547.-Our credit plan, 548. Form of "Surety," 549. Length of credit, 550. Credit as the cause of failure, 551. Pp. 153-171 CHAPTER XII. DELIVERING. Delivering differs from canvassing, 552. Suc- cessful dflivery, 553. What canvassers say con- ing delivering qualities of the Self and Sex i<-3, 553. Mental attitude of canvassers, 554. Personal bearing when delivering, 555. The two levels, 556. Insisting in certain cases, 557. Subscribers legally bound, 558. When the money is not in hand, 559. Dates of delivery, 560. About definite dates, 561. Do a strictly cash business, 562. Postal card notices, 563. Time required to deliver, 564 Pp. 172-184 CHAPTER XIII. IMPORTANT GENERAL SUGGESTIONS. Physical culture, 566. Conscientious work, 567. that tired feeling, 568. Rainy days, 569. Everlastingly at it, 570. Be systematic 5/1. Do not canvass too fast, 572. Do thorough CONTENTS. work, 573. What is thorough work, 574. An appeal to the Philanthropic, 575. Young Peo- ples' Societies, 576. The appeal to parents, 577. Get others to work for you, 578. Enlisting others to canvass, 579. Keeping samples in good condition, 580. The price of our books, 581. The people next door, 582. Canvassing foreigners, 583. Write us for help, 584. Helping the publisher and other canvassers, 585. Watch your habits, 586. Your company, 537. Licenses, 588. Recanvassing the same terri- tory, 589. Class canvassing, 590. Some gen- eral principles, 591 Pp. 108-212 Part Second. CHAPTER XIV. SUGGESTIVE CANVASSES CANVASSEBS' FORMULAS. Preliminary reading, 592. Modifications, 593. Making the canvass effective, 594. Adaptations, 595. Salutations, 596. The value of questions, 597. Commendations, 598. Importance of evenings, 599. Canvass for Young Boy, 600. Canvass for Young Man, 608. Canvass for Young Husband, 611. Canvass for Man of Forty-five, 613. General canvass for the entire series, 614. Canvass for Young Girl, 623. Canvass for Young Woman, 626. Canvass for Young Wife, 627. Canvass for Woman of Forty-five, 628 Pp. 213-291 Part Tliird. CHAPTER XV. CLASS CANVASSING. What is class canvassing, 629. The attitude of ministers, 630. Proceed orderly, 631. When to canvass ministers, 632. Attitude of ministers, CONTENTS. 633. The interview with ministers, 634. Will ministers help, 635. Thanking the ministers, 636. The Sunday School workers, 637. Other suggestions, 633. Canvassing teacher, '639. Startling testimonies, 640. Discovering condi- tions, 641. Conditions as they exist, 642. The teacher's influence, 643. How to reach the boy, 644. Educators using the books, 645. Com- mendations, 646. Physicians are interested, 647. The canvass, 648. What medical author- ities say, 649 Pp. 293-319 Part Fourth. CHAPTER XVI. of Sylvanus Stall, D. D., 650. Sketch of ICn, M>ry Wood-Allen, M. D., 651.-^Sketch of ria F. A. Drake, M. D., 652. Pp. 321- 336. Part Fifth. PHYSICAL CULTUBE SUPPLEMENT 339 to 346 Index . 347 to 360 TEE FOREWORD. 13 THE FOREWORD. The Pnrpose.--This book on successful sell- ing of the books in the Self and Sex Series is designed to be the canvasser's instructor, guide and constant helper in the prosecution of an effective presentation of the Purity books in the Self and Sex Series. It is the result of large experience in canvassing, an extended observation of other canvassers and their work, and a thorough study of all available literature. In these pages are em- bodied the principles and laws without which success in book canvassing is simply impos- sible. No pains or labor has been spared in making this the fullest, most complete and most valuable book of instruction to canvas- sers ever published. The Alphabetical Index. This book has been prepared not only for daily, but for con- stant reference. To render the work of refer- ence not only possible, but easy and effective, a thorough alphabetical index has been ar- ranged and is printed in the enclosing pages of this volume. This index includes not only the contents of this present volume, but of the pamphlet Number 1, Number 2 and Number 3. The paragraphs in the first hundred are in booklet Number 1. Paragraphs in the second hundred are in booklet Number 2. Paragraphs in the third hundred are in booklet Number 3, and the paragraphs in 400, 500 and upward are found in this volume. 14 THE FOREWORD. Preserve each of your booklets carefully for constant study and frequent reference, as your attention is likely to be called to some of these paragraphs in correspondence from the com- pany. These paragraphs have been numbered in this way so as to save the trouble of dic- tating long letters to canvassers who write for information. Whenever you need information write to the company, but before doing so consult the index thoroughly and study the instructions carefully, for by this means, with- out the trouble of writing or the loss of time involved, you will usually have a full and sat- isfactory answer to your question without asking it of the company. Quotations. Any quotations made have been carefuly credited to their authors, and the quotations marked " (K) " are from the canvassers' literature prepared and publ by Mr. George H. Knox, President of the Personal Help Publishing Company, who for several years had sole control of the circula- tion of the books in the Self and Sex Series by subscription in the United States and Can- ada, and whose courtesy is hereby heartily ac- knowledged. The Pronouns, When referring to a can- vasser we have generally used the masculine pronoun as inclusive of both genders. We de- sire to acknowledge here the splendid service, excellent work and large results secured by women who have been and are engaged in this work. Failures. Hundreds of agents fail in the THE FOREWORD. 15 very beginning of their work and upon the very threshold of success simply because they do not know the principles of successful can- vassing and are "too busy/' too lazy, too in- different or too conceited to study the instruc- tions which have been prepared in order to guarantee their success. Occasionally persons will undertake the work without any prepara- tion or training and secure phenomenal suc- cess for a day or two, but the canvasser who succeeds permanently, and who succeeds alike ery period in the year, every day in the week and every hour in the day is the per- who makes a thorough study of three things first, this book of instruction; second, the books which he is selling, and third, the people whom he is canvassing. The inexperienced canvasser will read this book and fancy that he has mastered its les- sons and acquired its principles by a single reading or two, but when he begins to can- vass he discovers his mistake. He then finds that there is much that he does not know, and as soon as he has acquired some knowledge by experience he then has books on which to hang additional information. As he adds to his knowledge he becomes more acquisitive and the more experience he has the more wisdom he finds in the precepts and principles which are laid down in the following pages. On this account the canvasser who has had years of experience will read this book more thought- fully, study it more thoroughly and secure more information and help in one hour than 16 THE FOREWORD. the inexperienced canvasser will get in sev eral hours. The canvasser who ceases to stud? the three sources of information indicatec above, will immediately cease to grow, wil eventually become discouraged and finally dis continue the work. The man who keeps uj his studies in the three departments we hav< pointed out will continue to grow in intelli gence, in character, in usefulness and attair and maintain the largest possible success finan cially and in every other way. A Welcome. In the concluding paragrapl of this Foreword I want to reach out a warn hand and extend a hearty hand-shake to each man and to each woman who comes as a co- worker in the circulation of a series of books which have now girdled the globe, are read in every land and have been translated into some twenty or more languages. I welcome yoi into the company of the great and the good in this and other lands who have given these books their heartiest commendation, and ] welcome you as a co-worker with the thou- sands of ministers who, without request, have commended these books from their pulpits to their people, with the evangelists, purity lec- turers and public speakers who have com- mended them from the platform to multitudes of people in every part of the world, with the earnest men and women who have read the books and become so enthusiastic that they have laid down their own work and gone out among their neighbors and friends as self- appointed missionaries in this great cause. I THE FOREWORD. 17 welcome you as co-workers with the mission- aries in foreign lands who have translated these books for use among the heathen, and assure each of you of a hearty welcome by the scores and hundreds of persons in every community, who already know of the value of these books and who will themselves welcome you to their homes and give you not only their subscription, but their hearty co-operation in extending the circulation of these books among all their acquaintances, friends and neigh- bors. I welcome you not only to a work of universal blessing to humanity, but of largest financial profit to yourself, and to a work which will equip you for largest usefulness and success in any department of life you may subsequently enter. SYLVANUS STALL. Philadelphia, Pennsylvania, U. S. A. SUCCESS AND FAILURE. 19 CHAPTER I. SUCCESS AND FAILURE. 401. Success. Every canvasser wants to succeed. We want to do everything in our power to help him to succeed. There are a hundred roads to failure, but only one road to success; and this little book is intended clearly to point out that road. Success is dependent upon certain conditions. What those condi- tions are, and how to meet them, raises many important questions. To answer these ques- tions and insure success, we have carefully set forth in this book the principles and conditions without which success in book canvassing is impossible. 402. Canvassers' Instructions. All the im- portant portions of Part I. in this little vol- ume should be read consecutively, at least once daily during the first week of the canvass, and after that once or twice each week until every principle and suggestion has been ac- tualized in practice, and they have become a part of the canvasser's own personal experi- ence. 403. Why Other Canvassers Fail With the ordinary book the canvasser often fails because so few persons are interested in the 20 SUCCESS AND FAILURE. subject of which his book treats. He may canvass ten, fifteen or twenty persons in suc- cession before finding one to whom his book would be if purchased by them of the slightest value. He soon discovers this defect and de- sires to remedy it by carrying a variety of books. This distracts his own mind, divides and dissipates his efforts, and renders it im- possible for him to concentrate and secure the interest of the person he canvasses in any one thing. To carry a variety of books is fatal to any canvasser, and no person of ex- perience will attempt it. 404. Why Our Canvassers Succeed. Our canvassers have eight books and each treats separately the subject suited to both men and women and to persons of different ages, or periods of life. There is no distraction of mind, no diversity of subject. Every man, woman and child is interested in the subjects treated in this series, and one or another of the books fits perfectly into special needs of each and every person whom the agent meets in the homes, offices, shops, fields, and every- where. Parents are always interested in their children, whether they are young, have reached maturity, or are married and have removed to homes of their own. In every family of mod- erate means the series is suited to a permanent place in the library and the canvasser can or should sell the entire set. Where that cannot be done he can carefully and quickly size up the situation, drop from the set to such single SUCCESS AND FAILURE. 21 books as are best suited to the persons consti- tuting the home, or to the individual being canvassed. There is not a home into which the canvasser enters where at least one of his books will not be imperatively needed, and in very many the entire series is imperatively needed. The canvasser has simply to discover the need, and then whether it is a single book, the two companion books or the entire series, to fill the need whether small or great, as the case may be. 405. Deserve Success. The books in the Self and Sex Series could not have achieved the phenomenal success which has attended them unless they had unusual merit. They have been reviewed, approved and most heart- ily commended by about one thousand papers in the United States and Great Britain. Edu- cational, medical, religious and secular papers have alike spoken unequivocal words of heart- iest praise. Many of the most eminent men and women in this and other countries have endorsed and commended them. Church mis- sionary societies in India, Japan, Korea and other countries have translated them into eight or ten languages for the use of their missionaries in their work. Without solicita- tion, publishers in nearly all of the countries of Europe, have sought permission to translate and publish these books in the language of their own people. The books meet a univer- sal need and are suited to all races, to all na- tions, to all classes, and to all conditions of 22 SUCCESS AND FAILURE. men and women. These books were not writ- ten to make money, but to benefit and bless mankind. If the canvasser desires to suc- ceed he must work in harmony with this great purpose. He must seek to be helpful to every person whom he canvasses, to every reader of our books, and to be helpful to every home into which he enters. If you are true to this purpose you will be able to present 11i<-< books in the most successful manner, under the most unfavorable conditions, and will be able to interest and benefit the largest num- ber of people, and secure the largest number of orders in the shortest possible time. 406. Why Some Canvassers Fail. The man who desires to succeed may learn a valu- able lesson from the failure of others. Failure in every instance is due upon the part of the canvasser to: 1. Lack of knowledge of him sol f. 2. Lack of thorough acquaintance with the books. 3. failure to master thoroughly this Book of Instructions and other printed matter fur- nished by the company. 4. Lack of acquaintance with human na- ture, and of the character, dispositions and needs of the people whom he canvasses. PREPARATION. 23 CHAPTER II. PREPARATION. 407. Is the Business Worth Preparing For? If the average canvasser can make from to $50.00 per week, and the excep- tional man occasionally even more; if the work brings good health, secures that ac- quaintance with human nature which equips a man as nothing else will for success as a merchant, a minister, a physician, a lawyer, a statesman, and every other position in life, and is as essential to life's largest success as a college training itself, then it surely is worth preparing for. But it does more than give the canvasser for the Purity Books in the Self and Sex Series a profitable employment. It makes him a public benefactor, a blessing to the gen- eration and the age in which he lives, and it makes his work tell, not only for time, but for eternity. 408. The Necessary Time. If it takes two or three years to learn to make a coat or a pair of shoes, to lay bricks or to learn the trade of a carpenter, or printer or mechanic; if it takes three or four years of special study to prepare for one of the professions after a col- lege course has been completed, if it takes years of training and experience in order to 24 PREPARATION. make a successful business man, then surely no canvasser should expect without thought, without study and without preparation to succeed in an undertaking which requires an equipment the same as any other useful occu- pation in life. Time spent in preparation, is time well spent. Note your qualifications, study your deficiencies, strengthen your weak points, and if you find any lack in the litera- ture, correspondence or instruction which you receive from the company, write and ask us for the very thing you need. Before doing so, however, refer to the alphabetical index at the back of this book which shows you fully what this book and the other literature furnished contains. If you do not find what you need, write at once, and write frankly and fully. It will be not only our privilege, but our pleas- ure to assist you. We desire to be of the greatest possible help to you. 409. Realizing the Needs for the Books. In order to succeed every canvasser should realize the universal need which exists for the widest possible dissemination of the informa- tion contained in these books. He should carefully study the canvasses, read the letters from young people and from the erring, the pamphlet on "Parental Honesty, " the special canvasses of pastors, teachers, physicians and others found in the latter parts of this book. Let him think of his own experience and the experience of others whom he has personally known. Evidences of solitary and social vice, PREPARATION. 25 the testimony of unhappy homes and of di- vorce courts, of children defrauded of their rights to be well-born, properly taught and made intelligent. These and many other things show the needs for the widest possible dissemination of these books. 410. Realizing the Merits of the Books. To realize the merits of the books, the books themselves must be thoroughly and carefully studied. Every canvasser should not only read carefully each one of the books in the series, but should seek to read one or two chapters from one or other of the books each day, so long as he is engaged in the work of canvassing. This will always keep his mind fresh, and if he has forgotten the merits of other chapters, he will still have something upon which to talk during that day which is fresh and new to his own mind, and which would be of interest to his customer. 411. Theory Versus Experience. Instruc- tion amounts only to theory with one who has had no experience. All the books of instruc- tion will not make a canvasser of a man who is without experience. After a young man has gone through a university, and has de- voted three or four years to training in a medical college he is only a physician in the- ory. He is not one in practice. His train- ing is not complete until he has had the prac- tice. When he begins his practice he must also continue his studies. It is the same with 26 PREPARATION. every other profession. It is the same with a canvasser. It is absolutely essential that he should master all of the instructions. After that he must begin to put them into practice. When he begins the actual work he will dis- cover the value of the instruction, and if he is wise he will continue persistently to review and to reimpress the different principles more and more deeply upon his mind. After he has actually begun his canvass he will be likely to ask himself seriously, what are the requisites in a good canvasser. 412. Requisites in a Good Canvasser. They are the following: 1. Intelligence and thorough acquaintance with the books for which he is canvassing. 2. Energy and a willingness to work from eight to twelve hours a day. 3. Thoroughness and indomitable persever- ance. 413. Do Not be Discouraged. A person may learn to swim under the eye of an in- structor and in a pool that does not have a ripple, and where he can touch bottom at any moment. That is experience of one kind. But when he strikes out for the first time from the bank of a river, or from the beach of the ocean and breasts the waves, his courage is tested, and he is likely to hesitate or falter. In that state of mind he may even totally abandon his purpose ever to become a swim- mer. The same is true of a canvasser. His PREPARATION. 27 first week is his testing time. This is es- pecially true the first day, and the first hour. Hope lifts him up, or fear casts him down. He rises and sinks as the alternating waves and depressions of success and failure sweep by. Some breakers sweep over him, he gasps for breath, but if he has the right mind and met- tle, instead of being discouraged, he will come to the end of his first day's work with that sense of relish and enjoyment which charac- terizes one who has dipped for the first time into the briny deep. Expect great things from the beginning, but do not be discouraged if you do not obtain them. Go back to the rules and principles which have made others successful. Deter- mine to persevere for a month, and if you do not attain some degree of success, then it will be early enough to discuss the question of turning your attention to something else. If others make a success of it, so can you. If this kind of experience has made great men of others, it will make a great success of you. If you allow yourself to fail in this, you will be more likely to fail in every other effort you make in life. Read the paragraph on "Preparation Essential," page 12 in Booklet No. 2. 28 PREPARATION OF THE MIND. CHAPTER III. PREPARATION OF THE MIND. 414. Mental Attitude. Much will do; upon the mental attitude. Every student knows of the influence of mind over matter. The canvasser should know also of the in- fluence of the mind over man of over himself, and over others as well. The man who is fully persuaded in his own i: the resolute, the determined man is well-nigh invincible. The mental attitude not only af- fects one's bearing, but its influence is felt even before one utters a word. The success of such a man is assured from the lx -inniiiLr. He intends to succeed, is determined to ceed. He does not know what failure means, and the consequence is that he does not but that he does succeed. When he meet- difficulties he studies how to overcome them. When an objection is raised, he studies how to answer it, and to answer it so that it stays answered in the mind of the person who made the objection. The proper mental attitude is reflected in the countenance and makes one present a confident, smiling, triumphant face that will be sure to sweep all obstacles out of the way, and it will be reflected in the coun- tenance of your customer as surely as if the sun's rays had fallen across it. PREPARATION OF THE MIND. 29 415. Determine to Succeed. Start out with a determination to succeed. Work systemat- ically and remember that energy and perse- verance are necessary to success in any and every undertaking. Do not be discouraged by a few rebuffs. You may canvass a dozen persons and fail in every instance, but perse- vere, and your success is assured. Experi- ence will teach you how to approach people, and perseverance will bring success. A little experience, an ample store of good common 1 and an indomitable perseverance are indispensable requisites in a good canvasser. Push, pluck and energy are essential. Re- member the old adage, "Luck is a fool, pluck is everything. " Believe in yourself, believe in your books, go forth with confidence and your success is assured. 416. Be Intensely in Earnest. " This should be manifest in your tone of voice, sparkling eye, and every step and gesture. It is essential to all successful soliciting. To sell these books best you must be possessed with an enthusiasm for saving your fellows. In saving them you save yourself. Suppose you discover a neighbor's house on fire; do you think any one would be so indifferent or busy that you could not secure attention? Should the caving in of a mine imprison the toilers in the earth, could you not arouse an entire community to go as one man to the rescue? When Mr. Cudahy's son was kidnapped in Omaha, a ransom of $25,000 soon restored him 30 PREPARATION OF THE MIND. to his parents. But there are sons and daugh- ters in every community who are being worse than kidnapped and no amount of money can bring them back sound and well. You have started to reclaim them and also to do a still greater work in preventing others from fall- ing. Not children only, but parents of hiirh and low degree must be aroused. Win MI Kinir David so anxiously inquired, 'Is the youni? man Absalom safef it was forty years too late. The writer learned of a wealthy man who offered any minister $10,000 to reform his son; but that son was deaf to their appeals it was too late. At the dedication of the in- stitute for boys in New York, Oliver Wendell Holmes said, 'If this institution saves one boy, it will pay for the entire structure.' 'What!' inquired a listener, 'do you mean to say that one boy is worth more than all the brick, stone, lumber, steel and years of labor necessary to erect this mighty building?' Holmes replied, 'If it were my boy, he When you add to this estimate what the Mas- ter Himself said, 'What shall it profit a man if he gain the whole world and lose his own soul?' you will begin to have some concep- tion of the mighty work in which you are en^ gaged. It is a greater work to keep people from falling than to reclaim the fallen." (K.) 417. Realize Your Obligation. When en- tering upon this work of canvassing realize your obligation to yourself, to your parents, PREPARATION OF THE MIND. 31 to your friends, to the Publishers, to the com- munity m which you should be interested, and r own future success in life. To this end, make thorough preparation for the work in the right way and at the right time, t apart at least eight hours each day for solid, conscientious work. 418. Know What You Are Talking About. -No canvasser can do his best work until he knows his books thoroughly. He must read them, and reread them again and again. If he does not know them, if he is not enthusi- astic over them, he cannot impress others or impart his enthusiasm. Water cannot rise higher than its own level. If you are not inter- ested in the books yourself, you surely cannot interest others. If you do not awaken their interest you cannot secure their subscription. You must assume that the people know nothing of the books. They have never seen them, possibly never heard of them, are not interested in them and consequently do not want to buy them. It is for you to change the entire situation. If you want to bring them to the right mental attitude, you must have the right mental attitude yourself. You must be so much interested and so familiar with the books, and be able to talk of them, and in such a manner, as to create an interest in the minds of others. Study our Canvasses thor- oughly, but experience will give you new ideas and teach you how to use them. No canvasser ever carried a better, more needed or more im- 32 PREPARATION OF THE MIND. portant set of books. Be fully persuaded in your own mind in these matters. Impart your enthusiasm to every person whom you canvass. No person can afford to be ignorant of the full, frank and pure presentations of the truth which these books contain. 419. The Great Essentials. If a canvas- ser desires to go at his work like a conquer- ing hero, sweeping everything before him, he can do it. Wliat makes a conquering hero? A great purpose, self mastery, a disciplined army, thorough acquaintance with the field upon which he is to fight, a knowledge of every foot of country that must be traversed to reach that field, thorough acquaintance with the strength, tactics and possibilities of his enemy, and a determination upon his own part to do or die. What does this suggest to the canvasser? He must know his books from cover to cover. He must not only read his Instructions, but he must study them, paragraph by paragraph, and sentence by sentence. At first he must go over them again and again, day by day, and later, week by week. He must make a busi- ness of this study. If he "eats it, drinks it and sleeps it" at first, so much the better. So much the more certain will be his suc- cess. Occasionally a man without experience, without acquaintance with the books, without having made a thorough study of the Instruc- tions, rushes in and sells fifteen or twenty books the first day. But this is altogether ex- PREPARATION OF THE MIND. 33 ceptional. What is it that gives him such success 1 Why, his enthusiasm I But if he had had acquaintance with his books, and had gone to work with intelligence in addition to his enthusiasm, he could have secured not only more satisfactory but even larger results. Soon the man discovers his lack, and unless he be- takes himself to study, he will end in failure and quit the business inside of two weeks. The first step essential to success is pre- paration. The second is preparation. The third is PREPARATION. The next step is con- viction and enthusiasm begotten of confidence in the merits of the books and the importance of their widest possible circulation. When a canvasser is so full of his subject that he thinks of it by day and dreams of it at night, has made the preparation we suggest, goes forth in the spirit we have indicated, his re- sults will entitle him to be regarded as a con- quering hero. 420. Lessons on Success in Life. In our personal correspondence with the canvassers we always make every letter a lesson on suc- cess in life. To the canvasser, when he first reads the letter, it may seem as though it were only upon success in canvassing; but the great principles which underlie success in every de- partment of life will troop through every let- ter, march through every paragraph and breathe in every sentence. We intend also to inaugurate such methods as will enable each canvasser so long as he continues in our em- 34 PREPARATION OF THE MIND. ploy to pursue a course of study upon success in life, and to enable him to discover why some people succeed where others fail and why some fail where success would have been as easy as failure itself. PHYSICAL PREPARATION. 35 CHAPTER IV. PHYSICAL PREPARATION. 421. Physical Culture. The physical, in- tellectual and spiritual are closely related. The great educational institutions have come to recognize this relation. Since the introduc- tion of physical culture and a physical de- partment, the standard of scholarship in every other department has been raised. It is im- possible to make a scholar of a dyspeptic. It is impossible even to make the best kind of a man of a dyspeptic. Young Men's Christian Associations recognize this fact, and the gym- nasium is regarded as essential in the work of that organization as the Bible Class itself. Every pastor meets people in his parish whose lack of piety is due to their need of pills and they would not even need pills if they simply knew how to take care of their bodies. What would be the condition of a house that was occupied for years and was never swept, painted, repaired or cared for in any way? But nature will sweep, paint and repair these bodies of ours, if we simply give some reason- able thought to our health. 422. How Much Time. Give ten minutes each morning to a thoughtful care of your own body. Then forget yourself and live for 36 PHYSICAL PREPARATION. others all the rest of the day. Be such a per- son in body, soul and spirit that you will ra- diate health every hour of the day. Health is as contagious as disease, and hopefulness and good cheer are catching. Ten minutes spent in proper physical culture in the morning im- mediately after rising and before taking the morning bath will give health to the body, clearness to the mind and intensity to the life. The canvasser who devotes himself conscien- tiously to ten minutes of physical culture each morning will sell 25 per cent, more books dur- ing each day than he could possibly sell with- out that amount of physical culture. Ho cannot be a master mind, a galvanic battery, a dominant influence without it. It fortifies him against catching cold, keeps him hopeful, cheery and bright, saves from discourage- ment, banishes the blues before he gets them and helps to make failure impossible. 423. Results. So essential do we regard this matter of daily attention to the phy and the devoting of ten minutes each morning to physical culture that we not only make it a part of our training, but insist upon it con- stantly as essential to the largest possible success. With this physical training as a ba- sis, and with the other benefits of canvassing, we have seen young men almost transformed in thirty days. A photograph taken "before and after" would scarcely be recognized by their friends. Young men who have not previ- ously given attention to the care and devel- PHYSICAL PREPARATION. 37 opment of the physical, gain in weight, become more graceful in carriage, more hopeful and cheerful in countenance and more dominant and influential in their personality. 424. Food* The question of food is also essential. Select a boarding place where a good supply qf plain, wholesome food is as- sured. In some dining rooms empty display and costly dishes are made a substitute for good food and plenty of it. Do not over-eat, but eat enough. 425. Boarding Place. The question of your boarding place is essential. It need not, it should not be expensive. It should yet be good and comfortable, centrally located, con- ducted by people who are above suspicion and who will thereby lend something to the in- fluence and success of your canvass. 426. Your Room. Your room should be bright and cheery. Properly heated in the winter and sufficiently cool in the summer, with plenty of ventilation both summer 1 and winter. Room alone if you can conveniently do so. It will afford you better facilities for study, rest and sleep. 427. Your Evenings. Do not spend your evenings in frivolities, gaieties and excesses which unfit you for rest during the night or for the work of the next day. The night is often made the undoing of the day in many 38 PHYSICAL PREPARATION. ways. You need your evenings for meeting special appointments and the doing of class canvassing. You need the evenings also for a regular study of this Book of Instruction, and the night, not part of it, but all of it, after a reasonable and early hour of retiring. for sleep and undisturbed rest. 428. Weariness, Discouragement and De- spondency. Discouragement and despondency are often the result of weariness. In order to guard oneself against weariness and physical exhaustion the question of sleep and rest is important. First of all, however, there better precautionary measure than physical culture. Systematic, thorough work, with persistent, earnest effort, is sure to weariness. Where a man is enthusiastic and zealous he is likely to be quite unconscious of the results of exhausting effort. In deed, a man with an absorbing enthusiasm can do ten times as much work as without it, a:xl u>u- ally without any larger drafts upon his phy- sical resources. Bring yourself daily by a night of refresh- ing sleep and thorough, conscientious physical culture to that high standard of bodily health and physical force that you can go forth to eight or ten hours of continuous and enthusi- astic effort and hard work, all unconscious of physical weariness. But when you are really weary, and physically and mentally exhausted, you ought to recognize that fact. At such a time, an hour devoted in or upon your bed, PHYSICAL PREPARATION. 39 or some other equally good place to relax every muscle and energy and secure a thor- ough rest and a good sleep, is the best use that could possibly be made of that amount of time. The greatest care should, however, al- ways be exercised so as not to mistake laziness for weariness. As soon as you have had the requisite rest be up and at it again with energy and vigor. Undue weariness is productive of nervous- ness which is liable to make the canvasser ir- ritable and fussy, and his own condition is quite sure to become a source of irritation to his customer, and thus it totally unfits him for successful work. The canvasser should always be calm, self-possessed and confident. He should never seem in a hurry, or appear over-anxious. He should seek brevity, should never be over-insistent, but always recogniz- ing the fact that all persons have something of the mule in their natures, and that when you insist upon their doing a certain thing, that is the very thing they will insist upon not doing. The wise canvasser knows how to seem not to drive nor to force, but to lead, convince and persuade. You cannot expect every day to be a good day. Some days will be better than others. There are dull days in every line of business. When such times come do not be discouraged. What would you think of the merchant who gave up his business because of a few weeks or a few months of business depression? What would you think of a farmer who would 40 PHYSICAL PREPARATION. sacrifice his farm because his crops had failed for one or two years, even if those years suc- ceeded each other? Such a man would be weak, and so would you if you allowed dis- couragement to turn you from your great pur- pose. Do your very best to secure an order at every call, and call on every one. Do thorough work, work early and late, putting purpose and energy into every canvass and success is assured. As I have already said, keep in your best physical condition and always remember the 6 ( blues " have killed more men than were ever slain by typhoid and yellow fever combined. When Elisha got the blues and thought that the entire world had gone wrong and desired to die, there was a good cause for it. The day before he had been on Mt. Carmel amid the most trying scenes, and in the evening, when nature was already exhausted, he ran twelve miles before the chariot of Ahab to the gates of Jezreel. No wonder he was exhausted the next day and the world looked blue ! What did God do? He gave him a good long sleep under the juniper tree, and when he awoke He fed him with nourishing food. The blues may come from various causes, but when they do come from physical exhaustion, no better remedy was ever prescribed. Rest when and as often as you need to, but never loaf or idle away your time. A needed rest will cure the blues, but loafing will bring them on and make them fatal. THE FIELD. 41 CHAPTER V. THE FIELD. 429. Choice of Field. There is a differ- ence in different fields. The difference, how- ever, is usually slight. When a man suc- ceeds in one field and another man fails in an- other field, the man who fails is apt to think that the cause of his failure was due to the field. If these two men had changed fields be- fore either began work, it is more than likely that the man who failed and assigned his fail- ure to the character of the field would have failed in the field in which the other man suc- ceeded. The difference in the choice of fields is always slight. The people in every field are human and wherever there are human beings there are persons to whom these books are per- fectly suited persons to whom the informa- tion contained in these books is absolutely es- sential. What you need is not to waste time in hunting new or better fields, but to thor- oughly and conscientiously work the field you already have. Do not flit like the frivolous butterfly to flowers distant and remote, but like the busy bee wasting no precious time in flight, but industriously gathering large stores of honey from flowers that are passed unno- ticed by the honeyless butterfly. 42 THE FIELD. 430. Preparing to Enter the Field. "Be- fore the time arrives for you to start for your field, go to two or three particular friends of good standing, such as your minister, teacher, banker, and let them give you letters of com- mendation, which are always good things to have in your pocket when traveling. Provide yourself with a blank book of convenient size for your pocket, in which to write down the names of all the people you wish to see in your canvass. Open this book by writing your own name and address in ink or indelible pencil, your home address also, with this inscription, ' Should this book become lost or mislaid, will the finder please notify me at the above ad- dress.' Every person you canvass should be able to give you the names of friends and neighbors whom you should call upon. These names should then be written down in your blank book immediately under the name of the person you are then canvassing. Be sure in every instance to write the name plainly, so that you can read it readily and pronounce it correctly. " (K.) As far as possible take with you more than sufficient money simply to pay your car fare to your appointed field. Take money enough to pay your board for a couple of weeks or longer, and for such general expenses as are absolutely essential. Arrange with parents or friends who are interested in you personally, who know you to be honest and worthy of their confidence and assistance, to provide you with money so that you can send cash THE FIELD. 43 when ordering your first instalment of books. If you can not arrange for the loan of the money, then you should have som.3 personal acquaintance, who is financially responsible, sign your Surety Blank and send it forward to us so that it can be investigated, placed upon file and thus avoid delays which must otherwise occur when you send in your order. 431. Entering the Field. " When the time arrives for you to begin work, do not hesitate a minute, but move as promptly at command of your own will as a soldier would if ordered by the general in command. " (K) When arriving upon the territory do not lose a mo- ment. Get to work at once. First settle the question of a boarding place in harmony with paragraphs 425, 426 and the instructions in the "Supplement." As soon as that question is settled enter immediately upon your work. The man who instead of going immediately to work looks around for a few hours or a day or two to ' ' see how the land lies ' ' is the man who usually never goes to work at all. There is not one location in a thousand where a canvasser could go out to reconnoitre where pretty much every person he meets would not say to him, "This is not a reading com- munity." "This is no town in which to sell books." "This town has been over-run with canvassers, a dozen have failed here within the last month." Statements such as these are sure to confront a canvasser in any and every territory where he goes out to inquire of oth- 44 THE FIELD. ers. These people may be courteous, they may be well-meaning and they are generally sincere, but they are entirely mistaken, not- withstanding. You can find people of this kind without hunting them, and if you do hunt them you will find plenty of them in any and every territory. When you enter your territory therefore do not waste one moment, but go im- mediately to work, and listen to no word of discouragement. 432. Pastors' Commendations. If the ter- ritory to be canvassed is a small town or vil- lage, then immediately after securing a board- ing place visit the pastor or pastors, the lead- ing physicians, principal of the schools and secure their endorsement to a general letter of commendation. If it is a town of consider- able size or a city, then call upon each of the pastors and the Secretary of the Young Men's Christian Association and explain to them that you are about to introduce a Purity Crusade in the town and want their interest and co-opera- tion. They will be likely to signify their readi- ness and ask you what you would like them to do. You can then secure their endorsement, together with that of all the others to the following or somewhat similar brief commen- dations : "The Purity books in the Self and Sex Series have commended themselves to the emi- nent and good in this and other lands and be- cause of their exceptional character we heart- ily commend them for a permanent place in everv home." TEE FIELD. 45 This commendation is brief and to the point, and it has been our experience that where pas- tors are not already acquainted with the books, but are shown the portraits and commenda- tions in the front of the books of those who commend them, or if a copy or two of the books themselves can be left for their exami- nation they will readily give their influence by subscribing their names to this commen- dation. Printed copies of this commendation on strong, bond paper can be secured from the publishers upon request. This method is better than to request the pastor or others to read the book or books and then write a personal com- mendation. Such a request requires too much time and effort, and is much more likely to be refused. In addition it is almost impossible for a canvasser to handle several letters of commendation in such a way as to be ef- fective and without great loss of time both to himself and the persons being canvassed. 433. Pulpit Announcement. If the can- vasser has properly interested the pastor and impressed him with the importance of the work, he will feel that the circulation of these books would be a blessing to his people and to the entire community. He will also recognize the canvasser as a co-laborer with himself in a most important work, and be willing to make a pulpit announcement, and thus prepare his congregation to accord a kindly reception and an attentive hearing to the canvasser when he calls. 46 THE FIELD. The following pulpit announcement or one somewhat similarly brief and to the point has been found to be effective: I desire to announce that there is a young man (or men) in our community, engaged in presenting a set of excellent books on personal and social purity. These books have been endorsed by many of the most eminent and good in this and other lands. This young man (or men) is engaged in a most important work. These books will pro- mote the purity of the home, safeguard the boys and girls and give an uplift to the entire community. They deserve a perma- nent place in every home. Open your door and give this young man a cordial welcome and an attentive- hearing. Copies of these or some equally good notice . can be secured from the publishers. Always attend all the public church vices, both for your own good and to get ac- quainted with people whom you should know, and because your reputation and character in that community will depend upon the nature of your associations. You should assure yourself that the pastor is really acquainted with the books before re- questing him to sign the commendation sheet or suggesting that he give a notice of the work from the pulpit. 434. Impressing the Preacher. The can- vasser will here realize the importance of a thorough mastery of the subject with which *(To the Pastor). This "Announcement" is only suggestive. Be free to make any changes. THE FIELD. 47 he is dealing. If the pastor is not as well acquainted with the books as he should be, it \\ill be necessary to give him a right impres- sion, both of the books, and general nature of the work and the necessity for it. His atti- tude toward both you and the work will be largely influenced by your ability to rightly impress him at this time. Give him a clear, convincing argument, it will impress him with the importance of your work and the need that it should be carried on in the community, and it will impress him with your ability as a purity worker. He will, then, in the majority of instances be ready to stand back of you and co-operate with you in every way possible. He will be much more likely to be ready to make the announcement of the work from the pulpit than if he were to question in any way your ability to properly carry on the work. It is easy to see, then, the importance of the can- vasser's being able to present his subject so clearly and forcibly to the pastors in his visit to them, that he will both be able to increase their own conception of the importance of the work and impress them with his own ability as a representative of the purity movement, 435. Class Canvassing. Where pastors hesitate about signing the commendation, it might be well not to ask them to make the pul- pit announcement upon the occasion of the first interview, but to call upon them the next day, or just prior to the Sunday when the an- nouncements are to be made in the different pulpits. After the announcement has been 48 THE FIELD. made pastors can almost always be relied upon to respond favorably to the request for the names of the Superintendent and teachers of the Sunday-school. Some times it is much better not to ask the pastor, but to learn the name of the Superintendent from others and then let the superintendent furnish the names and addresses of all the teachers. These teach- ers should be visited in a thorough class can- vass. When visiting the teachers they should be made to feel that they are leaders of the public thought, that the members of their class look up to them as intelligent guides, and that whether they see fit to speak to their pupils upon this subject or not, they them- selves ought to be well informed and thor- oughly acquainted with the subject. It would be well also to suggest that after seeing how purely, impressively and unobjection- ably these subjects are presented in these books they will better be able to judge of what may be their duty in their relation to their scholars. The canvassers will be greatly assisted in " Class Canvassing " by a careful study of the help furnished in the latter pages of this vol- ume. The teachers of the Young Men's and Young Women 's Bible Classes should be interested in such a way as to see the importance of having a full set of books for themselves, and to fur- nish the names and addresses of all the mem- bers of their classes, and also to read a notice to their classes somewhat like the following: THE FIELD. 