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<? aim to be true to you and would not want
to advise you against your interests. " (K.)
454. The Voice. A good voice is a great
gift. There is character in the voice. Culti-
vation will help the voice to express what there
is in the thought and character. If you are
discouraged and dispirited your customer will
discover it in your voice. If you are earnest,
enthusiastic and deeply impressed with the
importance of your work and the invaluable
character of your books, it will be told in your
voice. Therefore look well to your mental
attitude, but at the same time be watchful of
your voice. Look your customer modestly but
68 BEGINNING THE WORK.
squarely in the eye. Speak clearly and dis-
tinctly so that you can be heard, but speak
directly to your customer and not to some im-
aginary person in the next room. While you
should not whisper as though you had some-
thing to talk about that you were ashamed of,
yet you do not want the neighbors and uninter-
ested persons to hear you. Few of the per-
sons whom you canvass have learned to think
sacredly of these subjects, and you must be
careful not to embarrass them by boisterous-
ness. Let your tones be conversational, and
let every sentence be animate with the inter-
est the books so justly merit.
455. How to Carry Yonr Books. We fur-
nish no prospectus. Our agents all canvass
with the books themselves. It is always best
to carry the full set, and in all cases where the
indications are favorable, the canvasser should
seek to secure an order for the entire right
books. They are written in the order of an
educational series, and while they are some-
what independent of each other, yet a knowl-
edge of the contents of the entire series is es-
sential to a full understanding of the whole
subject. A person of mature years, of either
sex, may read the entire series with perfect
propriety and great profit. There is nothing in
the series to men which may not with pro-
priety be read by women, and there is nothing
in the series to women which may not be read
to advantage by men. We have a neat, con-
venient and comely case, especially made, care-
BEGINNING THE WORK. 69
fully lined, of exact size for the entire series,
designed to protect the books, afford the means
of carrying and the best facility for their ex-
hibition to the customer. The books should be
arranged in their order so that when the case
is held on the left arm the titles on the backs
of the books may be read in their order from
the top downward. This enables the customer
to understand the order of the series and the
canvasser to select any desired book without a
moment's hesitation.
The books should be kept just as clean as
possible, and where the paper wrappers or
covers become soiled, the canvasser should se-
cure new wrappers and thus always keep his
outfit in first class condition. Where books
become slightly soiled they may be sold to cus-
tomers at a slight reduction, but always with
the distinct understanding that the reduction
is made because the book is slightly worn.
While the best methods and those which
have been tested by use should be given prefer-
ence by the beginner, yet the fact that suc-
cessful solicitors differ in some manner in
their way of making the approach and intro-
duction proves that each individual must make
his own selection out of the group of the best
methods and forms of introduction and use
the one most natural to him and which he finds
works the best in his own case. One should
be very careful that he makes the best selec-
tion, because while he may be getting good
results with his present method, if he would
70 BEGINNING THE WORK.
change his method slightly he might thereby
increase his results very materially. Some
solicitors believe in carrying the case in full
view always, others believe it is better to keep
it from view as much as possible until they
have gained entrance to the house. The vari-
ous methods of gaining admittance, making
the introductions, etc., are discussed more fully
in the supplement.
Where canvassers are not able to purchase
the entire set, or prefer to canvass with a few
samples, we recommend "What A Young Boy
Ought To Know," "What A Young Girl
Ought To Know" and "What A Young Wife
Ought To Know." Some canvassers often-
times secure very good results with these three
samples and a good supply of eight paged
pamphlets or by the use of the tables of con-
tents of the entire series which are found on
the closing pages of "What A Young Wife
Ought To Know. ' ' The books should never be
carried exposed to view. If wrapped and
carried in the hand the covering should be
carefully chosen and such as not to attract at-
tention. It is always best to keep the books
out of sight, and where only samples are car-
ried, this can usually be done by carrying the
books in different pockets, or in a pocket made
specially upon the inside of the coat, or when
carried by a woman, in the skirt of her dress.
When wrapped and carried in the hand a rub-
ber band is much better than a string. Ladies
can also carry their three samples in a cloth
BEGINNING THE WORK. 71
shopping bag. Such a bag can be made out of
common black goods so as to close at the top
with a draw-string.
456. Handling the Books. The canvasser
should seek the greatest possible skill in hold-
ing his case when exhibiting the entire set, and
after relieving himself of the case and taking
up any one, or each of the books separately, he
should sit or stand in such a position that
the customer can see the portraits and com-
mendations, the canvasser simply guiding the
eye of the customer by letting his finger fol-
low the particular sentences in the different
commendations to which he refers. Do not
read the entire commendation unless it is spec-
ially suited to a particular instance. Select
the best sentence from three or four com-
mendations. Commit these sentences to mem-
ory, so that you can repeat them while you are
pointing them out and calling the special at-
tention of your customer to them. Speak of
the eminence and national or international
character of the person who gives the com-
mendation. This is important.
Where the entire series is being canvassed
for, the person is in a hurry, and much time
cannot be devoted to each of the books sep-
arately. In addition to the portraits and com-
mendations and tables of contents give one or
two selections that are best suited to the age
and condition of the person being canvassed.
This may be quite sufficient. Where the cus-
tomer is being canvassed for a single book or
72 BEGINNING THE WOKK.
two, the canvasser can work his book and pre-
pare it in advance so that the book will open
at any desired page.
457. " Working the Book/ 1 In order to
work a book so that it will open at any de-
sired page or paragraph, open the book fully,
at the same time using care not to break or
strain the back. Now, if the canvasser with
his thumb or finger nail, or any smooth sur-
face, will rub a surface near the outer ami up-
per corner of the book about the size of a half
dollar, so as to render this small space upon
the page upon the right hand and the page
upon the left hand smooth, these two surfaces
will slip easily upon each other, and if the
three or four, or more, different places in the
book to which the canvasser desires to refer
are prepared in the same way, the canvasser
can turn to them each successively by simply
placing his fingers gently upon the upper riirht
hand corner of the early pages of the book,
and as he presses down and backward, his book
will open at once to the first place where the
pages have been smoothened in the mam:
have indicated. After this passage has been
referred to, simply place the hand upon the
upper right hand page again, press gently, and
drawing the hand back the book will open at
the next place desired, and so on in as many
places as may be advantageous.
458. Canvassers' Formulas. The canvas-
sers' formulas printed in the latter pages of
BEGINNING THE WORK. 73
this book are suited for use when canvassing
for any one of the eight books, or when can-
vassing for the four books to men, or for the
four books to women, or when canvassing a
person for the entire set of books. This series
of canvassers' formulas have been prepared
with the utmost care, and are designed for
daily and constant use by the canvasser. We
have also added much matter of great value to
(hose engaged in class canvassing.
These canvasses do not contain all that
could be said advantageously of any one of the
books. Indeed several canvasses equally good
might be prepared which would not contain a
single thought or reference contained in any
other of the canvasses of the same book. Each
of these canvasses, however, has been made as
good as it was possible for us to make it, and
if it were not for a number of considerations
which render it inadvisable to do so, we would
require each and every canvasser to commit
these formulas thoroughly to memory, and use
them word for word when conducting a can-
vass.
We do not, however, require such use for a
number of considerations:
1. The conditions under which the canvass
is to be made is different in different instances.
2. No two of the persons to be canvassed
are alike in education, temperament or condi-
tion, and every canvass should be suited to the
person who is being canvassed.
3. No two canvassers are alike mentally,
and what would fit the mental mold of one,
74 BEGINNING THE WORK.
will not fit the mental mold and conditions of
another. No canvasser can do his best work in
a canvass he cannot make his own.
4. it would require an extraordinary mem-
ory to be able to commit these in such a man-
ner as to repeat them word for word.
5, Not one canvasser in fifty would be able
to repeat it without falling into a sing-song
and unnatural tone of voice and manner.
6. The memorized formula would not only
be likely to be repeated in a parrot-like fash-
ion, but would destroy both the canvasser's
personality and his enthusiasm as well.
These canvasses are designed to prepare the
canvasser to show each particular book to its
best advantage, to tell him just what to say,
and how to say it. There is not a thought or
a sentence which is not essential. These for-
mulas should be studied over and over again,
so as to commit thoroughly their thought and
substance, without necessarily memorizing the
exact words or expressions. They are designed
to enable the canvasser to repeat the same
substance in his own language. They should
be studied "over and over again " until they
become a part of the canvasser himself. We
have no objection to the canvasser preparing
a better formula, if he is capable of doing so.
