Successful Selling of the Self & Sex Series (Paperback)

This historic book may have numerous typos and missing text. Purchasers can download a free scanned copy of the original book (without typos) from the publisher. Not indexed. Not illustrated.1907 Excerpt: ... CHAPTER XIV. CANVASSERS' FORMULAS. 592. Preliminary Reading.--Before beginning 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 formulas 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 suggestive. The canvasser should always seek, first of all, to be thoroughly equipped and prepared, 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 order 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, otherwise an aggravating loss of time may be occasioned when the day of delivery comes, because the canvasser failed in the first instance 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 themselves 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 illustrated by a single instance. Recently one of our canvassers started in to work before this book of instruction was prepared. The first four weeks he sold 100 books. We realized that the man was not succeeding as he should. A competent field manager visited him, spent two days in havin...