49 " I desire to announce that there is a young man (or men) in our community presenting a set of books on the subject of personal and social purity. These books treat the private life of the individual in a thoroughly pure and comprehensive manner, and should be in every home. They are written by widely known Christian authors, and can be depended upon as the most reli- able and authentic treatment of these subjects that is published. "Mr. will call on you in a few days to show them to you, and I hope you will all improve this op- portunity of getting them." With this list of names in hand the can- vasser has splendid material for class can- vassing. These persons constitute just the class to be seen in the evenings. The regular house to house canvass should be prosecuted during the day, and these Sunday-school teach- ers and Bible Class men and women can be canvassed separately at appointed times or in the evenings, and thus greatly augment the daily sales. Remember, however, that your success rests primarily and always on a regular, systematic house to house canvass, but you can also ar- range these names both by streets and numeri- cally so that you can, without repeating your steps, canvass these persons in the evenings, When making a call, and after canvassing the person whom you went most of all to see, canvass others in the house, so that you need not repeat the call when engaged at your regular house to house canvass. By some such method as this, you may, after having fully completed your house to house canvass of the entire city, take up each of the Churches, the members of the Young Men's Christian Association, member of the 50 TEE FIELD. Women 's Christian Temperance Union, Local Temperance Organizations, Mother's Clubs, teachers, physicians, etc. A canvasser should, however, always exercise caution so as not to waste time by going over territory previously canvassed for the purpose of seeing persons whose names he may have forgotten but whom he may have previously canvassed. 436. Begin with Prominent Names. Where persons who are canvassed have any doubts with regard to the character of the books, or hesitate because of any other con- sideration, they are often influenced to a fa- vorable decision by a list of names of influen- tial subscribers. It is therefore important to begin your subscription list with the names of prominent and influential persons. The names of ministers, the Superintendent of the Board of Education, the President of the High School, the Secretary of the Young Men's Christian Association, physicians, Sunday- school Superintendents, officers of churches, leading politicians and the names of other prominent persons are of great value. Lose no time, however, but canvass persons whom you meet while laying the foundations for your work, and if necessary place their names upon a separate list, so that your regular subscrip- tion list may be headed by influential names. 437. Persuading the Leaders. " As, in canvassing these leaders, you have as yet ac- THE FIELD. 51 cumulated but little influence to bring to bear on them, your aim should be to please, by the compliment of showing how important and in- fluential you deem their approbation. If one of these leaders declares he is called upon so often that he prefers to decline, answer that his position and influence make him a leader of others. Assure him it is for this reason he is called upon so often; that if he doesn't want to be solicited so much, he should not allow himself to be among the most influential in the community. Every one likes to be told that he is a person of influence, rnd if you make this suggestion in such a manner as to show that you are sincere, it will have its effect. An hon- est man hates flattery, but th? best of us like sincere praise. Many experienced agents who understand this make it a rule to tell every person they canvass that they want his name for his influence', and there is no falsehood in this, for the humblest person on earth has some influence over some other person. " Even a wooden man has influence, otherwise the wooden Indian that stands at the entrance to the tobacco store would not be placed there. 438. Preparation and Use of Testimonials and List of Subscribers. " Few solicitors know how to use their local testimonials and list of subscribers to the best advantage. A very convenient way to arrange and carry your list is to procure from any merchant a piece of manila wrapping paper a little wider and longer than the ordinary business letter- 52 THE FIELD. head. Fold this over about an inch at the top, inserting through the fold thus made and near each edge of the sheet, an ordinary paper fas- tener. Before inserting the fasteners you should slip the end of a sheet of blank paper nearly as large as the manila sheet into the fold at the top so that the fasteners when in- serted will hold it in place like the leaf of a book. On this blank sheet you should copy the name of each subscriber as secured until the sheet is full; then paste another sheet to the bottom and fold. Continue to do this as your list grows so that when you draw out your subscription list, your customer will be confronted with the whole array of the n of neighbors and friends who have subscribed. Local testimonials, which you secure, will usu- ally be written on shorter sheets or if not can be trimmed down so that they will only par- tially cover your list. These testimonials should be inserted and fastened the same as the sheets on which your subscribers' names are written. You can thus refer immediately to any particular testimonial which you think will have most weight with the person you are canvassing. It is sometimes well to introduce your canvass with a good stirring testimonial from some prominent local personage, as a means of enlisting the confidence of your pros- pective customer. Then proceed with your regular canvass and testimonials given in tho books themselves, reinforcing and clinching your canvass with more local testimonials. "If you are especially successful in fre- THE FIELD. 53 quently securing orders for several copies from one person, it is well to make frequent refer- ence to your order book as well, showing that such and such a person had ordered a number of copies. This will frequently be helpful in get- ting the person you are canvassing to increase his order. At the same time you must learn to be tactful in using your subscription list, for while it will have more influence than any other single thing in adding orders to your list, you should not hint that your customer may be influenced to buy because others are buying. You should rather refer to your list as evidence of the popularity of the books and refer to what so-and-so said to you about be- ing 'so glad to have the chance to get the books now.' " (K.) 439. Township Canvassing. Where the as- signed territory includes a township the work of preparation and the beginning of the can- vass in the village should be pursued as we have indicated above. After this "strike for the country, reserving the town for extremely bad weather. Do not travel more than two miles in one direction, but turn and canvass back on the other road. Be sure to canvass all houses off from the road. Inquire about the people you hope to canvass ; learn their names in advance. Canvass the one you think most likely to buy. If you fail on that one, try an- other member of the family. Be sure to can- vass every hired man and servant especially in the country, excepting in the South where 54 THE FIELD. racial feeling exists. You will sell to many. After closing the first order in the home, do not go away until you have tried to sell them other books of the series; it may be to other members of the family. Careful attention at this point will easily double your business. By your actions and earnest conversation com- pel the people to talk about you and your books, and talk favorably. Make them feel that there is a hustler in their midst and that he is engaged in a good work. Always do bu^i- ness where you take dinner. Stay overnight by selling books that you could not otherv sell. In that way you will not only sell more books and be able to show a larger list, but also save paying out cash for expenses. It would be well for you to make a drawing of the territory you are to canvass, with the location of the homes in the country districts, and have your records so complete that in case of sick- ness you could send a stranger in to fill your orders, thus preventing financial loss." (K.) 440. Advantages of Country Canvassing. Country canvassing is far more interesting than city or town canvassing, the scenery is constantly changing, the people are not an- noyed so constantly by agents and solicitors, and will generally receive you more heartily. For the canvasser with a small capital it is particularly advisable. We know one who rarely paid out his cash for expenses. He would stop at a farmhouse at dinner time sell a book and allow 25 cents for dinner. This TEE FIELD. 55 still gave him a profit of 15 cents. Just before finishing for the day he would allow a farmer or his wife fifty cents on a sale and would get his supper, breakfast and a night's lodg- ing, which actually cost him only ten cents, so he was really getting three meals a day and a good night 's sleep, the credit for having sold books, which otherwise he would not have sold, and makin & something besides. When delivery time came around he would allow the minister books for the use of his team, thus avoiding the livery expense. 441. Canvassing Colleges and Schools. Colleges, universities and schools of higher education are excellent territory for the sale of these books. Many of our canvassers are from the student class, and these often begin their experimental work in the institution in which they are studying. The success of a can- vass in such a field is dependent upon the per- sonality and influence of the canvasser, the amount of time he can devote to the work, and his ability to impress his own deep conviction upon his fellow students. Further information upon the subject of canvassing in schools and colleges will be found on page 27 of Booklet No. 2, and also by consulting the alphabetical index at the end of this volume. Presidents of institutions sometimes hesi- tate to recommend the books, fearing lest the parents of some student might see one of the books, and without knowing or examination 56 THE FIELD. into the character of the book and its con- tents, disapprove of what the President of the institution had done. We do not know of a President of any institution who disapproves of our books, but we have known of some who hesitate to give their public approval, for the reasons which we have just named. As public or formal approval is not essential to the success of the canvass, and is even preju- dicial in the minds of a certain class of stu- dents, each student canvasser must determine his own course in this matter. We shall be very glad to enter into cor- respondence with students everywhere to enlist their services during vacation period. 442. Cards of Introduction. A visit inr card containing nothing but the name of the canvasser is valuable in securing admission to many of the more influential homes. A card may be written, but it is better printed. It need not be expensive, but should always be of a good quality. It is better to use no card than one prepared with a rubber stamp, or in some other way so that it prejudices the recipient before ever personally meeting the canvasser. These cards are valuable in reference can- vassing. Where subscribers, ministers, Wo- men's Christian Temperance Union workers, or others are willing to refer you to personal friends, or those who need the books, and will write the simple word " introducing " on the upper left hand corner of your visiting card and then sign their name below your printed THE FIELD. 57 name, such cards of introduction will prove very valuable. If they also write the name of the person to whom they refer you ahove the word "introducing," so much the better. Can- vassers should always be careful not to abuse the courtesy of such cards of introduction by using them with persons other than those for whom they were originally intended. Straight- forward, honest and honorable dealing is not only the right way, but the only way to suc- ceed. 443. Canvassing a Congregation. In a large city the canvassing of separate congre- gations is attended with great loss of time in traveling long distances and finding the resi- dences. Where the class canvassing of Sun- day-school Superintendents and teachers and members of Adult Classes is pursued in the evenings, the leading members of the different churches will be pretty thoroughly reached. In small villages, however, separate congre- gations may often be successfully canvassed, and to accomplish this, it is necessary to se- cure the list of members from the pastor. In some congregations they have printed lists, but where they do not have, the canvasser should not request the pastor to write off the list, as this would impose a large amount of labor upon him. Simply secure permission to tran- scribe the list, but do not request the privilege of carrying the pastor's list away from the parsonage. If his visiting list does not give the street addresses and the pastor should be 58 THE FIELD. busy, as most pastors are, some prominent member of the church, like the Sunday-school Superintendent, or some other one of the of- ficers or teachers might be able and willing to supply the street addresses. No agent should ever over-tax or abuse ministerial kind- ness, omit to show his personal appreciation, or fail to make some recognition of the pas- tor's interest or effort in the success of the canvasser or the sale of the books among his people, The pastor's aid is not essential to success but very helpful. Where each congre- gation is to be canvassed separately, a letter of introduction and commendation from the pastor would be of great value. 444. Secretaries of Young Men's Christian Associations. Canvassers will always find it to their advantage to enlist the interest and co-operation of the Secretary of the local Young Men's Christian Association. Through the Secretary he may be able to secure the list of the members and successfully reach a very large number of young men connected with the Association. 445. Keep Up Your Study. While prepar- ing the field make a most careful and thorough study of this book of instructions. Know it from beginning to end. Study the alphabet- ical index. Make a daily study of chapters two, three, six, seven, eight, nine, ten, eleven and fourteen. Examine all the other chapters each week and be sure to practice the ph^siea* THE FIELD. 59 culture exercises recommended in chapter four, and set forth in the Physical Culture supple- ment of this volume. Make yourself thorough master of every paragraph and every principle in this volume, and be prepared to write out answers to Review Questions sent out by the publishers to their canvassers. 60 BEGINNING THE WORK. CHAPTER VI. BEGINNING THE WORK. 446. Beginning Eight. As "a bad begin- ning makes a bad ending/' it is necessary that the beginning should be right; therefore, first of all, "be sure you are right, then go ahead. " 447. Personal Appearance. In canvassing as in all other branches of business much will depend upon personal appearance. Charac- ter is manifested in a man's dress. As \v< have no other means of judging, we must judge from external appearances. Until a man opens his mouth and says something, we can form no judgment except from his appearance. Noth- ing else so much affects a man's appearance as his hat and shoes. The hat should always be chosen with care and the shoes be kept clean and well-polished at all times. The clothing should never be shabby, always free from spots that soil and give a slovenly ap- pearance. Clothing that has been worn for a few weeks always loses its shapeliness and can generally be made to look as good as new by the investment of a small amount for sponging and pressing. Well-combed hair, a clean shaven face, clean hands with nails properly pared and never dirty, a clean linen collar with a necktie that is modest and be- BEGINNING THE WORK. 61 coming are essentials. Neither necktie, nor any other portion of the apparel, should be so conspicuous as to attract attention. You should rivet the entire attention of the cus- tomer upon your books, and therefore careful attention to your personal appearance is im- portant. You should be careful to have your teeth well-cleaned, and great care should be exercised to guard against an offensive breath, either from defective teeth, or a disordered stomach, which may be caused by injudicious eating, nervousness or excessive worry. The smell of tobacco is especially offensive to some persons and those who do smoke should always cleanse their mouth and wash their hands be- fore attempting to canvass. During the heat of the summer special care should also be taken to protect against effete bodily odors. Inattention to any of these things will mili- tate against the success of the canvasser. Even the impression you make at your boarding house will have its effect upon your business. Be careful about your table man- ners. Before leaving your room draw the sheet and covering over the foot of the bed, both for neatness of appearance and also for airing. See that your wash-bowl is emptied and that things are not left in confusion and absolute disorder in your room. 448. Looking Inward. When entering upon the work the canvasser should not only^have regard to his external appearance, but his in- ternal or mental preparation for the work. 62 BEGINNING THE WORK. There are great fundamental principles the value of which cannot be overestimated. It is well to sit down and ask oneself the ques- tion, " 'Who am IT 'Shall I build up a reputation for myself, or continue to do busi- ness on the good name of my parents or guar- dian T 'Shall I add something to the value of their name, or have it said of me tluat I de- tracted from it?' 'Am I willing to begin at the bottom and work up, or do I wish to com- mence where my parents left off, not having had any of their experience?' These are very important questions. Success or failure is probably concealed in them. Here is where the poor boy so often steals a march upon the son of the rich. The poor boy has to begin where he can, and fight his own battles. He grows every inch of the way, while the son of wealthy parents is too often not allowed to struggle. Help comes to him when it is not needed. He is thus weakened where helping himself would bring strength. Thus hindered, he falls a vic- tim to the mis-named favors bestowed upon him. While the poor, struggling fellow knows every step below him, he keeps his eye upon the heights above and presses onward and up- ward to victory at last! The world watches both. It applauds and honors the one and pities the other. Garfield acknowledged these facts when he said, 'To be poor is uncom- fortable, as I can testify, but nine times out of ten, the best thing that can happen to any young man is to be thrown overboard and com- pelled to sink or swim for himself. I never knew one to sink that was worth the savinir. ' BEGINNING THE WORK. 63 "But poverty is no guarantee of success. It will act as a stimulant if you have ambition and pluck. If you have not, it will bind you as a slave, and clothe you in rags. Neither should wealth be a hindrance to development. It is only when its possession is allowed to deter you from entering with all your might into some positive effort ; something which will arouse that mighty impulse known only to those who feel, 'I must do or die/ Such a feeling compels one to master the situation, never neglecting even the little details which may seem very insignificant, yet are vital to success. M (K.) 449. Have Faith in Yourself. Have great purposes, expect much, be hopeful, be resolute, be determined, be persistent, know your books, believe in them, believe in yourself, know your canvasses so thoroughly that you can present the books clearly and impressively without a moment's notice, whenever an opportunity is afforded. Few people in all their life engage in an occupation that is so useful, so important, so far-reaching in its results, so telling on hu- man destiny, both for the present and future generations as the work in which you are en- gaged. The business of the banker, the rail- road president no one is engaged in an oc- cupation more honorable or more important. Believe in your business, believe in yourself. It will make you cheerful, hopeful, confident, courageous, triumphant. "Too many people are afraid of themselves. 64 BEGINNING THE WORK. Their timidity hedges them in and defeats them in the race of life. No one should shirk when he has an honest proposition to present. Boldness in a good cause is a badge of honor and power. Certain things will contribute to this element in your character, while other things will detract from it. Honesty of pur- pose, a good cause, thorough preparation, re- spectable appearance, and right living will give all the courage needed if you persevere. On the other hand, an evil purpose, a bad cause, lack of preparation, unsightly appearance, and a wrong life will rob you of what courage you have and defeat you in the end. You cannot succeed unless you maintain your own self- respect. You must eat, sleep, walk, talk and live with yourself. You not only need courage to influence others in the right way, but to protect yourself from evil companions and influences which may surround you." (K.) 450. "Be an Optimist, not a Pessimist. The person you are canvassing for the time being becomes like you. If you have the blues, are discouraged and look upon the dark side, you will not secure many orders. If you are bright, cheerful, wide-awake, full of hope and sunshine, you can drive the clouds away, bring good cheer even to the despairing, and secure their orders. The optimist is master of his moods and can impart them to others. He can use a pleasant smile like a flag of truce, to secure a conference with an enemy. The pessimist is a victim of his own moods. His BEGINNING THE WORK. 65 influence parches like the hot winds of the western plain, or stops the life current like a winter 's blast. Some one has said that the pessimist will drink cream and call it skim milk, while the optimist can drink skim milk and enjoy it as cream. Be the same helpful, expectant, earnest, cheerful solicitor every day and every hour of the day. If you fail to close an order or several orders in succession, do not approach the next person in a doubt- ing, half-hearted, disappointed way, but go with full assurance of success, manifesting the same spirit as would be natural to you had you taken orders from the last twenty peo- ple canvassed. 'Nothing succeeds like suc- cess. ' Catch the spirit of success, stay with it and you will do business." (K.) 451. "Speak the Truth at all Times. We do not want any agent who has to lie to get business, nor do we want to sell any article that requires lying to sell it; neither do we want any business that you have to lie to get. Agents often make a mistake in failing to maintain their integrity. You cannot have and retain power unless you maintain self-respect. Any apparent temporary gain by sacrificing truth ends in final defeat. A reputation for truth and veracity is your best capital; it will find a listening ear for you wherever you go, while the opposite will close the doors against you. In this day of wide acquaintance and travel your reputation will probably precede you into the new territory and remain there 66 BEGINNING THE WORK. after you have gone. Whether it shall be help- ful or otherwise to your business, you alone must determine. " (K.) 452. "Be Patient at all Times. Be patient with yourself ; you must develop the quality of endurance. Show that you are physically able to bear hardship and suffering, to undergo pain and trials without murmuring and fret- fulness. This is a necessary element for your success and happiness. Keep yourself in the right spirit and other things will be right. Go wrong yourself and all other things will go wrong. We expect it to be too wet, too dry, too hot or too cold for weaklings. But the agent who sends in the good weekly report hardly observes the extreme changes in the weather except to take advantage of them to increase his business by seeking those who are thus temporarily disengaged. "Be patient in learning this business. The same lessons you have to learn here in deal- ing with people will prove valuable in any other enterprise. If trials and disappoint- ments seem to attend you here, where would you go to avoid like experience? Surely not where any promise of success is worth win- ning. "Be patient with your customers; they will not always be patient with you. They are of- ten preoccupied, tired, overwrought, exhausted, disinterested or indifferent; hence, are easily irritated. Impatience on your part would surely defeat you." (K.) BEGINNING THE WORK. 67 453. "Attend to Your Business. This is absolutely necessary for success in any calling. Nothing will detract more quickly from your business standing than failure at this point. Business habits are being formed now that will make or defeat you for life. There will be many things that will tempt you to turn from the business you have in hand. 'The world, the flesh and the devil' will camp on your trail if you have started out to succeed. These evil forces never go out of their way to trap the man who neglects his business or idles away his time for they are dead sure of him in the start. "You will become weary of canvassing, dis- couraged at times and feel like seeking other employment. This might be the most fatal mistake you could make. But whatever your temptations, do not hesitate to write us fully. W and return again before you leave that section, or if the people are away from home, return in a day or two. Do thorough work. Do not, in built-up sections, pass when in your canvass from one side of the street to the other. The people upon the opposite side may have seen you passing from house to house, take you for "some peddler" and purpo^ not respond to your knock or rinir. Canvass around the square rather than up one side and down the other side of the same square. At- tention to these little details means much. 462. The Salutation. For different modes of salutation we must refer the reader to the Canvasser's Formulas. In view of the fact that we are prosecuting a great crusade for personal and social purity, and as the pastors in each city, or locality, are all enlisted and their co-operation has been secured before the canvass is begun, it is proper for the canvass- er to present himself in the light of one who is prosecuting the work of a special crusade in SECURING A HEARING. 79 the city, and when the head of the house, or some principal member of the family responds to the door-bell, it is perfectly proper to in- troduce your work in the following manner: "Is this Mrs. Jones? My name is Smith. I am in - in the interests of the purity campaign, in which the pastors of the different local churches are taking part, and with your kind permission I will step in and explain it." Take it for granted that you are going to be admitted. Indicate your expectation in your face, in your bearing, and in a courteous and easy manner which shows that you are at ease in the best of homes, enter at once without further ceremony, unless the attitude and bear- ing of the person at the door should be such as to be prohibitive. In such an event your ap- pearance, the expression upon your face, your cheerful, manly bearing, and the character of your response will go far to determine the re- sult. (See supplement.) The statement that no intelligent person can afford to be ignorant of the character of the movement which is being inaugurated in the city, and that you will take but a few mo- ments of their time, is likely to be effective. No person likes to be thought unintelligent or ignorant, and the appeal to their intelligence is one which few people will resist. Where the servant responds to the ringing of the door-bell, the visiting card should be ready. Inquire whether Mrs. Jones is in. Send up your card without explaining the nature of 80 SECURING A HEARING. your business. Do not stand at the door, waiting for the servant to go and return, but if possible enter at once, stepping inside the door, hang up your hat, and step into the par- lor, take a seat, and await the coming of Mrs. Jones. When Mrs. Jones enters, you should rise and introduce yourself ami then with your introductory remarks in with suggestions made in the supplement in the last pages of this book, as the there suggested for introducing the work ami giving mothers the right impression regard ini: it have been found to brinir the best results by our very most successful canvn - <>me canvassers prefer introducing the bnk< imme- diately, but where possih .-ihvays best to prepare your customer's mind by the sug- gested introductory remarks. With your permission I desire to show you this commendation, signed by all the pastors in the city. When reading and showing the commendation, if you know the denomination to which Mrs. Jones belongs, call her especial attention to the signature of her own pastor. If you have a card of personal introduction to Mrs. Jones, from her pastor, or a letter of in- troduction from a friend, this will make your call additionally effective. 463. Busy Persons. Oftentimes the excnse of being busy is simply a pretext in order to get rid of the consideration of the subject you have to present. In such instances never allow yourself to be irritated. Remain calm and un- SECURING A HEARING. 81 disturbed. Insist that the movement in which you are engaged is so important that no intel- ligent person can afford to be ignorant of it. That you will take but a few moments, and as a progressive person they should know about it, even though they should not enlist in it. If the person is so occupied that to persist in asking attention would cause irritation, then it is always better to seek to make a definite ap- pointment for some future time, without fur- ther disclosing the nature of your work. When a busy man or woman says, "I will see you in a moment, " sit down and wait for them; or if they are engaged in conversation, retire from their presence until they are dis- engaged. When people meet you by saying, "I am almost too busy to see you," it is well to reply, "It is always the busy people who are interested in my work, idlers are not in- terested. I presume you have found it as 1 have, that if you want anything done, go to a busy man, he always finds time to do what needs to be done." "Continuing, 'I do not wish to take your time while you are so busy, but if you will give me just a minute I can show you what I have; then if you are inter- ested, I might see you again/ With this he will probably hear you. Then put in the best minute of your life. Do not attempt to say all that may be said, but say the few things that should be said in the time allotted. If you use this minute rightly, he will probably want you to continue, as you will easily observe, or he may give you his order. If he says, 'See 82 SECURING A HEARING. me some other time/ ask him to name the time that will suit his convenience; then say to him, 'Why not close the order now? I am sure you will want the book or the entire set. Better give me your name now ; it will be help- ful in securing others.' " (K.) 464. The Honest Eye. Throughout your interview look your customer squarely in the eye. Don't stare him out of countenance, neither let your eyes avoid his glance. There is power and impressiveness in the human eye. By looking him squarely in the face you will have a controlling influence, and will be best able to read the thoughts in the mind of your customer. 465. Which Book to Present. WThere con- ditions evince a probability of success, the can- vasser should always seek to secure a sub- scription for the entire set of books. Where this would not be judicious the canvasser must immediately judge which book is best adapted to meet the needs of the person. Parents are always interested in their sons and daughters ; brothers often purchase for their sisters, and even more frequently sisters purchase for their brothers. Young married people will always desire "What A Young Husband Ought to Know" and "Wlhat A Young Wife Ought to Know." Where there are young children, the books to "Young Boys" and "Young Girls" will find a ready sale. Mothers are even more likely to purchase for their chil- SECURING A HEARING. 83 dren than the fathers. Grandparents will of- ten make purchases for their grandchildren. Persons of middle life will be sure to find much in the books addressed to men and women of forty-five. Sell one book where you can not sell more, but seek constantly to sell the en- tire set wherever possible. 466. Undivided Attention. After a few pleasant greetings, suited to secure kindly con- sideration, the canvasser should seek to secure the undivided attention of his customer. To do this he must himself be thoroughly inter- ested in his books, must proceed orderly in his canvass, must be quick to discover when the moment has arrived to close the canvass, should seek to take no more time than is nec- essary, but should proceed step by step, and point by point, until the customer is sufficiently impressed and the subscription secured. 467. Studying People Before You Get to Them. "Lincoln said that when he had an argument to make before a man, he spent one- third of his time studying the man, and two- thirds of his time studying himself and his argument. Notice what the Book of Instruc- tions says about different classes of people and the kind of a talk to mak* to them. When you are referred to a man, find out how old he is, what education he has had, what his business is, what his tastes are, what church he belongs to, and to what political party he belongs. If you don't do these things you are 84 SECURING A HEARING. losing a splendid opportunity. When you are referred to a married woman find out how many children she has, how old they are, whether she is interested in reading or not, and whether or not her children are interested in reading. Generally some boy or girl is known through the neighborhood as a great reader. If you know that fact, you can al- ways make capital out of it, as it is quite a compliment to have you speak about it. Of course you must do it tactfully. Do you know what church the lady belongs to, and whether or not she is a prominent worker in church and society circles? What is her husband's occupation or her occupation, if she has one? One woman may be a dressmaker, another a teacher, while another may be a washer- woman, another is the banker's wife, while still another is the preacher's wife, etc. You should study a woman in relation to her edu- cation, her social or business position, her church, her children and every other important thing which may relate to her. Study men in exactly the same way. Consider every pos- sible phase of their life, then frame your ar- gument to fit your customer. An agent has to use his head in order to do this successfully, he has to use his head if he ever expects to have anything better than mush and milk to eat." (K.) 468. Getting Started. " Getting started in the book business is like getting started in any other kind of business, innumerable apparent SECURING A HEARING. 85 difficulties present themselves, everything is new. The individual is nervous. When he needs to know his business the best, he knows it the worst. He is not in the best physical trim the first week and for that reason he should watch his health, and not overdo until he gets a little used to it. The new agent who works long and hard the first day or two is apt to feel about as bad as the boy who goes into a football game without any practice. After exerting all one's energy, and enthusi- asm, and nervous force during the first two days, the new agent will get up the third morning tired and stiff all over. He tries to work, but he has neither fire, enthusiasm nor magnetism. He is to a certain extent men- tally depleted. He tries to get business, but his arguments sound hollow and dry. They lack the requisite enthusiasm. Without en- thusiasm it is impossible to produce convic- tion. What is the result ? You can 't close the order. You can't do it si-iply because you are tired. When in that condition you are bound to get over into the next stage. You are bound to get blue. When you are tired and blue the best of canvassers can not get business. There is just one thing to do: stop and rest for a few hours, and then work grad- ually until you get used to it. Don't try to conquer the world the first day or the first week. If you do you will wear yourself out and get discouraged. Here is where some men lose their nerve, and courage, as well as their head. Simply because they are blue and worn 86 SECURING A HEARING. out they lose confidence in themselves and the business and everything else. Right here is where you have got to rally yourself, use your will-power and assert your manhood. Go to your room, study your work over, and have a good sleep. You will wake up refreshed and ready for work and big success/' (K.) 469. "Getting in and Getting Started. There are some men who are very rude, and, although they have no reason for it, brutally refuse an audience, but no matter what a man may be like he always has many good traits of character, and even before you see him you just think of him at his best, it places you in a much better attitude to approach him. The kind of an individual you have pictured is ex- pressed in your own face, and your own free, easy, good-natured, confident expression admits you. Absolute confidence that you are going in, instantly brushes aside any misgivings on the part of the person interviewed. Let your whole appearance be as inviting as your face. Cleanliness and dress have much to do with a man's reception; everything in this instance, because he will be misjudged if he doesn 't look neat and clean. Now, when you do get in, make your first ten words count. You can't sit down and wait four or five minutes to 'size up your customer;' do that while you are introducing yourself. "It isn't hard to get an interview. Of course, if a person doesn't expect much he won't get much. If a salesman feels that he is SECURING A HEARING. 87 calling on one who is much his superior, he will be half-hearted and fail to make an im- pression. Be alert, enthusiastic, positive in your nature, and positive that you are going to secure an interview and get business. Be cheerful, too. If you are feeling fine your cus- tomer will feel fine. Introduce yourself and come to the point at once. Let your manner be such as to win his confidence, for that must be done. You must gain and hold his atten- tion, and the more attentive he is, the more your suggestions will impress him. It takes earnestness and a fellow-feeling, and expres- sion; facial expression as well as vocal. A good tone of voice is absolutely essential. One monotonous tone all the way through will kill the order. It isn't necessary to learn to play tricks with the voice in order to be a sales- man. Simply speak clearly and distinctly and in a conversational tone. Sometimes drop into a confidential tone; then louder, then with more zeal and enthusiasm as you touch on dif- ferent themes. I believe the tone of a sales- man's voice has as much to do with his suc- cess as any other one thing. By the tone of the voice, even more than by the words themselves, are the thoughts of the salesman conveyed to the customer. The voice betrays the emo- tions. If you are afraid your customer isn't going to buy, your voice betrays your feelings, and to a great extent influences the customer. If a person contradicts you, the tone of your voice in reply is peculiar. A person who hasn 't heard the contradiction, but heard your reply, 88 SECURING A HEARING. would know that you had been contradicted. I have noticed many new agents using this tone when nothing had been said by the cus- tomer at all. The salesman simply imagines that if anything were said it would be unfa- vorable. The tone of his voice, therefore, be- trayed his feelings and he lost the order. A confident tone one that makes any customer feel and know that the salesman believes what he says- and expects to be believed, is good capital for a salesman. "The principal thing is to feel right. Feel what you say and say it with life and meaning. And keep an eye on your face; don't let it get too long, it must express the delight and enthusiasm you feel. The face is the reflec- tion of inner goodness. Get a man's confi- dence; find a bond of sympathy; it means much. Link your business with his, whatever it may be, and show him some good point which is considered a great advantage by ev- eryone, but a point which will be of special in- terest to a man engaged in his particular busi- ness. Put enthusiasm into your every utter- ance. Get your customer's confidence as soon as possible, and that's something that can't be done haphazard. Every customer has a head and he has intuition, although not so much intuition as the salesman, but he will size you up according to his standard and do it quickly. If he gets the wrong impression the sale is likely lost, for a customer doesn't buy your books simply because he likes them, but because he likes the salesman also. How SECURING A HEARING. 89 important then it is to get his good-will and his confidence. It means not only a sale, but a successful career. "First of all, appear well. See that your personal appearance is all that could be de- sired; not flashy, but neat. A high collar is not so important as a clean one. Be at your best; feel your best; and then you will look your best. Above all things, be upright. Have the consciousness of a righteous cause; hon- estly conduct it, and then be yourself. Be na- tural, polite, courteous, modest, and in ear- nest. Have around you a success atmosphere and an enthusiasm that wins. Don't be bois- terous or loud. Be wide awake, but let your tone be low, natural and conversational, and your statements modest. Don't make big statements at first; I mean, don't claim for your books everything they are entitled to. He will think it too good to be true, and get suspicious. Don't, if possible, begin by tell- ing him something new. Tell him something that he himself knows and knows to be true, then you have his confidence and you can gradually unfold to him the splendid possi- bilities of your books. Describe them to him in the most glowing terms and convince him of their worth; you can't say too much. Put your personality into them. Put personality and vim into your every move, thought and word." From "The Personal Helper." Copy- righted, 1905, by George H. Knox. 90 CREATING DESIRE. CHAPTER VIII. CREATING DESIRE. 470. The Auspicious Moment. Having gained an audience and having successfully secured the attention of the customer, your work is auspiciously begun. All that has pre- ceded has been done simply to secure the op- portunity to impress the person with the im- portance of the work, the invaluable charac- ter of the books, to awaken interest and ate desire. Desire must precede demand. The customer desires his dollars, and is going to hold on to them until you create in his mind a desire for your books which shall exceed the desire which he has for his dollars. He knows the value of his dollars, he does not know the value of your books. The value of any one book in the series is not one dol- lar, that is the price, but the value exceeds the value of many dollars. To many persons the information which they contain is invalu- able. Whatever value the individual places upon happiness, blessing, prosperity and health, that is the value of the book which is best suited to his need. It is your business to help the customer to understand the char- acter and value of these books. Your success or failure will be in proportion to your ability to do this. If you are not thoroughly familiar CREATING DESIRE. 91 with the books, do not understand the univer- sal need for their widest possible circulation, if you do not yourself appreciate their value and their indispensable character, you will never be able to make your customer feel it. You can create no greater interest in the mind of others than you have in your own mind. Water cannot rise above its level. 471. They Know Nothing About the Books. Many persons upon whom the canvasser calls have seen the advertisements of the books in the magazines and periodicals, some have heard of the books through their friends, occasionally persons are waiting to subscribe; but you must assume that the great mass of people upon whom you call have never heard of the books, know nothing of their value, and of course do not want to buy either the set or any one of the books. They not only do not know anything about the books, neither will they ever know anything about them, unless you wisely and judiciously use your opportunity to acquaint them with their character and value. Never make the mistake of securing an au- dience, telling that you are selling some Purity Books, and asking, " Don't you want to subscribe^' Of course, they do not want to subscribe. A person never lived who wants to subscribe for a book until somebody has interested him in it. He has never heard of the book and would not even thank you if you were to give him one of these books; much 92 CREATING DESIRE. less are they ready to subscribe and pay a dol- lar for it. It is your business to make them intelligent with regard to its character and value, awaken a strong desire, and the sub- scription is yours without asking for it. To make it emphatic, let me repeat a .train, \\licn you get into the presence of your customer remember that the desire to possess the book does not exist, but that it is your especial business, and that you have come for the very purpose of creating that desire. If you fail in that, your failure is complete. Let the thought of the subs* itself sink for the present into oblivion. The JMT- son who is before you has great need, ha- fered much in the past, is sufiVrinir in the present, and will continue to suffer in the fu- ture for the lack of the very information which these books contain. You are this per- son's benefactor. Intellectually, physically, socially this person is being measurably fam- ished. He or she is suffering for the lack of the very information these books contain. Your appreciation of their need, your acquaint- ance with the books and ability to present their merits will prove this person's ble- If you fail in this matter, you have not only lost an opportunity to do good, but your fail- ure will result in loss of happiness and bless- ing not only to the person you are canvass- ing, but to the generations which are to come after. Rise to the level of both your privilege and your duty, and you will leave benediction and blessing in pretty much every home you enter. CREATING DESIRE. 93 If the only way to sell these books is to make the people want them, then the way to accomplish this is by an intelligent and im- pressive description of the books themselves. It is usually best to keep them in your own hands. Possession is power. When you sur- render the book you lose the power to show it. You will no longer be leading the thought of your customer, but will be allowing his mind to stray and wander. When canvassing a woman for any special book, if you call her attention to portions of the contents contain- ing subjects of a delicate nature, hand her the book opened at the place you have se- lected, and say, "Mrs. Jones, glance over the titles of these chapters, " and as she finishes say, "These are fine books are they not, Mrs. Jones ' ' ? Then proceed with your canvass. See supplement. 472. Canvassing People in Groups. If you are unexpectedly thrown into a company of several persons whom you cannot gather about you while you describe any one book, then it may be well to hand to the different persons in the company copies of such books as may be best suited to their gender and age. Such an occasion demands great tact and requires the skill of a general, but when such a canvass is well managed, not only several books, but sometimes several sets can be sold at one time to different members of the same company. It is well, however, never to seek to canvass peo- ple in groups, but always singly and alone. 473. Do Not be Afraid to Talk. If you are a salesman, people expect you to talk. 94 CREATING DESIRE. They expect you to understand your books, and to be able to tell them intelligently concerning their merits. You cannot do justice to your- self or to your books unless you talk, but talk to the point. Entertain and instruct your customer, if possible. Tell him a lot of things he does not know, but do not let him suspect for one moment that you fancy that he does not already know. Tell him things which you are confident he already knows, for his recog- nition of the truth of your statements \\ ; I1 confirm him in the conviction that you know what you are talking about when speaking of things which he has not himself understood. Do not either by word or manner sup-rest to your customer that you think him uninformed of what you are telling him. He will be more appreciative and more influenced if by your manner you presume that he already kn< what at the same time you know that he does not know. Be exceedingly respectful. Be hopeful, be confident, be enthusiastic, but be respectful and deferential at all times. Be po- lite, but not silly, be confident, but not domi- neering; be intelligent, but not presuming. 