Any efforts along these lines will always be
educational and prove helpful to the canvas-
ser himself.
Each day before the canvasser starts out he
should read a chapter in one or other of the
books, and thus return daily to his work with
BEGINNING THE WORK. 75
renewed information and enthusiasm. He
should be so enthusiastic as almost to be a
fanatic. But if his enthusiasm is under skill-
ful self-control he will not be fanatic, but a
forceful, influential personality, and a thor-
oughly successful canvasser.
Some canvassers find it to their advantage to
underscore neatly with red ink in the books
themselves the particular sentences they de-
sire to use in canvassing. At all events, it is
well to have the tongue and fingers so trained
that they will keep pace when reading and
pointing out passages particularly impressive
and best suited to acquaint the customer with
the character of the books.
459. Practising the Canvasses. It is well
for every canvasser after having made a thor-
ough study of the canvasses, and of the books
themselves, to practise his canvass with some
friend before beginning his work. Some can-
vassers can accomplish this same result by an
imaginary approach to an imaginary house,
ringing an imaginary bell, greeting an imagin-
ary customer, securing an imaginary audience,
and then canvassing an imaginary customer.
It is important that the canvasser should se-
cure great familiarity with his books and can-
vasses, so as to be able to go through the can-
vass without an apparent effort. When going
through such rehearsals be dead in earnest,
so as to discover any lack of preparation, and
so as later to avoid failure in the actual work.
76 SECURING A HEARING.
CHAPTER VII.
SECURING A HEARING.
459a. The Three Steps. There is a philoso-
phy in canvassing. It is orderly and progres-
sive. There are three successive steps, and
these must be taken in their right order, or
failure is inevitable. Blundering is bad in any
business in canvassing it is fatal. The three
successive steps in a successful canvass are :
p p p P
1. Securing a hearing.
2. Creating the desire.
3. Obtaining the subscription.
460. Knowing Your Customer. Before
meeting your prospective customer, if possible,
be sure to know his or her name. In class
canvassing this can be learned from the per-
sons who have been helpful to you in arrang-
ing for your class work. In a house to house
canvass, it can be learned from the neighbors.
Before leaving a house always inquire the
name of the parties next door, how many con-
stitute the family, something of the age of
the people, their occupation, number of chil-
dren, etc., etc. There is seldom any trouble in
securing this information. People are always
glad to tell you all you wish to know about
SECURING A HEARING. 77
their neighbors. Get this information concern-
ing the next two to be visited and then if the
one immediately next should not be in, you will
not be at a loss at the second house. Write
down the names if you are liable to forget
them. It is an egregious blunder to say, "Is
the lady of the house in?" or "May I see the
lady of the house?" If possible learn in ad-
vance the name of the party upon whom you
are to call. To address the person by name
doubles your chances of gaining an attentive
audience and securing an order.
461. Approaching the House. "Approach
a home boldly and in a manly way, as though
you were not ashamed to be seen. Knock at
the door or ring the bell clearly and distinctly,
not too low, too loud or too long. When you
do this just right, the people inside will know
that there is an energetic business man at the
door." (K.)
As far as possible, avoid canvassing persons
on the street, on the front porch, and while
they are standing in the door way.
After you have rung the door-bell, the criti-
cal moment has arrived. Will they respond to
your ring? Who will come to the door?
What will you say? These and many other
questions will arise.
If no one comes to the front door, then go to
the kitchen door. If the servant girl meets
you at the kitchen door, canvass her. She
needs the books and hundreds of servant girls
buy "What A Young Woman Ought To
78 SECURING A HEARING.
Know." After canvassing her, if the woman
of the house is in, you may be able to gain
audience with her through the servant.
If you have trouble in gaining admission, do
not be discouraged. In writing, one canv.i
says: "At two homes I had trouble in irainini:
admission. At both places I sold bonks be-
fore I got out, at one place I sold five, at the
other I sold one."
Wihen you get no response to ynur runrin^
of the door-bell, take the number of the h<>
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 '<!, it matters not
how young they may be, it should be dealt
with honestly and judiciously. If not properly
answered the first time the question is asked it
may never be asked again. The parent who
attempts to deceive, even the youngest child,
seldom has that opportunity afforded the sec-
ond time. When a discreet, honest answer is
not forthcoming from the parent the child will
be sure to seek information elsewhere, and
often from most questionable and ruinous
sources.
520. I Warn My Children of all Dangers.
First Answer. I am glad to hear you say that,
Mrs. Smith, for mothers of that class are the
very ones who are most interested in these
books. They are the very ones who buy
them for themselves, and use their influence
with their friends. No one will read these
books with more appreciation than you will,
Mrs. Smith. You know how difficult it is to
OBJECTIONS. 145
deal with young people upon these delicate
subjects. You will appreciate the delicate and
impressive way in which these subjects are
handled in these books. When you place them
in the hands of your children you will find
that they add "weight to your warnings and
wisdom to your counsels. "
Second Answer. I am glad, Mrs. Smith,
that you warn your children. You know how
difficult it is to reform people after they have
gone wrong. These books are designed to as-
sist the parents to the formation of right char-
acter in the beginning, rather than to reform
later on. When you have yourself read these
books, Mrs. Smith, you will sea how beauti-
fully they are suited to aid you in this splen-
did work which you are seeking to do with
your children.
521. I Do Not Believe in the Circulation of
this Kind of Books. The kind of books you
are thinking about is not the kind of books
which I am selling. Such books as you have
in mind could never receive the endorsement
of intelligent people whose portraits and com-
mendations are found in the front of each of
these books (pointing out some of the por-
traits and reading some of the commendations
best suited to the case). These books, in
Heathen countries alone have been translated
by six different church missionary societies for
the use of their missionaries in their work.
Do you think that the Church Missionary So-
cieties of America and England would trans-
146 OBJECTIONS.
late these books for the heathen, if they were
the kind of books you are thinking about?
These books have been endorsed by all of the
leading religious, educational and secular pa-
pers in the United States and Great Britain.
They are commended by ministers, physicians,
lawyers and every class of intelligent people.
So important do the hauling educator
gard the contents of these books that their
authors have been asked to prepare them in
form for instruction in the public schools.
If boys and girls are to be suve-1 from the
vices which come as the result of ignonr
they should be taught the contents of these
two books, "What A Young Boy Ought To
Know" and "What A Young Girl Ought To
Know." It is absolutely imperative that peo-
ple should know something concerning them-
selves. Socrates said: "Ignorance is vice"
and it is vice, whether among the young or
the old.
522. I Don't Believe in These Books. Of
course you don't believe in these books, Mrs.
Smith, because you never read them. One
of our representatives called upon an intel-
ligent gentleman in Milwaukee who was a
clergyman and the buyer for a large book-
store. This minister said to our representa-
tive, very curtly, "I don't believe in your
books." The representative said, "Have you
ever read them?" "No, I have not," replied
the clergyman. "Well," said our representa-
tive, "do you think it fair to condemn a book
OBJECTIONS. 147
you have never read? Is it not what we Chris-
tians have against infidels who condemned
the Bible without having ever read it?" It is
needless to say that this clergyman saw the
force of the salesman's argument. He ex-
amined the books themselves, read the endorse-
ments of the people who commended them, or-
dered a large quantity of them and has since
been one of the best friends of these books in
this country. Now, Mrs. Smith, (turn to the
commendations rapidly and mention names of
people who have endorsed the books). If these
eminent people have read them, believe in
them and endorse them so heartily, a lady of
your intelligence cannot fail to do so. Can
you, Mrs. Smith?
523. 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? There are several good reasons.
An organization for doing good has to be sup-
ported, and by issuing the books in this perma-
nent form, each purchaser not only gets the
full value, but helps to carry on the good work.
Canvassers could not be sent out to sell them
because there would be no money with which
to pay them. The publishers could not adver-
tise them because they would have no money
for this purpose. Now they sometimes spend
as much as $10,000 a year in their effort to
bring these books to the attention of people
everywhere. If they had been published in
pamphlet form, very few copies would ever
148 OBJECTIONS.
have been circulated, while in this form, and
with the advertising which has been given
them, they have already gained a circulation
around the entire globe. They have been
translated into more than twenty foreign lan-
guages and people in every part of the world
praise these books and help to circulate them
among their friends.