474. Neither Weary Nor Hurry. Do not weary your customer. Be as brief as possible. His time is as valuable as yours. At the same time do not hurry, be calm, be deliberate, take all the time that is necessary, but not a moment more than is needed. Watch your customer's face. As soon as you discover that he is thoroughly interested close the order. CREATING DESIRE. 95 475. The Needs of the Poor. Well-equip- ped canvassers frequently desire to canvass only among the wealthy, because they have the better opportunity to sell the books in com- plete sets. Most canvassers find their best customers and their readiest sales among the great middle class those who are neither very rich, nor very poor. But the canvasser who is best equipped for his work recognizes also the needs of the very poor. Some canvassers will go into homes where they have no carpets, but lit- tle furniture, and only the barest necessities and allow themselves to feel that these people are too poor to buy books. There may be such instances, but as a rule the canvasser is doing a great injustice to these people when he does not canvass them just as thoroughly and as conscientiously as if they had every indica- tion of affluence and wealth. Nine cases out of ten, the cause of their poverty and the ab- sence of manifest comforts is due to nothing else, so much as their lack of the very infor- mation which these books contain. Henry Clay came from just such a home, and he said, "A wise mother and good books enabled me to succeed in life. My mother was very poor, but never too poor to buy books for her children. It is a mean sort of poverty that starves the mind to feed the body." Lincoln, Garfield, and thousands of men who became the most prominent and most useful figures in this country have come from homes just such as these. It was helpful books that lifted these boys to places of eminence. It was great 96 CREATING DESIRE. truths that inspired and made men of them, and the canvasser who passes by or in any way whatsoever slights any one of these fam- ilies is often actually wronging the very ones whom he may think he is benefitting. Some of the most appreciative letters we have ever received at the office of publication, have come from just such homes of poverty. Women who scrubbed and washed, have writ- ten us that they would sooner deny their chil- dren a bag of flour, than to have denied thorn the benefits and blessings which they secured from the reading of "What A Young Boy Ought To Know" and "What A Young Girl Ought To Know/' and from the books to young men and young women. We appeal both to your sense and your sentiment. If these books are a benefaction and a blessing to humanity then their benefits cannot be de- nied to the poor without doing them great wrong. When you take their dollar and give them one of these books you are giving them what in most instances is worth ten times as much as the amount they pay. If a circus or minstrel show were to come to town every member in many of these families would have twenty-five, fifty cents, or a dollar to spend, and for that which is no benefit. They need these books, and these books will be a bless- ing to them in every way, and it is your duty to make them appreciate this fact. You do them great injustice if you think they are too poor to purchase. CREATING DESIRE. 97 476. Defeating Desire. The canvasser who would successfully create in the mind of his customer the desire to possess the books must studiously guard against those influences which defeat desire. A bad breath, dirty collar or cuffs, garments that are soiled with grease spots or unkempt and uncared for in appear- ance, bodily odors that suggest the need of a bath, rudeness, irritability, a boisterous man- ner and uncontrolled voice, dirty nails with untidy hands and unshaven face, beard or hair neglected and untrimmed these and scores of other things which suggest themselves to the mind of any thoughtful person may prejudice the customer and prevent even the possibility of successfully presenting the books for their consideration. Every canvasser who is not succeeding as he desires, and many who are, should frequently sit down with themselves and consider by what methods they are de- feating themselves. 477. Self -Depreciation. Some canvassers defeat themselves by self-depreciation. When in the presence of professional and learned people, and oftentimes when in the presence of those who have only an ordinary education but who are cultured and refined, they feel that they are unfitted to influence those who are manifestly their superiors. Such a feel- ing or sense of personal lack is a great mistake. No person however learned is the superior of other persons in every respect. They may be superior in some respects, or even in many 98 CREATING DESIRE. but not in all respects. If you were to meet the President of the United States for the pur- pose of canvassing him for the Purity Books in the Self and Sex Series, if you understand your books, appreciate their value and know how to present them for his consideration you are in that respect his superior. Upon the subject in hand the canvasser should be the su- perior of any and every person, both men and women whom he meets, and with such super- iority in the matter presented for mutual con- sideration the canvasser should not depreciate but appreciate himself. He should command himself and all of his resources upon the sub- ject in hand, and he will demonstrate his su- periority to others and also to himself, and even if he should fail to secure an order, he will be conscious of the superior manner in which he has presented his cause and influ- enced the mind of his auditor. 478. Influencing all Classes. One of the greatest personal benefits of canvassing is that you will meet all classes, will appreciate where- in they differ, and at the same time discover that all are human, and consequently very much alike. Neglect no class, neither high nor low, learned or unlearned, rich or poor. Be at ease in the presence of all, command their re- spect, mould and fashion their thought con- cerning your books, so that they will prize them as you do, and as they are prized by the best of people around the world. 479. Meet People on Their Level. People CREATING DESIRE. 99 are interested in the subjects which relate to their own occupation. Know all you can about every branch of business so as to meet persons of different occupations upon their own plane. Adapt your manner, your thought, your speech to the understanding and conditions of each class. Talk to them of the things in which they are interested. Draw your illustrations from their own field of thought. Study to be entertaining. Surprise them with your ac- quaintance with the things in which they are least acquainted and most interested. Never ignore the children, always take notice of them when you enter a home, speak to them, shake hands with them, say something to their edifi- cation. Remember that a mother is always proud of her children. All mothers can be influenced through their children as in no other way. 480. Proceed Orderly. The human mind is so constituted that it can deal with but one thing at a time. Secure attention, begin at the beginning, proceed orderly, advance step by step. Do not allow interruptions, tactfully evade all unimportant questions. Feel and im- press the importance of the books so deeply that all questions, all doubts, all objection will vanish. Go steadily forward. If you surpass yourself, and so deeply impress your customer that he is ready to order before you are one- third through your canvass, "clinch the nail on the other side;" "make the weld while the iron is hot." If you keep on describing the 100 CREATING DESIRE. books after you have thoroughly aroused his interest he may cool off and you may lose the order. If you are inspired by your subject and have inspired your customer, he will sometimes say, "I will take a copy" or "I will put my name down" before you are half ready to ask him. Thank him and at once take the com- panion book, show the relation between the two, and so on until the connection is shown between the eight. Show him the importn of having the entire set of books as a matter of reference in his library, the important in- fluence they will have upon the minds of his children, that if his sons and daughters de- sire to know anything along these lines they will have a treasure-house where they can ob- tain the information and in a pure, clean way. The questions are natural, and their inquiries should be answered in a sacred way. Sometimes the customer, because he is not interested, asks the canvasser the price of the books. Unless the canvasser is absolutely sure that he is ready to subscribe, he should evade the question, or go straight-forward with his canvass, as if he had not heard it. Some times it might be well to respond: "That is one beauty of our books. The publishers have placed the price so low that they are within the reach of all." Then go right on with the canvass. 481. How to Do It. After all that has been said the canvasser still desires to ask the CREATING DESIRE. 101 great central question, "How shall I create the desire ? M In this book of instructions we have brought together many scores of princi- ples and hundreds of suggestions, all of which are important and many absolutely indispen- sable to success. All of these contribute and lead up to the great central thought of cre- ating in the mind of the customer the desire to possess the books. At the same time the canvasser at this important point in his in- struction still asks the question, "How to cre- ate the desire. ' ' We can only answer this un- answerable question by illustration. This book of instruction is like a well-equip- ped carpenter shop. It has saws of every kind, cross-cut saws, rip saws, buzz saws, scroll saws, and every other kind of a saw. It has planes of all kinds, rules and squares, gimlets and augers, patterns of every variety, drafts and drawings of every description, and the yard outside is filled with lumber of every va- riety, pine and hemlock, hickory and mahog- any, chestnut and oak, white pine and black walnut, absolutely not wanting a single variety of choicest material from all the forests in the world, and yet a man may stand in the midst of this all, and ask, after years devoted to the acquisition of his trade, how to construct a house, how to build a palace, how to make fur- niture and every variety of thing which should come from a shop equipped as this is. It is easy to understand that there is just one equipment which this shop still lacks, namely, the MAN a man who has the character, the 102 CREATING DESIRE. ingenuity, the genius, the personality to put life into this entire establishment. Without that man, all this machinery, all this equipment and this accumulation of materials has no value. With this man added, these things an 1 invaluable, and the degree of their val termined, not by the things themselves, their value remains unchanged, but is determined by the man himself. The same principle applies to the selling of the books in the Self and Sex Series. It is the same in every occupation, profession and walk of life. It is the grasping of the -jn ut prin- ciples, and incorporating them in ourselves, making them part of our own being that con- stitutes a great man. In so far as men fail to do this, they remain mean and miserable, or rise only to the level of the great mass of ordi- nary men and women. Even among great men, there are great dif- ferences Luther was different from Melaneh- thon, Calvin from Knox, and Whitfield from Wesley. Beecher, Spurgeon and Talmage were all great preachers, but as between themselves, they were as different as darkness from day- light. The greatness of each consisted in per- sonal characteristics which are not possessed by any one of the others. It was this that constituted his individuality, his personality. It is the same among statesmen, among lawyers, among physicians and great men of every class. They differ because of individuality and per- sonality. If it were not for this individuality and personality the graduates of each school CREATING DESIRE. 103 of theology, law and medicine would all be alike, the same as the furniture or chairs or any other product from the same mill. The principle is the same in canvassing. One canvasser is different from another because of his personality, his individuality, and it is be- cause of this individuality and personality that it is impossible to tell anyone just how to cre- ate in the mind of the customer the desire which will secure for the canvasser the order which he seeks. No two canvassers will can- vass the same person in the same way. If they were both to attempt to do it after the same set pattern, or just as some other successful can- vasser has done it, both would measurably fail. Their methods must be perfectly fitted to their own mental constitution and to that of no- body else. In their canvass they must be them- selves. They must be natural, or they will not be effective. Just how to adapt all these prin- ciples, suggestions and instruction to his own use, how to comprehend, appropriate and make this book of instructions part of his very self, the same as he digests, appropriates and makes part of himself the great nourishing principles in the food which he eats, it would be impossi- ble to tell. Just so is each canvasser to make this book of instruction and all the helps which are furnished by the publisher part and parcel of his own individuality, personality and suc- cessful self. It is for just this reason that we have in- sisted again and again throughout these pages upon constant and continued study of the 104 CREATING DESIRE. principles here set forth by each canvasser. No college student would think of taking a text-book the size of this book of instruction, and becoming master of it by simply spending one or two hours in reading it. A student de- votes one or two hours daily, sometimes for an entire year to the mastery of the principles and instruction of a book of not one-half the im- portance or value of the book you hold in your hand. Not only your success as a canvasser, but your success in whatever profession or oc- cupation you may outer upon in life will be dependent upon the mastery of the great prin- ciples which are enunciated in this book. The man who masters this book of instruction and makes these principles part of himself can succeed in any business he undertakes. 482. Important Helps. In creating desire the canvasser has many helps. When opening the books and showing the portraits of the authors he should be thoroughly acquainted with the main facts concerning Dr. Stall, Dr. Mary Wood-Allen and Dr. Emma F. A. Drake, found in the later pages of this book of in- struction. The commendations in the front of the book are from not only prominent, but from many of the most eminent men and women in this and other lands. When pointing out a single choice sentence from these commendations call attention to the portraits, and be able to tell the customer something about the eminent per- son at whose portrait he is looking. CREATING DESIRE. 105 When you turn to the table of contents know your customer, and know your book so as to be able to call attention to such portions as would be best suited to interest the per- sons you are canvassing. If you point out certain paragraphs in the book itself, use the same tact and wisdom. Fix clearly in your mind wherein these books differ from any other books upon the subject of sex ever written : 1. The authors have constantly kept in mind the thought which must have been in the mind of the Creator when He created man and wo- man and constituted them as He did. 2. The authors have dealt with purity, and not with impurity. With the normal, and not with the abnormal man and woman. 3. The subjects suited to men and women in different periods of life are in separate vol- umes, and yet there is nothing in any one of the books to men which may not je read with per- fect propriety by any woman, and there is nothing in any of the books to women which may not properly be read by men. Indeed, men ought to read not only the books addressed to men, but also those addressed to women, and women ought to read not only the books addressed to women, but also those addressed to men. Persons who would be intelligent should be appealed to upon the importance of having the entire series in their home as permanent books of reference. A strong argument with parents is the en- 106 CREATING DESIRE. couragement, inspiration and help these books will be to their children. They will make their boys and girls intelligent, and save them from the defilement of the school and the street. The books to young men and young women will safeguard and save their sons and daugh- ters, and no young man or young woman in the family should be permitted to marry until they have read copies of both "Young Hus- band" and "Young Wife. " No person of mature years, whether married or unmarried, can afford to be without copies of "Young Husband" and "Young AY and from the very beginning, both men and women ought to look forward to the period of middle life and understand the significance of the physical changes which await at that time. The adolescence of later life is as important to the man and the woman as the adolescence of childhood to the growing boy and girl. Peo- ple are laboring and struggling to make pro- visions for the later years, and such a pro- vision ought to consist not simply in money, but in information, in intelligence, in wisdom. SECURING THE SUBSCRIPTION. 107 CHAPTER IX. SECURING THE SUBSCRIPTION. 483. The Critical Moment. If the canvas- ser has not failed in creating the desire, he will not fail in securing the subscription. If he has failed in sizing up his customer, in presenting the merits of the books; if he has blundered anywhere in the canvass itself, if he has failed to impress his customer so deeply that he has not overcome all objections and caused the customer to desire the books more than he desires the money which he will pay for them, then the moment of closing the can- vass and securing the subscription is a critical moment. If he has succeeded thoroughly in creating the desire, the moment of closing the subscription is not a critical moment at all. The subscription will come as a matter of course. It will frequently be offered without asking for it. In most instances, however, the closing of the canvass is measurably critical. There is a psychological moment, and just when that psychological moment arrives the canvasser must be quick to discover. If the customer is ready to subscribe when the canvasser is not half through with his canvass, that is the in- stant to conclude the canvass and secure the subscription. Accept the subscription at any 108 SECURINO THE SUBSCRIPTION. moment you can secure it, but do not mistake, and never ask for it until you are reasonably sure. During your canvass you may ask many questions, and oftentimes to great advantage, but never ask a question which could be an- swered by "No." If when seeking to con- clude the canvass you discover that a negative is probable, evade the issue. No canvasser can show up one-tenth of the good points in the book in a single canvass and when the cus- tomer shows signs of faltering, and the can- vasser recognizes that he is likely to fail, then he should start anew to call attention to other good points of the book. If you have chosen the book in the series most suitable to your customer, start in again along new lines to re- canvass. Do not hesitate, do not waver, do not be discouraged, be hopeful, be confident. You must labor with your customer for his own good. If it is a parent show him that the possession of the knowledge contained in the book is essential to every intelligent person, and that it is a duty which parents owe to their children and family to supply them with the books. 484. Reserve Power. Even at the conclu- sion of a splendid canvass there may be hesi- tation. The customer may be interested, but hardly thinks he can afford it. If he falters, you must not. In such a moment you must be supreme. If you have full command of your books and of yourself, you will be likely to have command of your customer, and also of SECURING THE SUBSCRIPTION. 109 the subscription. This is the moment for the use of reserve power. No good general has all his forces in the field at the beginning of an engagement. He always has a large force in reserve. These are never called into action unless necessity requires. If the canvasser is full of the books, he al- ways has an array of reserve facts at his com- mand. He can show up new points. Call at- tention to new features, reimpress the argu- ments which have already shown themselves as most influential. There are a number of things which each canvasser would do well to hold in reserve. Such as the copies of the translations printed on the opening pages, just back of the por- traits and commendations. He can call atten- tion to the press notices in the closing pages of the book. He can point out press notices in particular papers, and probably the literary, educational and religious periodicals with which the person is well acquainted. He can call attention to the array of names of emi- nent persons who have endorsed the entire series. He can call attention to the long list of names of prominent people in the customer's own city and community who have already subscribed. These and many other resources are at the command of the canvasser. With persons of even modest prominence in the community it is proper to suggest that you desire their personal influence in this great campaign. That their name will be helpful to you in this work, that it will influence others 110 SECURING THE SUBSCRIPTION. for their good, both in the neighborhood and in adjacent towns. That they will never TCL having placed the book in their library, and that its value cannot be measured by money alone. Always preserve your dignity. Do not place the securing of the subscription upon the ba- sis of charity. You may seek to persuade, but do not coax. You are not a "beggar," but a benefactor. You are giving people wha- worth many times the price they pay, and in many instances worth thousands of times tbe dollar they invest. In very many instances it will prove the best investment the purchasers have ever made or ever will make. 485. A Final "No/ 1 Do not be too easily put off. Remember the "No" is not always the final answer. In canvassing, as in court- ship, no is often only another form for yes. Mary, Queen of Scots, said no to Lord Darn- ley, went home and immediately began making preparations for the wedding. Many orders are taken after the customer had said "No" a half dozen times. If, however, it is possible, avoid a definite and final "No." After the customer has positively said no, you may in many instances, succeed in making him desire to possess the book ever so much but he will stand firm be- cause he does not like to seem to change his mind. He will not go back on his word. Re- member that you cannot drive people. You can lead them, you can convince them, you can per- SECURING THE SUBSCRIPTION. Ill suade them, but you cannot drive them. With most people no does not mean no. With some people no means no, and it does not mean any- thing else, and when you get no from a person of that kind, the only way to get him to change his mind is to accept his no so instantly and so completely that you surprise him. Begin to talk immediately about something else. Draw him into conversation upon some subject in which he is personally interested, and two chances out of three, before you leave him you will secure his subscription, or at least make him sorry that he did not subscribe. You will at least make a friend of him, and possibly he will give you the names of some of his ac- quaintances with a card of recommendation to them. 486. Asking Questions. It is often both good and helpful to ask questions during your canvass. This method may be made to add emphasis to what you say. It will help you to discover the "temper" of your customer. It may be made to prepare the way for the final "Yes" which you seek. "If you will watch yourself, you can secure such approvals at the close of almost every paragraph you read or every statement you make. For ex- ample, ' Isn't that good?' ' Every person ought to hear that.' < That is true, isn't it?' a am sure you like that.' 'You would like your children to know that, wouldn't you?' 'Don't you think that would be good for your child?' 'When such persons speak to us we should lis- 112 SECURING THE SUBSCRIPTION. ten, shouldn't we?' etc. After the persons canvassed thus respond to several of your sug- gestions, it is a much easier matter for them to say, 'When do you deliver?' Tell them, and close right up by suggesting, 'Guess that time will suit you all right,' Say 'thank you' and close the order without another word. Deter- mine all other matters after the name has been written in your book. Increase the order until it includes as many of the series a* they can be induced to buy, then complete the record in your guarantee order book, saying that this is necessary in order to complete your report to the company and to keep the records straight, and to guarantee that the books delivered will be just like the samples shown. Ask them for the names of friends and neighbors who ought to have the books. Write these names in your blank book as previously suggested. Thus you will find the interest in your books growing and your field constantly becoming more pro- lific."^.) 487. One Method of Appeal. " People are all alike. They seem to manifest the greatest differences, yet as you come to know them more intimately they are like brothers and sis- ters all of one blood. There is a language common to all. They are all stirred by the same emotions, though some more deeply than others. The words mother, father, your son, your daughter, my child, my brother, my sis- ter, have a meaning all their own, without re- gard to race or nationality. SECURING THE SUBSCRIPTION. 113 "Give first your intelligent reasons why the person canvassed should order your books, then follow your reasoning with an appeal to the human heart, which you may impress by urg- ing them to do their duty, Hake advantage of the present opportunity, ' < avail yourself of this privilege/ 'get the books while you can/ 'pro- cure them now when they will do the most good, you know your boy will soon be grown up/ etc. "It is your business to draw and center their thoughts on the matter of interest to their hearts. This is the climax of canvassing for this class of books. It is natural for people to want to do what they can for the ones they love. You must recognize the relationships above indicated and the consequent emotion of the human heart in that direction if you ex- pect to succeed. All the arguments you can command may be centered here." (K) 488. Conditional Orders. All orders taken should be unconditional if possible. Occa- sionally a customer, because of being thor- oughly conscientious is unwilling to place a positive order, but will place a conditional or- der, dependent upon the recovery of some mem- ber of the family from sickness, the securing of employment or some other reasonable con- dition, and under such circumstances we have no objection to the canvasser accepting the conditional subscription. Such subscriptions, however, should not be included in the weekly report. That summary is intended to include only positive and unconditional orders. 114 SECURING THE SUBSCRIPTION. Some publishing houses advise their canvas- sers to secure names of prominent persons upon their subscription list with the understanding that no books are to be delivered. "Such names are only intended to influence others to become subscribers. " We regard such a meth- od as dishonest, because it is an attempt to se- cure business under false pretences. Such a method would compromise both your publisher and yourself. 489. Special Subscription List. Occasion- ally you will find persons who desire the books but do not wish their names placed in a list which is to be shown to others. The young man who expects soon to marry usually desires "What A Young Husband Ought To Know" and "What A Young Wife Ought To Know," but he does not want anybody to know that he has subscribed for these books. His feeling is perfectly natural, and should be respected. The same is true also of young women, they will also frequently subscribe for several of the books in the series, but they do not wish everybody to know that they have done so. It is easy to have a special list of names which is not placed constantly upon exhibition. Al- ways accommodate yourself to the wishes of such persons. You may even anticipate such a feeling and suggest that their names will be placed in a separate list, and that they will not be seen by other persons. 490. Evasive Promises. Persons oftentimes SECURING THE SUBSCRIPTION. 115 seek to evade the canvasser by asking for his name and post office address, suggesting that they will let him know by postal, or will send him a definite order later on. Out of 100 prom- ises of this character a canvasser is not likely to receive a single communication of any sort, much less an order. There is only one way to secure the order and that is to secure it while you are present. If you fail to secure the or- der at the time, you may regard your failure as complete. The only way to confirm a deferred subscription is to call personally again a little later on. 491. Fixing Date of Delivery. The question of the date of delivery and payment is often influential in determining the question of sub- scription. In agricultural communities a date when grain is usually sold, when apples are picked, when potatoes are sent to market, when sheep are sheared, the lambs sold, the cotton picked and sold, the turkeys or the poultry sent to market periods such as these may be well chosen as the date for delivery. In manufacturing centres the question of " pay-day " is all important. If the date of delivery can be fixed for the evening of pay- day, or the day following, or at a period not later than a couple of days after the pay-day, it is the best. After the subscription is se- cured chat pleasantly for a few moments in an agreeable and entertaining manner. By this means you may gain the respect and esteem of the person and prepare the way for a cordial 116 SECURING THE SUBSCRIPTION. welcome for both yourself and the books when the day of delivery comes. It might be well also to suggest to the person the importance of having the money ready when you call, as you will be hurried and they will thus be as- sisting you to save your time. Where persons are comfortably fixed they frequently desire their books immediately, and if the canvasser can arrange to deliver them when he returns to that same neighborhood in the after part of the day or the day following, it may be agreeable to the customer and ad- vantageous to the canvasser. When taking the order it might be well to say, "I can deliver this book next Saturday. Will that be soon enough I M By using such portions of Saturday as are unpropitious for canvassing, and other unpropitious hours during the week, the can- vasser will be enabled to utilize his time to the best advantage. It is never well for a canvasser to encumber himself with books for which he has not al- ready secured orders. Such books may become an impediment to him in his movements, are likely to become soiled and " shop-worn, " and if he is overtaken by discouragement or de- spondency, the fact that he has a quantity of books on hand is likely to augment his dejected condition. Publishers generally advise canvassers to postpone the day of delivery for a consider- able period so as to enable persons to obtain and have the money ready; and also because many persons will the more readily assume ob- SECURING THE SUBSCRIPTION. 117 ligations which do not mature for several weeks, and further because the canvasser can thus order his books all at one time and the shipment can be made by freight at a much less cost. These are all good reasons, but canvassers for our books find strong arguments upon the other side also. Many people who subscribe for our books earnestly desire them, and would like to secure them as early as possible. Many others also have the money ready and would be just as willing to receive the books in a day or two. With some, a date far in the future causes them to lose their interest in the books before the day of delivery. Some canvassers find that persons who receive their books promptly, read them, become enthusiastic, and exert a very helpful influence in the commun- ity, and thus induce additional subscriptions which the canvasser would not otherwise se- cure. There are good reasons for a deferred day of delivery, but where it is perfectly convenient for canvassers to fill orders promptly, it is us- ually to their advantage to do so. It is impor- tant, however, to warn canvassers against the disadvantages of loading themselves with books before the orders have been secured. Excep- tions may exist, where the canvasser is not far removed from the publisher, where he has es- tablished himself for a settled canvass of a considerable period, and where the canvasser has the money at command so that he can af- ford to have the books on hand for immediate delivery. 118 SECURING THE SUBSCRIPTION. When ordering books for a special day of delivery always allow sufficient time for the books to reach you, as usually there is some considerable delay in the handling of freight. 492. Making the Subscriptions Binding. Where the purchaser subscribes his name in the order book it constitutes a contract between the canvasser and the subscriber, and is recog- nized as such by every honorable man or woman and no person who values his or her reputation for honest or fair dealing will ever refuse to receive and pay for the book or books subscribed and signed for in the order book. He cannot afford to do so. The use of such an order book makes the work of delivery more expeditious. Some peo- ple, however, decline to sign their names to a document of any kind that is to be carried away by an agent. Swindlers and impostors have created this false prejudice airainst con- tracts as between honest persons, and the can- vasser should not allow an inflexible rule to prevent him in securing such exceptional sub- scriptions. In such cases the subscription can be entered without the purchaser's signature to the order. After securing the subscription, canva- should fill up the guarantee that the books shall be like the samples shown and in every respect as represented, and leave the same with the subscriber as a guarantee against any de- ception upon the part of the canvasser. It will also serve them as a reminder of the number SECURING THE SUBSCRIPTION. 119 of books they ordered, date of delivery and amount to be paid. 493. Transcribing Subscriptions. The sub- scriptions secured each day should be tran- scribed at night into the canvasser's private record book. If this is regularly done it will save from accumulation of work, safeguard the canvasser in event of loss of the order book, facilitate his work in making out his weekly report card; and contribute to his suc- cess and efficiency in every way. The record books are the property of the publisher, are essential and vitally necessary to the perfecting of the publisher's office record, and after the books subscribed for have all been delivered, the record book is to be returned promptly to the publisher, with all names carefully and legibly written by the canvasser. Care should always be taken to give the street and number, name of city, county, State, and in the country, number of rural route and full post office address. 494. Weekly Report Card. The canvasser should remember that it is part of his con- tract that a full report of his work and the results for the week are to be promptly mailed each Saturday night to the Vir Publishing Company. We furnish cards printed in blank for this purpose, together with printed ad- dressed envelopes for the canvassers ' use and convenience, and these reports promptly mailed are not only expected, but required. 120 SECURING THE SUBSCRIPTION. prompt reception of the weekly report cards is always accepted as an evidence of a syste- matic and thorough canvasser, while the fail- ure to comply with this requirement is al- ways sure to discredit him. Even if the can- vasser has worked but one hour, or if he ha* not worked a single moment during the week, yet he is under contract for a specified period and during those weeks and months he should not fail to send in his weekly report. It is also highly important that each space should be properly filled, as we have asked for noth- ing which is not essential in the keeping of our records complete. 495. Foreign Translations. We generally have on hand copies of the Swedish, Dutch, and German translations, and usually, copies of the French, Spanish and other translations. These books are all printed in their respective coun- tries, are furnished to the American publishers on only a limited discount, and while we are always glad to accommodate the canvasser in furnishing him with any of these books pos- sible in a foreign language, yet we can only do so at a small discount, and for a limited number of books. The prices and discounts vary according to language and book desired, and whether the particular book desired is pub- lished in any certain language can only be learned by correspondence. OBJECTIONS. 121 CHAPTER X. OBJECTIONS. 496. Expect Objections. Do not expect to have entirely smooth sailing in your work. There are some people who are so constituted that they are bound to present some objections or excuses for not buying the books. We want to tell you about a few objections that you will doubtless hear, so that you may be prepared for them. We cannot anticipate all the objec- tions or all the excuses that will be offered. Even if you were to offer some people a book for nothing, they would " begin to make ex- cuses " for not accepting it. Jesus tells of some men who were invited to a feast, and "they all with one consent began to make ex- cuse. " One had married a wife and he could not come. Another had bought some oxen and he wanted to go and prove them, and the third had bought some ground and he wanted to go and see it. One would have thought that these three men would all have joyfully accepted an invitation to a banquet, so do not be discouraged if you meet with ex- cuses and objections in your work on the part of some people. They are so constituted that they cannot help it. The canvasser will learn wisdom in the work as he goes along, and his own judgment and good sense will cause him to be ready with an answer. 122 OBJECT JOS X. It does not follow because some people of- fer excuse and raise objection that you cannot sell them copies of the books. They simply show their disposition and you must be ready to convert them to your way of thinking. Keep your head cool and your thoughts and feelings under control. Governor Charles E. Hughes, of New York, says: "I notice that the most successful men are those whose minds are always cool, who, no matter how swift the movements of their bodies, are able to deliberate coolly and to produce calm, sober judgment even under disturbing circumstances. It is not the man who reaches the corner first who wins, but the man who knows exactly what ho is going to do when he reaches the corner. ' ' 497. Meeting Objections. When an ob- jection is made it is oftentimes best wholly to ignore it. If, however, it is an objection which is seriously made, treat it seriously but never stop to argue upon an objection. Make a strong statement in rebuttal and then go right on with your canvass. If you stop to argue you may win your point, but you will lose the sale. Hold the mind of your cus- tomer steadily to the consideration of the im- portance of the books, proceed step by step and lead up to the question of subscription. Any other method is likely to result in failure. Never, under any circumstances, allow your- self to lose your poise or become vexed or cross. Keep sweet under all circumstances. OBJECTIONS. 123 The man who loses his temper, loses the order also. 498. They Want It Just the Same. " The experienced book man answers questions be- fore they are made. His canvass is fashioned by the customer and the community. Some people are slow in deciding any matter and their objection is merely to gain time on their part. Right then be patient and keep the vital points of the book before them. Others really want the book but talk back in order not to appear too easy. This attitude may be prompt- ed by our very apparent anxiety to secure the order. An independent attitude on our part might close the order here. Other objections are just as honest as those we put to a clerk before purchasing a suit of clothes. They merely indicate that our book is not under- stood, and that we haven't yet done ourselves or our business justice. They are simply in- quiries. Perhaps the larger number of ob- jections are merely cheap excuses indicating that no real demand for the book has yet been created (nearly all money objections are class- ed here). We must then get back into the book and use our reserve points until they will naturally ask us when we deliver. "Absolute frankness disarms many oppo- nents; give each person credit for his opin- ion and then tactfully place it against that of Frances E. Willard, Charles M. Sheldon or others ; briefly answer an objection then quick- ly forget all about it and get back to the real 124 OBJECTIONS. purpose of the book; meet a 'real stunner* with: 'Yes, that's a good thought; we'll talk about that when I show you a little more about the book.' "Too many men apparently make the book incidental to the order. They arc thinking of the forty cents rather than the great life principles which the book represents; they be- lieve they must close the order whether the person wants the book or not. Our best so- licitors are not those who can hypnotise the customer, but those who most i : inly believe in the books, and can convey that belief to others. The great question is not simply to get the order, but to arouse such an interest in the books that the order will be forthcoming as a matter of course. M (K.) 499. Deciding for Them. "Some agents are turned down upon hearing the first objection, when as a matter of fact most objections are made simply for the purpose of learning more about the proposition. A little aggressiveness on the part of the solicitor will give them the desired information. There are others again who desire the books and intend to get them, but haven't sufficient confidence in their own ability to choose a good thing when they see it, hence they continue to hesitate. Now if the agent, at this point, has sufficient aggres- siveness to jump in and decide for them, the deal will be closed and one more person will be made happy in the thought that he is soon going to come into possession of a book that OBJECTIONS. 125 will make life mean more to him and enable him to enjoy it better. Why, there are hun- dreds of people for whom we must decide, of course giving them the credit, which makes them feel fine, and all that is required is a pleasing personality and a little aggressive- ness. Instead of criticising the people in your field for not appreciating your books to the purchasing point, rather criticise yourself for not being aggressive enough to make them re- alize their true value, for as soon as their true value is realized an order is immediately forthcoming. Be more aggressive, you owe it to yourself, to the company, but most of all to the people among whom you are working/' -(K.) 500. How to Make Ready. "No one per- son will make all these objections, but a man must be ready for the worst. If he is, he may not find it; if he isn't he will always find it. The salesman should write out every objection and then write out the answer to it. Every time he hears a new objection, which he finds diffi- cult to answer, just as soon as he gets away he should write it out and prepare to meet it and fit himself to answer it, so that he will never fall down on it again. Every time he makes an unusually good point he should make a note of it, and use it until it becomes a lit- tle old, and make it his business to have some new idea or suggestion at the close of each day, and don 't forget that half the orders are lost because a salesman gives up too soon." (K.) 126 OBJECTIONS. 501. "The Times Are Hard." The cry of "hard times " is heard "at all times, " and is therefore the best with which to begin the consideration of objections. "Times are too hard, I cannot afford to buy books,' 1 will con- front you everywhere. It is made during the most prosperous times, as well as during peri- ods of financial depression. Persons will con- front you with this objection before ever you have a chance to show them your books, or tell them of their merits. It is seldom, however, that the objection is made seriously. Often- times people do not have anything else to say. They do not mention it seriously and do not expect you to take it seriously. Pay no attention to the cry of "hard times. ' ' Open your case, show your books, create the desire and you will secure the subscription just the same as though such an objection had never been heard of. Do not simply talk about your books, but show your books. Pro- sent your cause with such earnestness and your books in such a way that the people will desire to possess the books. 1. IGNORING. Ignore the objection just the same as if you had not heard it. 2. EVADING. I have here a set of books which are perfectly suited to hard times. Books of great merit at a low cost, books that are worth ten times as much to the reader as he pays for them. That people appreciate this fact and subscribe for them in large num- bers you will see from mv subscription list. 3. TREATING LIGHTLY. Even if times OBJECTIONS. 127 are hard there are some things that are indis- pensable. Knowledge is one of these. When money is scarce we do not go without food or clothing or without knowledge. We simply become more judicious in the expenditure of our money. We buy the indispensable, and that is just the class to which these books be- long. These books are not a luxury, they are a necessity. The Rev. Dr. Thompson, of New York, says: "Why were not these books writ- ten centuries ago?" That is the kind of a book that I am going to show you. 4. TREATING SERIOUSLY. Benjamin Franklin said that "intelligence is better than thousands of dollars joined to ignorance. " Knowledge is power; without knowledge we are like the man who sets himself to turn over the soil in a 40-acre field with a spade. The intelligent man buys a plow and turns over more soil in an hour than the man with the spade can turn over in a month. It is just that kind of intelligence that makes the differ- ence between hard times and good times. The parent who wants his child to be intelligent, to start right, to be successful, and the men and women who want to save themselves from the mistakes which wreck so many others, cannot afford to be without these books. It is intelligence that makes times easy, and it is the lack of intelligence that makes times hard. If it is a parent whom you are canvassing turn to Chapter Thirteen in "What a Young Boy Ought to Know" and say: "This one chapter alone which makes the boy intelligent 128 OBJECTIONS. upon the questions of his own being, the terri- ble results of bad habits and impure thoughts, and is alone worth more than the price of the books. ' ' Similar statements can be made upon various other chapters in this book, and each of the other books in the series contain chap- ters to which you can easily refer and make similar statements that will settle the question of "hard times. " If parents desire their children to be intel- ligent, prosperous and useful they must see to it that means are provided at the proper time in life, and not wait until the mistakes which blight so many young lives have been made. These books are as essential to the happi- ness and prosperity of their children as food and clothing. A father who staives the mind of his child is as guilty and as cruel as the one who starves their bodies. 502. Can't Afford It. 1. Wholly ignore this statement. 2. EVADING. Many people tell me they can't afford it until they see the books and then they tell me they can't afford to be with- out them. 3. TREATING LIGHTLY. You say you can't afford it! There are some thi we can't afford and there are some things which we can't afford to be without. When a man gets sick he doesn't ask whether he can afford to pay the doctor. A parent does not ask whether he can afford to send his child to school, he cannot afford not to send him to OBJECTIONS. 129 school. No parent, no young man or woman, no husband or wife can afford to be without the information contained in these books. 4. TREATING SERIOUSLY. You mean to say that you cannot afford to do without them. Abraham Lincoln, when a boy, used to work overtime so that he could buy books that contained the information that would help him in life. It was the food that he bought for his intellect that made a man of him. The great mass of people who fail in life fail be- cause of lack of knowledge. The parent who denies his child, or denies himself or herself the information which these books contain suf- fers a great loss in every way. 503. I Haven't Time to Read. 1. Ignore the statement. 2. EVADING. Everybody finds time to do some reading. 3. TREATING LIGHTLY. There are very few people in this age of intelligence who can- not read. 4. TREATING SERIOUSLY. It surely is a great loss to anyone not to have time to read, but you have a family to consider and their culture and improvement must surely be very dear to you; and then if this book were within your reach you would also surely find time to pick it up and read it. Nobody has time to get sick, but when we get sick we have to take the time. These books have been prepared especially for busy people. They do not contain everything that could be said upon 130 OBJBCT1OVB. these subjects, but they contain just the very things that all people ought to know, "What a young man ought to know," "What a young wife ought to know;" it is a regular "what you ought to know" series. When you have read one of these books you will want to read them all. They are the very kind of books that you will be sure to find time to read. 504. We Can Get all the Books We Want in the Public Library. 1. Ignore, but go right on with your canvass showing that these books are read and reread, and are kept as a guide throughout one's life. 'J. EVADING. No home is complete with- out a library of its own. Public libraries are :;11 riirhl. So are public dispensaries and pub- lic soup houses, but every person has bo< his own. Each person has his own family physician, and each family seeks to provide its own food. Infection from disease is li- able to occur from a book which has been in some family where they have contagion eases, the same as infection is often spread in a public dispensary or a public soup ho 3. TREATING SERIOUSLY. Of course, Mrs. Smith, public libraries are all right, but these books were written for the home, and they deserve a permanent place in every home. These books are not like books of fiction, but are like books of reference. When you have read them you will want them at hand where you can refer to them at any time. Napoleon said: "Show me a family of readers and I OBJECTIONS. 131 will show you the people who move the world. ' J Solomon said: "It is better to get wisdom than silver or gold." (Prov. 16: 16.) 505. I've Got a Doctor Book. First An- swer. If you had all the doctor 's books that are published, they would not all together contain the information which these books contain. These books contain no prescriptions, as the law does not allow a druggist to fill a prescription unless given by a physician. These books are not about medicines, but about what men and women ought to know about them- selves: not about sick people, but about well people. There are no other books that take the place of these. Second Answer. This is not a " doctor book. " Doctors themselves are among our best customers. They buy these books for their own library, they lend them to their pa- tients, and many even sell them to their pa- tients in order that they may have the infor- mation which these books contain. 506. We Have Similar Books. No doubt you think you have, Mrs. Smith, but that would be impossible, for these are the only books of their kind that have ever been writ- ten in serial form. The book to young boys and the book to young girls tell just what a boy or girl ought to know, and what they must know if they are to develop the right kind of a life, and at the same time it does not tell them what they ought not to know. 132 OBJECTIONS. The books to young men and women tell just what each of these need to know at their particular period in life. The books to younir husbands and young wives are for the home- makers, both young and old, as they enter upon this important relation in life. It is the same with the books to Men of Forty-Five and Women of Forty-Five. They contain the information which is essential to persons of middle life. It was a wise act in the publish- ers, was it not, Mrs. Smith, to put up this in- formation for people of different ages and of different sexes in separate volumes? 507. I Must See My Husband It is a good sign to hear a wife talk that way, and there are many things about which a good wife ought to consult her husband, but all good hus- bands recognize the fact that the wife is the home-maker, she must largely decide the mat- ter of food, clothing, furniture and books. It is the wife that is the home maker. The father is away at his work but the mother is at home and when the children come home from school they always want mother. When they have a question they come to mother. Whatever they want they come to mother. Now, Mrs. Smith, I can see that you are a good housekeeper for everything about me tells of thoughtfulness and care upon your part, and a husband who has a wife like that always has pleasure in re- specting 1 her judgment. He will approve of your judgment in this, as he surely must do in everything else. OBJECTIONS. 133 508. Am Opposed to Buying from Agents. Well, you are different, Mrs. Smith, from the merchants of your town. They all buy on orders from samples shown by agents. In fact they look eagerly for the coming of the agent at the appointed seasons of the year. It is really the best way of buying, Mrs. Smith, because you have an opportunity to talk with an agent as to the quality of the goods that he sells. Of course, there are some agents who sell cotton goods for linen, and shoddy for all wool, but with these books it is differ- ent. The eminent people who commend them, as I have just told you speak more eloquently than anything I can say, and then I also give you a written guarantee that the books I de- liver will be identical in every respect to the sample which I show you. 509. There Are too Many Book Agents About. Well, there are a great many book agents and I am not here to criticise the books which they sell, but you cannot class me as a book agent for I am engaged in a great cam- paign which is being extensively waged for personal and social purity. My vocation is as different from the ordinary book canvasser as day is from night. The best people in every community give me and this movement their most hearty support. The books are so impor- tant that the War Department in the United States Government has purchased copies of these books and put them into the libraries of all our war vessels for the use of both officers 134 OBJECTIONS. and men. This shows you that the books have the information that our rulers want the men behind the guns to have, and if there were women in the navy the Secretary of War would want them to have these books also. The eminent people who have endorsed our books show that they are different from any other books along these lines that were ever pub- lished, do they not, Mrs. Smith! 510. A Book Agent Cheated Me Once. 1. TREATING LIGHTLY. Such men ought always to be arrested. They do an honorable calling a great injury. A tailor once cheated me. I did not on that account stop buying clothes, but I simply bought my clothes at an- other place. If some dishonest merchant should sell you a worthless pair of shoes you would not go barefooted the rest of your life. That would not be treating yourself fairly, would it, Mrs. Jones T 2. TREATING SERIOUSLY. Yes, I am not surprised to hear that, Mrs. Smith. There are rogues in all professions. To be candid with you, even if I were disposed to do so I do not see how I could cheat you, because you do not pay me in advance for these books, and here is a contract guaranteeing by the publish- ers themselves that the books you order shall be just like those I am showing you. When I am delivering them, if they should not prove to be exactly as I have represented, you can decline to receive them. 511. The Books Are too Small for the Price. OBJECTIONS. 135 First Answer. It isn't the question of size, it's the question of value. A silver dollar is larger than a five-dollar gold piece, but the five-dollar gold piece is worth five times as much as the silver dollar. The books were written by specialists and the information which they contain is found in no other books. The fact is, Mrs. Smith, these books are cheap even when judged by their size. Indeed, when compared with the ordinary subscription books, these books should sell for a dollar and a half, or even for two dollars. Second Answer. The contents of these books make them far more valuable than ordi- nary books. The quality of the paper upon which they are printed, the excellent character of the binding, the pure gold leaf used in stamping them, as well as the excellent char- acter of the type used and the careful print- ing make these books equal to the very best books manufactured in this country, and for their size they are even less expensive than the most books sold in book stores. You would not desire the book to contain more than the boy should know. And this book is valuable because it teaches only what the boy ought to know. A dollar is very little money, isn't it, Mrs. Smith, for such vital information? These books are worth their weight in gold. They are not ordinary books; they have been translated into twenty and more foreign languages, and are circulated in every civilized country upon the globe. ]36 OBJECTIONS. 512. I Can Buy This Book Sometime in the Book Store. Mrs. Smith, I would be do- ing you an injustice if I left you under such an impression. The people who intend to do something sometime in the future are the peo- ple who never do it. There is only one time to do the thing that ought to be done and that is to do it right away. If I go out of this house without your subscription you will in all prob- ability never be the owner of one of these books. You will never have this information which is invaluable yes, even indispensable to every person. No intelligent person can afford to be without it. There are thousands of people living in Huffalo, only a few miles from Niagara Falls who have never seen the Falls and never will. They mean to see the Falls, but because they are only a few miles away they keep put ting it off and die of old age without ever seeing the Falls at all. Other people travel thousands of miles to see Niagara Falls, and some come from lands across the seas. Mrs. Smith, there is only one way you will ever get these books, and that is to get them now while you have the opportunity. I will take your order and will deliver them to you without any trouble what- ever. These books sell at $1.00 each the world around, and people everywhere are buying them because they want the books, and at the same time many are glad to help young men who are canvassing so that they can earn the money to pay their way through college in their effort to fit themselves for usefulness in OBJECTIONS. 137 life. I can deliver the book to you right off or make delivery at some future time. Which would suit you best, Mrs. Smith? 513. I Don't Believe in Telling Children Such Things. First Answer. It isn't a question of what the parent believes but what the child believes in this matter. You may think that your children ought not to know certain things, but your children themselves determine, like all other children, that they will find them out, and they will find them out ; but instead of beirg told in a pure, clean way like these books convey the infor- mation they learn them in a defiled and ob- scene way. Your children, if they are old enough to go to school already know these things, and as their parent it is your duty to see that their minds are clarified of the im- purity which has already been injected into their minds by impure children upon the streets and at the school. Second Answer. No, certainly, not such things as most children know. But don't you know, Mrs. Smith, that unless a child is an idiot he is bound to think about these things and hear of them from other children. And do you not also think, Mrs. Smith, that this information should come in a pure way from the pure lips of the mother? Tell them purely, Mrs. Smith, about these subjects and they will be held sacred in the memories of your chil- dren, and in after-life they will bless your precious memory for the truths you taught 138 on j Err io \ them. Just read the book yourself, Mrs. Smith, and you will want to put it immedi- ately into the hands of your child. The secretary of one of the large trust com- panies in Philadelphia put a copy of "Youni: Boy" and " Young Girl" on the reading table in his library without saying a word '< children about them. That evpnini? his little son and daughter entered the room and both pounced down upon their respective books and were soon buried in their contents. H< that after that he noticed a great improvement in the conduct and appearance of his boy, and that his wife had noticed a corresponding improvement in the little girl. (Quote from some of the commendations that you have in Young Boy and Young Girl book.) For a full answer t<> thi^ objection read the "Foreword to Parents" in the opening pages of What A Young Boy Ought To Know. The canvasser should also thoroughly study the pamphlet "Parental Honesty," should be able to use both the facts that that pamphlet con- tains, and also the pamphlet itself, in showing parents their error when they think that their children have "never thought of these things." Use effectively also the quotations from vari- ous writers found in the closing pages of that pamphlet. Leave a copy of this pamphlet with "Mrs. Smith" to read and call back in a day or two. 514. I Don't Want My Children to Know Such Things. First Answer. In your desire OBJECTIONS. 139 you are quite right. Let me read you from this book (Page 20, Young Girl). " 'But,' says one mother, 'I want to keep my daughter innocent as long as I can/ and I reply, I go still further in my desires. I wish to keep them innocent always. But ignorance and in- nocence are not synonymous. Many children are deplorably ignorant who are far from in- nocent, while others may have much more pure knowledge and yet be most sweetly innocent. " Second Answer. Mrs. Smith, I know what you mean. You mean to say that you do not want your children to know these things in an impure way. Now, there are only three ways in which they can learn these things. They are bound to learn them in some way. They must learn them from their parents in a pure way or they must learn them by sad experi- ence which is a very ruinous way, or they must learn them from ignorant associates who teach them in an impure way. Now, Mrs. Smith, in which way do you want your chil- dren to learn these things? They surely will learn them in some way. Had you better not teach them in the right way 1 Mrs. Stevenson, the National Secretary of the Women's Chris- tian Temperance Union, says (turn to com- mendations in Young Girl): "It is a book which any mother may safely put into the hands of her daughter/* "Pansy," the au- thor whose books have been read everywhere, says: "What A Young Girl Ought To Know" is a book that mothers cannot afford to be without." Mrs. Coolidge says: "It is a book 140 OBJECTIONS. that mothers and daughters ought to own." Mrs. Diaz says: "Mothers will be thankful for so helpful a book." I could read you sim- ilar quotations from each of the other books, from Lady Henry Somerset, Frances E. Wil- lard, Mrs. Mary Lowe Dickinson, Mrs. Stev- ens and scores of others. 515. Children Know Too Much Already. You are perfectly right in that, Mrs. Smith, but where do they get their information? From their parents in a pure, right way, or from older companions upon the streets and at school in a manner that defiles the mind and degrades the entire being? It is as na- tural for a child to have curiosity upon these subjects as it is for them to breathe. It is not only natural, but it is right. Unless a child is an idiot, it is sure to ask concerning the origin of life. If the parent does not sat- isfy this desire for information the child will secure it elsewhere. But the trouble is that the parents do not know how to present this matter to the mind of a child in the right way. These books are written to tell the parent how to do this very thing. You should buy the book and read it yourself and then place it in the hands of your child. You should al- ways know what your child knows upon these subjects. Thousands of parents everywhere have satisfactorily settled these questions in the minds of their boys and girls, and all have been delighted with the results. If you answer these questions in the manner shown OBJECTIONS. 141 in these books no embarrassing questions will arise. Your child will no longer converse with other children upon these subjects, and where parents take their children into their confidence in this way, they find that their children will keep these cecrets with their parents, just the same as they will otherwise keep impure secrets away from their parents. It is just as Rev. F. B. Meyer, the great London preacher, says here in "What A Young Boy Ought To Know" (turning to the portraits and commendation in Young Boy) : "These questions are always being asked, and if they are not answered in a pure way they will be answered in an impure way." Mrs. Smith, you can rest assured if you do not teach your child at home in a pure and right way somebody else will teach it in an impure and an improper way. It will be taught, that is certain. The question is, who shall teach it and how shall it be taught. As the parent of the child you must decide this question. It is too vital, too important for you to make a mistake at this point. A dollar is nothing; the purity and the safety of your child is every- thing. 516. I Got Along Without Such Knowledge and My Children Can too. Perhaps some peo- ple have grown up and become the best of men and women, with little knowledge of these subjects. Such instances are exceptional. Mothers say to me every day that they would give anything if they could have had these 142 OBJECTIONS. books when they were children themselves or when their grown children were young. 517. I Depend on the School to Educate My Children. I see, Mrs. Smith, that you believe in the Public School System. That you be- lieve in the education of the young. I wish could get some mothers like you on the School Boards in the different communiti< >. lx cause I believe that we would ^et the right kind of books in their hands to study. But these books discuss questions that are not at pres- ent taught in the schools. They will be some day, Mrs. Smith, and I know that after you place them in the hands of your children you will want their priceless information in the hand of every school child in the land. Second Reply. It is a good thing to send children to school. No one should neglect to do that, but they must have the best books at home or they will never become interested in reading. Persons who read secure the most valuable part of their education by reading the best books. A book like this is worth its weight in gold to a growing boy or girl for several reasons. 1. It tells them what is pre- eminently important for them to know. 2. It not only tells them what they ought to know, but what they want to know and what they will be sure to find out in an impure way un- less told in a manner somewhat like it is told in this book. 3. It will help them to form a taste for the right kind of reading. 4. It will teach them to think and a book like this is simply invaluable. OBJECTIONS. 143 518. My Child is Too Young. As soon as the child is old enough to ask questions con- cerning the origin of life it is old enough to be told the truth if the parent knows how to tell this truth in a proper way. You do not be- lieve in telling your children falsehoods, do you, Mrs. Smith? But, like all parents you are in doubt as to how to deal with this deli- cate matter. Now, these books tell you how to tell your child truthfully, yet in the most delicate and purest way, and the information will come from the pure lips of the mother in- stead of the vile companions in the school or on the play-ground. You would not have your child to get into the habit of telling untruths, would you, Mrs. Smith? And don't you think that if you seek to deceive your child that your child will be sure to take advantage of your example and in turn deceive you? The fact is that many people believe that their children never think along these lines because the children never talk to them of these sub- jects. They deceived their child when it was small, and later the child learned the facts from other children, and when it has found that it has been deceived it never returns to its parents with further inquiry upon these subjects. The fact that a child does not in- quire of its parent is an evidence that it has already been told by others. I tell you, Mrs. Smith, you cannot permanently deceive a child. 519. My Child is Only a Year Old. When 144 OBJECTIONS. a child is only a year or two old, parents of- tentimes think they do not need this informa- tion, but the parents of very young children are the very ones who should possess them- selves of this kind of knowledge so that they may be ready to answer judiciously and wisely when the question arises. One of the ear- liest inquiries of an intelligent, thoughtful child is sure to be concerning the ori.sin of life. When the angel of life has come into your own home or the home of some neighbor the question is sure to rise in the mind of your child, and whenever it is n>ki ' deliver your bonk about . Will that suit your conveni- ence T" She will nearly always say, "Yes." Then when you come to deliver if an attempt is made to defer the delivery you can remind her of her promise. You can say, "Why, Mrs. Smith, you told me when I took your or- der that it would be convenient for you, and of course I depended on what you said." This will place her upon her honor and help you in making the delivery. 561. About Definite Dates. When fixing a date for delivery it is not wise to name a de- finite day. It is always well to say "about" such a date. If you name a definite day and fail to deliver upon that day, they may take advantage of the fact that you did not come just the day and hour specified. You can say DELIVERING. 181 that you expect to deliver the books about the first of May, or the middle of June, or about the first of July; that you will have a large number of books to deliver and cannot name any exact date. It is well to be cautious against naming the last of a certain month. The delay of a day or two in the receipt of your books might throw the whole delivery into the following month. This is liable to create the idea in the mind of your subscriber that you are an entire month late, that you are not coming at all, and they will therefore use the money and conse- quently be unprepared for you when you come. Therefore the first of a month is better than the last few days of a month. 562. Do a Strictly Cash Business. Never deliver books without securing payment at the time. If the people do not have the money do not leave the book. Never leave the book and accept a promise of payment at some fu- ture date. Retain the book, deliver it upon that date, and get your money. Never accept prom- issory notes ; they will occasion you annoyance, loss of time and usually loss of money also. It is easier to go out and do new canvassing, for it takes less time to sell a book to a new cus- tomer, than it does to collect for an unpaid book from an old customer. Never deposit books anywhere to be called for either with or without appointment. Few subscribers would ever call, no matter how good their present intentions, or how strong 182 DELIVERING. their assurances that they will do so. As far as possible always do your own delivering. No one can deliver as successfully as tin son who did the canvassing 1 and took ti der. 563. Postal Card Notices. Some canvas- sers prefer to send a postal card notice to the subscribers apprising them that the books have been received, and when they expert to make the delivery. Other canvassers prefer to no postal card notices. The postal card method has both its advantages and disadvantages. \\ here the subscriber is honest a notice that the canvasser is likely to come with their book will oftentimes cause them to remain at home when otherwise they might be al will enable them to have the exact change ready and receive the book without delay to the canvasser. Dishonest persons may take advantage of the notice, and either be absent from home or pretend to be, or if they are at home and do not desire to receive the book, then to prepare themselves in advance with such objection as they think will be effective in defeating the canvasser. Where postal card notices are used both the name of the book and the price to be paid should be carefully omitted. The first might not be agreeable to the subscriber, and the second might be construed as an offense against the laws with regard to sending bills and no- tices of indebtedness upon postal cards. The following form might be suggested as prac- tical : DELIVERING. 183 Greeting: I have received from the publish- ers the book which you ordered from me some time ago. I expect to deliver the same to you to-morrow or the day following. When delivering I am always very much hurried and I always greatly appreciate where the subscriber can have the exact change when I call, so as to avoid any delay, as I shall have a large number of books to deliver on that day. Yours respectfully, Copies of this or a similar mailing card, not stamped, suitably printed and necessary only to be signed by the canvasser can be secured from the publisher at a cost of 25 cents a hundred post free, the remittance for the cards always to accompany the order from the canvasser. 564. Time Required to Deliver. The can- vasser should remember that after all he is a canvasser, and that the matter of delivering books is only incidental to that work. He should therefore always seek to arrange for his deliveries in such a way that they will re- quire the least possible amount of time. If he can use the odds and ends of time, so much the better. Where an entire day is devoted to the work the canvasser should readily de- liver one hundred books, or even many more. A canvasser should always remember that many additional orders can be secured from persons to whom he is delivering books. Names can be secured of the personal friends of 184 DELIVERING. purchasers and others, to whom books can be sold. A wise and wide-awake canvasser can frequently sell as many books when devoting an entire day to delivering, as if he were de- voting an entire day to canvassing. He can not only glean, but reap large results when delivering. 565. Lay Out Your Work Before Beginning. A canvasser should always carefully study a city, village or country district and so ar- range all of his routes that he need not lose time by doubling his tracks. This ran bo done the night before in your room. This is espec- ially important when one is delivering and thf. man who neglects to do it loses much valuable time. 565-A. Successful Delivering sums itself up in these few words, " Goods well sold are u good as delivered/* lu-m-i' the importance of seeing to it that each customer understands clearly at the time of purchase exactly \\hat they have bought. Always leave the impres- sion that they have bought outright, and not simply have given you a conditional order. GENERAL SUGGESTIONS. 185 CHAPTER XHI. IMPORTANT GENERAL SUGGESTIONS. 566. Physical Culture. After a thorough understanding of the books themselves and complete mastery of all the instructions, noth- ing else is more important to the success of the canvasser than the matter of physical cul- ture. The work of canvassing makes large demands upon the physical resources and nervous energies and no man can accomplish the largest results without careful attention to the keeping of the physical powers up to their very best. What is said in Chapter IV upon physical preparation, and the aid which is brought to the canvasser in the supplement in this book on physical culture, needs to be carefully and thoroughly studied and applied. In no other way can the highest degree of ef- ficiency as a canvasser be secured. 567. Conscientious Work. If you were a farm hand or a merchant you would work from ten to twelve hours a day, if a mechanic from eight to ten hours, and you would not stop for rainy days or because of indisposition, and why should you not devote yourself as con- scientiously to the work of canvassing, which promises larger financial returns for yourself and greater blessings for those in whose in- terest you labor. 186 GENERAL SUGGESTIONS. 5G8. That Tired Feeling. Canvassers per- haps more than any other class of people are subject to frequent and oftentimes violent at- tacks by that microbe known as "that tired feeling/ 7 They are especially susceptible to an attack the morning following a day of in- different success. It even frequently attacks a canvasser the morning following the day which marks the achievement of his largest success. There is but one safeguard against the attack of this microbe and that is to have a fixed hour in the morning for beginning the work, and then to begin as promptly and con- scientiously as if you were a bank president. It is a good thing to retire early in the even- ing, arise at an early hour in the morning, de- vote ten minutes to physical culture, and then so dispose your time that you can devote a half hour to a conscientious study of the canvasser's instructions, and another half hour to the reading of a chapter in one of the books them- sidves. And then at the time appointed, be- gin on the minute as faithfully as if you were to catch a train, or had an appointment with the President of the United States. 569. Rainy Days. The song truthfully says "some days must be dark and cold and dreary " and "into each life some rain must fall." No one likes rainy days or bad weath- er, but for the wise and energetic canvasser such days are often his very best. In the country on such days farmers have more leis- ure, in town merchants and others are less oc- GENERAL SUGGESTIONS. 187 cupied, and in cities professional people and all classes are not as much besieged, and con- sequently have more leisure and can the bet- ter afford the canvasser an attentive hearing. On bright, pleasant, sunny days people are oftentimes away from home, but on rainy days you are quite sure to find them at home. A pair of overshoes, an umbrella and an abun- dance of sunshine which an energetic, earnest and enthusiastic canvasser can always carry with him in the homes of the people, will, upon such days, always make himself more welcome because of the good cheer which he brings with him. 570. Everlastingly at It. The most suc- cessful men in every department of life, as well as in canvassing, are not generally those who have the largest amount of natural gen- ius, the greatest ability or the finest educa- tion, but they are the people who value their time, work with all their might and are ever- lastingly at it. They are the people who put their whole soul into their work, and they get a splendid character and a grand success out of it. They make life worth the living. 571. Be Systematic. Make some system- atic division of your time. Use eight solid hours for sleep, eight solid hours for canvass- ing and that will leave you eight hours out of the twenty-four for recreation, reading, letter writing and such preparation as your wor requires. 188 GENERAL SUGGESTIONS. 572. Do Not Canvass too Fast. Be cau- tious not to canvass too rapidly. In towns and cities you should allow one week for each one thousand inhabitants. Thorough work cannot be done in less. The man who undertakes to canvass forty or fifty families a day is sim- ply preparing the way for the success of the canvasser who comes after him. 573. Do Thorough Work. Make a thor- ough canvass of every street, every house, every work-shop, mill, factory, store and of- fice. Canvass every class teachers, physi- cians, preachers, lawyers, members of Young Men's Christian Associations, Women's Ch tian Temperance Unions, all Bible Classes, Sunday-school teachers, and people of ex- other class. While the intelligent middle class are usually the best purchasers, do not -li.ufht the wealthy, to them you can frequently sell an entire set of books for purposes of reference on the shelves of their library neither pass by the humble poor. Many ex- cellent people sometimes live in humble houses in order that they may better economize and have the means to secure the best intellectual advantages. Canvass the married and un- married, both men and women, young and old, but never canvass young boys or young girls. Our books should always come to children through the hands of their parents. If it seems to you that you are taking a great deal of time to get over the assigned territory, never mind, take all the time it re- GENERAL SUGGESTIONS. 189 quires to do thorough work. If you are can- vassing in a country district by the use of a bicycle remember that it is not your cyclom- eter, but your subscription book that tells what you are accomplishing. Give as much time to each family as is necessary, if it requires an entire hour. 574. What Is Thorough Work. A few days ago an experienced canvasser when choosing territory preferred a city where the canvass was just being completed. One of the canvassers was still on the territory. A few days later he reported that he had followed in the wake of one of the canvassers and that he had sold eleven books in the first nine houses at which he called. The following quotations show, not theories, but results of actual work. These are a few from many scores of letters which could be quoted : "I worked twelve days, made 118 canvasses, sold 196 books/' R. B. Kellog. "For a while to-day I followed behind a canvasser of another publishing house and sold five books in four of the homes where the other canvasser had just left without selling a single copy." B. S. Clifford. "I have averaged two books to every three canvasses." E. H. Cressy. "Mr. S. A. Reeser, who has been steadily engaged in the sale of our books for a consid- erable period and who does very conscientious and thorough work and may be accepted as a 190 GENERAL SUGGESTIONS. standard for emulation, has made the follow- ing sales: In Franklin, Pa., with a population of 7,300, sold 550 books; Oil City, Pa., popula- tion 13,200, sold 800 books; Bradford, Pa,, pop- ulation 15,000, sold 1,050 books; Jamestown, New York, population 22,800, sold -'.-<"> books; Warren, Pa., population 8,000, 1,600 books. Taking these five places with an aggregate population of 66,300 and a total sale of 6,250 books, the average sale to the population is about one copy to each ten inhabitants, count- ing men, women and children. 575. An Appeal to the Philanthropic. People are oftentimes interested not only in purchasing a set or two of the books for loan purposes, but also in purchasing the books in quantity for donation purposes. Teachers of Bible classes and others often purchase a copy of a suitable book for each person in their class. Hon. J. J. H. Gregory, of Marble- head, Massachusetts, ex-member of the Senate of Massachusetts, purchased and gave away more than 1,300 copies of these books. Other persons have purchased them in quantities for the same purpose. Many have purchased scores of these books simply to give to per- sons who would not otherwise possess them- selves of the information which these books contain. At least one philanthropic person has become so deeply impressed with the value of these books that he has left in his will a leg- acy the interest of which is to be used each GENERAL SUGGESTIONS. 191 year under the direction of his executor, for placing copies of these books where they will do the largest possible good. If persons tell you that they do not know of any who stand in need of such literature, ask them to purchase a set or a quantity of any one book, if more suitable, and to place the same in the hands of the secretary of the Y. M. C. A, the president of the W. C. T. U., or in the hands of some Young People's Society of Christian Endeavor or other organization for loan purposes. The Superintendent of the High School, the pastor, or the pastor's wife, or possibly the physician or the physician's wife would be very glad indeed to accept and circulate such a set of books. In these and many other ways persons may be enlisted upon a very large scale to the ac- complishment of a great good in the midst of almost any community. 576. Young People's Societies. A mem- ber of the Good Literature Committee in one of the Christian Endeavor Societies in Penn- sylvania writes: "Dr. Stall's book to young men is being circulated by our committee and has already been read by eighteen young men. The same Society is placing all the other books in circulation. Another writes: "Not only the young men but the young women in our Christian Endeavor Society are circulating your Purity Books in the community. We purchased two copies of each book which we keep in circulation. They are well-worn, but have saved several young people. 192 GENERAL SUGGESTIONS. In this way a canvasser may be able to se- cure a goodly number of orders by soliciting the Good Literature Committee in the Chris- tian Endeavor, Baptist Union, Epworth League, Luther League, and other young peo- ple 's societies. This, however, should not be done until the entire community has first been canvassed; otherwise, individual members of these societies would be likely to excuse them- selves from purchasing upon the score that they would be able to read the books purchas- ed by the Good Literature Committee. Let the solicitation and sales to the societies be made last of all. The same is true of librar- ies of Young Men 's Christian Associations and other societies. 577. The Appeal to Parents. A wise and judicious canvasser can often enlist the aid and co-operation of parents in an effort to re- deem and save an entire community. Indeed, the saving of one's own home oftentimes ne- cessitates the saving of an entire community. To such persons an appeal like the follow- ing is both powerful and effective : Is there a single family in your community where ignorance fosters impurity ? If there is, then your own home is not safe. Vice is like small-pox. So long as a single case exists in a community, that community is not safe ; un- til the last case of contagion is stamped out the health officers give themselves no rest. When fire has consumed all that is valuable of a building, the firemen labor at great cost, GENERAL SUGGESTIONS. 193 and oftentimes at great risk, to extinguish the flames, not because of the value of the charred timbers that remain, but because it is the only course to pursue in order to secure the safety of other buildings. It will not do to leave in any community a single individual whose mind or morals are corrupted by vicious thoughts and degrading practices. The flames of lust must be entirely extinguished, or no home is safe in that community. If any family in your community is too poor to purchase purity literature, the safety of your community and of your home demands that you should, even at your own expense, place copies of these books in every such home. This is how it is being done, a lady writes : "I placed a copy of 'What A Young Man Ought To Know' into the hands of a young man employed in the mill, to circulate it among the many young men employed there, and he is doing excellent work in that direc- tion. " Such illustrations are suggestive to the wide- awake canvasser. 578. "Get Others to Work for You. The most successful agent doesn't do his work alone. He secures the co-operation of every- one in the community who is vitally interested in the books and their mission. This does not mean that he gets the names of their fnends from them, but it means that they actually get out and hustle for him that they speak t 12 194 GENERAL SUGGESTIONS. their friends and neighbors so enthusiastically of the books that a desire for them is created and all the agent has to do is to write up the order and deliver the books. That's the v some of our agents are averaging over 100 per week, while others just as talented have to be content with 50 or 60. When you meet a woman who is all wrapped up in the work y>u are doing, have her speak to her friends about it during the day and call upon her in the evening for results. When you find a young man similarly interested get him to hustle for you. Get half a dozen to work for you and you will get such an enthusiasm worked up over the telephone, you will be stopped on the et for orders and you will be the most talk- ed of person in that community. Co-ope r a ti>n is what does it. Don't be afraid to ask others to help you. Your work is worthy the time and efforts of the busiest man on earth. " (K.) 579. Enlisting Others to Canvass. Each canvasser should be on the alert to get in touch with other persons whom he might en- list in the canvass, and assist in their prepara- tion. While it is never well to allow anything to divert the attention from a systematic can- vass for a definite schedule of hours each day, yet this additional interest in the work in a larger way will not only be helpful to the can- vasser but can be made profitable as well. We will be pleased to quote to each canvasser special terms in payment for such services as he may render. GENERAL SUGGESTIONS. 195 Names of persons who would make good can- vassers when secured may be mailed to us. Upon the receipt of such names we will at once enter into correspondence with these persons, sending them circulars and printed matter, and will do our best to induce them to enter at once upon the work and to continue therein. The canvasser who thus enlists others would do well himself to train them as thoroughly as possible, and should subsequently keep in touch with them by letter and do all in his power to make their work a thorough success. 580. Keeping Samples in Good Condition. The canvasser should always seek to keep his sample books in the best condition. Books that are somewhat soiled may oftentimes be sold to some economical person who would ap- preciate the saving of 25 or 30 cents, and then the book in the case can be replaced by a new one. When a book is sold in this way it should always be distinctly understood that the reduction is made because the book is slightly soiled. Unless this is distinctly un- derstood other persons who have purchased from you may think that you have two prices and are dishonest, and the person who pur- chases at a reduction may subsequently de- sire to purchase at a book store and tell the book dealer that he purchased copies of these books at seventy or seventy-five cents and thus introduce serious demoralization. Where the green wrappers are worn they can be replaced by new ones, and thus give t 196 GENERAL SUGGESTIONS. canvasser's samples a clean, fresh appear- ance. When ordering new wrappers the can- vassers should send two cents for each wrap- per, and should be also sure to name which wrappers are desired. They can be sent by mail, post free. 581. The Price of Our Books. The books in the Self and Sex Series are published in only one style of binding and are never al- lowed to be sold at any other than the full net price of $1.00 per copy. Canvassers are never allowed, under any circumstances to sell the books to book stores, book dealers or any other person who sells books. 582. The People Next Door. Before leav- ing a house the names of the people next door may be easily secured either by suggesting that because they are interested in this great move- ment, or because you are so hurried in your work that every bit of information will prove helpful and valuable to you and that you will appreciate their assistance. Always write it down, so that you may have it later if the party should not be in and it should be nec- essary for you to call back later. Learn not only the name but the occupation, the num- ber of persons in the family, the names and ages of the children and everything which may help you to adjust yourself to the situation in the wisest possible way. When you call upon a person it is not only highly important to know his or her name, but also their occupa. GENERAL SUGGESTIONS. 197 tion, condition, interests, etc., but especially also any titles, such as judge, doctor, colonel, squire, professor, etc. The importance of ad- dressing a man by his name, and especially by his title, cannot be overestimated. In many instances failure to do this handicaps the can- vasser from the beginning. 583. Canvassing Foreigners. When can- vassing among foreigners they will often ask for a book in their own language, not because they want it or would be willing to subscribe for it, but simply as a bluff in order to get rid of the canvassers. We have copies of our books in many other languages and on that subject refer the canvasser to Paragraph 495. When dealing with those who desire a book in some foreign language it is well to present the argument that this book in English is writ- ten in such plain terms that they will not only be able to understand it thoroughly, but that the reading of it in English will also re- sult in teaching them and their family to speak and write English better than anything else they could do. The reading of an inter- esting book like this is almost equivalent to a term in school, and its presence in the homes will be a constant inducement to the better acquisition of the English Language. 584. Write Us for Help. -If at anytime you meet with difficulties or perplexities re- member that the home office is designed to be your co-worker and helper. Feel free to write 198 GENERAL SUOOE8TION8. us at all times for advice and suggestion. Par- tial success or complete failure may result from neglect to do so. We are not only always ready, but glad to assist in any way within our power. That is our business. If our re- ])ly is not always exactly what you expect, it will yet be the very best that we are able to do with the information that you sent us as a guide. Before writing us it is always well for the canvasser to take this book of instruction and refer to the index at the back of the book where under the alphabetical arrangement he may be able to turn readily and Moun at once the very information he seeks. This book has been prepared with a view to meeting all such contingencies. The canvasser who wriu-s constantly for answers to little perplex- ities which are answered over and over again in these pages only evinces his lack of familiarity with his book of instructions, and leads us to fear that any letter we might write would be equally ineffective in making any impression upon him. 585. Helping the Publisher and Other Can- vassers. For the assistance and encourage- ment of others in their canvass, we shall be under many obligations to each canvasser if he will communicate to us any personal method which he adopts with special success; how he overcomes difficulties, effectively meets argu- ments and successfully secures subscriptions. These and other matters will be helpful to GENERAL SUGGESTIONS. 199 place in print at intervals for the assistance and encouragement of other canvassers in their work. Tell us not only about the bright days and the great results, but also about the dark days and the discouragements you meet, for every business and every undertaking has its discouragements. Send us both sunshine and shadow. 586. "Watch Your Habits. They may be natural or acquired, but in either case should be carefully thought over. You will probably find some that should be abandoned or cor- rected; others cultivated and carefully guard- ed. Do your best to bring them up to the standard set in the books you are selling. Whatever you do, your great aim should be to become a better citizen. It pays in every way, both financially and morally. Every bad habit will alienate some one, and attract no one whose friendship is worth having. Your own happiness, as well as your success in business, depends upon keeping your mind, body and purse free from the tax of bad hab- its. Never seek business or pleasure that you have to compromise character to get. All great business enterprises to-day seek men of character to operate them. They are turning from men of bad habits entirely. They used to limit their restrictions to "while on duty," but now they include all time, night and day, whether on or off duty." (K.) 587. Your Company.