In addition to this, Mrs. Smith, these books
have been sold by students with the purpose
of doing a philanthropic work, and at the same
lime raising money sufficient to pay for their
education. Then, too, Mrs. Smith, truly scien-
tific books like these are usually very expen-
sive, while, as many people say, this whole
series can be purchased for the price one would
have to pay for many single volumes of a
scientific work.
524. How Do I Know the Book Will be as
Represented? I am not showing you a pros-
pectus, Mrs. Smith. I am showing you a copy
of the complete book just the same as that
which will be delivered to you, only that your
book will be new, and clean and fresh. I:i
addition to that, here is a guarantee which I
give you with my endorsement that the book
shall be in every respect as represented, and
if it is not as represented and as shown by
these samples, you will not be required to take
it. That is just what it says here in the con-
tract which you can read for yourself.
525. I May Not Have the Money WTien
OBJECTIONS. 149
You Make Your Deliveries. There is no ques-
tion about that with a person so discreet and
frugal and careful as these surroundings show
you to be. You would be offended if I should
suggest that you could not set aside ten times
that amount long before the time for my de-
livery of these books. A few cents a day
laid by will make the necessary provision.
526. I Cannot Order Now, But May Take a
Copy When You Make Your Delivery. Well,
I only order from the publishers sufficient
books for those who have actually subscribed.
I shall have no copies to spare. If I order
more books than I have orders for, I would
have to pay for them myself. This will be
your only opportunity to procure these valu-
able books, and you cannot afford to lose this
opportunity.
527. Will Not Order a Book To-day, But
May Take One Later On. The best things in
life are usually lost by procrastination. It is
always dangerous to put off until to-morrow
what we should do to-day. I have only a lim-
ited time to stay in this place, Mrs. Smith, and
I am getting the orders now for future de-
livery. Many want their books immediately
and others in a month or six weeks. I can
accommodate both. You had better let me
have your order now while you are in the mood,
other things will occupy your mind and you
will be sure to forget the importance of these
books. You know and appreciate now their
150 OBJECTIONS.
importance, Mrs. Smith, and I will ask you
just to write your name in my order book, and
I will give you the attached slip which guar-
antees that the books shall be in all respects
like the sample I have shown you.
528. I Can Borrow My Neighbor's Book.
Your neighbors are kind people, I have no
doubt, but I am sure you would not think of
going to them to borrow their clock or any
article that is in almost daily use, would you
Mrs. Smith? You are too independent for
that, I am sure. There are many things that
people do not like to lend, and books is one
of them.
529. I Have More Books Now Than I Can
Read. I am glad to hear you say that. Ev-
erybody ought to have more books than they
can read. We have more air than we can
breathe, more water than we can drink, more
food than we can eat and it was intended that
we should have, and it is just the same with
regard to books. The man who has only as
many books as he can read is not properly sup-
plied.
There is no question abou 1 your reading these
books. When you start in to read them you
will read them from beginning to end. Many
people become so much interested in these
books upon the day that I deliver them that
they do not go to bed at night until they have
completed one of these volumes. Not only so.
Scores and hundreds of people read them
OBJECTIONS. 151
over again and again, the publishers frequently
receive letters from persons who say they
have read their book five and six times.
530. The Crops Are a Failure. In rural
districts farmers are forever given to grumbl-
ing about the crops. When they have an av-
erage crop they will pronounce it a bad crop,
or a complete failure. As a quite general
thing the farmers use this simply as a bluff
with which to escape from the canvasser. If,
however, the canvasser is convinced that crops
in any given section are a complete failure, he
should remember that this is a big country
with a varied climate and unlimited resources.
He should not sit down and starve in the midst
of such surroundings, but bestir himself and
find territory where conditions are different.
Write to us and we will direct you in this
matter. Crops usually fail only when it is
too wet or too dry. When it is too wet in the
lowlands, go to the uplands. If it is too dry
on the uplands, go to the lowlands. Favorable
conditions can be found usually within a few
miles, but be sure never to change the terri-
tory until you are absolutely certain that the
complaint is not a mere bluff, but founded on
actual fact. There are some classes of crops
which require wet weather and there are other
classes which require dry weather. It is sel-
dom that the weather is such as to make all
crops equally productive in the same season.
Unless all the crops are a failure, do not
seek new territory.
152 OBJECTIONS.
531. Orders for Miscellaneous Books.
Persons oftentimes try to side-track the can-
vasser and defeat his purpose by inquiring
whether he could not purchase for them some
particular book that they may have read or
heard of. In the majority of instances this is
simply a subterfuge. What you need to do, is
to canvass them so enthusiastically that they
will desire your books more than any other
books they have ever read or heard of. You
are there to sell the books in the Sell 1 and
Sex Series, and not to take orders for any
other books.
It is well enough to be considerate and iren-
tlemanly, but remember that to order a book
which is sold through the trade at a discount
of from twenty to thirty per cent., and then to
pay the postage in addition, perhaps for mail-
ing two different times, would give you ab-
solutely no compensation for your trouble, and
when you came with the book, the person
might possibly decline to receive it. Take no
orders for any books except the books in the
Self and Sex Series.
ORDERING BOOKS. 153
CHAPTER XI.
ORDERING BOOKS.
532. Carefulness. Only careful, painstak-
ing persons thoce who know how to look
after every little detail those who know how
to think first and act afterward can expect to
be successful in any department of life. These
principles are essential not only while can-
vassing, but also when ordering books. Both
time and money are saved by carefully reading
over all the instructions before ordering. The
< xtra moments given to a careful study of
every detail often saves not only days, but
weeks of delay and consequent annoyance and
loss.
533. The Filling of Orders. As far as pos-
sible, orders are filled and shipped upon the
day of their receipt. Our supply of books is
always adequate for the largest demands, but
as large numbers of orders may be received
by a single mail, it is sometimes impossible to
fill all orders upon the date of their receipt.
Canvassers should therefore allow a sufficient
time for such delay in filling orders. Cases,
or boxes, of proper size must also always be
made to order, so that the books may be ship-
ped without injury. This requires several
hours and must be allowed for.
154 ORDERJXC KOOK8.
534. Order Blanks. When ordering books
always use the order blanks furnished by the
company. We insist upon the use of these
order blanks in all instances. "When properly
filled they insure correct attention to all or-
ders, assist to avoid all manner of mistakes,
disappointments and delays. They are a great
convenience not only for the canvasser, but
an important safeguard against errors by ship-
ping clerks. They are essential to expedition,
accuracy, and the keeping of full and correct
ivronls. Write your name and full shipping
directions with great distinctness and fill every
blank space as indicated.
535. Modes of Shipment. There are three
modes of shipment: By mail, by express, and
by freight. Large shipments can always be
sent cheapest by freight, but time sufficient
must be allowed for transportation. Small
packages can be sent either by mail or ex-
press. The expense is practically the same,
and one is about as quick as the other. Ex-
pressage, however, is the safer and often
times more swift.
536. Shipping by Mail. Wlien ordering
books to be sent by mail always include in
your remittance eight cents per copy for post-
ttire. The matter of postage should never be
omitted. Such an oversight necessitates an-
noyances, involves bookkeeping, necessitates
making out and mailing bills, requires the en-
tering of small credits, and involves the ex-
ORDERING BOOKS. 155
pense and annoyance of sending subsequent
receipts. The weight of a package by mail is
limited to four pounds. The books weigh
about one pound each. When the order is for
more than four books they are sent in two
or more packages, according to the size of the
order.
537. Shipping by Express. Where the or-
der is for two or more books, it is usually
better to ship by prepaid express, rather than
by mail. When books are delayed in transit
in the mails they cannot be traced, and if lost
the government does not hold itself respon-
sible. When delayed by express they can be
readily traced, and if lost the express com-
pany is responsible for the cost of the pack-
age. Packages of four pounds or less can be
sent by express at much less cost when charges
are prepaid. If one or two books are sent
a couple of hundred miles by express with
charges collect the express company charges
the recipient 25 cents. If the expressaga on
three or more books is prepaid it can
be sent even as far as California at a cost of
but eight cents per copy. This makes a large
saving for the canvasser. Therefore when re-
mitting and ordering books by express always
include eight cents per copy in order to secure
this reduced rate. Where canvassers fail to
include this amount, the package will be sent
with the charges to be collected at their end of
the line. When books in small quantities
are ordered shipped to points where there is
156 ORDERING BOOA'X.
no express office, they will be sent by mail
unless otherwise instructed in the order. A
case of one or two hundred books can be sent
by express a short distance, if the expi
charges are prepaid at a cost of from one-half
to one or two cents per copy. As the express
company delivers the package at the place
to which it is addressed, and thus saves an-
noyance and cost of drayage, for short dis-
tances, shipping by express is frequently
quicker, more satisfactory and no more ex-
pensive. In such instances, and where money
has been sent at the rate of eiirht cents per
copy, the balance will be returned or credited
on account, according to circumstances.