- "You will probably 200 GENERAL SUGGESTIONS. enter most territory a stranger. This is an advertisement for your business, if you are the right kind of stranger. While you are looking up people, hundreds are looking at you, wondering who you are, where you belong and what you represent. You should take advantage of this curiosity as the hm! class of advertising. If you have live. I liirht where you came from, you can have with you letters of commendation that will be respected by people of standing in the community and will aid you in getting immediate attention. By accepting such letters you are under obli- gation to respect the giver and the one to whom they are presented. Should you fall below the measure of commendation given, you do not deserve their friendship. Bad com- pany ruins your standing and your business. Good company helps both. Go to church, Sun- day-school, Endeavor, and Y. M. C. A. meet- ings. Be select in the class of entertainments you patronize. Avoid undue familiarity with corrupt people, as you would a pestilence. If you meet them in doing your work, it should be to benefit them, talk business to them from the start, the same as you would to all other people canvassed, take their orders, then go. Make counselors of the ministers and teachers. They will know the community, the best places for you to board and those who can be most helpful to you in your work." (K.) 588. Licenses. Of the many canvassers who have been engaged in selling our books, GENERAL SUGGESTIONS. 201 we do not know of any having been annoyed by an effort to impose upon them the necessity of securing or paying for a license; and while it is not at all likely that such a difficulty will occur in the future, yet that our can- vassers may be safeguarded from such a possi- bility, it is well to say that in some portions of the country it was formerly the custom of some local or State authorities to demand the payment of a fee for a license. This matter has been fought out in the United States Su- preme Court several times, and is now thor- oughly settled. The United States Supreme Court has decided that all local laws taxing commercial travelers, canvassers or agents who sell from samples only, and who represent houses not located in the State where the per- son is at work, are unconstitutional and there- fore void. The leading cases in which this pe- tition has been made and affirmed are as fol- lows: Robbins vs. The Shelby County Taxing District, 120 U. S., 489, S. C., 7 Supreme Court Rep. 592; Corson vs. Maryland, 120 U. S., 502 S. C., 7 Supreme Court Rep. 655; Ex parte Insley, 33 Fed. Rep. 680 ; Simmons Hard- ware Company vs. McGuire, Second Southern Rep.,592, State vs. Pratt, 9 Atl. Rep. 556. Only a few days ago the Supreme Court of Pennsylvania in the case of N. L. Rearick against the Commonwealth of Pennsylvania, involving an ordinance in the town ^of Sun- bury, Pennsylvania, overruled the action of a lower court, on the ground that Rearick was engaged in Interstate Commerce and that his 202 GENERAL 8UGGBBTION8, business was not within the jurisdiction of the State authority. Where a demand for a license is made the canvassers should call at once upon the Mayor <>f the town or city, or if he is at work in the country upon the sheriff or other proper offi- , and call his attention to these rulings of t he Supreme Court and ask for protection un- der them. If this does not secure the desired result, a good attorney would be willing to t; up the case for the amount of damages which can be secured from the parties who try to im- pose upon the canvasser. A tax upon the canvasser is a tax upon education and no en- lightened community would think of trying t enforce such a stupid measure, and any officer demanding a license from a canvasser places himself in contempt of the United States Su- preme Court and may be prosecuted accord- ingly for oppression in office, which makes him liable to a fine for exceeding his author- ity. If any canvasser should be annoyed and does not find relief by the above suggestions, he should at once write to the publisher. 589. He-Canvassing the Same Territory. A careful record has been kept of all territory already canvassed, and as far as possible we always try to acquaint a canvasser with regard to what condition he will find when he arrives upon a field. There is sometimes difficulty in doing this with absolute certainty, because some careless or indifferent canvasser has over-stepped the boundaries of the territory GENERAL SUGGESTIONS. 203 assigned him and sold some books in the out- skirts of an adjoining territory. Where a can- vasser has been assured that a territory has not been previously canvassed and he finds after arriving upon the territory that some books have previously been sold, he should not allow this to disturb his mind, but go right along with his work. He should, however, no- tify us at once and give us the name and ad- dress of the canvasser who sold the book, when they were sold, and any other information he can about the work which has been previ- ously done. We desire to assure all of our can- vassers that it is our earnest purpose to do what is square and honest with every person who engages in business with us, and we pur- pose to hold canvassers to the same strict ac- count. . i When choosing territory some experienced canvassers prefer to select that which has al- ready been canvassed, and claim that to one who is experienced and knows how to canvass such territory affords better advantages than territory which has never been canvassed. 1 eSrienced canvassers usually prefer entirely new erritory. Some experienced canvassers prefer toe Srritory which has already been that has been sold family. 204 GENERAL SUGGESTIONS. 3. On territory previously canvassed a cor- dial welcome already awaits the coming of the canvasser, and local commendations and earnest co-operation are the more easily se- cured. 4. Such territory does not require much preparatory work. Pastors are ready to sign the endorsements, pulpit announcements are easily secured, names of former subscribers can properly be added to the canvasser's list, not as fictitious subscribers, but as persons who have actually subscribe! for these books. 5. Upon such territory the canvasser can the more easily secure the co-operation of lead- ing persons in the manner suggested in para- graph 578. >od idea of what can be done in territory previously canvassed may be learned from the following quotations from letters of those who have proven the results: "I have been much encouraged since I came here, although the town was canvassed two years ago, yet on Wednesday I took 18 orders, and on Thursday, 14. " "The sale of a few books in Kirkwood, last year helped the sale this year. You state that 75 books were sold in Monmouth last year. I think of trying the place again, there have only been enough books sold there to advertise them properly." Toward the close of the canvass in Chester, Pa., one of the young men employed a lady who was a trained nurse. The city had been quite thoroughly canvassed, several hundred GENERAL SUGGESTIONS. 205 books had been sold, but this lady was able to make sales in very many families because of the interest which had already been created by the earlier canvass. A student from the Crozer Theological Seminary also started in to canvass before the first canvass of the city had been wholly completed. He sold seven books in the first nine houses he visited. He had similar later results. Ithaca, New York, was canvassed in 1904 and 530 copies were sold. Some further can- vassing was done in 1905 and 174 copies were sold. Another, but not thorough canvass was made during the Easter vacation in 1906, by some students of the University, and some 400 copies or more were sold. "In Creighton the territory had been work- ed once about a $ear ago, but notwithstanding that I sold 116 books there in one week." J. M. Long. "My work this week is in a town where they know little of the books, and for that reason may be a little harder to canvass. Tingley had been canvassed before, so I sold a good number there for the size of the place because they knew something about the books. ' ' Ray- mond Hill. "As for the selling qualities of the books, surely the 'Self and Sex Series' stand without a peer. Since June 15th I have worked about two full months, and have sold over 500 books. I am going to be with the company next year and hope to do better. Where the books have been introduced, it creates a demand for more." S. F. Sharpe. 206 GENERAL SUGGESTIONS. "The fact that convinces me more than any other that the 'Self and Sex Series' are ap- preciated above the average subscript books is that in re-canvassing territory that I canvassed personally three years ago A\ the same books, I sold in this field more b<> per hour, per day and per week than I did in entirely new field. If I am allowed to B gest, I would say to agents, so far as possible select some field that has already been can- vassed, because the books that are already in the field will be a great help to you in subscriptions for more, and the people who have them will be your friends." A. J. Mielke. The first canvass usually secures its sub- scribers principally from the more intelligent and influential people, and thus places the territory in a condition to be more success- fully canvassed the second time. The people are inclined upon the first canvass to ad- mit that these may possibly be good books, but they never heard of them before, and that they Avill wait and see what their neighbors do, even if they do not learn of the merits of these books in the meantime from their neighbors, which is very likely, they will, when the can- vasser comes around a second time, be im- pressed with the fact that the books must be books of real merit, or they would not be pre- sented a second time. Not only can books be sold in families where previous purchases were made, and from those who failed to subscribe the first time, but new crops of readers come GENERAL SUGGESTIONS. 207 on very rapidly. Children grow up, the boy of a couple of years ago is approaching young manhood, the former young man and young woman have oftentimes married and organized new families, people have moved in from other localities, persons who did not have the money the first time now find themselves differently situated, and with all the new influences which are brought to bear upon a community the subscriptions are secured as readily, if not more so, in territory previously canvassed, than in territory never canvassed at all. As a rule, however, we advise inexperienced canvassers to choose entirely new territory, for the simple reason that when they find a place where a single book has been sold they lose heart, thinking that if that book had not previously been sold they would themselves have secured the order, while they forget that the sale of that book has pre- pared the way in that very family for the sale of two or three additional books and that if they can not succeed in selling additional books where the merits of the books are already known, they would quite surely have failed in selling the first copy when the merits of the books were wholly unknown. 590. Class Canvassing. Before doing any class canvassing a thorough study should be made of the special canvasses for ministers, physicians, teachers and others found in the later sections of this book on " class canvass- ing." 208 GENERAL SUGGESTIONS. 591. Some General Principles. 1. Al- ways start your subscription list with influen- tial names. 2. Never intrude your books or your busi- ness upon a customer when you find that he is really busy. 3. Always lay out your day's work, route, etc., the night before. By this method you will save much valuable time. 4. No two subscribers can be handled in the same way. What appeals strongly to one may fail wholly to influence the other. 5. Knowledge of the universal needs for these books and an enthusiasm for the books based upon a thorough knowledge of their teachings are essential to success. 6. When thoroughly tired out, or exhaust- ed, cease canvassing, go to your room and de- vote yourself wholly to rest and sleep, but be careful never to mistake laziness for weari- ness. 7. When you call upon a family where callers or visitors are being entertained, it is usually better to excuse one's self and call at another time. This may not, however, be a universal rule. 8. Always keep your own counsels. Tell no one what commissions you receive, how many books you have sold, or other items con- cerning your business. It will be sure to work to your detriment. 9. Do not waste time in search of better territory. Such a search is always unprofit- able and oftentimes expensive. Adapt your- GENERAL SUGGESTIONS. 209 self to conditions, do thorough and conscien- tious work and you will be sure to reap large results. 10. You must expect occasional rebuffs, but never allow them to dampen your enthusi- asm. Few canvassers at the end of a week are able to recall a single instance which has made more than a momentary impression upon their mind. 11. Never plead your personal need of money or any other personal consideration in order to induce people to subscribe. You do both yourself and your cause a great injustice by such a method. 12. If you want to secure subscribers you must know what you are going to talk about, and in order to do this you must understand both your book of instructions and the books which you are showing to your customer, and then talk straight to the mark. 13. Never allow yourself to be insulted. Never get angry. Never allow yourself to be thrown off your guard. At all times speak the absolute truth, be upright and honest in all your dealings and relations, and merit the confidence of others and your own self-respect. 14. Never allow yourself to be drawn into an argument upon politics, or any other mat- ters. Your business is not to convert others to your way of thinking upon other subjects, but to sell them copies of the books in the Self and Sex Series. To win an argument is always to lose a sale. 15. Never carry any other books in your 13 210 (;/: \ERAL SUGGESTIONS. canvass except those of the "Self and Sex Series. " In this set of books you have what is needed by every man, woman and child in every family you canvass. 16. Learn what parents have children away from home, either in business or attend- ing school. For such these books are specially important, and the parents will appreciate dangers to which such sons and daughters are exposed. 17. Never canvass men in groups. You cannot secure the attention of all. S< " smart" person will seek to make some "bright remarks, " create a laugh and defeat your work. When canvassed separately each of these persons might subscribe for a book or more. Avoid groups of idle men as you would a pestilence. Nothing can be done in public gatherings. 18. Impress upon parents the fact that no one in a brief conversation can so delicately and effectively impress these topics of pu upon the mind of their child as is done in these books by authors who are themselves Christian parents and who have carefully chosen each word they have written. With bright children of eight or ten years of age, it is usually best for the parent to place the book in their hands for a careful, personal reading. 39. Haste and lack of thoroughness are the two greatest evils with which agents have to contend. The man who puts fifty houses be- tween his first and last call for the day in a GENERAL SUGGESTIONS. 211 sparsely settled community works hard, spoils territory, and has nothing but weariness as his reward at the end of the day. Reverse the or- der from "much territory and little time" to the more profitable order of "little territory and much time ' 9 so as to do thorough work and a larger subscription will be your reward. 20. Do not be afraid to talk. People ex- pect you to talk. You cannot do justice to the books, to yourself or to your customer unless you do talk. Be careful, however, what you say. Be choice in the selection of your words. Use none which are coarse or which might of- fend the most delicate taste or the most mod- est person. Remember, at all times, that you are engaged in the work of purity, and let your language, your thought and your conduct be in keeping with the teachings of the books you are introducing. Always be polite, but never be silly. 21. After securing a subscription it is us- ually well, as far as convenient, to avoid meet- ing your subscribers. If you have secured an order for a set of books from a person who has been greatly impressed by your presenta- tion of them and the books are to be delivered sometime in the future he may subsequently lose his interest, meet you some day when he feels very poor and injudiciously conclude that ' he does not need the books and acting upon the impulse of the moment tell you that you need not order the books. Such persons com- monly reason, although very wrongly, that as you have not yet sent your money to the 212 GENERAL publisher for the books it will be no loss to you if he cancels his order. Whereas, if the sub- scriber does not see you between the time of ordering and the moment of delivery he will then reason that as the book has been ordered especially for him it is now too late to change his order, and he will therefore accept it with- out a moment's hesitation. However, if you do meet your customers on the street before you have delivered their books, always ac- knowledge their greeting politely if they recog- nize you, for you should feel that you are their equal in every way, and that you have no rea- M>M for keeping out of their sight. PART II SUGGESTIVE CANVASSES CANVASSERS' FORMULAS. 215 CHAPTER XIV. CANVASSERS* FORMULAS. 592. Preliminary Reading. Before begin- ning the study of the following formulas the canvasser should turn to Paragraphs 458 and 459. Concerning the form of salutation he should also carefully read Paragraph 462. 593. Modifications. The following formu- las may in some instances be somewhat fuller than necessity requires. Many canvassers fail because they do not have enough to say. On this account we have made the formulas quite full so that they may be adequately sugges- tive. The canvasser should always seek, first of all, to be thoroughly equipped and pre- pared, if need be, to talk for an entire hour with intelligence and impressiveness upon any one book in the series. After having this thorough preparation, he should then seek to be as brief as is consistent with effectiveness and success. You should seek brevity in or- der to save your own time and the time of your customer also. Sufficient time, however, should be used to impress the customer deeply with regard to the value of the books, other- wise an aggravating loss of time may be oc- casioned when the day of delivery comes, because the canvasser failed in the first in- 216 CANVA FORMULAS. stance to make the desire for the book as strong as it should have been made. 594. Making the Canvass Effective. A thorough study of the canvasses themsei is not sufficient. The canvasser should now make a very thorough study of the book of instructions from Chapter Six to the end of Chapter Ten. The importance of this is illus- trated by a single instance. Recently one of < ur canvassers started in to work before this book of in>t ruction was prepared. The : four weeks he sold 100 books. We realized that the man was not succeeding as he should. A competent field manager visited him, spent days in having this man canvass him, so as to discover where his deficiencies u and then coached him and instructed him, and had the canvasser go over the canvasses again and again. As a result of this additional study and training, in the next four weeks this same canvasser sold 500 books. It is impossible to send a field manager to assist every canvasser, and to accomplish that end, this full and com- plete book of instructions has been prepared. But this work also goes for naught unless the canvasser devotes himself to a faithful and thorough study of not only every chapter, but of every paragraph aud of every sentence in the book. When the canvasser enters upon his work he should read this entire book, then he should take up the first five chapters and study them thoroughly, in preparing himself and his field. CANVASSERS 9 FORMULAS. 217 When he has made these mental, physical and field "preparations" he should take up a thorough study of the subject of canvassing as contained in Chapter Six to the end of Chapter Ten, including also the suggestions found in Chapter Thirteen. After having secured his orders he should read carefully and thoroughly the instruc- tions with regard to ordering books found in Chapter Eleven, and when his books are re- ceived and he is to enter upon the work of de- livering he should make a thorough study of Chapter Twelve, upon the subject of delivery. 595. Adaptation. The following canvasses should be adapted by each canvasser to his or her own personal need. A woman when can- vassing can speak more freely to women con- cerning the subjects treated in these books than a man can. Upon the other hand a man can speak more freely to men than a woman could. It is not necessary for either a man or a woman when canvassing the opposite sex to dwell upon the specific character of the particular book which he or she is canvassing. The portrait of the author, the portraits and commendations of eminent persons, together with a reference to the table of contents and a reference to such other matters as are indi- cated in the following canvasses will be suf- ficient. Delicacy of thought and treatment adds strength to the canvass of either a man or a woman when canvassing the opposite sex. Indeed, this is true also when canvassing those of their own sex. 218 CANVASSERS 9 FORMULAS. 596. Salutation. The form of salutation used when the door is opened is of utmost im- portance. No one form is suited to all cir- cumstances. The following are suggestive. Kit her these or something equally good should be used: a. Mrs. Smith, I am calling upon the pro- gressive people in the community and explain- ing to them the nature of the Purity Crusade which has been announced from all the pul- pits. With your kind permission I will step in for a moment. b. I am calling upon the progressive people in the community and explaining to them a campaign in the interest of personal and so- cial purity. This movement is fostered and furthered by the pastors of all the chun -In -s in the city and with your permission I will step in and explain it to you. c. Mrs. Smith, I am doing some work in the interests of boys and girls and mothers. May I speak with you just a moment about itf d. Mrs. Smith, I have called to see you in reference to your son Harry (or your daugh- ter Mary), and with your kind permission I will step in for a moment. e. Mrs. Smith, I have been referred to you as one who would be interested in the move- ment which I represent. I am enlisting all the intelligent people in this community in a movement which is fostered and furthered by the pastors of all the churches and which they have commended from their pulpits. f. Good morning, is this Mr. Smith! My CANVASSERS 9 FORMULAS. 219 name is Jones. I am calling at the suggestion of your neighbor, Mr. Brown. I am very busy this morning, but if you can spare me a mo- ment I must take time to explain to you a great work which I am doing in this town among the young men. They are being inter- ested in large numbers and I am sure you will want to learn of the movement. g. I am doing some work in the interests of the boys and girls and of their mothers. May I speak with you just a moment about it? h. There are some instances in which it is impossible for the canvasser to know in ad- vance either the name of the occupants of the home or what members constitute the fam- ily. In such an event the wrong form of intro- duction would only result in failure to secure admission. If you come to such a home and say that you are engaged in the work in the interests of boys and girls and their mothers, and they have no children at all in the family, you afford a very convenient opportunity for the mother to say "we have no children, " and then close the door in your face. In such an event it would be necessary to have some other form of introduction. That which might be the very best form of introduction where they have children might be the very poorest form of introduction where they have none, and where the canvasser is wholly uncertain with regard to the situation the simple intro- duction : May I speak with you a moment, might be the very best form of introduction possible to use. 220 CANVASSERS 9 FORMULAS. The matter of introduction is of utmost im- portance and every canvasser must use his very best judgment in deciding which form of salutation to use in each particular instance. 597. The Value of Questions. Throughout yur entire canvass it is well to use the in- terrogative form. Ask questions. "That is fine, isn't it, Mrs. Smith?" "Did you ever see anything stronger than that, Mrs. Smith t" "Did you ever see this question presented in such a beautiful way befoie, Mrs. Smith f" etc., etc. Introduce interrogatory forms \\\wr- < v r practicable, even more extensively than shown in the following canvass. The affirma- tive responses prepare the mind for an affirma- tive answer when you come to the question of closing the canvass. 598. Commendation. Any appreciative words concerning the children, the attrac- tiveness of the home, the thoughtful solicitude your customer has exhibited in her children, her interest in the community at large, or any other things for which you can commend her will be greatly to your advantage. By this means you will make her more anxious for the receipt of the book, she will pay for it more cheerfully, read it more appreciatively and commend it more frequently and heartily to all her friends and neighbors. 599. Important for Evenings. In the even- ing after the day's work is done review the CANVASSERS 9 FORMULAS. 221 successes and failures of the day. Seize upon good points and successful methods pursued in securing subscriptions during the day, and im- press them upon your mind for future use. Review each instance where you failed to secure a subscription during the day. Try to discover in each instance why you failed. Make a thorough study of the chapters of this book on "Securing a Hearing, " "Creat- ing the Desire" and "Securing the Subscrip- tion " and also study the chapter on "Objec- tions." Make a careful study also of the different formulas. Qualify yourself to over- come difficulties such as you have encountered during the day. Make a daily, constant study of your work, and success is assured. If other canvassers can make from forty to sev- enty-five dollars a week straight along, you ought to be able to do the same thing. No better books were ever published, or are more needed. Understand the importance and value of them yourself, and qualify yourself to make others understand their importance and value also. Read a chapter, or at least eight or ten pages, of one of the books each morning be- fore starting out. It will keep your mind fresh and aflame, and help you to make a grand success of your work. 222 CANVA88 FOR YOUNG BOY. SUGGESTIONS FOR THE CANVASS OF 1 'YOUNG BOY/'* 600. "Walk briskly along the street. Be sure that you have well in mind what you may already know about the person you are ap- proaching. If necessary, refer to your note book as you walk along. M Remember, your face is the mirror of your thought and feeling. Be confident, be oxpt-r- tant. Realize deeply in your own mind the fact that you have a book that is absolutely essential for the well-being of the boy (or irirl) in whose interest you are approaching the mother. "Place the case at the side of the door, and ring or knock properly. Walk back about two short steps. Stand attentive and face the door. When it is open and while tipping your hat say, in firm, clear tones expectantly : " Mrs. Smith, I have called to see you in ref- erence to your son Harry and with your kind permission I will step in for a moment. At the same time "step forward to enter, taking off your hat and picking up your case as you go *The above canvass is adapted from "Suggestions, or a Conversation on Selling the 'Young Boy' Book," by Mr. H. L. Pickett. The portions quoted are taken from his canvass, and the portions not quoted are adap- tations suited to the changes which have taken place since Mr. Pickett's canvass was written. His canvass was printed in "The Personal Helper" of June 22, 1905, and was copyrighted, 1905, by the Personal Help Pub- lishing Company. CANVA88 FOR YOUNG BOY. 223 into the house. The lady will nearly always step back, inviting you to come in. As you en- ter the door you may hand her your card, or what is better, say distinctly, yet in a low voice, my name is (Pickett). "Put your hat somewhere at once and when seated continue after this fashion : I was talk- ing with your friend, Mrs. Gale, on Lincoln street, yesterday, and she told me that you had a young boy in your home how old is your son, Mrs. Smith 1 ? "Be self poised, be collected. Wait a frac- tion of a second after her answer before speak- ing further, as if considering what to say, which you are really doing. It is not alone the words you use but the easy, forceful, personal way in which you speak these first few sen- tences that will make the impression and se- cure the undivided attention of your hearer, continue, ' ' In order that you may understand the na- ture of my work and the interest which the pastors of your city are taking in the boys and girls, I would like you to see their en- dorsement of my work. You will notice they have all signed it, and these are their per- sonal autographs. Call her special attention to the signature of her own pastor. The best people throughout this community are interested in my work, Mrs. Smith, and 1 am sure you will be also. It is so vital to every boy and girl, indeed, to every man and wo- man, but especially the fathers and mothers. Handing her a copy of "What A Young Boy 224 CANVA88 FOR YOUXG BOY. Ought To Know" which you can take back into your own hands after a moment. This is the book that I want especially to call your at- tention to in the interests of your boy. It is one in a series of Purity Books which have been so eminently commended and so widely circulated. Indeed, this little book which I have handed you has been translated into some fourteen different languages, several in India beside Japanese, Korean and most of the lan- guages of Europe. This is one book in a series. The four books to men are as folio ("Name the books carefully and impressively, so that you are sure that she understands in a general way what the character of the books is.") With your kind permission, Mrs. Smith, (at the same time extending your hand for the return of the book, say) "This book is 'What A. Young Boy Ought To Know.' What a boy ought to know about the laws of his own na- ture while he is .irrnwini: up." "Now this book is written for a boy from the age of six or eight up to fifteen or sixteen years of age, and toadies a great many f; which a boy ought to know in the right way before he learns them in a wrong way. It is meant to help the mother solve the young boy problem which I think is how to teach a youne: boy in a pure way what most boys are allow- ed to learn in an impure way." I want to show you, Mrs. Smith, the por- trait of the author of these books to boys and men. He has devoted many years to a CANVASS FOR YOUXG BOY. 225 study of the subject of Self and Sex and what grown people also ought to know about their own being. It is not surprising, Mrs. Smith, that these books should have become such a world-wide influence for here in the preface the author says (page 33) : "When himself a boy the writer felt the need of just such a book as this. " He has lived near to nature 's heart and has written out of his own life and experience and from a wide study of the needs of boys and men. Here are portraits and commendations of many of the most eminent people in the world. Dr. Theodore Cuyler, the great devotional writer, says: "This book ought to be in every home where there is a boy." Rev. Dr. Thompson, formerly moderator of the General Assembly of the Presbyterian Church, says: "It is indeed what boys ought to know the failure to know which has been the cause of many sorrows and pains and pen- alties. Why was not this book written cen- turies ago?" That is a tremendously strong commendation, is it not, Mrs. Smith 1 ? Dr. Worden, another eminent Presbyterian, says: "This book must have been given unto you by the Father in Heaven, both in its con- ception and in its composition." Nothing could be much stronger than that, could it, Mrs. Smith? Here is what Mr. Edward Bok, the editor of the "Ladies' Home Journal," says: "Other books have told other things, but you have compassed the whole subject." 15 226 CANVASS FOR YOi\\G BOY. Here is Rev. F. B. Meyer, the eminent preacher and devotional writer of London : "I should like to see a wide and judicious dis- tribution of this literature among Christian circles. ' ' Here is Bishop Vincent, of the Methodist Church, Lady Henry Somerset, President of the World's Woman's Christian Temperance Union. Note, Mrs. Smith, what she says: "I have long felt that we do not do enough to warn our children against the particular dif- ficulties that are certain to meet them as they go out into li That is the cxpcrienr every true mother, is it not, Mrs. Smith? Here is Anthony Comstock, who has done so much to protect the boys and girls of this country. He says: "Every parent who has a boy would be benefited if he would carefully read this book and then communicate the facts to his boy." Dr. rJosiah Strong, the great preacher, says: "A foolish and culpable silence on the part of most parents leaves their children to learn too often from vicious companions sacred truths in an unhallowed way." That is true, is it not, Mrs. Smith? Thou- sands of boys and girls are annually ruined because their parents do not know how to tell them sacred truths in the proper way. This book was written for that very purpose. "It always seems strange to me that so many thousands of boys are allowed to go wrong and make mistakes simply because no one tells them what they ought to know. I CANVA88 FOR YOUNG BOY. 227 expect you find it hard to tell your boy all you want him to know about himself. It would be hard to answer all of a boy's ques- tions, so this book is written with the idea that it can be read to a young boy, or it can be given to a boy to read for himself when he is old enough. Life will be safer for the boy who understands his own nature and feels that he is responsible for how he lives. If he once realizes that his whole future health and hap- piness depends upon his habits and what he does when he is a boy it certainly ought to make life safer for him. "This is the complete book. It contains all that a young boy ought to know and noth- ing that he ought not to know, and is written in a simple way that a boy will understand. This book uses illustrations from nature and is so interesting that every boy wants to read it. "By this time her attention has ripened into interest. Her interest should have changed to desire, and her desire to a resolve to buy. It is therefore time to close the order, so pause and allow her to think seriously for a brief moment. If she asks you the price or when you intend to deliver, tell her the price, or say: "Of course, this is a scientific book. It is the result of twenty years of special thought and study by a man of international reputa- tion, and it is the only book of its kind in the world. So you would expect it to cost a great deal, but the author wants to sell it at so small a cost that every boy in the country can get one, so I am bringing it to you for the very 228 CANVA88 FOR YOUNG BOY. small outlay of $1.00, and I imagine you feel like thousands of mothers and would like your boy to read it. I am planning to deliver here about the last of the month, about three weeks from Monday, but I can make special arrange- ments to get you one to-morrow if you would like to get it so soon. Would you like to i as soon as that!" Many parents want it at once. "If she says yes, she would like to have it right away, write her order out immediately. If she says no, she wouldn't want it so soon, say, 'All right then, I don't suppose you would want it before my regular delivery, would you?' If she says no, say, 'All riirht, thank you. I can arrange to bring it then.' 601. "After closing the order and having her sign, continue: "I think every person ought to have a chance to see these books and I want to call at every house on this street while I am here this morning. Are there any children in the next house, in the one next to that, just be- low there. Thank you. 602. "Most people to whom you sell will mention without requesting them, several of their friends on their own street and in dif- ferent parts of the town. It is your business to direct this part of the conversation so that the information you thus receive shall be in systematic order according to how you are ar- ranging your note book of reference for th.it community. But it is especially important that you should learn about the people living CANVASS FOR YOUNG BOY. 229 on this street on which you are working, and it is highly important that you should continue your work where you are, no matter how much you may be tempted by especially good refer- ences to go to another section. At least stay there until the end of your morning or after- noon work. 603. "The above canvass is simply a con- versation. It should be read slowly word by word in order to see how impressive it may be made. One should know where to put the em- phasis and when to dwell upon special phases of thought which seem to best hold the at- tention. Never be satisfied with an order for only one book. Aim high." 604. A canvasser can make a good impres- sion by saying some pleasant, complimentary things about the appearance of the home or if the woman is a Sunday-school teacher, on the importance of the work and the necessity of her becoming intelligent herself on these mat- ters, so that she can really understand her class of boys and know how to deal with them sympathetically and helpfully. If you find that her child is very young you should use the arguments which are set forth in paragraph 518. 605. If the order is not forthcoming after following the above canvass it may be wise to call her attention to the table of contents and say: "Mrs. Smith, read this table of contents. This will show you the beautiful, sympathetic and instructive manner in which the author discusses these important matters. 230 CANVA88 FOR TOUyG BOY. This one chapter in which he explains so clear- ly and impressively to a child the importance of eliminating the waste fluids and solids from the body is itself worth more than the price of the book. The canvasser would do well also to call at- tention to the subjects of the different "Par: of Young Boy. The chapter headings can also be named if necessary. 606. The following can also be used: I want to show you, Mrs. Smith, the prints of some of the different languages into which this book has been translated. Here is Japanese. In India this book has been translated into several languages. Here is Urdoo, one of the three Court Languages of India; here is Ben- gali, the language of Bengal. Here is Telo.iru. and as you will see, here is also Swedish, Dutch (the language of Holland), German, French, Spanish, Korean and other languages. When traveling Dr. Stall has met quite a number of persons who have translated his books for their own children. He has met three mothers in France alone who translated this book before it was published in that language for their own children. 607. Supplemental Canvass. For a sup- plemental canvass of "What A Young Boy Ought To Know" the canvasser can call the attention of the parent to the character in which the origin of life is explained in Part First, from Page 43 to 86. First, the author shows the difference be- CANVASS FOR YOUNG BOY. 231 tween creating and making. When God cre- ates He makes something out of nothing. When we make a thing we simply take the materials which already exist, change their form and thus build a house, make a chair or something else. When God had finished the work of creation He gave to the plants, fishes and animals the power to perpetuate themselves. To man He gave a somewhat similar power by lifting them to the highest plane possible, by making them pro-creators, or creators in His stead. No higher, holier or more sacred office could have been given to mankind. After this the author explains plant life. The mamma nature and the papa nature, some- times present in the same flower, sometimes present in separate flowers on the same stalk, sometimes separated upon different stalks, and explains how the wind, the bees and insects carry the pollen from the papa plant to the mamma plant. Next he takes the oyster and shows how there is the mamma nature and the papa na- ture in the same body. Then he takes the fishes and shows that the seed of the plant and the roes of the fish are one and the same thing, or two different names for what is really the same. Then he takes the birds, shows their very beautiful and interesting life in a most enticing way to children. Then he takes the animals and shows how much more important are these higher forms of life, and how essential that the egg should 232 CANVASS FOR YOUXG BOY. not be destroyed while it is being unfolded and developed and therefore God has provided the nest in the body of the mother animal where this germ of life cannot be destroyed ,;n\\ throughout all the months which precede and follow the advent of life into his family. The closing part is devoted to what he ought to know "concerning his children." How much do you suppose, Mr. Smith, that most young men actually know upon these vital subjects? Practically nothing concern- ing their own physical life, and the physical life of woman. The average man knows little about himself, and much less about the physical life of the woman whose guardian and defender and benefactor he becomes or is supposed to become. This book was written by the same author as the book to young men, and is endorsed by men equally eminent. Some ministers give a copy of "What A Young Husband Ought To Know" and "What A Young Wife Ought To Know" with every marriage certificate. As you will see, this book is also commended by the most eminent people in this country. Dr. Sheldon says: "I hope this message may be used for the bettering of the homes of the world." Rev. F. B. Meyer, the great preacher CANVASS FOR YOUNG MAN. 243 and devotional writer of London says: "I should like to see a wide and judicious distri- bution of this literature among Christian cir- cles." Former Mayor Jones, of Toledo, so widely known throughout the United States, commends the books in a similar way. Edward Bok, the editor of the "Ladies' Home Journal, ' ' one of the leading periodicals of this country, which has a circulation of over a million copies monthly, says: "It is an honest little book and every young married man who reads it cannot fail to be helped by it and helped materially. 7 ' Here you will see the portraits of such eminent women as Mrs. Helen Campbell, Mrs. May Wright Sewall, Dr. Herrick Johnson, Bishop Vincent, Dr. Clarke, Josiah Strong and others. But, Mr. Smith, I want to call your especial attention to what some of the eminent physi- cians say. There is possibly no more emi- nent surgeon in the United States to-day than Dr. Howard A. Kelly, of Baltimore. Note what he says: "If the knowledge contained in it were more generally diffused many sad du- ties left to the physician would become unnec- essary. ' ' Dr. Bangs, also a very eminent surgeon of New York, says: "I have recommended it to a good many old as well as young husbands." He says also, "I shall continue to commend it, and also the other books of the series." Dr. Boldt speaks of it in a similar way and Dr. Eugene H. Porter, another very eminent physician says: "This book should be in the 244 CANVASS FOR YOUNG MAN. hands of every young man who contemplates marriage. " Note what he says here: " Hap- piness and health will be with those who heed its teachings. " Here are other eminent phy- sicians who commend it in similar terms. If you wish, Mr. Smith, I can write your order for this book in a separate list which I carry, for I occasionally find that young men do not like to have others know that they pur- chase this book, lest they might think that they are about to be married. The fact, how- ever, is that no man ought to wait until he is about to be married before reading this book. This and "What A Young Man Ought To Know" are two of the most important books in the series. I shall be delivering in this neighborhood in two weeks, or I can bring you your books earlier if you prefer. Thank you, Mr. Smith, I am sure that after reading them you will not be willing to sell your copies of these books at ten dollars each, if you could not purchase duplicates of them. 610. Mr. Smith, like every other man of mature mind you ought also to have the cor- responding books, "What A Young Woman Ought To Know," and "What A Young Wife Ought To Know." Let me show you these books. Here they are. Running rapidly over the tables of contents of "What A Young Wo- man Ought To Know" and then "What A Young Wife Ought To Know." I sell more of these four books than of any other books in the set. It is perfectly natural and right for every pure-minded man to know CANVASS FOR YOUNG MAN. 245 about the opposite sex. Indeed, it is his duty, as he is at all times to be their guardian and defender. Is it not true, Mr. Smith, he stands as the defender, not only of his own mother and sister, but he is to be the guardian and defender of his wife and of his daughters. The desire for information upon these subjects is not only proper, but laudable, and these books fully satisfy the mind of every man whose mo- tives are pure and right in seeking informa- tion. Indeed, this is the right way to secure the information and not by a resort to vicious practices as is frequently so common. If your customer commits himself to the purchase of the four books, and his interest warrants and you deem it best, you may pro- ceed with your canvass by saying : "Mr. Jones, why not take the entire set and understand the whole subject from beginning to end. These books are written very much in the order of an educational series, and the book to young boys is as interesting as any of them, and this last book in the series, "What A Man of Forty-five Ought To Know," con- tains information of eminent importance to every man. Pretty much every man knows that there is a period of physical change in the life of woman, but very few men know that there is a change in the physical life of man. Together a husband and wife constitute the reproductive unit, and it is only natural to ex- pect corresponding changes in both parts of this unity. This is the only book written upon the changes which take place in the physical 246 CANVASS FOR YOUNG MAN. life of man at middle life and beyond. This book was most heartily welcomed by the entire medical press, and it has been generally pro- nounced a most wonderful book upon this sub- ject. The price of these books, Mr. Smith, is printed on the title page. They are $1.00 per copy, and they cannot be bought anywhere for less. I take quite a great many orders for full sets, as you will see by my subscription book. If you prefer I can deliver you a couple of copies in a day or two, and the remainder of the set in the course of a month or six weeks when I am making my other delivery, or possibly you are like most of my custom- ers who want their books right away. If so, I can accommodate you, or I can deliver them later as you prefer. Isn't it strange, Mr. Smith, that most peo- ple know more about anything and everything than they do about themselves? Farmers will frequently do everything they can to improve the breed of their sheep and hogs and cattle, and never give a single thought or considera- tion to the improvement of their own descen- dants. By intelligence, such as these books are intended to impart, a man may do more for his children by proper forethought than he can by spending thousands of dollars after they have been born and grown up. The au- thors of these books are not only benefactors to the persons who read these books, but to their descendants and they lift the standard of life and being of a whole nation. Next to CANVASS FOR YOUNG MAN. 247 your Bible you cannot own a more important set of books than these, Mr. Smith. Thank you, Mr. Smith, you will never regret the investment of these eight dollars. IF you read these books thoughtfully, you will be deeply impressed by the information they im- part, and in later years I am sure that you will say that instead of being worth to you eight dollars they have been worth that many hundreds, or perhaps thousands of dollars. There isn't a more important study to man than man himself, and upon these subjects no better books than these were ever written. Mr. Smith, can you kindly give me the names of some young men whom you think ought to be interested in placing an entire set of these books in their library? Or even young men who ought to purchase a copy of "What A Young Man Ought To Know." I should be glad to call upon them. I will not use your name unless you are perfectly willing that I should do so. After persons have subscribed as a rule you will find them quite willing to co-operate with you in enlisting the interest and securing the subscription of their personal friends. 