538. 0. 0. D. Shipments. Canvassers fre-
quently order their books sent C. 0. D. (collect
on delivery) when they simply mean that the
express charges are to be collected at their
end of the line. Goods ordered to be sent C.
0. D. are accompanied by the bill for the
books contained in the package, the bill and
package are both presented at the same time,
and the goods are not delivered until the bill
is paid. The person who receives these goods
has not only to pay the express charges on
the books themselves, but also the cost of the
express charges for the return of the money to
the publisher. This is one of the most ex-
pensive ways of ordering books, and canvas-
sers should always avoid it, if possible.
539. By Freight. A box containing less
ORDERING BOOKS. 157
than 50 books by freight is liable to be lost
in transit, and railroad companies gener-
ally decline to receive or handle small pack-
ages. Orders for 50 copies and upward can
always be sent cheapest by freight. The cost
usually varies from one-half to one cent per
book when the distance does not exceed a
thousand miles. The cost from Philadelphia
to the Pacific Coast is about two cents per
book.
The length of time required by freight is
usually about one week to ten days for each
thousand miles. Sometimes more, sometimes
less.
Notices are always sent to the canvasser
upon the day the goods are shipped, together
with the bill of lading. This enables the can-
vasser to know when to expect the shipment,
and the bill of lading identifies the canvasser
at the freight office and enables him to secure
the goods without annoyance.
540. Delayed Shipments. When shipments
by freight are delayed more than twelve days
for each thousand miles of the distance they
are to travel the canvasser should write or
telegraph us and we will at once send a tracer
from our end of the line. This is often an
advantageous method of discovering goods that
have been delayed by being sidetracked along
the way.
541. Boxing and Drayage. No charge is
made by the publishers for boxing and dray-
158 ORDERING BOOKS.
age at this end of the line. The canvasser
must pay express or freight charges and any
drayage at his end of the line. There is no
charge for delivering express packages and
drayage on freight shipments is always small.
542. While Waiting. Always order in am-
ple time. Better to have the books arrive a
day or two in advance, rather than a day or
two late. Even fast freight oftentimes moves
very slowly. Alter onlcrinir your books do
not stop work, idle away your time or h;
around the depot waiting for the books to ar-
rive. Leave a postal card, addressed to your-
self, with the freight agent at the station
where your books are to arrive, requesting
him to notify you as soon as they are re-
ceived. Then take up your samples and go
right on with your canvassing. Call on tl.
who were not previously at home. Canv;
some class of young men, Sunday-school teach-
ers, Bible classes, physicians, teachers, busi-
ness men or others who may have been over-
looked. After the house to house canvass,
class canvassing oftentimes pays even better.
The house to house work prepares the way
and the class canvassing reaps the larger re-
sults. Remember that every day or hour wast-
ed in waiting only eats up the profits on sales
already made. The canvassers who roll up the
big totals at the end of each week are those
who know how to utilize every moment of
their time. They never waste, they never eat
up their profits, but constantly roll them up
by adding to their sales.
ORDERING BOOKS. 159
543. How to Send Money. It is always
safest and best to send money by post office
Money Order, Express Money Order, or bank
draft. Each of these methods safeguards from
loss. Money can also be sent by registered
mail at an extra cost of eight cents in addi-
tion to regular postage. Money enclosed and
sent in an unregistered letter is at the send-
risk.
544. Handling Large Order with Small
Capital. It is always w^ll for canvassers
who desire to acquire good methods and cor-
rect business habits to ?oek to conduct all
their business transaction? without asking for
credit or requesting anyone to become their
"surety." A canvasser ^rho has secured or-
ders for 400 or 500 books and who can com-
mand only about $45 in money can always
manage as follows : Make up a list of 75 books
first needed for delivery, accompanying the
order with your remittance for $45. Upon
receipt of the same we will at once send for-
ward Box No. 1. With this first order also
inrlude a second order for 100 books to be sent
later C. 0. D- in Box No. 2. This second box
will be shipped speedily after the shipment of
the first box.
Upon the arrival of Box No. 1 delivery can
be made and the money will then be in hand
to pay for Box No. 2. With the money al-
ready received you can go to the bank or ex-
press office and pay the draft which we will
draw on you for the cost of Box No. 2 through
160 ORDERING BOOKS.
the bank or express company in harmony with
a notice which we will mail to you at the time
of sending forward the second shipment. If
the shipment is by freight then the box is
sent via whatever railroad is most convenient,
or is preferred by the canvasser, and which he
should always be sure to indicate if he has
any preference. The box is shipped addressed
to the publishers themselves, while the bill of
lading is sent forward through a bank or ex-
press company, addressed to the canvasser.
Attached to this bill of lading is a bill, with a
draft on the canvasser for the amount due.
When this draft is paid the express company
or bank will deliver to the canvasser the bill
of lading which has already been endorsed by
the publisher instructing the railroad com-
pany to deliver the box to the canvasser nam-
ed and upon the presentation of this, together
^vith the payment of the freight charges, the
freight agent will deliver the shipment or any
part thereof to the canvasser.
By the time you have delivered the con-
tents of Box No. 2, Box No. 3 will then h
arrived C. 0. D. and you will be able to make
prompt payment for this in the same manner
as just described. After that you will be able
to remit with your orders, or to pay promptly
C. 0. D. upon the receipt of the various sub-
sequent boxes. This principle can be applied
in handling either large or small quantities of
books. To save time the first shipment may
be made by express at a higher cost for car-
riage charges.
ORDERING BOOKS. 161
The sending forward of a draft and bill of
lading through a bank is attended with only
trifling expense, and oftentimes no expense at
all, but it occasions a day or two more of
delay in the transmitting of both the draft and
the return of the money. The sending of the bill
of lading and draft through the express com-
pany involves the cost of expressage to the
canvasser and another charge for the return of
the money from the canvasser to the publisher,
both of which are at the cost of the canvasser.
545. Ordering Books Without Money.
Where an agent is not prepared to remit the
money with his order for the books, we can
arrange for his accommodation in the follow-
ing manner: If the canvasser assures us when
sending his order that the books have actually
been sold we are willing to ship the books by
freight or express, packing them in assorted
lots as desired in boxes containing 100 copies
each, more or less as requested.
If shipped by express they are sent C. 0. D.
but with instructions to the express agent to
allow the canvasser upon payment of each
separate bill, to take a single box at a time.
When the shipment is by freight we mark
them to any freight station desired and in-
dicated by the canvasser, sending them ad-
dressed to the Vir Publishing Company.
We number each box with corresponding bill
of lading, and send these original bills of lad-
ing through a bank or express company, at the
same time instructing the bank or express
162 ORDERING BOOKS.
agent that upon the payment of each succes-
sive draft, each successive bill of lading is
to be delivered by him to the canvasser. On
the back of each of these original bills of
lading there is an order instructing the freight
agent to deliver, upon the payment of the
freight charges, one corresponding box to the
canvasser. This enables the canvasser to ob-
tain the books from the freight office in easy
instalments, and after delivering 100 or 200
books the canvasser will be able to lift all the
remaining bills of lading, if he so desires, ami
thus secure all the remaining cases of books
at one time. This method is in constant use
by publishers everywhere, and proven sa
factory to both parties. When short of mo:
it is not difficult for a canvasser, even among
strangers, to secure from some kind person
with whom he has become acquainted, a loan
suliicient to pay the amount of the bill when it
arrives. He should always be both able and
willing to show the party who is to make the
loan that he has already sold the books and
simply needs the accommodation for a few
days until he can deliver the books and re-
turn the money. Canvassers should never
abuse such a kindness, but should always make
due recognition of his appreciation, should
never fail to keep his obligations and if pos-
sible he should repay the money in advance of
the date fixed. If the amount is considerable,
he should pay it in instalments, and thus
guard against the possible loss of the money
by accident, by having his pocket picked, or
in any other manner.