248 CANVASS FOR YOUNG HUSBAND. CANVASS FOR " YOUNG HUSBAND." 611. For manner of approach, salutation, etc., in this canvass the reader is referred to the suggestions upon these points in " Young Boy," " Young Man/' and the "General Can- vass," and also in "Young Girl" and "Young Woman." The canvasser should also remember that this book is designed not only for men re- cently married and for those intending soon to marry, or at least who are of marriage- able age, but also to those who have been married even for a long time. Many homes are unhappy for the lack of the information which this book contains. Every man of ma- ture years, whether a young husband or an old husband, or no husband at all, needs the in- formation found within these pages. 612. Good morning, Mr. Smith, I am ex- ceedingly busy this morning, but if you will spare me a few moments of your time I would like to talk with you upon a subject of very vital importance. There is scarcely an intelli- gent person whom I meet who has not heard something of the great work in which I am engaged. Every person is interested, or should be interested, in his own physical well-being and the well-being of his family, and yet, Mr. Smith, I meet very few men who really know anything concerning that department of their physical being which after all constitutes the CANVASS FOR YOUNG HUSBAND. 249 very center of our life and being. Isn't that true, Mr. Smith? I want to talk to you, Mr. Smith, about the reproductive nature. You know that when the Creator took His own infinite power to create and made the husband and wife the reproduc- tive unit, He gathered about the relations of husband and wife, parent and child, brother and sister, the tenderest and most sacred re- lations of human life. He took His own power to create and made the husband and wife, pro-creators, or creators in His stead. [FY>r centuries the densest ignorance and the grossest vice have gathered about this subject. The only complete set of books ever written upon this subject for lay people which has se- cured the universal endorsement of physicians, educators, intelligent men and women every- where is Dr. Stall's four books to men, and the four boots to women by Dr. Wood-Allen and Dr. Drake. (Opening the case and presenting the backs of the books to view.) There is a set of books, Mr Smith, which has secured the universal commendation of intelligent and good people in every country on the globe. They have been translated into some fourteen different languages and are known in every land ( gl The scope of this set of books, Mr. Smith, you will gather from the titles of thebooks The books in the series to men are, mat A IS " 250 CANVASS FOR YOUXO HUSBAND. Young Husband Ought To Know" and "What A Man of Forty-five Ought To Know," and there is a similar series, as you will see here, to women. I want to call your special atten- tion, Mr. Smith, to this book entitled "What A Young Husband Ought To Know." It tells not only what a young husband ought to know, but what every husband, young or old, ought to know, and what every man of mature years ought to know. Hundreds of homes where un- happiness reigns to-day might have been happy from the beginning if the husband had had the information contained in this valuable book, and hundreds of unhappy men have found in this book the solution of their dilliciil! I want to show you, Mr. Smith, the portrait of the author of this set of books. Probably not less than six millions of people in the United States of America have read one or other of this series of books. No other books on these subjects ever written have been so widely read, so universally commended and exerted such a far-reaching influence. Did you ever know of any other set of books, Mr. Smith, concerning which that could be truth- fully saidt This is not my own statement, but that you may see, Mr. Smith, what some of the most eminent people in the world say, I must take just a moment to show you the portraits and a single sentence of commendation by a few of each of these eminent people. The can- vasser should now introduce the commenda- tions after the manner suggested in Paragraph 609. CANVASS FOR YOUNG HUSBAND. 251 Mr. Smith, with your permission I would like to read you just a sentence or two from the author's preface (page xxi, ten lines) : ' ' To many marriage is not the source of bless- ing, etc the most ruinous cost." This book is divided into three parts. First, what a husband ought to know concerning himself. Just notice, Mr. Smith, if you will, the contents of these chapters. The first chap- ter is in reference to the information the man ought to have concerning himself and his re- lation to marriage. I wish I had time to call your attention to each of the subjects treated in this important chapter. The next two chap- ters are upon the differences of sex. Men and women differ not only physically, but intellec- tually, socially and in every other way, and where these differences are not comprehended and intelligently understood, differences, dis- satisfactions and dissension are sure to fol- low. Isn't that so, Mr. Smith? The fourth chapter is on the " Essentials in Husband and Home," and then the author takes up the most delicate subjects of "The Physical Cost of Pro-creation," "Marital Moderation," "Defects and Deficiencies," "Purity and Fi- delity." How many men do you think, Mr. Smith, understand themselves and how very, very few understand anything concerning their wives. In this "part second" the author first treats of "The Bride," secondly "The Young Wife and Motherhood," and all the questions which relate to the mystery of conception, and 252 CANVA88 FOR YOUNG HUSBAND. the unfolding of human life. Each of the stages of development from month to month are fully noted and explained with full in- structions for the care of the mother, the safe- guarding of the life of the child, together with all the changes which precede, attend and fol- low the birth of the child, and Chapter Six- teen is devoted to the question of birth. "Part Third" is devoted to what a hus- band ought to know concerning his children. That is an important subject, is it not, Mr. Smith T The question of " Heredity. " Note here what the author says in this table of con- tents. "The education of a child i ty years before it is born." Every intelligent man understands that when you talk of horses and cattle, but when we talk of human beings and of our own descendants how few under- stand anything upon this subject. Isn't that true, Mr. Smith f People know more about the strains of chickens and the breeds of dogs than they do about human heredity. Here is a chapter on "Prenatal Influences," also one on "Childhood." Did you ever see a more comprehensive and complete outline for a book to husbands than that, Mr. Smith t Is it any wonder that a book like that should have won its way around the globe t If Mr. Smith is interested try and close the order for a copy of this book. If not yet suf- ficiently interested, call his attention to other features suggested by the other canvasses. After securing his order continue to canvass CANVASS FOR YOUNd HUSBAND. 253 with a view to securing his subscription for additional books, or for the entire series. Do not be put off by men who have been married some years by the suggestion that they do not need such a book. Call their attention to different subjects in the book which will con- vince them at once that the book is packed with information concerning which they can- not afford to be uninformed and ignorant. 254 CANVASS MAN OF FORTY-FIVE. CANVASS FOR "MAN OF FORTY-FIVE." 613. Mr. Smith, men at forty-five are apt to think that they know about all that can be known upon the subjects treated in this series. The fact, however, is that I scarcely ever meet a man who is intelligent upon the sub; most important to him at that particular pe- riod of life. All men know that there are marked changes that take place in the physi- cal life of woman at about forty to fifty years of age, but I seldom meet a man who un place in men of forty-five are as little under- stood by men as the physical changes which take place in the unfolding life of a boy who passes from boyhood to manhood. The lack of this knowledge makes men of middle life such a mystery to thenr elves. If the canvasser has not presented the other books in the series to Mr. Smith, he might then call attention to the portraits and com- mendations in the front of the book and also to the valuable press notices especially those from the medical papers and the prints of for- eign translation. Mr. Smith, this book is divided into two parts. The first part treats of what a man of CANVASS MAN OF FORTY-FIVE. 255 forty-five ought to know concerning himself, and the second part treats of what he ought to know concerning his wife. Notice the sub- jects of these chapters: "The Physical Changes in Men of Middle Life/' This first chapter shows how human life is divided into periods of seven years. Ten of these periods make the "three score and ten" mentioned in the Bible, and the closing part of this chapter explains the reasons for the changes in the physical life of man. Chapter Two is devoted to the evidences of these changes and explains many of the conditions which men oftentimes take as an evidence that the virile power of men con- tinues uninterruptedly until very advanced life. Chapter Three is devoted to the mani- festations of these changes in middle life, and Chapter Four gives the testimony of medical men upon this subject. Chapter T^ve is upon compensation, and notice the subjects of the other chapters as I read them over hastily: "Moderation En joined, " "Moderation Empha- sized," "Virility How Destroyed, How Pre- served," "Functional Disorders," "Enlarge- ment of the Prostate," "The Marriage of Men of Middle Life," "The Years Beyond." Now, Mr. Smith, here the author takes up Part Second. What A Man of Forty-five Ought To Know Concerning His Wife. You know as a matter of fact, Mr. Smith, that many families go to pieces at the time the hus- band and wife approach forty and fifty years of age. This is easily explained and the author 256 CANVA88 MAN OF FORTY-FIVE. sets it forth here in the "repellent periods " of which this is the most marked in human life. In Chapter Fourteen he takes up the change of life in woman. At this period wo- men are not only a mystery to themselves but oftentimes a mystery to their husbands, and it is a husband's duty to understand his wife, know how to sympathize with her and how best to adapt himself to the changed condition which is taking place in his family. His is one part of the reproductive unit and li- the other part, and it is essential that he should understand both himself and his wife, norance upon these subjects leads to in jus i misunderstanding, alienations, estrangement and oftentimes to separation and divorce. Thousands of families would have been span d to enjoy peace and blessing i f the husband had simply had the information which this book con tail Note, Mr. Smith, the contents of the closing chapter. "How to Meet the Menopause or Change of Life," "Manifestations of the Menopause," "Attendant Physical Changes." This is a most interesting chapter, Mr. Smith, and every husband ought to understand it thoroughly, and this last chapter is on the mental manifestations which arc also of ut- most importance to every person of middle life. Do you know, Mr. Smith, as a matter of fact the mortality tables show a larger death rate among men than among women, between the ages of forty and fifty (Page 238^. This book sets forth all this information in the CANVASS MAN OF FORTY-FIVE. 257 fullest and most satisfactory way. Indeed, this book has been pronounced by many per- sons as possibly the most valuable book in the series and some have pronounced it the best thing that Dr. Stall ever wrote. One thing is certain there has never been another book written along this line and Dr. Stall has done this work so well that no one will ever need to write another book upon this subject for lay- men. The medical papers have pronounced it one of the finest books ever written upon the subject of reproduction and the only book de- voted to these important subjects of middle life. It is a key not only to the mysteries in each, but in every home, and no man can approach this period of life ignorant of the important subjects treated in this book. I shall be delivering books in this neighborhood in a day or two, Mr. Smith, and can bring your book at that time or I can defer its deliv- ery until two weeks when I will be making my second delivery in this neighborhood. Thank you, Mr. Smith, I knew you would appreciate such a valuable book as this. No man can afford to be without this information, can they, Mr. Smith? It might be well also to canvass Mr. Smith for a book, "Woman of Forty-five" for his wife. That book is especially adapted to wo- men while the part second of "Man of Forty- five " is especially adapted to make husbands intelligent with regard to the changes in the physical life of woman. 17 258 A GENERAL CANVASS. "GENERAL CANVASS" FOR THE EN- TIRE SERIES. 614. Approaching the house with a deep sense of the universal need for these books and of their great value, ring the bell with a consciousness of your important mission. Be more than hopeful, be confident. Expect not only to get in but to make sale of the entire M'ries. Let the dignity of your work, your hopefulness and confidence beam in your face. Step back a couple of feet, face the door and, when it is opened, smiling pleasantly, raise your hat, saying: Is this Mrs. Jones f My name is Smith. I am in in the interests of the purity cam- paign, in which the pastors of the local churches are taking part, and with your ; mission I will step in and explain it. At the same time move forward confidently to m picking up your case from the side of the door as you pass in. Dispense with your hat in the hall or in some convenient place. Step into the parlor, or into the kitchen, according to circumstances. You will always be wel- comed in the kitchen by plain people if you know how, by word or act, to make them feel that you are not "proud or stuck up." A great man always knows how to adjust him- self to his surroundings, in palace or hovel alike. Mrs. Smith, usually the persons who have A GENERAL CANVASS. 259 been engaged in the work of personal and so- cial purity have come to distribute tracts and leaflets. The pastors of the churches and all who are interested in this great work have found it necessary to give this movement a more positive and permanent form, and to this end I want to show you the commendation of the pastors of the churches of your city. That is a strong endorsement, is it not, Mrs. Smith f You will see from this commendation that I am coming to you with their desire that you should give this matter thoughtful consider- ation. Tracts and pamphlets have been found ineffectual and therefore this great personal and social purity crusade is being prosecuted in this city, not with pamphlets, but with books (opening the case). You have, of course, Mrs. Smith, heard of this set of books. They have been commended by the eminent and good in every community. Many thousands of dollars are spent each year in making them known through the magazines and periodicals to the intelligent of every community and of every land. Indeed, there is not a country on the globe to-day where these books are not known and read. They have already been translated into twenty different languages, and between one and two million copies of the English edition alone have already been sold. They make a fine appearance, do they not, Mrs. Smith? You will notice how comprehen- sive this series of books is. The first one is "What A Young Boy Ought to Know/' 260 A GENERAL CANVA88. then "What A Young Man Ought To Know;" the next is "What A Young Husband Ought To Know" and "What A Man of Forty-five Ought To Know." These are all written by Dr. Sylvanus Stall, and the corresponding se- ries to women were written by Mrs. Dr. Mary Wood-Allen, a woman of international repu- tation. A woman who is not only a prominent physician, but an intimate friend of Frances E. Willard while she lived, and Lady Henry Somerset and women of similar prominence. Mrs. Wood- Allen wrote "What A Young Girl Ought To Know" and "What A Young Wo- man Ought To Know." Then the two later books in the series are written by Mrs. Dr. Emma F. A. Drake, a physician of prominence and experience who was associated with Mr. Moody in his work at Northfield, and who is also influential in the Woman 's Christian Tem- perance Union. She wrote "What A Young Wife Ought To Know" and "What A Woman of Forty-five Ought To Know." If it is a man you are canvassing for the whole set begin by showing him the books in the series to men. If it is a woman then it may be best to begin by showing her the books in the series to women, begin with "Young Girl." 615. Mr. Smith (or Mrs. Smith) first of all I want to show you this book, * ' What A Young Boy Ought To Know." This is the first book in the set to boys and men, addressed to those in the four great periods of life. These books are written in the form of an A GENERAL CANVASS. 261 educational series. The first contains the foun- dational principles which all intelligent per- sons should understand. It sets forth the great principles displayed by the Creator in perpetuating plants, animals and man. It is no less interesting to a grown person than to a boy. This book can be placed in the hands of a boy, and for that purpose is made complete in itself. But when a young man or a young woman reads the second book in the series it is to be supposed that they already understand the teachings of the earlier book, and the same is true of the book to young husbands and young wives and to persons of forty-five. In- deed, each person of mature years ought to read the entire series including this book of forty-five, long years before they reach that age. Here is a portrait of Dr. Stall, the author of the four books in this series to men. The need of just such a book as this was impressed upon his mind and heart when but fourteen years of age. Eighteen years later he covenanted to write a book to young men, and eighteen years again passed by before he began this work. His entire life was largely a matter of prepar- ation for this great life work. Turn rapidly to the portraits of Dr. Cuyler and others reading short extracts from their commendations the same as shown in para- graph 600. Here is Dr. Cuyler, the eminent devotional writer of Brooklyn. He says: "This book ought to be in every home where there is a boy." 262 A GENERAL CANVASS. Dr. Thompson, formerly moderator of the General Assembly of the Presbyterian Church, says: "It is indeed what boys ought to know the failure to know which has been the cause of many sorrows and pains and penal Note also what he says here: "Why was not this book written centuries ago!" Mr. Edward Bok, editor of "The La Home Journal," says: "Other books have told other things, but you have compassed the whole subject." Dr. Josiah Strong, the great preacher, says : ' ' A foolish and culpable silence on t of most parents leaves their children to learn too often from vicious companions sacred truths in an unhallowed way." That is only too true, isn't it, Mrs. Smith f Thousands of boys and girls are annually ruined because their parents do not know how to tell them sacred truths in a proper way. This book was written to enable parents to know how to perform this very delicti Where the child is old enough to read for him- self, if the parent thinks best, he may place the book in the hands of the boy, or he may read it to him, or tell it to him in his own way, as the parent sees fit. These books designed for persons in different periods of life are in separate volumes. If all that is written in these four books to men were printed in a single volume you could not place this in the hands of your boy and tell him to read just so far and no further. He would be likely to read the prohibited parts first. The same is A GENERAL CANVASS. 263 true also with the book to young men, and with each of the books in this series. But at the same time a young man would have a bet- ter understanding of the entire subject if he were first to read the book to young boys, and then to young men; and a young husband would have a fuller understanding of the en- tire subject if he were also to begin with the book, "What A Young Boy Ought To Know/' then read "What A Young Man Ought To Know," and then "What A Young Husband Ought To Know," and every man ought also as soon as he comes to mature years to under- stand those changes in the physical life of man which take place in middle life the same as the changes in the physical life of woman. This is all told in this book to men of forty-five. 616. This second book in the series, "What A Young Man Ought To Know," presents the importance of a strong physical equipment for life and treats of the influences which un- dermine and ruin so many young men. This book, also, Mr. Smith, is commended by very eminent persons like the late Commodore John W. Philip, Rev. Dr. F. B. Meyer, the emi- nent London author and preacher, Rev. Dr. Francis E. Clark, the founder of the Christian Endeavor Society; Bishop McVickar, of Rhode Island, and all these others. If necessary read brief extracts from some of these commenda- tions. See also paragraph 608. Turning to table of contents, Chapter first is on "Equipment for Life." Mr. Smith, how important it is that a young man should 264 A GENERAL CANVA88. be well equipped for his struggles. If he is weak physically, he is likely to go down in life's fierce struggle. This second chapter tells what an awfully hard struggle some young men have to be pure minded. Chapter third tells of "Physical Weakness " and treats it under the heads of "inherited weakness " and "acquired weak- ness " and explains many of the things which are a constant perplexity to every young man until he comes to know himself. Here are three chapters on "Evils to be shunned and consequences to be dreaded. " (If you are canvassing a man something further may be said upon these chapters and also upon chapter seven). Chapter eight is on the "Right relation to women." Then follows chapters upon the subject of "Marriage," "Who should not marry," "The selection of a wife," "Importance of great caution," "Early and late marriages," "Hindrances to be avoided" and "Helps to be used." That is a very comprehensive outline, is it not, Mr. Smith f No young man can possibly afford to be without a copy of this book, and no man who realizes the difficulties and dangers of young men can do a grander work than pur- chase a few copies of these books and keep them in circulation among young men of his acquaintance or of his Sunday-school class, the men in his shop, or store, or office. The same is true with each book in the series. Mr. Smith, the man who has this set of books in his library has the means of becoming a public A GENERAL CANVASS. 265 benefactor to every person in the community. I meet hundreds of people who would like to read these books, but who do not have the money to purchase. No library is complete without them, and no man who can afford to purchase a set could have a grander means of blessing to his fellow men than by loaning these books to his neighbors and acquaintances. 617. This third volume is "What A Young Husband Ought To Know." It is written not only for young husbands, but for older hus- bands also. First, it tells the young husband what he ought to know concerning himself in his new relation in life. Then it tells him what he ought to know concerning his wife, first as his companion, as his bride and as his wife. Third, what he ought to know concern- ing his children. Call attention to the portraits and commen- dations, run hastily over the titles of the dif- ferent chapters in the tables of contents. Fa- miliarity with the fuller canvass suggested for the Young Husband book may be helpful but be careful not to make the canvass too long. Some clergymen give a copy of this book and of "What A Young Wife Ought To Know" with each marriage certificate. A good plan, is it not, Mr. Smith"? Dr. Kelly, the eminent surgeon of Balti- more, has well summed up the whole matter in his commendation. He says: "If the knowl- edge contained in this book was more gen- erally diffused many sad duties left to the phy- sician would become unnecessary. " 266 A GENERAL CANVA88. 618. Mr. Smith, this fourth book in the series to men is also one of vital importance, 11 What A Man of Forty-five Ought To Know." Some have pronounced it equal to, if not the best book in the series. Very few men understand the changes in the physical life of man. They know something of the changes in the physical life of woman, but they do not know that as there is a proces- sional in the physical development of the boy, so there is a recessional in the physical life of the man at middle age. This is the only book upon this subject ever published, and it won for its author the most hearty and universal commendation of the entire medical press of the United States and Qreat Britain. No man can understand him- self and other men without knowing the < tents of this book, and even young men ought to read it in order to understand how to look forward and how to prepare for the later years of life. 619. Now, Mr. Smith, here is the corres- ponding series to girls and women. "What A Young Girl Ought To Know," "What A Young Woman Ought To Know," "What A Young Wife Ought To Know" and "What A Woman of Forty-five Ought To Know." These books are written for the different periods in the life of woman the same as the books I have just shown you are adapted to the dif- ferent periods in the lives of men. These first two were written by Dr. Mary Wood-Allen, a very eminent writer, and the second two by A GENERAL CANVASS. 267 Dr. Emma F. A. Drake, also an eminent wo- man physician, and these books are just as important to the female members of the fam- ily as these others are to the male members of the family. Indeed, there is nothing in this series of books to women which any person of mature years ought not to know. Truly, every man ought also not onl~ to read the en- tire series to men, but the entire series to women. But they are divided into differ- ent volumes so that that which is suited to the needs of a young girl can be given to her; or that which is suited to the needs of a young boy, or a young man, or a young woman ac- cording to circumstances. But persons of mature years ought to know all that this entire series of books contains. They are the only books of their kind in the world, and they have been commended by emi- nent men and women and also by the pulpit and the press of both continents. I am sure, Mr. Smith, you appreciate the value of just such a series of books as these. When you were a young man you often felt the need of just such knowledge in a plain, intelligent way, did you not, Mr. Smith? No home is complete without these books and no father or mother can afford to have their children grow up ignorant of their contents. They are not books that need to be concealed, but may be placed on your library shelves, or on your li- brary table if you see fit to do so. Many par- ents purchase them and leave them where their children will be sure to come in contact with 268 A GENERAL CANVA88. them. They prefer that their children should have an honest answer to all proper questions, rather than to seek to gratify their curiosity by inquiring of ignorant and impure persons. 620. They are uniformly bound in this fine satin finished cloth, stamped in gold and the price is printed on the title page so there can be no mistake with regard to it. These books cannot be bought anywhere on earth for less than $1.00 per copy. I am taking the orders and can deliver the books to you in a day or two, or when I make my general de- livery, in the course of a couple of weeks. Thank you, Mr. Smith, I knew you would ap- preciate such a set of books as these. Write your name on this line. Now that you have decided to take these books, Mr. Smith, I want to say to you that you never invested $8.00 in your life which will bring you a larger return in satisfaction and information than you will find in this series of books. I shall be glad to have you use your influence with your friends and acquaintances so that they may purchase copies of the books also. (>'J1. If, instead of canvassing Mr. Smith, you should be canvassing Mrs. Smith, then be- gin with the young girl book. Canvass her thoroughly for the books in the series to wo- men and then run hastily over the books in the series to boys and men, much abbreviating the foregoing canvass and adapting to the intelli- gence, temperament and conditions of Mrs. Smith. In order not to burden the mind of the can- A GENERAL CANVASS. 269 vasser, he is referred to the special canvasses on "Young Girl," "Young Woman/ ' "Young Wife" and "Woman of Forty-five," from which he can readily make up his canvass for Mrs. Smith on the entire series. 622. If Mr. Smith should hesitate call his attention to the pages showing the different languages into which the books have been translated. Call his attention to the splendid manner in which the books are selling. Show him the names of many of the intelligent peo- ple who have subscribed. "Here is Mr. Jones, he takes the entire series. Here is Mr. Brown, he takes the entire series to men. Mrs. Rob- erts takes copies of "What A Young Boy Ought To Know" and "What A Young Girl Ought To Know" for her children. Mrs. Henry takes a copy of "What A Young Man Ought To Know" for her son who is away at school, and also a copy of "What A Young Woman Ought To Know" for her daughter, who is away at a young lady's boarding school. That is a splendid thing to do, is it not, Mr. Smith? Young people at home are exposed to many temptations and dangers, and those away from home are oftentimes exposed even more. You see, Mr. Smith, how highly these people in this list that I am showing you, prize our books. The fact is, they are worth their weight in gold. No family that can afford to buy bread can afford to be without copies of these books. If he falters still further, everything will depend upon your promptness and good judg- ment. Your reserve power may be displayed 270 A GENERAL CANVAS8. in turning to the press notices printed on the closing pages. Urge upon him the importance of the fact that if he permits you to pass by without his subscription, the opportunity to purchase may never be presented to him ag; It he is an intelligent man he is an\ know about "this, that, and the other tl. but why should he be content to know little or nothing concerning himself. He has to keep company with himself, and has to be his own constant companion every hour of his life. There is no person, or thing beside on earth that he needs so much to understand as to un- derstand himself, and the great human family of which he is a part. CANVASS FOR YOUNG GIRL. 271 A CANVASS FOR YOUNG GIRL. 623. Using the forms of approach and ad- dress given in the preceding canvasses, after being seated in the home, the canvasser may proceed somewhat as follows: Mrs. Smith, I learned that you have a daughter by the name of Mary. How old is she, Mrs. Smith? I am prosecuting a cam- paign in this community a campaign in the interests and for the safeguarding of the boys and the girls. It is fostered and furthered by the pastors of all the churches. Let me show you their commendations. (After reading commendation) : That is fine, isn't it, Mrs. Smith? We are seeking to safeguard the boys and the girls, the young men and the young wo- men and to give a moral uplift to the entire community. These pastors are anxious that every parent should give this matter very thoughtful consideration. It is of vital im- portance not only to parents, but to their children. The safety of their children and the blessing of their home depends largely upon the way their children are safeguarded in the matter of personal and social purity. (Opening your case.) You have doubtless heard of the Purity Books in the Self and Sex Series, Mrs. Smith. Thousands of dollars have been spent annually in advertising them in the leading magazines and periodicals of the coun- 272 CANVASS FOR YOUNG OIRL. try. Hundreds of pastors have commended them from their pulpits to their people, mis- sionaries have translated them for their use among the heathen, and in every country on the globe these books are known and their value is recognized. Between one and two millions of copies have been sold in the Eng- lish language alone, and they have been trans- lated into some fourteen other languages. Let me show you the book for young girls, entitled "What A Young Girl Ought To Know." It is a suggestive title, is it not, Mrs. Smith? There are many things that a young girl ought to know, and there are very many things which she ought not to know, but which she is sure to come to know if this sacred in- formation is not imparted to her in the proper form. Mothers are kept from telling their daughters simply because they do not know how to present this subject in the best way. This book to young girls was written by an in- telligent Christian mother to point out to anx- ious mothers how to instruct their daughters upon these matters of such vital importance. Here is a portrait of Mrs. Dr. Wood-Allen. She has a noble face, hasn't she, Mrs. Smith? She was not only superintendent of the Purity Department of the Woman's Christian Tem- perance Union, but an intimate and personal friend of Frances E. Willard and Lady Henry Somerset. Here is what Miss Frances E. Willard, that noble Christian worker, says concerning this book: "I do most earnestly hope that these CANVASS FOR YOUNG GIRL. 273 books founded on a strictly scientific basis will be read by the dear girls in their teens." Dr. Yeoman, the prominent Canadian Chris- tian Temperance worker, says: " These books constitute a contribution to preventive social purity literature for which the public may well be grateful." That is a strong commen- dation, is it not, Mrs. Smith, from a physician 1 Mrs. Stevenson, the Corresponding Secre- tary of the Woman's Christian Temperance Union, puts it this way: "As helpful as a breeze from the mountain top. ' ' Mrs. Alden, the author of the Pansy books, says: "It is just the book needed to teach what most people do not know how to teach, being scientific yet simple and plain-spoken, yet delicate." Isn't that fine, Mrs. Smith, from so eminent an author? You see the portraits of these other eminent persons all commending this book in a similar way. Let me show you the table of contents, Mrs. Smith. Mrs. Wood- Allen takes up these chap- ters in the form of "twilight talks." Each evening at twilight she gives the young girl an additional talk. In the most intelligent and yet in the most delicate way the author unfolds the perpetuity of the life of the plants, the flowers, the fishes, the birds and leads up to the origin of human life in the tenderest and most delicate way. You should read this book yourself, Mrs. Smith, and you will be persuaded that no other book could so deli- cately and sacredly present these important 18 274 CANVASS FOR YOUNG GIRL. truths to the mind of a young girl. The au- thor is herself a Christian mother and knows how to safeguard the delicacy and purity of a young girl's mind by making her intelligent. You know, Mrs. Smith, there is a difference between innocence and ignorance. Mrs. Smith, do you think there was any im- purity in the Creator's mind when He created us as He did and gathered about the home the tender relations of husband and wife, parent and child, brother and sistert Certainly, you do not. Now, that is just the light in which this whole subject is presented in this series of books. It is just this kind of informa- tion that every young girl needs to have in or- der to safeguard her from the impurity of thought which she is sure to meet upon every hand. It makes me tremble, Mrs. Smith, when I think of what the boys and the girls have to encounter of evil in the schools and upon the streets, and the great dangers to which they are exposed by evil upon every hand. The only way to displace this evil which they are sure to hear from older companions is for the parent to understand how to present these subjects in a sacred way, and thus to hold your child in confidence and in affection close to yourself. It is the universal testimony of pa- rents that nothing else draws the child so close to them as confidence between mother and daughter upon these sacred subjects. The same is true, Mrs. Smith, with regard to little boys and older boys in the family. CANVASS FOR YOUNG GIRL. 275 The mother who takes her boy into her con- fidence, for the first time finds out the true nobility and grandeur that there is in his char- acter and thought. These books to boys and girls teach parents how to accomplish this high and holy result, and there are many parents who would not take hundreds of dollars for what has been accomplished in their families by the outlay of a single dollar for one of these books. Mrs. Smith, some of the mothers and fath- ers to whom I show these books are so much interested that they quite insist upon having their books at once. If you wish yours I can bring them to you in the course of a day or so, or if it would be more convenient for you I can deliver them in a couple of weeks when I will be delivering in this neighborhood. Thank you, Mrs. Smith, write your name just here on this line. I will bring your books this afternoon when I am in this neighborhood, or to-morrow morning. 624. How old did you say your daughter is, Mrs. Smith? Fourteen? Why, Mrs. Smith, you ought to have the next book in the series also. Your daughter will rapidly move for- ward toward womanhood, and this book, "What A Young Woman Ought To Know" is quite indispensable for you as her mother. By reading it you will be brought into that closer sympathy with the developing womanhood of your daughter, and be the better fitted to guide her in her thoughts and sympathies. One trouble, Mrs. Smith, is that we do not under- 276 CANVA88 FOR YOUNG GIRL. stand and appreciate the thoughts and feel- ings of our boys and girls when they are de- veloping into manhood and womanhood. This book, "What A Young Woman Ought To Know" is written by an intelligent, lov- ing and sympathetic mother and physician. I want to show you, Mrs. Smith, what Lady Henry Somerset, the President of the Worl.l's Woman's Christian Temperance Union, says of it: "It is an extremely valuable book." Here are the portraits and commendations of many eminent 'people. I can not refer to them all. Mrs. Dickinson, the editor of the King's Daughters' Journal, says; "Any young woman knowing all that this volume has an essential foundation for whatever other knowledge she may acquire." Mrs. Carse, the founder of the Woman's Temple at Chicago, says: "It can but create a more reverent ideal of life in every girl who reads it." Mrs. Stephens, the successor to Frances E. Willard as President of the Woman's Christi- an Temperance Union, wrote this strong en- dorsement: "There is great need of carefully, delicately written books upon the subjects treated in this series. I am gratefully glad that the author has succeeded so well, and I trust great and enduring good will be the re- sult." Here are many other persons of great prom- inence whose portraits and commendations are given. I want to turn, Mrs. Smith, to the au- thor's preface. Listen to this, Mrs. Smith CANVASS FOR YOUNG GIRL. 277 (page 16): "The subjects treated in this lit- tle book are discussed because every one of them has been the subject of a query pro- pounded by some girl, otherwise intelligent and well informed/' Turning to the table of contents. "Mrs. Smith, the first chapter is on what a woman is worth to herself, what she is worth in the family and what she is worth to the community at large. This second chapter is on the ' ' Care of the body. ' ' The third is upon ' Food, ' ' and then you will notice the subjects of the other chapters: " Sleep, " " Breathing, " "Hin- drances to Breathing," "Added Injuries from Tight Clothing." Here is a valuable chapter on the importance of proper exercise and bath- ing. In Part Second we have the more intimate questions relative to creative power and in chapter eleven, "Building Brains;" twelve, "You Are More Than Body and Mind" and so you will notice onward, special physiology, "Becoming a Woman," and then the author treats of the subjects upon which every young woman ought to be thoroughly intelligent. In Part Third she deals with the question of the choice of a companion for life, and gives some of the wisest counsel that an intelligent, sympathetic, and careful mother could give. These are questions, Mrs. Smith, with which mothers so frequently fail. They recognize t importance of dealing with them, but they do not know just how to handle these subjects. This book was written to enable mothers t 278 CANVASS FOR TODNO GIRL. meet these important questions in the very best way. Thank you, Mrs. Smith, I knew you would want this volume also. 625. Before I leave, Mrs. Smith, I want to show you this third volume also in this series, 41 What A Young Wife Ought To Know." This book is written not simply for those who are contemplating marriage, or who have just en- tered upon it, but also for those who have been many years in a home of their own. It throws a new light upon many subjects which have not been previously understood and which may have been the source of perplex embarrassment and possibly even of discord. This book is written by Mrs. Dr. Emma F. A. Drake, who wcs associated at one time with Mr. Moody in bis work at Northfield. She woman of large experience as a physician, is herself the mother of three grown children, and is intensely interested in all questions which relate to home life. Here is the portrait of Mrs. Drake. A fine, motherly face, is it not, Mrs. Smith? You would expect an excellent book from her pen, and such this indeed is. The canvasser should show the portraits and commendations of eminent persons, lead the eye of the person being canvassed over the titles of some of the chapters and impress upon the mind of the customer the importance of having the entire series to woman at hand for constant reference. It would be well also to follow with some explanation concerning the book entitled CANVASS FOR YOUNG GIRL. 279 "What A Woman of Forty-five Ought To Know," and secure a subscription not only for the women 's books, but also for the men 's books in the series. In conducting the canvass upon "What A Young Wife Ought To Know" and "What A Woman of Forty-five Otight To Know," pro- ceed after the manner indicated in the can- vasses for these separate books, only much more briefly. After your customer has come to a knowledge of the character of the books and the nature of their contents, it is not nec- essary to enlarge upon each particular book. The character of the series of books to boys and men can be gone over very rapidly after a customer has decided to purchase the books in the series to women, and thus secure an or- der for the complete set. 280 CANVA88 FOR YOU\(! WOMAN. CANVASS FOR "YOUNG WOMAN." 626. When approaching the house and i -i Hiring- the bell, if the mother should come to the door canvass her. There are times when a young woman comes to the door, and there are times also when the mother cannot be seen, and there are times when the canvasser may come direct to the young woman hersell a letter of introduction, or when referred to her by some personal friend of hers. At such e the following would be suggestive and serviceable : After securing an entrance to the home, very much after the manner indicated in the preceding canvasses and after having disposed of your hat and secured a seat in the parlor, library or kitchen, you might say : "Miss Smith, I have been referred to you as one who would be interested in the move- ment which I represent. I am enlisting all the intelligent people in this community in a move- ment which is fostered and furthered by the pastors of all the churches and which they have commended from their pulpits. I also have here a letter of commendation with their autograph signatures. With your kind per- mission I would like to show it to you. Taking the commendation and holding it so she can follow your reading and see the signatures, speak deliberately and impressively. That is a .fine commendation, is it not, Miss Smith? CANVASS FOR YOUNG WOMAN. 281 These pastors are particularly interested in young people, as well as in the parents and people who are settled in homes of their own. In this series of books you will see the scope by the titles, "What A Young Girl Ought To Know," "What A Young Woman Ought To Know," "What A Young Wife Ought To Know" and "What A Woman of Forty-five Ought to Know." Then there is a corres- ponding series to boys and men, "What A Young Boy Ought To Know," "What A Young Man Ought To Know," "What A Young Husband Ought To Know," "What A Man of Forty-five Ought To Know." Miss Smith, when God created us He gath- ered about the home and about the relations of father and mother, parent and child, brother and sister, the tenderest relations of human life. This series of books deals with these sub- jects in the light in which the Creator Him- self must have thought of them when He cre- ated and endowed us as He did. Let me show you this second book in the series, "What A Young Wbman Ought To Know," for I am sure it is a book in which you will be pre-eminently interested . "Miss Smith, here is a picture of the author. This is Dr. Mary Wood- Allen. She is not only a trained and experienced physician, but a public lecturer who has spoken to hundreds of large audiences, and been an intimate counsel- lor of young women for many years. She is herself a mother with grown sons and daugh- ters. A fine face, is it not, Miss Smith? She 282 CANVASS FOR YOUNG WOMAN. was an intimate friend of Miss Frances E. Willard, while she was alive, of Lady Henry Somerset and many of the most eminent wo- men in the world connected with the Woman 's Christian Temperance Union. Such a person should be well equipped, should she not, Miss Smith, for writing such a book to young wo- men? Here is what Lady Henry Somerset says: "An extremely valuable book, and I wish that it may be widely circulated. " Rev. F. B. Meyer, the eminent devotional writer and great London preacher, says: "I should like to see a wise and judicious distri- bution of this literature among Christian cir- cles." This book is commended by men like these whose portraits you see. The Rev. Dr. Charles M. Sheldon, author of "In His Steps;" Mrs. May Wright Sewall, the former President of the International Council of V men; Mrs. Mary Lowe Dickinson, the Gen- eral Secretary of the King's Daughters, writ- er for the Ladies' Home Journal and widely known. She says: "Any young woman know- ing all that this volume teaches has an es- sential foundation for whatever other knowl- edge she may acquire." Mrs. Carse, the foun- der of the Women's Temple at Chicago, says: "My heart goes out in endorsement of this book." Here is Elizabeth Cady Stanton, Mr. Charles N. Crittendon, the founder of the Na- tional Florence Crittendon Home; Mrs. Helen Campbell, the author, says: "I cannot speak too warmly of your invaluable series." Mrs. CANVASS FOR YOUNG WOMAN. 