ORDERING BOOKS. 163
546. Consignments to Another. Where a
canvasser has secured a goodly list of subscrib-
ers, but is without the money necessary to pay
for his books at the time of ordering, he can
generally arrange to secure his books in the
following manner : Go to some responsible busi-
ness man, show him your subscription list, ex-
plain your situation and request him to loan
you the money so that you can remit with your
order, or secure his promise to pay the draft
at the bank when it arrives with the bill of
lading. In the latter instance the case would
be shipped addressed to the Vir Publishing
Company, the bill of lading would be endorsed
by us, instructing the freight agent to deliver
the books to the person who had made pay-
ment of the same, and whose name should al-
ways be furnished to us at the time of send-
ing forward the order. After these books have
been delivered to him he will consent to your
taking five, ten or twenty books and delivering
them, and when you return for more paying
over to him the full amount of $1.00 per copy
for the books which you have already taken,
and thus continue to pay over the full amount
you have collected until he has been fully re-
imbursed, when you could remove the entire
balance of books on hand to your own board-
ing place if you so desired. This is a simple
and satisfactory method. It occasions no risk
whatever, and if the canvasser is thoughtful
and considerate, as he ought always to be,
will not even be the occasion of "annoyance
to the person who befriends him.
164 ORDERING BOOKS.
In all instances the canvasser should give
the name and location of the bank through
which he desires the draft sent.
547. The Cash System. All subscription-
book houses are conducted upon a cash basis.
Their commissions to canvassers are larger
than those regularly allowed on any other line
of goods. Their own margins are consequently
smaller, and it would be impossible for them
to give credit to hundreds of strangers scat-
tered over thousands of miles of country. We
have not the slightest hesitation in saying, that
the great mass of young men and women, and
of older men and women engaged in the sale
of the books in the Self and Sex Series are all
people of exceptional purpose, honor and in-
tegrity, but nearly all are without business
training. They are very generally unacquaint-
ed with the requirements of business men, and
without intend HILT to do so, their methods often
occasion the publisher annoyance, inconveni-
ence and serious financial loss.
Every young person when starting out in life
should resolve, as far as possible to be inde-
pendent of the financial aid of others, and also
to learn to do business on correct business prin-
ciples. The cash method of doing business is
the only correct principle, and other methods
are only approximately correct in proportion
as they approach the cash basis. The system
among large business houses of "cash in 30
days ' ' is for the convenience of the purchaser,
so as to enable him to receive his goods and
ORDERING BOOKS. 165
check up the bills before making payment.
All responsible business houses pay their bills
with the regularity and promptness of clock-
work, and there is no delay, annoyance or in-
convenience when dealing with responsible
business houses. They know what correct
business methods are, and they conform to
them rigidly.
When dealing with persons unacquainted
with correct business methods, the experience
is very different. Many regard their obliga-
tions but lightly. When the books are deliv-
ered and the money collected they use not only
the amount of their commissions, but the por-
tion which belongs to the publisher and which
is held by them as trust funds, and the use
of which in the eyes of the law is a peniten-
tiary offense; they neglect to remit upon the
date when promised, making it necessary to
send frequent bills, and above all, often sub-
ject the publisher to the humiliation and an-
noyance of sending dunning letters and also
even of notifying their Surety.
The instruction which we give our canvas-
sers in our school of success and achievement
includes also the teaching of correct business
methods, and we advise every canvasser, as
far as possible, not only to send cash with his
orders, but as far as possible to avoid borrow-
ing or asking any financial favors whatso-
ever from other persons.
Each canvasser should seek, not only in his
relation with the publisher, but in his rela-
tions to every one else, to conduct all business
166 ORDERING BOOKS.
end all of his personal relations with fidelity,
integrity and honor. What you do will not
only affect your own character, but also the
confidence of others in the integrity of all with
whom they have dealings. The dishonorable
and dishonest always make it more diiliciilt
for the honest and the upright.
548. Our Credit Plan. For the conveni-
ence of canvassers who have but limited re-
sources and who do not find any of the plans
which we have already outlined in this chapter
suited to their needs, we have a method of
granting credit to those who file with us a
" Surety Blank M properly filled, signed and
sworn to by some persons of good financial
standing. A simple ' 'letter of recommenda-
tion " or "references" \\ill not answer, for
the canvasser in each particular instance miirht
reasonably be assumed to be honest and re-
liable, but persons sometimes become sick, or
some unexpected misfortune overtakes them,
and to cover these and all other contingencies
we require satisfactory security for books
which are shipped to the canvasser with per-
mission to deliver and then remit promptly to
us the amount of our bill. Any canvasser
worthy of credit will have no difficulty in get-
ting such a surety blank properly signed by
some person at his home, where he is well-
known. Where persons cannot secure such
endorsement from people who know them per-
sonally and intimately, they can not reason-
ably ask credit from a publisher who is en-
ORDERING BOOKS. 167
tirely unacquainted with them. In all in-
stances, if it is necessary to ask favors or bor-
row money, it is usually best to do so at your
own home and from those who know your
character, rather than from strangers at a long
distance who do not know you personally.
549. Form of Surety. The verbal form of
our surety is as follows:
Register No. Surety Blank. The Vir
Publishing Company, 1304 Land Title Build-
ing, Philadelphia, Pa. This is to certify that
of State of is personally
known to me, and I can recommend him to you
as straightforward, honest and worthy of your
confidence. I hereby agree to be responsible
to you at Philadelphia, Pa., or any other place
designated by you, for the payment of all bills
of goods ordered by him, within thirty days
from date of shipment, or later at your op-
tion.
I hereby represent that I am a citizen of
State of by occupation a
of sufficient age and competency for the pur-
pose herein expressed, and that I own real
estate in the county of State of to
the value of at least $1,000.00 over and above
all debts, encumbrances and exemptions,
Signed this day of 190 .
Name P. 0. address county of
State of
108 ORDERING BOOKS.
State of county of ss.
Before me this day of 190 , ap-
peared who acknowledged that he exe-
cuted the foregoing instrument for the pur-
pose therein described. Signed Notary
Public.
N. B. This surety cannot be accepted unless
acknowledged before a Notary or Justice of tin*
Peace.
Tiiis form of surety does not land the party
who signs it except in case of the failure or re-
fusal of the agent to pay his bills according to
his agreement with u<. h is therefore a prac-
tical iruarantee to us that the ap-nt stands
well iii his own neighborhood where he is per-
sonally known and that he is deserving of
credit. No business house could afford to do
business with strangers on any less security
than this. The cat -Imuld, however,
recognize the fact that where this surety is
properly filled, and it cannot be accepted un-
less it is, it thoroughly hinds the narty to the
payment of the canvasser's financial obliga-
tion in event of his failure or refusal to do so,
and his surety cannot seek to escape the ob-
ligation without incurring the penalty which
attaches to the obtaining of goods under false
pretence.
Where the canvassers are faithful in remit-
ting to us promptly the money collected on
books delivered, everything will move along
smoothly, but where canvassers fail to do this,
after a reasonable period the surety must be
notified that we look to him for the payment
ORDERING BOOKS. 169
of the bill. Such a course ought not and need
not ever occur, and any canvasser who makes
such a course necessary has no one but him-
self to blame.
Where canvassers intend to use the surety
methods, the surety blank should always be
placed upon file with the publisher at least ten
days or two weeks in advance of the time
when the canvasser intends to place his first
order. This is necessary to enable the pub-
lisher to investigate the responsibility of the
surety.
550. Length of Credit. The special atten-
tion of the canvasser is called to the fact that
credit is allowed on each bill only for a suf-
ficient time for him to deliver the books to
his subscribers after he has received them.
The fact that his surety is filed with us does
not entitle him to a longer period of credit
than one week from the receipt of the goods.
The attention of the canvasser is also called
to the item in his contract that the amount of
money due the publisher on each book is not to
be used by the canvasser, but is to be held by
him as trust funds to be paid over to the Vir
Publishing Company without delay.
551. Credit and Failure. An unpaid bill
always stands in the way of an agent's suc-
cess. The mental and moral effects of an ov-
erdue account always tend to defeat the can-
vasser in his work, and usually result in his
dropping the work altogether. There is no
170 ORDERING BOOKS.
surer way of ruining the agent's work and of
driving him wholly out of canvassing than by
giving him credit longer than is necessary
simply to deliver his books. It is tin* universal
erience of subscription book publishers that
the effect of an unpaid bill upon the mind of
a canvasser always results in discouragement,
dissatisfaction, and in the large majority of
cases, causes them to quit the work altogether.
This mental effect is aptly illustrated by the
experience of a successful merchant in a small
town in the State of New York. He was
customed to give credit to many responsible
residents of that section, but as SHMU as any
person neglected to pay his bill when due, the
merchant lost no time in suing him. One day
the constable, who served these legal papers,
said to the merchant, "You sue more peo-
ple than all the rest of the merchants in town
put together. You will make enemies of all
these people and after while be left without
any customers. ' ' The merchant replied, i ' You
do not understand human nature. As soon as
a person owes a bill which lie should have
paid he universally avoids the person to whom
he is indebted. So long as these people owe
me they will come to town, walk past my store
and go into the stores of my competitors and
spend their good money. I sue them, they are
angry for a little time, but soon return. I
treat them as though nothing had happened,
and then they become my personal friends
and my regular customers for the remainder
of their lives. "
ORDERING BOOKS. 171
This same rule holds true in all depart-
ments of business activity, canvassers includ-
ed.
172 DELIVERING.
CHAPTER XIL
DELIVERING.
552. Different from Canvassing. The art
of canvassing is one thing, the art of deliver-
ing is another. Any person who can canvass
successfully and secure orders ought to be
able to deliver the goods, for if the work of
canvassing has been thoroughly and properly
done the work of delivering will almost uni-
versally take care of itself.
553. Successful Delivering. Judging from
the testimony of canvassers who have had ex-
perience with other books and various ar-
ticles we feel perfectly safe in saying that the
canvassers for the Self and Sex Series ex-
perience less difficulty in delivering these
books than any other canvassers. Quotations
from a few letters will demonstrate this point.
"The 'Self and Sex Series' come the most
nearly selling themselves of any books that I
have ever handled, and I have sold over $6,000
worth of subscription books. In delivering I
had no trouble in disposing of more than I
had orders for, which was not true with any
other book." Oscar Woods.
"In four weeks I sold five hundred books,
lacking only a few copies. I usually averaged
twenty books a day, and one day sold twenty-
DELIVERING. 173
nine. My subscribers all realized the value of
the books, were anxious to receive them, and
I delivered a hundred or more books a day.
Instead of being unpleasant, the work of de-
livering was one of the pleasantest parts of
my work." C. Homer Scovell.
"The really enjoyable side of the work
with the books in the Self and Sex Series is
the actual handing out of the books to the
customer, for upon doing this one feels at first
hand the great good he is doing." S. A.
Reeser.
"I delivered my books in Fenton, Wednes-
day. Lost no orders, sold three extra and
hired a school teacher who was inspired by
the work." W. R. Stephens.
"Last Wednesday I delivered 50 books and
took orders for 16 more while delivering,"
G. S. Nason.
' ' Since writing you I went to Cottage Grove
and Saginaw to fill the 97 orders taken in one
week. Seven failed, but I sold six new ones,
and to-day received an order for six more,
making 102 in one week. That is not bad."
J. J. Handsaker.
"Beside the 92 orders taken in 30 hours last
week I have delivered and collected for 100
books previously sold, and not a cancellation.
It is the greatest pleasure to deliver; the books
please so well and the collections are so uni-
versally good." H. E. Merritt.
"The last eleven days of my canvass I took
orders for 150 books, everyone of which I de-
livered. "Earl B. Day.
174 DELIVERING.
"I delivered 135 books yesterday and did
not lose one order. " E. L. Wertheim.
The reason probably why persons experi-
enced in the sale and delivery of the bo-
the Self and Sex Series meet with no difficulty
whatever is, not only because the books are of
exceptional merit, but also because expcr-
canvassers know how to avoid conditions which
would cause others inconvenience. To ac-
quaint the inexperienced with these principles
it is important to discuss the whole si;
and point out such difficulties as may occa-
sionally arise. As a rule you will tind the
people honorable, and always ready to receive
and pay for their books as agreed, and with-
out complaint, for subscribers are almost al-
ways glad to get them.
554. Mental Attitude. As in canva
there is a psychological moment best suited to
the closing of an order, so in delivering there
is a psychological or mental attitude upon the
part of the canvasser best suited to secure the
prompt, successful and satisfactory delivery
of the books for which he has taken the or-
ders. When closing the order, the mental at-
titude of the customer determines the psycho-
logical moment. When delivering, the mental
attitude of the canvasser determines the re-
sult.
Approach the house not only hopefully, but
confidently and even positively. Let there be
no shadow of doubt in your own mind. Your
mental attitude is all important. If your cus-
DELIVERING. 175
tomer manifests hesitation or uncertainty let
it be a surprise to you, and let your customer
discover your surprise upon your face rather
than in your words. Even where hesitation is
expressed there is not one place in ten where
the delivery cannot be successfully made with-
out the slightest inconvenience or delay.
555. Personal Bearing. Approach the
house in a brisk, business-like manner. Let
the step be firm and quick. Remember, how-
ever, that your mental attitude will be mani-
fest in every movement of your body, in your
looks, in your voice and will also largely de-
termine the result of your visit upon the mind
of your customer.
When canvassing, you must use as much
time as is necessary in order to impress your
customer with the importance and value of
the books in order to secure the subscription.
When you are delivering, expedition is the
rule. Use no more time than is absolutely
necessary to deliver the books, to secure your
money, obtain any additional subscriptions,
to say such impressive things concerning the
books as will interest the customer in read-
ing them as early as possible, and also to so-
licit their commendation of the books to their
friends. Seek to make your subscribers co-
workers in extending the circulation of the
books and the influence of the teachings which
they contain.
As soon as you enter the house let your cus-
tomer immediately feel that you are in a hurry.
176 DELIVERING.
Under no ordinary circumstances ever sit
down. Upon entering, if asked to take a seat,
reply, " Thank you, but this is a very busy
day. I have a large number of books to de-
liver. My customers are waiting and it will
keep me very busy to accomplish what I have
to do." If the person should insist upon yo in-
being seated while they go to get the money,
even under such circumstances it is ordinarily
best to remain standing. If you sit down you
dissipate the idea of hurrying both in the ir.ind
of your customer and in your own mind. What
you want is to complete the delivery and as [
have just said, have the person prize their pur-
chase, secure additional orders if you can for
a subsequent delivery, and enlist the subscrib-
er's co-operation in interesting her friends
so that you may secure a subscription from
them also.
Where a customer seeks to evade accept-
ance of the book, manifest your surprise, but
remain in the most gracious mental attitude.
Never for one moment relax your sense of
certainty, or your positive conviction in their
acceptance of the order. Tell them that you
ordered the book in good faith upon their per-
sonal order, that you have been at the trouble
and expense of ordering the book and every
subscriber is expected to take the book which
he has ordered.
556. The Two Levels. If a person should
be overbearing and irritating in his or her
manner, never for one moment lose your com-
DELIVERING. 177
posure or descend to their level. Recognize
the fact that as between you and the cus-
tomer, they occupy one level, and you occupy
another. If you descend to their level you
are descending to a battle ground. Upon this
fighting level unreason must be met by un-
reason; hasty speech by hasty speech; irritat-
ing remarks by counter irritating remarks;
anger upon the part of the customer by an-
ger upon the part of the canvasser. Just as
sure as the canvasser descends to this level,
which is the only level that a customer who de-
clines to accept the books can logically oc-
cupy, just so surely is the canvasser likely to
meet not only with such irritation as will unfit
him for his subsequent deliveries in neighbor-
ing houses, but with defeat in the delivery of
the book to the customer with whom he con-
tends. Maintain your composure, your digni-
ty, your sense of justice and equity. Rest
upon your rights under the contract which
these people have made with you. Compel
them to meet you on your level and your suc-
cess is assured. If they come up to your level
your victory is won. If you descend to their
level your defeat is assured. The principles
which underlie this paragraph are worthy of
the elaboration of an entire chapter. Let them
be deeply impressed upon the canvasser's
mind.
557. Insistent Cases. There are instances
when the canvasser is fully justified in being
somewhat insistent. When the subscriber be-
ll
178 DELIVERING.
gins to excuse herself or to beg for further
time the canvasser is justified in saying, "I
am sorry, Mrs. Smith, if I inconvenience you
in this matter, but you will remember that you
assured me when you subscribed that this
would be a convenient time for you to rec<
the book, and I have made my arrangeim
accordingly, relying upon what you said at
that time."