283 Stephens, the President of the "Woman 's Chris- tian Temperance Union, says: " There is great need of careful delicately written books upon the subjects treated in this series. " Here are prints of some of the languages into which these books have been translated. These are fine commendations, are they not, Miss Smith? The book is divided into three parts. The first treats of the value of the body and its hygiene, the second of special physiology and the laws of maturity, and the third, of love, engagement and marriage. Just glance at the subjects of these opening chap- ters: "What You Are Worth," "Care of the Body," "Food," "Sleep," "Breathing," "Hindrances to Breathing," "Added Injuries from Tight Clothing," "Exercise," "Bath- ing," etc. Handing the book to the young woman so she can glance over the subjects of second and third say, "Miss Smith, just take this book and glance over the subjects of the following chapters." While she is glanc- ing over the contents remain silent or say, Few young women are properly guided in their thought along these lines. There are very few authors who are fitted to write suitably upon these subjects. Did you ever see a more com- plete book to young women than you find in that table of contents, Miss Smith? Is it any wonder that these books have won their way around the world? Could any young woman afford to be without this valuable information? I will be delivering books in this neighbor- hood in about two weeks, or if you desire, 284 CANVA88 FOR YOUTH Q U'o If AN. Miss Smith, I can bring you a copy earlier. Many of my subscribers desire the book as soon as they can get it, and we are always glad to furnish it as soon as possible, because when they have read it they become enthusias- tic advocates and influence their friends and others to purchase. Thank you, Miss Smith, just sign your name on this line. Here is a written guarantee that the book shall be in every respect like the sample shown or you need not take it. If the young woman is of mature year> might continue the canvass by calling her at- lion to "What A Young Wife Ought To Know," u -ing a canvass abbreviated from the mula of "What A Young Wife Ought To Know.' 1 You may also be able to sell her a copy of "Young Girl/' or of the en: series. Oftentimes young women buy copies of "What A Young Man Ought To Enow 11 to present to their brothers, but care must be taken not to sell books to persons of imma- ture years and especially books in the series to the opposite sex. CANVASS FOR YOUNG WIFE. 285 CANVASS FOE "YOUNG WIPE." 627. The mode of approach, introduction, etc., for this canvass is the same as for former canvasses. Use also suggestions in the can- vass for " Young Woman/' found in Para- graph 626. Follow these five paragraphs with a rapid review of the portraits and commenda- tions found in the opening of this book in the manner suggested by the preceding canvasses and then continue as follows: Mrs. Smith, I want to show you the portrait of Mrs. Drake, etc. Then turning to the title page say: You will see here, Mrs. Smith, that a thousand dollar prize was given to Mrs. Drake for writing this book. Manuscripts were submitted from the United States, Can- ada and England, but the award was unani- mously made to Mrs. Drake for the manuscript contained in this book. You will note here that Mrs. Drake is a graduate of the Boston Medical College, formerly physician and Prin- cipal of Mr. Moody 's School at Northfield, Massachusetts, etc. This book is dedicated, as you will see, Mrs. Smith, "to the young wives who desire the best for themselves, for their husbands and their offspring." Whether the canvasser should call the atten- tion of his customer to the contents of each particular chapter or whether he should pass the book over into the hands of his customer 286 CANVA88 FOR YOU^G WIFE. and ask her carefully to glance over the titles of each of the chapters is a question for the discretion and good judgment of the canvasser himself. Where the canvasser is a woman it is usually best to retain the book in her own hands and proceed as follows: Mrs. Smith, I want to call your attention to the contents of this volume. Chapter First is on the intelligence of the young wife. In this chapter you will find that the author writes of woman's exalted place, her influence, the im- portance of intelligence, heredity and kindred subjects. Chapter Two is devoted to home and -s as these questions stand related to health and well-being. Chapter Third on the health of the Young Wife. That is a very im- portant subject, is it not, Mrs. Smith f Chap- Fourth on "The Choice of a Husband." This chapter is full of suggestions even to 1 hose who have already made their choice. Here is an important chapter on what shall a w young or old, expect to be to her husband. 1 wish I had time, Mrs. Smith, to call your at- tention to the different important subj. treated in this and each of these chapt Here the author writes of "The Trousseau and the Wedding Presents/ ' and then takes up the question of the sacred relations between hus- band and wife, "Preparations for Mother- hood, " "Preparations for Fatherhood. " Mrs. Smith, there has been a great deal said about the preparations for motherhood, but there has not been a great deal said about the prep- arations for fatherhood. This writer kn< CANVA88 FOR YOUNG WIFE. 287 how to look upon both sides of the subject. The responsibility is not all with the mother. The father has his share and a very important part it is, and I do not know anybody else who has set forth this whole subject so intelli- gently and beautifully as Mrs. Drake has done in this book. In Chapter Ten she speaks of the destruction of the life of the unborn. In the next Chapter on the " Moral Responsibility of Parents in Heredity/' This is a most im- portant chapter. In Chapter Twelve she speaks of the ailments which frequently attend the months of gestation, and then follows a chap- ter on "The Development of the Unfolding Life/' "The Question of the Wardrobe, " "The Choice of a Physician," "The Birth Chamber/' "Surroundings and Care of the Mother," "Care of the Infant." All of these are chapters of utmost importance. Then fol- lows a series of chapters upon the relations of the mother to her child as teacher, as its intelligent and qualified guardian from dis- ease, and every mother knows that there are many diseases to which children are subjected. They will come through measles, whooping cough, mumps and chicken pox all right if the mother is intelligent. But, Mrs. Smith, how many thousands of children die simply be- cause the mother does not know the essentials at critical times like these. Chapter Twenty- one is on "Guarding the Children Against Vice." Then there is an important chapter on "The Training of Children," "Body Build- ing" with a concluding chapter on some of 288 CANVASS Foil Yol \t; \\'ll the helps available to mothers in Mothers' Meetings, etc. Mrs. Smith, did you ever see a more compre- hensive, complete and perfect outline for a book to young wives f It is not only for young wives, but for wives whether young or old, whether recently married or already mothers of several children. Hundreds of homes unhappy and sad consequences result been of the lack of just the information which is given in this book for the trifling sum of $1.00. Mrs. Smith, this entire community is awake to the importance of this series of books which I am presenting. When you have read this book to young wives you will be like many of our purchasers everywhere, you will want a copy of "What A Young Husband Ought To Know" for your husband. Some clergymen feel the importance of this series so deeply that they present copies of these two books with r:irh marriage certificate. Where preacher has failed to do that there is no al- t( rnative but for the person to make the pur- chase herself. I shall be delivering books here to-morrow, Mrs. Smith, when I can bring you a copy, or in two weeks when I shall be mak my final delivery. Thank you, Mrs. Smith. CANVASS WOMAN OF FORTY-FIVE. 289 CANVASS FOR " WOMAN OP FORTY- FIVE." 628. Mrs. Smith, the title of this book sug- gests a very important subject. "What A Woman of Forty-five Ought To Know." This is the only book upon this subject ever written that was not addressed to physicians. It isn't the physicians who need to know, is it, Mrs. Smith? It is the woman herself, and she is the one to whom this book is addressed. A woman over in Chester, Pennsylvania, was told by her physician that it would be neces- sary for her to undergo a very serious and critical operation. She naturally shrank from it, for the doctor told her that it was so seri- ous that he could not absolutely promise that she would live through it. About that time she learned of this book. She bought a copy and when our canvasser called on her, she said she would not take a thousand dollars for the good this book had been to her. She made up her mind when she read the book that the au- thor, who was herself a woman, knew more about her condition than her own physician did. The book made her intelligent and she decided not to undergo the operation. Three or four years had passed by and the results had demonstrated that Mrs. Drake was right. This woman was thoroughly well and happy as the result of the information which she se- cured from this book. That was worth not 19 290 CANVASS WOMA.\ Of FORTY-FIVE. only one dollar, but hundreds of dollars, was it not, Mrs. Smith T No woman can afford to endure the perplexities and anxi licli cluster about this period of her life, and every woman who has reached the years of ma unity ought to have the information which this book contains, so that she need not look forwnnl throughout her entire life with apprehension and dread as so many women do. The canvasser may call attention to th< traits and commendations in the front of the book and may also, if not a woman, hand the book to the woman customer with the that she look over the table of conten That is a very valuable table of con tor: it not, Mrs. Smith t Indeed, this book is worth its weigth in gold to any woman and es- pecially to anyone nearing middle life. Mrs. Smith, let me have the book just a mo- ment, I want to show you the portrait of the author. She has a fine, sympathetic face, has she not, Mrs. Smith? She is a praetieinir phy- sician of large experience, herself a mother of grown children and in perfect sympathy with the women to whom she writes in this book. Concerning the author the canvasser may large as circumstances require in harmony with the facts given in the sketch of Mrs. Drake in Part IV. Mrs. Smith, I shall be back in this neigh- borhood again to-morrow and I can bring you a copy of this book at that time, or I can de- liver you a copy of the book in two weeks, when I will be delivering again in this neigh- CANVASS WOMAN OF FORTY-FIVE. 291 borhood. Kindly sign the order blank right on this line. Thank, you, Mrs. Smith, I shall be glad to bring it to you to-morrow as you sug- gest. T wish you would read it as early as possi- ble, for I am sure you will want to recommend it to your friends and your commendation will be helpful to me in the circulation of this entire series. Wthere the canvasser is a woman she may readily enlarge much upon this canvass and may call special attention to various matters in different chapters of the book. Especially in the table of contents. It is nearly always best to say that all women should read this book long before they reach the age of forty-five. It is much more tactful not to refer to the lady's age or lead her to believe that you think her to have reached the age of forty-five or beyond. PART III CLASS CANVASSING CLASS CANVASSING. 295 CHAPTER XV. CLASS CANVASSING. 629. What is Class Canvassing ? When ministers, physicians, teachers, lawyers, Women's Christian Temperance Union Work- ers, or any other class of people are canvassed separately, the canvasser passing from one to another of the same class in succession until he has completed all that belongs to that class, it is called class canvassing. Canvassers frequently meet with phenomenal success after having canvassed an entire community by sin- gling out and canvassing any one of the classes which we have named, and especially Bible Class and Sunday School Teachers, and canvassing them separately. The advantage in class canvassing is found in the fact that the canvasser can familiarize himself with such lines of treatment, arguments, etc., as are necessary to impress a particular class of persons whom he is canvassing. An experi- enced canvasser, who has the confidence and patience to lay out his work thoroughly, often prefers to do the class canvassing first, and thus secure a large number of influential names which will be valuable in his house to house canvass. Beginners and inexperienced canvas- sers are usually impatient to test what they can do, and in such instances class canvassing may come last. When doing class canvassing 296 CLASS CANVASSING. a great deal of time is liable to be lost in pass- ing from one district to another remote sec- tion of the city. To prevent this, the names should all be secured at one time and the calls arranged by streets and numbers so that the persons can all be seen in one journey, in- stead of as many journeys as there are i in the list. Always be systematic and save your time, for it means money. INTERVIEWING MINISTERS. 297 INTERVIEWING MINISTERS. 630. The Attitude of Ministers. As a rule, ministers will always receive a well-dressed, respectable-looking person cordially, regard- less of what his business may be. After you have gained admission if you can show them that you are a co-worker with them, accom- plishing in a house-to-house canvass work which cannot be successfully attempted in a general address to all classes from the pulpit, you will be sure to have their sympathy and co-operation. Do not seek to canvass the minister, or to sell him books at any of these interviews. Wait until you have completed your canvass. Canvass him among the very last in the city. 631. Proceed orderly. The canvasser should always remember that ministers are busy men. They are also methodical men. Do not take too much of their time. Let them see that you value their time the same as they do themselves. When you visit them do not try to secure from them all that is desired, and which ought to be attempted only in two, three or more visits. First of all, you want to acquaint them with the nature of your work ; secondly, you want to secure their interest; third, their co-operation; fourth, their signature to the general endorsement of the books. Go this far before ever you say anything about the pulpit 298 INTEliVlI-:\Y/\(l MIMSTER8. announcement, the distribution of pamphlets at the church door, or anything else. Get one thing at a time. The human mind is so con- stituted that it cannot deal with several things at one time. Paul said, "This one thing I do." Secure the first four steps before you take another. If the minister you are inter- vii-v. inir is already acquainted with the books, heartily approves them, readily endorses your commendation and it is clear that he would be willing to make the pulpit announcen may compass this purpose also in a single it. Otherwise, if you ask too much you may iail in everything. When to Canvass Ministers. Do not canvass the minister for his subscription. Leave him until you have canvassed the en community, and then if he has been of gr assistance to you, go to him and offer to take his subscription and to present him without charge, with as many copies of the books as he subscribes and pays for. Propose to him that if he will subscribe for the four books to men you will present him free the four books for women; or if he will subscribe for any one book you will present him with any other book in the series. Suggest to him the importance of having the entire series in his library for the purpose of loaning to persons who are too poor, too stingy or too indifferent to make the purchase for themselves. The books for b and girls, for young men and young women he ought to have in his library to loan, so that he INTERVIEWING MINISTERS. 299 can safeguard these classes from the evils which everywhere prevail. He can more suc- cessfully cope with these evils by loaning one of these books than by attempting to spend hours with the person in private conversation. The private conversation is important, but the use of the book is indispensable. After the entire community has been thor- oughly canvassed, the minister might desire to place the books in the Church library or in the Sunday School Library. We never recommend the placing of these books in the Sunday School Library, although scores of ministers and even Catholic priests have done this, but it should never be done unless the minister himself is thoroughly familiar with the contents of every volume and is prepared to meet any objections which might be made by some person who simply sees the book without knowing the character of its contents. If the minister was canvassed first and the books were placed in any of the public libraries the persons who know that fact might decline to purchase, say- ing that they could get it out of the Church Library. Where a minister has been helpful to a can- vasser in his work, and circumstances seem fit- ting for him to do so, the canvasser is at lib- erty to make a present of one, two or even four books or more to the minister. Where some books are purchased by the minister and other copies are presented by the canvasser, the minister must clearly understand that the books are never sold for one cent less than the 300 INTERVIEWING MINISTERS. full retail price of $1.00 per copy and that the books which he purchases are at the full price and that the others are strictly a donation. Unless this point is made impressively clear to the mind of the minister, he is likely sub- sequently to write to the company and or books, saying that he bought them from the canvasser at a reduced price. He may al>< go to the book dealer and make a similar statement, and thus introduce confusion into the business and work great injury to the cause. 633. Attitude of Ministers. Probably one- half of the ministers you meet are already thoroughly familiar with the character and value of the books. Many have not only seen them advertised, or heard them sp.>k< n of, but have read the books. Nearly all min- isters have seen the advertisements, review notices, etc., before ever the canvasser calls. The canvasser should, however, always be ready and willing to fully satisfy any reason- able inquiry. The commendations in the front of the books, the letter of introduction from the publishers, the endorsements of other min- isters, and the character and manifest pur- pose of the canvasser will be sufficient to se- cure the desired endorsement. Sometimes it may be necessary to leave one, two or more books for examination. It is, however, always better that one book should be read thorough- ly, rather than that two or three books should be dipped into at different points without understanding the character and relations of INTERVIEWING MINISTERS. 301 one paragraph to other portions of the entire work. Where a minister has time only for a brief examination it is always best to leave a copy of f l What a Young Boy Ought to Know ' ' and ask him to read pages 41 to 86. In these few pages, which can be read in twenty or thirty minutes, a bird's-eye view can best be secured of the thought and purpose of the en- tire series. If the minister will take the time also to read the " Foreword to Parents/' so much the better. In all instances the can- vasser must be prepared to exercise good judgment promptly. 302 THE INTERVIEW. THE INTERVIEW. 634. Good morning, this is the Rev. Dr. Jones, Pastor of the Baptist Church, I beli< My name is Brown, at the same time extend- ing your hand, stepping forward and without hesitation. If the servant comes to the door, inquire for Dr. Jones, saying that you would like to see him personally for a moment, step inside and await ing. Good morning, Dr. Jones; I am a student at Harvard College, preparing for the n During vacations I devote myself to some work which shall be a blessing to humanity and enable me to secure the means to pr< cute my studies. I have come to your city to awaken a general interest in the cause of \ sonal and social purity. I am engaged in a movement which is quite general throughout the country. We are seeking to protect the purity of boys and girls, young men and young women, to safeguard the home and set up a single standard of purity, alike for men and women. In doing this work, Dr. Jones, we are ac- complishing what every minister feels should be done, but which is so delicate, difficult and even dangerous that he hesitates to attempt it from the pulpit. Therefore ministers every- where recognize us as co-workers with them in this great cause, and not only cheerfully, but most cordially give us their co-operation and assistance. THE INTERVIEW. 303 The distribution of tracts has proven inef- fective, and we are prosecuting the work with a series of books which have commended them- selves to the eminent and good in this and every land, that have been translated in India, Japan, Korea and other countries by Church missionary societies for the use of their mis- sionaries in their work, which, indeed, have been translated into some twenty different languages, and are read today in every coun- try on the globe. You are, of course, familiar with Dr. Stall's books in the Self and Sex Se- ries. Open your case and call his attention to the books. Go over the titles of the books, show him the portraits and commendations, tables of contents or whatever may be sug- gested by the knowledge or lack of knowledge which he manifests with regard to the charac- ter and purpose of the books. Show him the commendation which you wish him to sign, and have him understand that you hope to secure the signatures of the pastors of all the other churches to the same endorsement. If there are two, three or more canvassers in the same city, he should be requested to sign that num- ber of commendations, so that each canvasser may have a copy. After you have secured his signature you should then determine whether his interest warrants you in saying anything at that time about the announcement from the pulpit on Sunday. If you decide that it is best to omit it until later, then try and arrange to call on Saturday afternoon or evening, but when 304 THE L\ Tl-RVIEW. you call do not sit down or tarry, but simply request and secure his additional assistance in a pulpit announcement. Hand him a copy of the printed announcement, suggest that he can make any changes that he sees fit, secure his promise to make the announcement (see Par- agraph 433) leaves copies of any printed mat- ter you wish distributed at the door as the congregation passes out, complete your work as briefly as posible, and, thanking him heart- ily, leave him to his work. 635. Will Ministers Help? Canvassers will usually find the majority of ministers not only willing, but ready to help by endorsing the books, making the announcement from pulpit and giving them every possible assist- ance and co-operation. Baptists, Method Presbyterians, Lutherans (English) and all others are usually ready without hesitation. Rectors of Episcopal parishes are more likely than almost any others to be reluctant, and on that account should generally be left to visit last, so that the canvasser may have the added influence of the names and commenda- tions of all the other pastors. As a rule, Cath- olic priests will heartily commend the books pri- vately, but almost universally decline to sign the commendations. This is in harmony with the rules and regulations of their church,which should be respected by the canvasser, but the end sought may be largely secured by having the priest assure the canvasser that he ap- proves the books, and that he will heartily THE INTERVIEW. 305 recommend them to any one who inquires per- sonally of him, and with these two assurances clearly and definitely understood, the can- vasser is at liberty to say to any of the mem- bers of the Catholic Church whose homes he may enter that the books are approved and commended by the priest. 636. Thanking the Ministers. On Monday after the announcements have been made in the pulpits or as early afterward as possible, the canvasser should try and find time to drop in, or simply to stop at the door and thank the clergyman for his kindness and co-opera- tion. If you are at his church service on Sunday morning or evening, remain to thank him then. Always attend church services morning and evening, the sessions of the Sun- day School, the midweek prayer meeting, and let the pastors and Christian people of the community feel that you are interested in the great cause of the Master beyond the matter of making money. 637. Sunday School Workers. If you can get the name of the Sunday School Superin- tendent, without asking the pastor, do so. From the Superintendent or Secretary of the Sunday School you can learn the names of the teach- ers, and these you can arrange to see by a class canvass or otherwise. Get not only their names, but their addresses, and when calling address them by their name and tell them that as a teacher in such and such a Sunday School 20 306 TEL WTMKVIMW. you have called to see them in reference to a great work in which you are engaged. Show them the importance of understanding this subject in its sacredness for themselves, and also that they may be able to understand the nature of those whose instruction is committed into their hands. Where young women of 20 years of age and upward are teaching classes of boys they ought to know the contents of "What a Young Boy Ought to Know" in ad- dition to the book suited to their own age and sex. If they are teaching a class of girls they ought to have the book to "Young Girls. " If they are teaching a Bible class of n ought to have the books for men. They ought to understand the persons with whom they are \\orking, of whatever class or age they may be. It may be well to omit the Sii] iont until the close of the canvass and then can- vass him at the same time when canvassing the mini 638. Other Suggestions. With regard to pulpit announcements, notices in the daily pa- pers, etc., the canvasser is referred to Para- graphs 432 to 435, inclusive. CANVASSING TEACHERS. 307 CANVASSING TEACHERS. 639. The Salutation. Approach, saluta- tion and introductory utterances in this can- vass may be very much the same as those in the preceding one to ministers. Teachers are likely to be interested in you personally be- cause you are a student, and particularly so because you are earning the money to pay your own way through college. After the in- troduction proceed as follows: Teachers are among our best co-workers. To them the young look not only for instruction in the ordinary rudiments of knowledge, but also for guidance in matters where error is fatal. I am sure you will be glad to become ac- quainted with this series of books, for they make it possible better to understand the na- ture of boys and girls, of young men and young women, and thus better qualify the teacher to whom the young naturally and rightfully turn for guidance and guarding. So often parents do not know how to teach their children sacred truths, and the children are left either to their pastors or teachers in these delicate matters. If they do not instruct the rising generation, then there is nothing left to them but the teachings of those who defile and degrade the young. As you know there is a growing sentiment abroad that the knowledge of special physiol- 308 CANVA88INO TEACHERS. ogy should be taught in all the schools. These books have made such an impression upon the minds of educators that the author has been importuned again and again to adapt the teach- ing of these books to the text book form. There is no doubt but that the time is rapidly approaching when the subject of special phy- siology will be taught in the school, the same as the effects of stimulants and narcotics are now being taught. The teacher who would be up with the growing thought along these lines should be familiar with these truths as un- folded in the pure, clean way laid down in those books. Indeed, many teachers are not able to understand how developing boys and girls are sometimes transmitted into restless, rebellious, and sometimes into incorrigible boys and girls. All (his in indicated in the earlier books in this series. Committees have already been appointed in the large purity conventions and by Women's Christian Temperance Union Workers, and writers are at work upon the subject of adopt- ing these teachings to text book form for use in the class room. Teachers who would be up with the growing sentiment and the coming conditions should have the knowledge of these subjects as con- tained in this series of books. As a teacher you know that the condition of the body determines the condition of the mind. The mental depends upon the phy- sical. These books put the reader in pos- session of physical facts in a clean way, and CANVASSING TEACHERS. 309 lift the thought and aspiration from the grov- eling and carnal to the things that are good and pure. 640. Startling Testimonies. That the can- vasser may have some facts both to stimulate his own mind, and also with which to arouse educators everywhere, we give the following startling facts. From students in a large and popular col- lege not far removed from the City of New York we learn that not only do vices prevail in that institution to an alarming extent, but the diseases which accompany vice are very prevalent among the students. As a result of a personal canvass in one of the large institutions in a Western State it was found that of the three hundred and thirty-two students only thirteen did not con- fess to acquaintance with impurity, personal, social, or both. A professor in one of our colleges writes: "I have been talking plainly to our students and everyone thus far has confessed with tears to being guilty. We see the effects men- tal, moral and physical as plainly as one can see the blight on a tender young tree." Dr. Helen P. Kennedy says: "Of one hun- dred and twenty-five girls from whom I ob- tained written statements on subjects of per- sonal purity, thirty-six passed into woman- hood with no knowledge whatsoever, from a proper source, of all that makes them women ; thirty-nine had received a very meagre amount 310 CANVASSING TEACHERS. of instruction, while less than one-half of the whole number felt free to talk to their own mothers on this important subject. " The University of Michigan met the situa- tion by a course of lectures given before the Medical Department which illustrated and set forth the character and results of the dis- eases which accompany vice, and although pri- marily announced for the medical stmlents, large numbers of students from other depart- ments attended. The wisdom of such a course in :i university cannot be over-i mated; but in institutions where then* is no medical department, this duty must be < charged by those upon whom it maniiV-tly rests, for the duty cannot be evaded. Degrading influences were found so preva- lent in a large school in one of our States that the authorities thought best to dispense with the recess hour. How much better to havo corrected the evil and then permitted the chil- dren to have the exercise and invigoration which is one of the best antidotes to vice. What they needed was not less play, but more intelligence, and intelligence of the right s As a light-house sheds its rays over tho stormy waters to warn of the rocks and shoals so our teachers should speak words of warning as well as advice to the students placed in their charge, as they are largely the victims of ignorance. 641. Discovering conditions. If any super- intendent of a public school is in doubt with CANVASSING TEACHERS. 311 regard to the actual conditions which exist among the pupils under his care and instruc- tion, it should be impressed upon him that it is his duty to find out what the conditions are. This can be done in various ways, ac- cording to the class and conditions of the school and the age of the pupils. Wherever an effort is made it ought always to be done in such a manner as to protect all who are asked to impart information concerning themselves. What those in charge need to know are the facts. It is not necessary in colleges to dis- close the identity of the individuals who are asked to fill out circular matter. It can sometimes be done by asking several students who are intelligent and whose judg- ments are reliable in order to discover some- thing of the actual condition; it can be done by the principal calling into his room pupils whose countenances and personal appearance readily disclose the evil which they are in- dulging. Where the inquisitor acts with de- cision, the revelations are quite certain. In college communities it is not difficult for the president or some one in charge to consult local resident physicians, not for the purpose of having him disclose professional secrets concerning particular individuals, but to learn from them what are the actual conditions as disclosed by their professional practice. 642. Conditions as They Exist. An intel- ligent', observing correspondent writes us as follows: "I have been in nearly all the big col- 312 CANVASSING TEACHERS. leges and universities from the Atlantic to the Pacific and from Canada to South Caro- lina, and have talked with thousands of the best students, and in all these schools I have only found three men who say their fathers ever taught them anything along this line. Dr. 1'aunce, President of Brown University, asked all the students to get the ' Young Man' book and read it, and if they couldn 't afford to buy it he would lend it to them. Dr. Thompson, of Ohio State University, says that if the books were placed in every home in this coun- try he thinks it would revolutionize the mor- als of the country in ten years. Personally I think that if every boy and girl in the coun- try could get those books and read them, study them, and appreciate them, in thirty years from now our jails, insane asylums and sa- loons wouldn't be half so full." 643. The Teacher's Influence. Many a successful man, looking down in later life, from the eminence he has attained, has gratefully acknowledged the influence of his teacher in moulding his character and determining his destiny. Many an Arnold, of Rugby, or an Andrews, of Brown, or a Low, of Columbia, by their wise counsels are an inspiration to those under their influence. Many teachers, not so eminent, have also wooed and won thousands of youths from paths that were en- snaring, and won them to lives of rectitude and honor. CANVASSING TEACHERS. 313 644. How to Beach the Boy. The teacher who is anxious to reach and save the boys will find some good and effective way to accomplish this result. To such, the following letter from a teacher may be suggestive: "Two months ago I ordered from you the first two of Dr. Stall's books for men. As principal of our school, I have been assem- bling the boys of fourteen and over one even- ing each week, in my room, where we read the books aloud and discuss whenever it seems ex- pedient. "Being only a young man myself I entered this work in doubt as to how the boys or their parents would receive it. We are half through with the second book and the boys say it is be- ing a great benefit to them. Our discussions are open and frank, without a trace of impure suggestion; and the parents are encouraging me to go ahead with such instruction to their boys. "Another good result is that several of the boys who were most unruly in school can now be controlled by a look or word, as a result of the confidence established between us by this reading. "I heartily endorse Dr. Stall's books and the whole purity movement. " 645. Educators Using the Books. The manner in which hundreds of educators all over the country are using these books to fur- ther the work of personal and social^ purity among the young people under their instruc- 314 CANVASSING TEACHERS. tion and influence will appear from the few paragraphs which follow, and many more might be added: The president of one of the large State Normal Schools, who recognized the import- ance of affording his pupils the best possible information along the lines of personal and social purity, after carefully examining this series of books, placed them in the library for the use of the young men and women in at- tendance. The other books that previously had occupied a place on the shelves, in com- parison with these, were considered possibly harmful, and were taken out and destroyed. The president of a college, when ordering a quantity of "Wliat a Young Man Ought to Know/' says: "I have introduced this as a text-book in my school, and I feel sure it will be of great value to the young men." The professor of Physiology of the Iowa State Normal School requests all of the young men under his instruction to read the Purity Books in the Self and Sex Series addressed to men, and he also requests all the young women in his class to read each of the four books in the same series addressed to women. An educator in one of the Western cities says: "My copies of these books are out all of the time, and one scarcely gets through un- til another wants them." An intelligent lady, who is a teacher in one of the New England schools, writes: "I most heartily sympathize with your work, as in my twenty-five and more years, part of which time CANVASSING TEACHERS. 315 I have spent as a teacher, I have realized the need of proper instruction for boys and girls in our schools and homes, and realize also that the parents are often nearly as ignorant of the true idea of life as the children. " The County Superintendent of Public Schools in Monongalia county, West Vir- ginia, writes that the school boards of the county have adopted the Purity Books in the Self and Sex Series for a place in the libraries of the one hundred and twenty-five schools. The School Board of Public Instruction of Morristown, New Jersey, have placed a full set of the Purity Books in the Self and Sex se- ries in their teachers' library. 646. Commendations. The canvasser may call the attention of teachers to the commen- dations of eminent educators found in " Young Men" and " Young Women," such as Dr. Faunce, president of Brown University; Dr. Warfield, president of Lafayette College; Dr. Andrews, chancellor of the University of Nebraska; Mrs. May Wright Sewall, the prom- inent educator, and formely president of the International Council of Women; Mrs. Helen Campbell, of the Kansas State Agricultural College, and others. 31G CANVASSING PHYSICIANS. CANVASSING PHYSICIANS. 647. Physicians are Interested. No other set of men in the community have a fuller knowledge of the need for the widest possible dissemination of these books than the pin cian. They are among our \\an and most enthusiastic supporters. While they already possess much of the information ( tained in these books, they do not posses it either in their minds or in their libraries in the form in which it is presented in these b<> When they come to know the exceptional character of these books, they frequently pur- chase them for their own reading, and not infrequently place the entire series in their libraries to loan to their patients. Many phy- -icians commend them to their patients, and one physician in New Jersey sold over hundred by simply purchasing fii - at a time, piling them up on the table in his waiting room, and allowing his patients to come in contact with them while awaiting their turn. He would allow them to take them home and read them, bring them back and ex- change them for other books of the series, and if they desired to retain a book, or to purchase the entire series, at a cost of one dollar per copy. 648. The Canvass. The approach, saluta- tion and explanation of your visit may be very CANVASSING PHYSICIANS. 317 much the same as that indicated in the canvass of a minister, and after this proceed as fol- lows: Doctor, I am glad to come to you in this great work in which I am engaged, for as a physician you are a leader in public thought. You are eminently a guardian of public morals, health and happiness. Originally, you remem- ber, the office of preacher and physician were united in one person. The Master sent out His disciples to "preach the gospel and heal the sick." While the physician does not now stand in the pulpit, he is yet a teacher in the community, and the entire community has a right to look to him for its guidance in these very important matters. These books, doctor, which I am introducing into the homes, are arrayed against quacks and all the impostors who prey upon the com- munity and enrich themselves from the infirm- ities of those who can be gulled. These books recommend no medicines or remedies, but ad- vise the people at all times and under all cir- cumstances when needing medical advice, to consult their own family physician. While you have a large number of medical books suited to your own study and investiga- tion, the books in this series present the sub- ject in just such a way as a physician would desire to use when simplifying the whole sub- ject to the comprehension of the ordinary lay mind. Like all other parents, you will not only want this set of books to bring this im- portant information in the very best way, to 318 CANVASSING PHYSICIANS. the minds of your own children, but like so many of your profession you will need this entire series to loan to your patients from time to time. Dr. Orville B. Horwitz, of Philadel- phia, Profesor of Genito-Urinary diseases in the Jefferson Medical College, sends scores of young men to our publishers for a copy of "\\ r hat a Young Man Ought to Know" and "What a Young Husband Ought to Know," and scores and hundreds of physicians every- where recommend these books and use them in the same way. Hon. J. J. H. Gregory, of Marblehead, Mas- sachusetts, formerly a member of the Ma- chusetts Senate, has bought more than 1,300 copies of these books and given them away. He has also left a legacy in his will, the inter- est of which is to be used in circulating these books. These books are commended by all the med- ical journals in the most unqualified way. That the canvasser may understand what the medical papers have said upon this subject, we append a page of commendations. T: books have been reviewed and heartily com- mended by the medical, educational, roli^ious and secular press of this country and Great Britain. Of the two or three thousand enthu- siastic commendations, the canvasser will find a few samples in the back of one or other of the books. 649. What Medical Authorities Say. " It is written in a chaste and pure manner, and is CANVASSING PHYSICIANS. 319 scientifically correct. We heartily commend it." Chicago Medical Recorder. 1 'Of great value to every one entering upon manhood." The Medical World. "It is not easy to conceive how this difficult subject could be handled more delicately or effectively." The Alkaloidal Clinic. "Without a rival in literature of its class." Annals of Gynecology and Pediatry. "We find nothing from which to dissent, but much to commend. The chapters on mar- riage are specially to be commended." Jour- nal of the American Medical Association. "The book is well written. We commend it to the lay reader." The Chicago Clinic. "Dr. Stall has undertaken the task of en- lightening mankind upon all the vexed ques- tions of sex relationship. We have already taken pleasure in reviewing former works of this series, and can only add that this is of the same high character. "The Syracuse Clinic. The canvasser can also refer to the personal commendations of Dr. Porter, Dr. Munde, Dr. Boldt and Dr. Howard A. Kelly in the opening pages of "Young Man" and "Young Hus- band." PART IV SKETCHES OF AUTHORS 21 SKETCHES OF AUTHORS. 323 CHAPTER XVI. SYLVANUS STALL, D. D. A Man with a Message. By L. M. Cross. 650. A man who has a message is always sure of an audience. You can no more pre- vent the crowds from getting within reach of the message than you can cork up an active volcano or restrain the onrushing tides of Ni- agara. The man who has a message and burns to tell it will tell it even if he hcts to burn to do so. The messenger is born for the mes- sage. Our divine Father seems to early instil into the mind of a messenger the message that He would have him deliver. In a little village in the State of New York, back in the sixties, a thoughtful Christian boy was anxiously asking questions about his re- productive nature. His parents did not an- swer him. He did not like the way his com- panions replied to him. He sought an an- swer from books, but he found that the litera- ture then obtainable imparted the information in a degrading manner. He asked himself the question, "Why has not somebody written a book on this subject in a pure manner that even a boy can read?" It was when Sylvanus Stall was a boy of 324 SKETCHES OF AUTHORS. fifteen that God placed in his heart the thought to write a book that a Christian boy could safely read. For years he hid this secret in his own heart and brain, but never for a mo- ment lost sight of it. His parents died when he was a lad. After receiving a common school education, lio al. Dr. Stall seems to have Wn divinely guided in his selection of his associate au- thors to write the books for girls and women. Mrs. Mary Wood-Allen, the author of "What A Young Girl Ought To Know" and "'What A Young Woman Ought To Know" in the Self and Sex Series, is known throughout tho civilized world. Her winsome and splendid personality, her prominence as a Icrtiuvr and author have made a name for her that will long live in the homes and hearts of mothers every- where. She has an exceptional equipment her work along the lines of social and personal purity. The very first book that she wrote en- titled "The Man Wonderful in the House Beautiful" achieved for her success as a ch and pure writer. Her later book entitled "Marvels of Our Bodily Dwelling" presented some important information concerning the human body most informingly and impres- sively. Her pamphlets addressed to mothers, young boys and young women, upon purity subjects, were among the earliest and most successful of their kind published. In all of her writings she has displayed a wonderful command of pure and refined language. Dr. Wood- Allen is a prominent leader in the SKETCHES OF AUTHORS. 331 work of personal and social purity both in this country and in Europe. She was intimately associated with Miss Frances E. Willard and for many years was the National and Inter- national Superintendent of the department of personal and social purity in the Women's Christian Temperance Union. The W. C. T. U. workers everywhere revere and honor her for her works' sake. She is now the editor of " American Motherhood" and a contributor to the Mothers' Department in other periodicals. Decidedly the most important and effective work of her life was accomplished when she wrote "What A Young Girl Ought To Know." This book answers every intelligent girl the anxious questions that she is sure to ask as to the mystery of her life. It tells in sweet and most tender and sacred language what every girl ought to know. This book has re- ceived the commendations of the most emi- nent women in the educational and philan- thropic work!. Well-known Christian work- ers and authors like Frances E. Willard, Mrs. Alden (Pansy), Mrs. E. M. Whittemore, Har- riet Lincoln Coolidge, Mrs. Francis Sheldon Bolton and many other eminent women have been enthusiastic in their endorsements. Her next book was "What a Young Woman Ought To Know." In this book Dr. Wood- Allen discusses questions every one of which has been the subject of a query propounded by some girl otherwise intelligent and well in- formed. Mrs. Wood-Allen believes it will be safer for the girl who understands her own na- 332 SKETCHES OF AUTHORS. ture and reverences her womanhood, and who realizes her responsibility towards the human race and conducts herself in accordance with that realization. This book, like the book to girls, has been translated into many of the languages of Europe and Asia and is in the li- brary of many thousands of Christian homes throughout the English-speaking world. Mrs. Wood- Allen is widely known through- out the United States and England as a lec- turer upon the subje< ng to all depart- ments of reform, particularly of personal and social purity. She has the experience which comes from a large medical practice. Being herself a mother she adds to her knowledge the human sympathy that endears her girl readers to her everywhere. She knows how, in spot- less language, to convey her thought so as to lift the whole subject of purity into the realm of exalted thinking. The books of Dr. Wood-Allen have safe- guarded from impurity of thought and life many a girl and young woman, and eternity alone will reveal the good which has been ac- complished through her most excellent books and writings. SKETCHES OF AUTHORS. 333 MES. EMMA P. A. DRAKE, M. D., AND HER MESSAGE TO WIVES AND WOMEN OF MIDDLE LIFE. By L. M. Cross. 652. No woman could have had a better equipment for her work as an author of books on sacred subjects to women than Mrs. Drake, of whom we write in this brief sketch. Edu- cated and trained as a physician, experienced as a teacher to girls, and co-laborer of one of the most useful and widely known Christian workers in the world; and herself a sympa- thetic and loving wife and mother. All of her natural endowments of character as well as her mental, moral and spiritual training pre-emi- nently fitted Mrs. Dr. Emma F. Angell Drake to write the books that would give information purely, informingly and sympathetically to the women in every land. Dr. Stall had already secured the intelligent services of Mrs. Dr. Wood-Allen to write the first two books to women in the Self and Sex Series, and knowing that two other books must follow in the series, one to wives and the other to women approaching the age of forty-five, offered a prize of $1,000.00 for the best manu- script written to young wives. He realized that the writer of such a book must have an unusual endowment along very many lines to successfully perform her task. A number of 334 SKETCHES OF AUTHORS. intelligent women, each of them being a wife and mother, were appointed as a committee to whom all manuscripts submitted were refer- red. After mature deliberation and pain- ing work the Committee unanimously decided that Mrs. Dr. Emma F. Angell Drake had sub- mitted the ideal manuscript and was there- fore entitled to the $1,000.00 offered by Dr. Stall. Dr. Drake was born in Angelville, Clinton County, New York. She was graduated at Olivet College, Michigan. After spending five years in High School teaching she pursued a course of medical studies, graduating from the Boston University Medical College. She was elected principal and physician of Mr. D. L. Moody's school at Northfield, Maasachu.- At the end of a year of service in this insti- tution she was married to the resident pastor of the Congregational Church, Rev. Ellis K. Drake, D. D. Mrs. Drake is a practicing physician of large experience and for a number of years held the professorship of Obstetrics in the Denver Homoeopathic College and Hospital, which po- sition she was finally compelled to resign on account of her increased professional practice and her manifold duties as the wife of a prom- inent minister. Mrs. Drake is the mother of three children, a daughter and two sons. She has written a number of books and has contributed articles of distinctive merit to the various medical periodicals. She has also made a name for SKETCHES OF AUTHORS. 335 herself in her helpful and informing contribu- tions to the press on personal and social pur- ity. In reform and ecclesiastical circles she has been honored by positions of large respon- sibility, but perhaps in nothing has she so much excelled as in her position of wife, mother, minister's helper and home-maker. In her book to young wives she tries to im- press young home-makers with the importance of the position they have assumed to fill, while she endeavors to inspire them with the highest purposes in fitting themselves for it worthily. She believes that all the way from childhood onward a wise mother will be instilling truths into the minds of her daughters that will be along the lines of preparation for motherhood. The early teaching of truth, the early knowl- edge of self and sex relations, the right esti- mate of marriage, all these lessons are pre- paring the way for a later knowledge that pre- cedes motherhood. "What A Young Wife Ought to Know," like the other volumes in the Self and Sex Series, has been translated into various languages and it is regarded as the very best book of general counsel to young women who are anxious to become model wives that has ever been published. It lifts wif ehood and motherhood into that Divine light from which God viewed it when He cre- ated Eve as a companion and help meet of Adam. To write such a book would render any woman immortal. One of the most promi- nent writers in America urges that a copy of this book should accompany every marriage 336 SKETCHES OF AUTHORS. certificate. Its inspiring information will do much to make the home life what it should be. Dr. Stall realized that a woman who could write such a book to wives was just the one with the mature experience that comes from a useful and thoughtful life to write the book on the critical period in a woman's life at the age and beyond forty-five. It is the only sep- arate book that has ever been written for women for this period which is usually so much dreaded by women. "What A Woman of Forty-five Ought to Know," is packed with information that should be in the possess: of every wife and mother, as well as in the hands of those who are not married. Its pe- rusal will help to free them from anxi worry about this critical period of their lives. It will save them from many anxious hours spent in worry and will make them healt! purer and nobler women in every way. Mrs. Drake has r< < -in or FIRST Cowr. (Side view.) Special Action. Back muscles of the shoulder, and those of the back. .. 16. " SHOULBRRS/ FKJ. 17. " NHCK." END OP FIRST COUNT. (Side view.) 9. NECK. i. Drop head for- ward. Interlace fingers at the back of the head, elbows parallel in front. Push the head back, resisting the movement by pulling hard with the hands. Emphasize the count. (Fig. 17.) 2. Pull the head for- rard. (Fig. 18.) (When through, Hands at Sides.) FIG. 18. "NRCK," END ov SBCOND COUNT. 10. TOES. x. Rise slowly and as high as possible on toes, body erect. (Fig. 19.) 2. Back to " Position." Command: Toes, Rise Slowly 1,2; 1,2, etc. Special Action. The muscles of the toes, of the bottom of the feet, of the ankles and calves. 11. HEELS. i. Rise sharply on heels, keeping the body erect. Keep thighs and chest well FIG. 19. forward. RISING ON 2. Back to " Position." TOES." Special Action. The muscles of the front of the lower leg. 12. FEET. I With feet together, and r ~- knees straight, raise the toes up, and spread feet apart toward the side hori- zontals, pivoting on the heels. Empha- size this count. 2. Back easily to " Position." Special Action. The muscles of the upper foot and back of hip. FIG. 20. "KNEK STOOP," FIRST COUNT. (Side view.) FIG. 21. ' KNEB LIFT " (side view), FIRST COUNT. At count the knee should touch the chest. 13. KNEE STOOP. I Hands on hips,thumbsback,fingers forward, elbows bent. Bend knees ob- liquely, and let the body go down slow- ly (rising on toes) , till the thighs touch the heels. Keep shoulders and head back and chin in. (Fig. 20.) 2. Return slowly to "Position. Special Action. The thigh mus- cles and the joints of the legs. 14. KNEE IJEFT. i Lift right knee, striking chest, if possible. (Fig. 2i.) 2. Back to " Position. 3. Lift left knee, striking chest, if possible. A Back to " Position. Special Action.-Front muscles of the thighs. IS. THIGHS. 1. Rise on toes. 2. Back to "Position." 3. Jump, separating the feet sideways as far as can be done without straining the inside of the thighs, at the same time throwing up arms sideways to nearly vertical. (Fig. 22.) 4. Jump back to " Position." Special Action. The in- side muscles of the thighs and the calves. FIG. 22. or THIRD COUNT. io. sim: vroop. i. Hands on tops of shoulders, elbows back. Push the right arm to a vertical, at the same time bending the body to the left and touching the floor at the side of the left heel with the left hand. Keep the right knee stiff, the head up and the eyes directed upward to the right hand. Hack to " Position," tops of shoul- ders. 3. Push the left arm up to the verti- cal, bend to right, and touch the floor beside the right heel with the right hand, turning the eyes upward. (Fig. 23.) 4. Back to " Position," hands at sides. (When through, Hands at Sides.) Special Action. The side muscles of the body; the movement has also a healthful effect upon the liver. 17. STATIONARY WALK (OR RUN). Keep the thighs perpendicular and the knees well back. Try to strike the back of the thigh with the heel each time the foot is raised. The exercise may be done either as a run or as a walk. Special Action. The back muscles of the thighs and the respiratory muscles. Fie. a 3 . 'Sine STOOP," END OP THIRD COUNT. INDEX. 347 INDEX The figures in the following index refer not to the page, but to the paragraph, unless otherwise desig- nated. The paragraphs in the book begin with 401. As the paragraphs in booklets No. 1 and No. 2 have not been numbered, the contents of these two pamphlets are referred to by pages. For example : B. 2, p. 28, refers to booklet No. 2, page 28. About definite dates, 561. Adaptability, 479, 595. Addresses, getting from friends, 430. Advantages of canvassing, B. 2, p. 36. Afford, can't, 502. A final "no", 485. Agents, too many about, 509. Agents, opposed to buy- ing from, 508. Alphabetical index, ex- planation of, page 13. Announcement in papers, 434. Announcement in the pul- pit, 433. Appeal, one method of, 487. Appealing to customer, 487. Appealing to parents, 577. Appealing to philan- thropy, 575. Appearance, personal, 447 Appro'ach, 455, 461, 462, 600, 614. Asking questions, 486, 597. Attending church ser- vices, 430, 636. Attention to business, 453. Attention, undivided, 4bb. | Attitude, mental, 554. Of pastors, B. 2, p. 13, 630, 633, 635. Authors how to use por- traits and names, 615, 619, 633, 626, 627. Sketch of Mrs. Emma P. A. Drake, M. D., 652. Sketch of Sylvanua Stall, D. D., 650. Sketch of Mrs. Mary Wood-Allen, M. D., 651. A welcome, Page 16. B Bad habits, 586. Be an optimist, 450. Bearing, personal, 555. Begin with prominent names, 436. Beginning right, 446. Beginning the work Beginning right, 446. Personal appearance, 447. Looking inward, 448. Faith in yourself, 449. Be an optimist, 450. Speak the truth, 451. Value of patience, 452. Attending to business, 453. The work, 454. How to carry books, 455. 348 How to handle books, 456. Working the book, 457. Canvassers formula, 458. Practicing the canvass, 459. Be in earnest 416. tient, 452. Blues, saving from. 422, 428. Be systematic, 671. 691. Beverldge, Senator, a canvasser, B. 2, p. 22. of lading. 644, 546, r.4G. Boarding place, 425, 426. Books Boxing and dray age, C. O. D. shipments, 638. Commendations of, B. 1. p. 12 to 16. Consignments to an- other, 646. Content* of, D. 1. Delayed shipments, 540. Delivering different from canvassing, MI, Deserve success, 405. Express shipments, 537. Foreign translations, 496. 606. 650. Freight shipments, 539. Handling the, 456. How to carry, 455. How to send money for, 643. Keeping in good condi- tion, 580. Length of credit, 550. Mail, sending by, 536. Modes of shipment, 535. Ordering without money, 545. Orders for miscellane- ous books, 531. Our credit plan, 648. Paying cash for, 547. Price of, 581. Reading them, 418. Realizing merits of, 410. Successful delivery, 553. Waiting for, 542. When written, B. 2, p. 5. Which to present, 465. Why best subscription, -', p. 13. Why not printed cheap- >rm. 523. 157. Borrowing money, 545, 546, 547. Boys, letters from, en- dorsing books, B. 1, p. 25 to 29. Letters showing parents neglect. B. 1, p. 21 to 25. Boxing and drayage, 541. Business, attend to your, 3*. Doing strictly cash, 662, Worth preparing for, 407. Busy persons, 463, 591, 631. B. 2. Canvass Adaptation, 595. Do not do too fast, 572. En listing others, 579. For Young Boy, 600, 603, 605. 606, 607, 615. For Young Man, 608, 616. For Young Husband, 609. 611. 612, 617. For Man of Forty-five, 613. 618. For Young Girl, 623. For Young Woman, 624, 626. For Young Wife, 625, 627. For Woman of Forty- five, 628. For entire set, 610, 611, 612, 614, 619. 620, 621 G22. Making effective, 594. Modification of, 592. Salutation, 596. Necessity of studying, 418, 409. Practicing, 459. INDEX. 349 Physicians, 648. Value of questions, 597. Canvasser Adapting canvass, 595. A dignified occupation, B. 2, p. 21. Afraid to talk, 473. Appeal to parents, 577. Appealing to philan- thropic, 575. Appealing to young people's societies, 576. Approaching the house, 461. Ascertaining why fail- ure, 599. Asking questions, 486. Attending to business, 453. Be systematic, 571. Beginning right, 446. Books, how to carry, 455. Canvass for Young Boy, 600, 615. Canvass for Young Man, 608, 616. Canvass for Young Husband, 609, 611, 612, 617. Canvass for Man of Forty-five, 613, 618. Canvass for Young Girl, 623. Canvass for Young Woman, 624, 626. Canvass for Young Wife, 625, 627. Canvass for Woman of Forty-five, 628. Canvass for entire set, 610 to 614, 619 to 622. Canvassing foreigners, 583. Canvassing physicians, 647 to 649. Canvassing teachers, 639 to 646. Carefulness, 532. Cash business, 562. Church, 443. Class canvassing, 590, 629. Colleges and schools, 441. Commending people, Commission paid, B. 2, p. 24. Conditional orders, 488. Conscientious work, 567. Contents of books, B. 1. Critical moment, 483. Deciding for persons, 499. Defeating desire, 476. Delivery, being insist- ent, 557. Do not canvass fast, Do thorough work, 573. Doing best work, 418. Encouraging others, 585. Enlisting in work, B. 2, p. 38. Enlisting others, 579. Entering upon field, 430. Evasive promises, 490. Everlastingly at it, 570. Expect objections, 496. Faith in self, 449. Filling orders, 533. Final "no", 485. Fixing date of delivery,. 491, 561. Formulas, canvassers, 458, 592 to 628. General principles, 591. Getting others to work, 578. Getting started, 468, 469. Great men who were, B. 2, p. 21. Habits, bad, 586. Handling books, 456. His boarding place, 425. His evenings, 427. His food, 424. His formulas. 458. His physical condition, 421. His room, 426. His weariness and dis- couragement, 428. Homes to enter, 404. Honest eye, 464. How to do, 481. 350 INDEX. SUCCeed How to work, 419 In colleges and school B. 2, p. 31. In earnest, 416. Important helps, 482 Inexperienced, P. 15 Influencing all classe *7e. 'ructions, 402. view with minis rs, 630 to 638. Introduction cards, 442 Ke Kind of men wanted, I Knowing customer, *46C Laying out work, 565 Location of territory B. 2, p. 29. Looking inward, 448. Lu-ensi-s. r>ss. l, 656 bi, 49 , Meeting objections, 497 479* People on level, Mental attitude, 414, 554. P ea l. 487. f canvass . M< W. should have, 4oU. Needs of poor, 475. 4 74 Weary ' no hurry . Pj i _ I Jist not pessimist, 450. Other suggestions, 638 Outfit, price of. B. 2, p. 25. P6 447 na! appearance, Personal bearing in de- livery, 555. Personal correspond- ence, 420. Persons ignorant of books, 471. People in groups, 472. Persuading leaders to /. Physical culture sup- plement, 339 to 346 Physical culture, 566.' 459 g can vass, Price of books, 581. Proceed orderly, 480. Rainy days, 569. Recanvassing sa me territory 589. Reminding of legalitv of order, 558 112 ' Reserve power, 484. Salutation, 462, 596 Sample of letters from B 3 ' B. 2, p. 15 to Securing names from neighbor, 582 Securing attention, 466. Securing pastors' com- mendations, Securing prominent names, ; Securing Sunday School workers, 637. Seeing busy 'persons, 463. Self depreciation, 477. . Speaking truth, 451. Studying people, 467. Subscription list, 489 Successful delivery, 553. 2 f 'p.V' "' , B. 2, p. 28. The three steps, 459 A. The auspicious moment 470. Transcribing subscrip- tions, 493 Time required in deliv- ery, 564. That tired feeling, 568. Using testimonials, 438 INDEX. 351 Using order blanks, 534. Value of patience, 452. Value of questions, 597. Voice, 454. Watch your habits, 586. Weekly report card, 494. What are doing, B. 3. What is thorough work, 574. What should know, B. 2. What they are doing, B. 2, p. 15 to 19. When customer hasn't money, 559. Which book to present. 465. Who and where from, B. 2, p. 11. Why fail, 403, 406. Why succeed, 404. B. 2, p. 32. Working home field, 440. Working the books, 457. Write for help, 584. Your company, 587. Canvassing Advantages of, B. 2, p. 36. Different from, 552. Editor of Success on, B. 2, p. 23. Equips men, B. 2, p. 22. Existing conditions, 642. Foreigners, 583. Class, 435, 590, 629. Colleges and schools, 441. Commendation of books, B. 1, p. 12 to 15. Congregation, 443. Contents of books, B. 1. Home field, 440. People in groups, 472. Physicians, 647 to 649. Sketches of authors, 650 to 652. Some general princi- ples, 591. Teachers, 639 to 646. Township, 439. When entering upon, 417. Cards of introduction, 442. Cards, weekly report, 494. Carefulness, 532. Cases, insistent, 557. Cash system, 547. Choice of field, 429. Church canvassing, 443. Class canvassing, 435, 629 to 649. Class canvassing What it is, 629. Ministers' attitude, 630, 633. Proceed orderly, 631. Ministers, when to can- vass, 632. Ministers, interviewing, 634. Ministers, will they help, 635. Thanking ministers, 636. Sunday School workers, 637. Other suggestions, 638. Canvassing teachers, 639 to 646. Startling testimonials, 640. Discovering conditions, 641. Conditions existing, 642. Teachers' influence, 643. Reaching the boy, 644. Educators using the books, 645. Commendations of edu- cators, 646. Canvassing physicians, 647 to 649. Physicians are interest- ed, 647. Physicians, canvass, 648. What medical authori- ties say, 649. Classes, influencing all, 478. C. O. D. shipments, 538. Colleges, canvassing, 441. Commendation, 598. 352 INDEX. Commendations, eminent, B. 2, p. 8 to 10. Letters from eminent people, B. 1, p. 12 to 15. Letters of, 430. Securing from the pas- 432. Use of, 438. Using teachers, 646. Commissions. B. 2, p. 24. Company, your, 587. Conditional orders, 488. Conscientious work, 667. Consignments to another, 546. Creating the desire. 470 to 482. Creating the desire The auspicious moment, 470. People Ignorant of the books, 471 Canvassing people in groups, 472. Don't be afraid to talk, 473. Neither weary nor hurry. 474. The needs of the poor, 475. Defeating desire, 476. Self depreciation. 477. Influencing all classes, 478. Meeting people on their 479. Proceed orderly, 480. How to do it, 481. Important helps, 482. Credit and failure. 551. Length of, 550. Plan, 548. Critical moment, 483. Cross, L. M. Sketch of Mrs. Dr. Drake. 652. Sketch of Mrs. Dr. Wood-Allen, 651. Sketch of Dr. Sylvanus Stall, 650. Culture, physical supple- ment, 339 to 346. Customer, knowing your, 460. Dates, about definite, 561. Of delivery, 560. Delivery, 491. 552 to 565. Fixing date of, 491. Different from canvass- ing, 552. Successful delivery. 553. Mental attitude, 554. The two levels, 556. Insistent cases, 557. Legally bound, 558. Where the money is not in hand, 559. Dates of delivery. 660. About definite dates, 561. Do a strictly cash I ness, 662. Postal card notices, 563. Time required to de- 564. Lay out your work from the beginning. 565. Days, rainy, 669. Defeating desire, 476. Delayed shipments, 540. Depreciation, self. 477. Deserve success. 405. Determination, 413. Determine to succeed, 415. Different from canvass- ing, 552. Discouragement, 413, 42S. Do a cash business, 562. Do not be afraid to talk, 473. Do not be discouraged, 413. Do not canvass too fast, 572. Do thorough work, 573. Drake, Mrs. Dr., sketch of, 652. Drayage and boxing, 541. INDEX. 353 E Earnest, be intensely in, 416. Encouragement, 585. Enlisting in work, B. 2, p. 38. Enlisting others 579. Entering the field, 431. Enthusiasm, 419. Essentials, the great, 419. Evenings, importance of, 599. Evasive promises, 490. Everlastingly at it, 570. Experience, 411, 413, 415, 419. Expect objections, 496. Express, shipping by, 537. Eye, the honest, 464. Fail, why canvassers, 403. Failure, ascertaining why, 599. Causing, 429. And credit, 551. Failures, Pages 14 and 15. Fault in self, 449. Fathers, letters from, B. 1, p. 16 to 19. Feeling, that tired, 568. Foreigners, canvassing, 583. Foreign lands, B. 2, p. 7. Foreign translators, 495. Figures that talk, B. 2, p. 15 to 19. Filling orders, 533. Fixing date of delivery, 491. Foods, 424. Formulas, canvassers', 458. Canvass Boy, 600 to 607, 615. Canvass Man, 608, 616. Canvass Husband, 609, 611, 612, 617. Canvass Man of Forty- five, 613, 618. Canvass for entire set, 611, 612, 614, 619, 620 622. Canvass Girl, 623. Canvass Woman, 624 625. Canvass Wife, 625, 627. Canvass Woman of Forty-five, 628. Form of surety, 549. Freight shipments, 539. Get others to work, 579. Getting started, 468, 469. Gleaned from the mails, B. 1. Great men as canvassers, B. 2, p. 21. Groups, canvassing peo- ple in, 472. Guarantee order book, 486, 492. H Habits, watch your, 586. Handling the books, 456, 457, 615. Handling large orders with small capital, 544. Have faith in yourself, 449. Helps to canvassers, 482. Help, write us for, 584. Helping the publisher, 585. Home canvassing, 440. House, approaching the, 461. House to house canvass- ing, 435. How much time, 422. How to carry books, 455. How to make ready, 500. How to send money, 543. Illustrations, portrait of Dr. Stall, frontispiece. Physical culture, Page 339 to 347. Important for evenings, 599. Important general sugges- tions, 566 to 591. Physical culture, 566. 354 IXDEX. work, Conscientious 66T. That tired feeling, 568. Rainy days, 569. Everlastingly at it, 570. Be systematic, 571. Do not canvass too fast, 572. Do thorough work, 573. What is thorough work, 574. An appeal to the phil- anthropic, 575. Young people's socie- 576. The appeal to parents, 677. Get others to work, 678. Enlisting others to can- vass, 579. Keeping samples in good condition, 580. The price of our books, 581. The people next door, rH2. Canvassing, foreigners 583. Write us for help, 584. Helping publisher and canvassers, 585. Watch your habits, 586. Your company, 587. Licenses, 588. Recanvassing same ter- ritory, 589. Class canvassing. 590. Some general princi- ples, 591. Important helps, 482. Increasing an order. 486, 610. Increasing sales at deliv- ery, 564. Influencing all classes, 478. Insistent cases, 557. Instructions, canvassers', 402. Should be mastered, 411. Interviewing ministers, 630 to 633. The attitude of, 630, 633. Proceed orderly, 631. When to canvass, 632. Introduction. cards of, 442. Inward, looking, 448. Keep up your study, 445. Keeping books in good condition, 580. Keeping in touch with of- fice. 584. Kind of men needed, !'. 2, p. 18, 32. Know wbat you are talk- ing about, Know your customers. 460. L Lay out your work, 665. Laziness, 428. Leaders, persuading the, 437. Legally bound, 558. Length of c Lessons on success, 420. Letters from boys on par- ents' neglect, B. 1, p. 21 to 25. From boys endorsing? books. B. 1, p. 29. Prom canvassers, B. 3 ; B. 2. From eminent people, B. 1. p. 12 to 15. From fathers, B. 1, p. 16 to 19. From mothers, B. 1, p. 20. From women, B. 1, p. 30 to 32. Levels, meeting people on their, 479. Levels, the two, 556. Licenses. 588. Looking inward, 448. Mail, shipping by, 536. Making canvass effective, 594. Making subscription bind- ing, 492. INDEX. 355 Man of Forty-five, can- vass for, 613, 618. Medical authorities, what they say, 649. Meeting objections, 497. Meeting people on their level, 479. Men, canvassing equips, B. 2, p. 22. Men, kind wanted, B. 2, p. 23. Mental attitude, 554, 414. Ministers, attitude of, 630, 633. Interviewing, 630 to 638. Thanking them, 636. When to canvass, 632. Will they help? 635. Modes of shipment, 535. Modification, 592. Moment, the auspicious, 470. The critical, 483. Money, handling orders with little, 544. How to send, 543. Ordering books without, 545. When customer hasn't on delivery, 559. Mothers, letters from, B. 1, P. 20. N Names, prominent, begin- ning with, 436. Securing, 601, 602, 582. Needs of the poor, 475. Neglect of parents, let- ters showing, B. 1, p. 21 to 25. Neither weary nor hurry, 474. "No", a final. 485. Notices, postal card, 563. Objections, 496 to 531. Objections, a book agent cheated me, 510. Books are too small, 511. Can't afford it, 502. Can get books in li- brary, 504. Children know too much, 515. Deciding for persons, 499. Expect, 506. Haven't time to read, 503. How do I know the book will foe as sam- ple, 524. I am opposed to buying from agents, 508. I can borrow m y neighbor's book, 528. I can buy books in book store, 512. I cannot order now, 526. I depend on school for children's education, 517. I don't believe in cir- culating these books, 521. I don't believe in tell- ing children such things, 513. I don't believe in these books, 522. I don't want children to know such things, 514. I got along without such knowledge, 516. I have more books than I can read, 529. I may not have money when books are deliv- ered, 525. I must see my hus- band, 507. I've got a doctor's book, 505. I warn my children, 520. Making ready for, 500. May take a book later on, 527. Meeting, 497. My child is only a year old, 519. My child Is too young, 518. The crops are a failure, 530. 356 INDEX. There are too many book agents, 609. They want them Just the same. 498. Times are hard, 501. We have similar books, 606. Why not In cheaper form, 623. Occupation, a dignified one, B. 2, p. 21. Optimist, canvasser must be, 450. One method of appeal. 487. Order blanks, 634. Ordr, close the. 601. Orders, conditional, 488. Orders, filling, 533. Orders, for miscellaneous books, r Orders, handling large, with small capital. 544. Ordering books. 532 to 651. Carefulness, 532. Filling orders, 533. Order blanks. 534. Modes of shipment ,535. Shipping by mail, 536. Shipping by express, Kff. C. O. D. shipments, 538. By freight, 539. Delayed shipments. 540. Boxing and drayage. 641. While waiting, 542. How to send money, 543. Handling large orders with small capital, 544. Ordering books with- out money, 545. Consignments to an- other, 546. The cash system, 547. Our credit plan, 548. Form of surety, 549. Length of credit, 550. Credit and failure, 551. Orderly, proceed, 480. Outfit, price of, B. 2, p. 25. Parents, appeal to, 577. Letters showing respect of, B. 1, p. 21 to 25. Pastors, aid of, B. 2, p. Commendations 432. 435. Patient at all times. 452. People, studying before you see them, 467. Persons, busy. 463. Personal appearance, 447. Personal bearing, 555. Persuading the leaders, Pessimist, not a, 450. Physical culture, 421, iae. Supplement, Page 339 '47. Time for, 422. Physical preparation, 421 to 428. Physical preparation Physical culture. 421. How much time, 422. Results. 423. Boarding place. 425. Your room, 426. Your evenings, 427. Weariness, discourage- ment and despond- ency, 428. Physicians, interested, 647. The canvass. 648. What medical authori- ties say, 649. Poor, needs of the, 475. Postal card notices, 563. Power, reserve, 484. Practicing the canvasses, 459. Preparation, 407 to 413- 417. Preparation Is the business worth preparing for, 407. The necessary time, 408. Realizing: the needs of the books, 409. INDEX. 357 Realizing the merits of the books, 410. Theory versus experi- ence, 411. Requisites in a good canvasser, 412. Do not be discouraged, 413. Essential to success, 412. Time spent in, 408. Use of testimonials and list of subscribers, 438. Preparation of the mind, 414 to 420. Preparation of the mind Mental attitude, 414. Determine to succeed, 415. Be intensely In earn- est, 416. Realize your obligation, 417. Know what you are talking about, 418. The great essentials, 419. Lessons on success in life, 420. Preparing to enter the field, 430. Price of our books, 581. Principles, some general, Proceed orderly, 631, 480. Profitable employment, 407. Promises, evasive, 490. Publishing company, why name, B. 2, p. 10. Pulpit announcement, Purpose, our, B. 2, p. 27. Purpose of this book, Page 13. Q Qualifications, note your, 408. Questions, asking, 486. Value of, 597. Quotations, Page 14. R Rainy days, 569. Realize your obligations, 417. Realizing merits of the books, 410. Needs of the books, 409. Recanvassing same terri- tory, 589. Remittance, form of, 543. Reserve power, 484. Results, 423. Requisites of good can- vasser, 412. Right beginning, 446. Salutation, 455, 461, 462, 596, 600, 608. Sample books, 580. Schools, canvassing, 441, B. 2, p. 31. Secretaries of Y. M. C. A., 444. Securing a hearing, 459 A to 469. Securing a hearing The three steps, 459 A. Knowing your custom- er, 460. Approaching the house, 461. The salutation, 462. Busy persons, 463. The honest eye, 464. Which book to present, 465. Undivided attention, 466. Studying people before you get to them, 467. Getting started, 468. Getting in and getting started, 469. Securing co-operation of others, 578. List of church mem- bers, 443. Names of customers, 460, 486. The subscription, 483 to 495. Securing the subscrip- tion- The critical moment 483. Reserve power, 484. 358 INDEX. A final "no", 485. Asking questions, 486. One method of appeal, 487. Conditional orders, 488. Special subscription list, 489. Evasive promises, 490. Fixing date of delivery, Making the transcription binding, 492. Transferring subscrip- tions, 493. Weekly report card. 494. Foreign translations, 495. Pelf -confidence, 449, 477. 197, 556. : preciatlon, 477. Shipments C. O. D., 538. Delayed, 540. ress, 537 isht. 639. Mail, 536. Modes of, 535. Sketches of authors, 650 to 652. Sleep, necessity of. 428. Societies, young people's, 574. Soiled books, 455. 580. Some general price B91 Spare time, 427. 433, 434, 542, 564, Speak the truth at all times, 451. Special subscription list, 489. Started, getting, 468. Stall, Sylvanus. B. 2, p. 4. Sketch of, 650. Welcome from, Page 17. Steps, the three, 459 A. Study, necessity of, Page 16, 402, 418, 419. 427, 445, 481. Studying people, 467. Subscribers, using list of, 438. Subscription, making binding, 492. Subscription list-special, 489. Subscriptions, transcrib- ing, 493. Subscription, securing, 418. Success, 401 to 405, 419, 420, 448. Success, assumed, 414. Determined, 415. Essentials to, B. 2, p. 25. How, B. 2, p. 1. In delivering, 553. Persons who, B. 2, p. 19. Why canvassers meet with, B. 2, ps. 32. 34. Success and failure, 401 to 406. Success and failure Success. 401. Canvassers' instruc- 402. Why other canvassers fall. 403. Why our canvassers succeed, 404. Deeerve success, 405. Why some canvassers 406. Sunday school worker*, 637. Superintendent Sunday School. securing his aid, 435. y. form of, 549, 430. Systematic, be, 571, 591. Talk, don't be afraid, 473. Teachers, canvassing them, 639 to 646, 604. Securing names of, 435. Territory, B. 2, p. 28. Location of, B. 2. p. 29. Recanvassing same, 589. Testimonials, preparation and use of, 438. Thanking the minister, 636. The auspicious moment, 470. INDEX. 359 The field, 429 to 444. The field- Choice of field, 429. Preparing to enter field, 430. Entering the field, 431. Pastor's commenda- tions, 432. Pulpit announcement, 433. Announcement in the papers, 434. Class canvassing, 435. Begin with prominent names, 436. Persuading the leaders, 437. Preparation and use of testimonials, 438. Township convassing, 439. Canvassing in the home field, 440. Canvassing colleges and schools, 141. Cards of introduction, 442. Canvassing a congrega- tion, 443. Secretaries of Y. M. C. A., 444. Keep up your study, 445. The foreword, Page 13. Theory versus experience, 411. Three steps, the, 459 A. Time necessary, 408, 564. Township canvassing, 439. Tired feeling, 568. Training of canvassers, B. 2, p. 27. Necessity for, Page 15. When not complete, 411. Transcribing subscrip- tions, 493. Translations, foreign, 495. Truth, speaking, 451. Two levels, the, 556. Undivided attention, 466. Unpaid bills, 551. Using commendations, 608, 614, 615, 616, 617 623, 624. Using tables of contents, 623. V Value of questions, 597. Vice in schools, 640, 642. V i r Publishing Com- pany Purpose, B. 2, p. 27. Why named, B. 2, p. 10. Voice, the, 454, 469. W Watch your habits, 586. Weariness, discourage- ment, and despondency. 428. Weary, neither, nor hurry, 474. Weekly report card, 494. What is class canvass- ing? 629. What is thorough work? 574. Which book to present, 465. While waiting, 542. Woman of 45, canvass for, 628. Women, letters from, B. 1, p. 30 to 32. Wood-Allen, Mrs. Mary, sketch of, 651. Work, conscientious, 567. Do thorough, 428, 573. Get others to, 578. Preparation for, B. 2, P. 4. What is thorough, 574. Workers, Sunday School, securing, 637. "Working the book". 457. Write us for help, 584. Young Men's Christian Association, 431, 435, 444. Young Boy canvass, 600, 603, 605. 606, 607, 615. Young Girl canvass, 623. SCO 7.Y7)/:.V. Young Husband canvass, 609, 611, 612, 617. Young Man canvass, 608, 616. Young people's societies 676. Young Wife canvass, 625, 627. Young Woman can 624, 626. Your company, 587. Your evenings. 427. Your room, 426. SUPPLEMENT. 361 SUPPLEMENT. 653. Acknowledgment. The points discuss- ed in the following pages are gleaned from the very recent experiences of the most suc- cessful canvassers and trainers who have been associated in the work with the Self and Sex Series. The order of canvass, which is given as a skeleton about which to build a successful selling talk, has been arranged by Mr. A. W. Swain. The various suggestions as to intro- ductions and other particular methods in pre- senting the books are either the individual con- tributions of other successful solicitors and trainers, or the composite result of different men's work and ideas. For the theory of pre- senting the Series of eight books as a set in- stead of making the individual book the unit in the selling talk, we are largely indebted to Mr. S. A. Reeser. For the elaboration of this idea, and other and telling points in present- ing the proposition, we are indebted to many different men and particularly to Messrs. A. W. Swain and Stanton Pilcher. 654. Every different feature of preparation for the work discussed in the pages of this volume should be thoroughly absorbed by a careful reading and re-reading, and by a thorough study of such particular passages as may be emphasized by the trainer, or empha- sized by the special suggestive questions which 302 will be submitted by the publishers for the pur- pose of enabling the solicitor himself to test his personal knowledge with a view to dis- covering his equipment for the work. Different Opinions. The most able solicitors do not instance agree as to the best method of salutation Min- ing admittance to the lmu-r. I . all canvassers do not thoroughly agree as to whether it is best to keep the canvasser's case in full view or in some instances at least, to keep it from sight until you are making your ditry into th<> house. This disagreement only proves that in some of these minor details "cut and dried" rule can be applied to each i every individual. We will state here tin* different methods which are used successfully and the reasons for each, and the canvasser can either select one method or more as may seem best adapted to him personally and try out different methods until he finds which one works best in his particular case; or where he is under the direction of a competent trainer he should follow the advice and suggestions of the trainer as to what method will un- doubtedly work best for him personally. 656. The Carrying Case. The reasons for keeping the case out of sight, either holding it in your hand in such a position that your body will be between the case and the per- son you are interviewing, or setting it down at the side of the door where it will not be in SUPPLEMENT. 363 plain view, are that the fact that you are carrying a case may give the impression to the person you are interviewing that you have something to sell, and thereby give rise to questions on their part as to just what you are doing, and what you are there for. However, a few introductory remarks, well made, will usually banish such questions from their mind and gain for you admittance at once. The reasons for keeping your case in full view, are that it gives the person you are call- ing upon a strong impression of frankness on your part and that you have nothing to con- ceal, but moreover, are proud of what you are doing. 657. Salutations. The following are some of the various methods of salutation used by the most successful men: 1. "Good morning, Mrs. Jones, may I speak with you a moment?" The theory of this salutation is that if in a courteous and confi- dent manner you make this remark, at the same time removing your hat and stepping forward as though, of course, they would in- vite you in, very few persons will refuse you admittance, and you can then proceed with your further explanatory remarks that will put their minds at rest immediately as to your mis-sion in calling upon them. 2 "Good morning, Mrs. Jones. My name is Smith, I am in i* the interests 364 SUPPLEMENT. of a Purity Campaign in which the pastors of the local churches are taking part, and with your permission, I will step in and explain it to you." The theory of this salutation is that in a brief and courteous manner you explai?i to the person that you are there on a mission for which you confidently expect a cordial re- ception, and at the same time you do not ex- plain so much that they will have a full con- ception of the purpose of your call and conse- quently, they will not be in a position to offer any objection, and that if in the same man- ner you step forward confidently after remov- ing your hat, you will then almost in every instance, be admitted at once. The following suggestive salutations can also be used effectively where circumstances will warrant : "I am doing the work your pastor announc- ed from the pulpit." "I have a letter to you from your pastor and with your permission, will just step in and explain regarding it." 658. Order of Canvass. In presenting any proposition in which a concrete object, that is, in which a number of closely related objects is used, it is usually conceded to be best to precede the opening of your canvasser's case by a few remarks, which are ordinarily known as a pre-canvass. The theory of the canvass is to prepare your customer's mind to receive the presentation which you are about to make. A few remarks well directed which will lead SUPPLEMENT. 365 him to feel that he would like to know some- thing about the particular thing which will help to satisfy a need which he has already felt, to some degree at least, will ordinarily be of great value to the solicitor in enabling him to make the strongest appeal with his demon- stration or regular canvass. In some instances, circumstances will make it necessary for the canvasser to begin at once with his regular demonstration, without any pre-canvass. In other instances where a canvasser is ill at ease because unused to the work, it is sometimes better to direct his customer's mind immediately to the proposi- tion by starting directly with his regular can- vass, rather than to keep the customer's mind centered upon him personally, while he is making his pre-canvass. Remember, that the pre-canvass is always best, unless you are unable, either by reason of the particular circumstances or through lack of experience, to use an easy, forceful man- ner when giving your pre-canvass. 659. Pre-Canvass, or Introductory Remarks. "Mrs. Jones, I am one of a number of col- lege men who have been engaged to call upon you and the other mothers in the neighbor- hood to explain a few things connected with this great Purity Campaign which has been inaugurated in all parts of the country. Hav- ing children, Mrs. Jones, you are especially interested in the subject of Purity, because a great many times you have had occasion to 366 SUPPLEMENT. warn your children against things dealing with impurity; and you have doubtless been in- terested in noticing how widely this subject has been agitated. Ministers preach frequent- ly about it, and in mother-' dulx, and W. C. T. U.'s, and similar organizations, the subject of pure teaching is one of the leading topics of conversation. Th ** Home Journal BUM been devoting a great deal <>f space to this subject for a long period. These articles are for the purpose of awak- > there to necessity for this teaching, but .do not solve tin 1 problem of what words the experience of those who are devoting their lives to Purity work in general that the ! means of helping to solve this problem is by this series of books which have been written expressly for the purpose." 660. Opening Canvass. "This series of books, Mrs. Jones, are the famous Purity Books which have gladdened the hearts of thousands of mothers in this country and in many others, for these books, as you may know, are translated in over twenty different languages and over a million copies in the English alone have been sold. You will no- tice, Mrs. Jones, that they follow the natural sequence of life from earliest infancy to more advanced age, both for men and women. The titles are 'What a Young Roy Ought to Know,' 'What a Young Girl Ought to Know/ etc. (There is a great deal in reading the titles. Where there is a boy or girl, or a husband and SUPPLEMENT. 367 wife, draw out the two companion books. For instance, "Young Husband " and "Young Wife"; "Boy" and "Girl"; "Man" and Woman," etc.) 661. Skeleton of Canvass. The following seven words, remembered in their order, will afford an unfailing guide to the successive steps of the complete canvass: I. Title.* II. Portrait.t III. Dedication^ IV. Preface. V. Commendations. VI. Contents. VII. Beferences.S "Taking out volumes with which you will begin your canvass in that particular case and depending upon whether there may be both boys and girls in the family or whether there are only boys or only girls. In in- stances where there are only boys or both boys and girls, it is well to begin with the volumes of boys, with the following remarks : "These two volumes 'What a Young Boy Ought to Know' and 'What a Young Man Ought to Know', are written to help mothers in solv- ing what is known as the 'boy problem.' It is merely how to teach in a pure way what every boy, sooner or later, will learn in an impure way, and above all, to teach it first." flf using "Young Boy" book, call attention to the preface of "Young Boy" book, page 32, showing why books were written. It is also well to mention trans- lations. JShould be read impressively with great care as to the expression you give it. $The following are specific references for the dif- ferent books in the Series 368 SUPPLEMENT. The above outline is intended to show the canvasser the method of procedure and the logical method of bringing the different phases of the subject before the mind of the custo- mer. The various side remarks and the en- largement of the ideas suggested, taken with the skilful weaving together of r I to the different volumes in the Series, will go to make up a complete selling talk or < The elaborateness of the canvass will depend a great deal upon your experience and the wealth of ideas you can accumulate regarding the proposition, and will also depend upon the particular circumstances under which you are working and whether you have an opportunity "YouNO BOY." Pages 15. 17, 18. 23, 27. 29, 33. 135 (chapter on Tobacco). 114. 121, 171, 182, "YouNO MAN." All of dedication, Page 27 and on, 34 and on, 59. 60, 98 and on, 145, 205. 228, 251 and on, etc. " YOUNO HUSBAND." Dedication, 52 and on, 99 and on, 105 and on, 275, 276, 278 to 284. table of con- tents, etc. "MAN or 45." Table of contents especially, Pages 5 to 7, 59 to 68. 93 to 106, 175 to 189, and other references to fit the occasion. "YOUNG GIRL." 17, 19, 20, 23, 27, 63, 165. 168, 169, etc. " YOUNG WOMAN." Pages 15 to 17 (preface), call special emphasis to dedication, 107, 108, 151, 161-162, 163-168, 167, 169, 206. 207, 209, 238, 247, 255, etc. "YOUNG WIFE." Emphasize contents and thousand dollar prize offer, Pages 21 and on, 31, 32, 237-1 248, etc. "WOMAN OF 45." Emphasize table of contents. Page 115 (one of the best selling references in book) 139, 59, etc. SUPPLEMENT. 369 to make your canvass elaborate or find it necessary to do so. The printed canvasses furnished illustrate the best known methods in use by the most successful canvassers, as to elaborating the talks, both on the individual books and on the series as a whole. The point to be remem- bered especially is that while in the course of your canvass you must give expression as to the merits of a particular volume as a unit, yet at the same time this should always be shown in its relation to the other books of the Series, so that you keep the whole Series as a unit before the mind of your customer until you are obliged to divide it through failure to secure an order for the Series. 662. Boarding Place. Many times by tact- ful inquiry, you may be able to secure board and room with a family which does not ordi- narily keep roomers or boarders and where you will have the benefits of a home and its influence, and of association with just the kind of people who will be most interested in your work and accordingly of special inspiration to you in your canvass. It is always worth while to give some thoughtful inquiry to this plan, as the canvasser's environment has much to do with his mental attitude, and mental atti- tude has everything to do with making the right impression upon the people and getting large results. 663. Handing Customer Books. With the 370 SUPPLEMENT. experienced solicitor, there are many reasons why it is dangerous to hand the customers the books for personal examination. The persons so taking the book are likely to glance super- ficially at the points with which you wish to impress them especially and miss perhaps some of the most striking passages, thus getting a weak impression of that with which you wish to make a strong impression, and coming to an unfavorable conclusion accordingly; how- ever, there are some very strong reasons for placing the book in tin* hands of a customer at certain stages in your canvass where you feel that you can do so successfully, and when you feel that you are thoroughly enough versed in the work so that you can become master of the situation at any mom whether you have the book in your own hands or whether your customer has the book. When canvassing a mother or a young woman it is many times better to allow her to glance over the table of contents personally without your seeming to direct her attention. You can open the book at the place where you want her to beprin and then busy yourself with arrang- ing the books in the case while she is giving her attention to the table of contents. Then when she has gone as far as you wish, say tact- fully, that you wish to call her attention to some other particular point or feature, and then take the book back into your own hands. Then, too, in calling attention to particular passages in the books, there are some passages which are very strong and which, while they SUPPLEMENT. 371 might be read aloud with perfect propriety, yet at the same time might make a better and more delicate impression if you allow the woman you are canvassing, whether old or young, to read the passage for herself. A man when canvassing men, or a woman when can- vassing women, can ordinarily best keep the books in his or her own Lands. Then, too, a very telling passage if poorly read, and read with the wrong expression, will be weakened greatly beyond what the impression would be were the customer to read it directly from the book. It will be noted from these suggestions that either method under certain circumstances is advisable, and the above discussion will show the reasons and enable the canvasser to analyze the situation for himself and the rea- sons for either method of procedure. 664. Closing the Order. A point which the new solicitor wants to learn and which the old solicitor must keep ever fresh in mind is that an attempt should never be made to close the order until a sufficient degree of desire has been created. When the prospective customer is distinctly on the defensive and shows no de- gree of interest in your proposition, it is worse than useless to attempt taking the order. Many solicitors spoil their prospects for getting an order by attempting to make the closing too soon. On the other hand, every person does not express his interest in the same manner and one needs to be very careful that he does 372 SUPPLEMENT. not under-estimate the degree of desire he has created. The ease and the natural manner -with which you come up to the point of really dnsini: the order will have everything to do with the final success of your canvass, for remember that ling definite, unconditional orders, dearly understood as such hy your customers, is what you are after. You must remove the impres- sion just as far as possible from their minds that you are trying to sell them something, and take the attitude rather that they, of con want the books if satisfactory arrai can be made, and that you are simply arrang- ing the details in a way to best suit their con- venience. As a variety of circumstances will afford the desired opportunity for closing the order, so there should be a variety of state- ments which will lead naturally and directly to the closing. In a regular, uninterrupted canvass, a good method to use at the loirieal close of your can- vass is to say: "Mrs. Smith, (taking order book from pocket) this is the way we are doing the work. We take your order now for this series to be delivered a little later (state your regular date of delivery) and leave you a guarantee from the publishers that the delivery will be as represented and agreed. You then have an opportunity to examine the books and see that they are just as I have represented, before you pay for them. Then it might be a convenience to you if I would notify you by postal a few days in advance SUPPLEMENT. 373 of bringing your books aud if you will just write your name and address here (handing her order book and pencil)! can drop you a card telling you just what day I will be here. " In the meantime, while talking, you have filled out the order and guarantee complete. Then if you feel it would be as well or better not to drop a notification card, you might say before leaving, "I do not notify all my customers in advance of when I am coming, as it is a saving to me where I do not have to, and as I am sure you will remember the date, (state again) I will not drop you a card unless you wish me to do so/' Mrs. Smith will nearly always say it is not necessary, and it will leave an added impression as to her agreement and the date for fulfilling it. When the customer hesitates for any reason, it is always best to assume that the date of delivery is the sole objection, and say, "I can make your delivery immediately, if that will suit you better," then if the customer says, "No," you can assume that she means that the earlier date would not suit her better and that the later date would be satisfactory. "Ail right, Mrs. Smith, I am glad the later date suits you best, as it will be a little more con- venient for me, and I will arrange to make your delivery then when I deliver to Mrs. 9 and Mrs. ." The same tac- tics can be used by suggesting a later date than the one first mentioned where it is possible to do so. Then, too, various other sentences i durcd either in the regular canvass or in a reserve talk will suggest an immediate closing. For instance, "It makes one feel that he could not possibly get along without such teachings when he realizes how mu< h it means to s cess and happiness, doi-n't it, Mrs. Sinith"f (pause for reply.) "Yes, it surely ! "That is what thousands of mothers have said. and I was sure you would feel the same. AY y