Sometimes where they seek to evade or
beg off it is well to cut them short by saying,
"You gave me, Mrs. Smith, your order, and
presuming that you are a person of your word,
I ordered the book for you from my publisher,
and you would not surely desire me to stand
the loss."
Where parties do not have the money the
first time you call and they name some subse-
quent hour or day, request them to leave the
money with some member of the family if
they themselves should be absent at the time
you call, so that you may not lose further
time.
558. Legally Bound. In rare instances
where the customer is unreasonable, unfair and
unjust, it may be wise in a judicious manner
to remind them that they are bound not only
morally, but legally by the contract which
they have signed, the same as by any other
contract. Such a suggestion usually has its
salutary effect.
559. Where the Money Is not m Hand.
DELIVERING. 179
In some instances where objections are made
to the reception of the book, it is due to the
fact that the people actually do not have the
money in hand with which to make payment.
They are not likely to meet you frankly in the
beginning and state this fact, but you discover
this to be the fact in a moment or two. This
difficulty can often be overcome by suggesting
that they borrow it from their neighbor. In
many instances they will accept this sugges-
tion and act upon it. In other instances,
where the statement has not been truthfully
made, they will go to the tea-cup in the pan-
try or to the bureau in their bed-room and get
the money and pay you. If, however, the sub-
scriber is thoroughly honest, the money is not
at hand and they cannot borrow, then the
next best thing for you to do is to ask them to
suggest a date when they can pay for the books.
The date of the next pay-day will usually be
convenient, or it may be made to fit into the
date of your next delivery. It is always well,
however, to raise the question what date will
suit them, so that they may not have reason
for excuse when you call again. Never leave
the book until you have the money.
560. Dates of Delivery. When making the
canvass it is not always wise to intimate that
you have three or four dates for delivery. It
is usually best to name but one, and then not
to name a second date until you find that the
first date would be unsatisfactory. If in your
first canvass you name several dates, then
180 DELIVERING.
when you come to deliver, persons are likely to
decline to accept their books when first of-
fered, at the same time suggesting that you
should call when you make some later de-
livery. If they do not know that you have
other dates of delivery in the same city or in
the same neighborhood, it will not occur to
them to defer the date of delivery. Sometimes
it may even be well to suggest that the book
may be left with a friend who should pay for
it with the privilege of reading it, and they
pay the friend later and then take the book
themselves.
It is a good point to get the consent of your
subscriber to the time of delivery. Say to
her, "Mrs. Smith. I want t<> 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<l where it is unfolded and developed until
; ble to live its own independent life in
outer world.
You will see, Mrs. Jones, how beautifully
this whole subject is unfolded, and without the
.-lightest suggestion of evil to the most deli-
cate mind. Indeed, we have never known of
a child, it matters not how young, to whom
this subject of the origin of life was explained
in this delicate way who ever asked a single
embarrassing question, or whose curiosity was
not fully satisfied without a single further in-
quiry. Indeed, it is the only right and proper
and satisfactory way to answer a child's ques-
tions.
The canvasser should also read the "Fore-
word to Parents " in "What A Young Boy
Ought To Know," and by reading Part First
from page 41 to 86, in the same book, he will
have a fuller unfolding of the supplemental
canvass which we have just narrated.
The canvasser should also carefully read the
little pamphlet entitled "Parental Honesty, "
copies of which can be secured without cost
by simply sending the amount of postage to
pay carriage. These pamphlets can oftentimes
be used effectively with mothers who think
they have a boy or girl who has never thought
of these things. By giving one of these pam-
phlets to the parents, and having them prom-
CANVASS FOR YOUNG BOY. 233
ise to read it, and then by calling back in a
day or two a sale can very generally be ef-
fected. It is not only a matter of sale, but it
is also a matter of doing a misisonary work,
opening the eyes of parents to the importance
of properly safeguarding their children, and
by this method the canvasser can oftentimes
render a service which will result in the saving
of a boy or girl.
The idea in mind when preparing the pre-
ceding canvass of " Young Boy" was its use
by a man in canvassing a mother. When the
canvasser is a woman she can use a somewhat
different method to advantage. There are
things which it might be proper for her to say
which might not be becoming for a young man
when canvassing the mother. The woman can-
vasser can unfold more fully what is found in
Part First of this book and also the subjects
found in the different chapters of the book.
234 CANVASS FOR YOUNG MAN.
SUGGESTIONS FOB THE CANVASSING
OF ''YOUNG MAN."
G08. This canvass is written to be sugges-
tive to young men in canvassing young men.
\Vhen women canvass young men ti
.-li.Lrlitly modify the following so as to adapt
it to their use. Even a young man when can-
vassing for this book can be more vigorous
when talking to young men than when talk-
ing to mothers or seeking to sell this book to
the sister as a present for her brother.
Good morning, is this Mr. Smith, my name
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-
i,I must take the time to explain to you
the 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 this movement. (If it is in
a store or shop, moving to one side, say, "We
might step over here out of the way," by this
act you become his entertainer rather than his
guest.)
You appreciate, I am sure, the great difficul-
ty and at the same time the tremendous im-
portance of securing thoroughly reliable and
accurate information upon the subject of the
reproductive life. It is a subject which is of
most vital importance to everybody, and yet
people ordinarily know very little about it.
CANVASS FOR YOUNG MAN. 235
I find that pretty much every one I meet
has heard of the Purity Books in the Self and
Sex Series. Not many have ever had the op-
portunity of seeing the books themselves, al-
though they are advertised in nearly every
prominent magazine. They are known the
world over and have been translated into some
fourteen different languages.
Opening the case, say: This is the set of
books, and the character of each you will un-
derstand from the titles. The first is "What
A Young Boy Ought To Know," then "What
A Young Man Ought To Know," "What A
Young Husband Ought To Know," "What
A Man of Forty-five Ought To Know." These
four books to men were written by Dr. Syl-
vanus Stall. Then there is a corresponding
series to girls and women entitled "What A
Young Girl Ought To Know," and "What A
Young Woman Ought To Know," written by
Dr. Mary Wood- Allen, and "Wlhat A Young
Wife Ought To Know" and "What A Wo-
man of Forty-five Ought To Know," written
by Dr. Emma F. A. Drake. Hold the case so
he can read the names, repeat the titles slow-
ly, and point to them as you repeat them.
I presume this is the one you would prefer
to look at first, "What A Young Man Ought
To Know." There are many things which a
young man ought to know, but which it is
pretty difficult for him to find out. There
seems to be a pretty effective conspiracy of
silence between parents, teachers, ministers
and doctors for pretty much all leave young
236 CANVASS FOR YOUXQ MAN.
people in ignorance to learn by sad experience
through years of blind blundering.
Here is the picture of Dr. Stall, the author
of the books in the series to men. That he is
a man with a message of real helpfulness to
men is demonstrated by the fact that more
than a million copies of these books in Eng-
lish alone have been sold, and there is not a
country on the globe where they are not known
and read. Dr. Stall recognized the need for
this information, and he has supplied it in
language which anybody can understand. There
are no incomprehensible medical terms, and
no medical dictionary is needed in reading
these books. Even the Secretary of the
United States Navy has placed a copy of these
books in the library of every United States
gun-boat afloat. The Government wants its
men to have nothing but the best and most
reliable books upon these subjects.
The medical teaching of these books has
been endorsed by all the medical journals in
this country and Great Britain. Dr. Eugene
H. Porter, one of the most eminent medical
men in New York State (see Commendations
just in front of the author's portrait), says:
"As a medical man I heartily endorse the
medical teachings of the book. It is a work
which should be in the hands of every young
man." It is commended in similar terms by
thousands of physicians everywhere. The
physicians in every community are our most
hearty supporters.
John W. Philip, late Commodore of the
CANVASS FOR YOUNG MAN. 237
United States Navy, says: "This book im-
presses me as a volume of serious importance
and skilful handling of a delicate subject."
Here is Charles M. Sheldon, the author of
"In His Steps " and various other books which
have made him known the world around. Let
me read you his commendation: "It is a pleas-
ure to call attention," etc.
I haven 't time to call your attention to what
each of these men say, but here is Rev. Francis
E. Clarke, the founder of the Christian En-
deavor Society; here is Frederick Anthony
Atkins, the editor of "Young 1 Man," and one
of the prominent figures of England; here is
Rev. Dr. Clifford, who figures so prominently
in every great political movement in England ;
here is Bishop McVickar, of Rhode Island;
here is President Faunce, of Brown Univer-
sity; John R. Mott, Chairman of the Execu-
tive Committee of the Student Volunteer
Movement; Gov. Vansant, of Minnesota; Dr.
Warfield, President of Lafayette College;
Frank W. Ober, the editor of the periodical
published by the Young Men's Christian As-
sociation; Dr. J. Wilbur , Chapman, the suc-
cessor of Mr. Moody as the leading evangel-
ist in this country; Dr. Andrews, Chancellor
of the University of Nebraska, and Rev. Mr.
Porter, assistant pastor to Dr. Hillis, of Ply-
mouth Church, formerly served by Henry
Ward Beecher in Brooklyn. I want to read
you what he says: "In my opinion no other
one man has done so great service to his fel-
lowmen, even in all history, as Dr. Stall is
238 CANVASS FOR YOUNG MAN.
doing through these books. They reach the
very foundations of life on which all char-
acter is built. " Nothing could possibly be
stronger than that, could it, Mr. Smith!
Here is William T. Stead, the editor of "The
Review of Reviews," one of the most promi-
nent figures in England. He says: "It is ab-
solutely necessary in the interest of future
generations that indispensable information
upon the most important of all subjects should
be accessible to every one."
You see, Mr. Smith, that these men would
not allow their names to be associated with
nny thing unless it was of the very highest
grade and of the utmost importance.
Here is a condensed table of contents. This
first chapter on " Equipment for Life" is of
utmost importance. "This is the grandest
period of the world in which to live, ' ' it shows
the great opportunities which are before every
young man and how he is to meet them. In
this chapter he shows clearly why thousands
of weak men go down in the fierce struggle of
life. As the author says, "the weak man is
handicapped." That's true, is it not, Mr.
Smith T
"The reason why the weaker fail is because
their competitors are physically stronger, and
are able to accomplish more." Let me ex-
plain: "If a young man uses seventy-five per
cent, of his energy every day running his body
and has only twenty-five per cent, left to run
his business, another man who uses up only
fifty per cent, of his energy running his body
CANVASS FOR YOUNG MAN. 239
has got fifty per cent, left to run his business,
and he ought to be able to do twice as much
business and earn twice as big a salary as the
first fellow. That is clear, is it not? I am
willing to pay for a book and so are you, Mr.
Smith, that will teach us how to be stronger
and able to earn more money." (J. S. K.)
This second chapter treats of the reproduc-
tive nature, and shows its relation to the phy-
sical. This third chapter is on physical weak- '
ness, and the author treats it under the heads
of "inherited weakness" and "acquired
weakness." In this chapter the author treats
those subjects of "losses" which perplex so
many young men and expose them to the
thousands of quacks and impostors who prey
upon mankind everywhere. Every man wants
to understand these subjects, Mr. Smith, and
Dr. Stall tells us the truth plainly and frankly.
This chapter alone is worth the price of the
book.
In the chapters four, five and six on "evils
to be shunned and consequences to be dread-
ed," Dr. Stall treats of the results of the dis-
eases which accompany vice. No man, young
or old, single or married can afford to be ig-
norant of these subjects, can he, Mr. Smith?
These diseases are wide-spread and no other
diseases to which human flesh is heir are so
terrible in their consequences, and yet there is
no other subject so little understood as these
"very diseases. The advance of medical knowl-
edge upon these very subjects during the last
ten years has been wonderful. These chapters
240 CANVASS FOR YOUNG MAN.
are up to date and are reliable in every partic-
ular. Dr. Neisser, the discoverer of the germ
of gonorrhea, has given Dr. Stall's work upon
this subject the most unqualified commenda-
tion. Even innocent and unoffending persons
are oftentimes exposed to these diseases and
every young man should be intelligent upon
these subjects. Not only his own safety, but
the well-being of his descendants depends upon
it. So important are these subjects that the
International Committee of the Young Men's
Christian Association in New York, sent ten
thousand copies of these chapters for free dis-
tribution by the Secretaries in India, China
and Japan.
I would like to read you from these differ-
ent chapters, but neither of us have the time.
If I began you wouldn 't want me to stop. No
fiction was ever so interesting as this presen-
tation of facts. Chapter seven is upon "the
purpose and prostitution of the reproductive
system." This is a highly important chapter.
Chapter eight deals with "the right relations
to women." Running over the rest of the
chapters hastily you will see the character of
the remainder of the book: "Marriage,"
"Who Should Not Marry," "The Selection of
a Wife," "Importance of Great Caution,"
"Early and Late Marriage," "Weddings,"
"Hindrances To Be Avoided," "Helps To
Be Used."
Mr. Smith, did you ever see a more compre-
hensive, complete or satisfactory outline for a
book to young men than that? If you could
CANVASS FOR YOUNG MAN. 241
see the piles of letters written by young men
in every quarter of the globe to the author
you would understand why this book has been
welcomed in every land under the sun.
At this point the canvasser should judge
whether to seek to close the order, or to at-
tempt to go forward and canvass for "What
A Young Husband Ought To Know" also. If
he decides to go forward the following sug-
gestions will be helpful. If the young man
is under twenty years of age the canvasser
should not attempt to sell him the book to
Young Husbands; but with young men above
twenty-one years of age he should not only
seek to sell him "What A Young Husband
Ought To Know," but the entire series both
to men and women. There is nothing in any
of these books which a person of mature years
may not read with perfect propriety. Even
the set of books to boys and men may be read
by young women of mature years, not only
with perfect propriety, but with great advan-
tage both to themselves, their husbands and
their families; but no canvasser should seek
to sell these books to minors. The book to
boys and the book to girls should come into
the hands of children through their own pa-
rents, teachers, pastors, physicians or others.
609. Going on with the canvass say:
Now let me show you in just a moment the
companion book "What A Young Husband
Ought To Know. " I am not married and pos-
sibly you are not married, but whether you are
or whether you are not, you ought to have
16
242 CANVASS FOR YODNO MAN.
these two books. Every man of our age na-
turally looks forward to marriage and he
ought to be intelligent upon this matter, ought
he not, Mr. Smith t
This book is divided into three parts. First,
what a young husband ought to know "con-
cerning himself;" second, what he ought to
know "concerning his wife" when she is a
bride, when she becomes an expectant mother,
and it tells just what he ought to kn<>\\
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<l< -r-
stands the nature and extent of the changes
which occur in the physical life of man. Men
are as ignorant of the recessional of middle
life as boys at fourteen are of the processional
of physical vigor. The changes which tak>
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 a<M< !
a course at a commercial college and then had
three years' experience in mercantile pursuits
as a salesman, and later as cashier with the
firm of Lord & Taylor, New York City. In
1866 he decided to yield to what he felt to be
a divine call to the ministry, and the same
year he entered the classical department of
Hartwick Seminary, Otsepo county, New York.
In 1867 he entered the Preparatory Depart-
ment at Gettysburg, graduating from Pennsyl-
vania College in 1872.
Whilst i his studies at college he
paid a portion of his college expenses by can-
vassing for books, and Dr. Stall now places a
very high estimate upon the experience he
then gained in this work. It gave him a
knowledge of mankind and has proven of the
highest value to him in his work, both as a
preacher and author. Dr. Stall also studied
for one year at the Union Theological Semi-
nary in New York City. He next traveled
abroad for five months in the various countries
of Europe. He was ordained to the ministry
in the Lutheran church in 1874. In that same
year he was married and also entered upon
his first charge at Cobleskill, New York State.
He next served two churches in Pennsylvania,
SKETCHES OF AUTHORS. 325
after which he became pastor of the Second
English Lutheran Church in Baltimore, where
a remarkable work was accomplished. In two
years 254 persons were added to the church
membership and a large amount of money was.
raised for church improvements. It was whilst
Dr. Stall was pastor of this church that he
preached his "Five Minute Object Sermons to
Children/' which were received with such
great favor by large audiences of both chil-
dren and grown people. He appealed through
eye-gate and ear-gate for admission into the
city of child-soul.
Dr. Stall believes in system. His pastoral
work was noted for its method and thorough-
ness, and in 1876 he published "Stall's Pas-
tor's Pocket Record " which is known and rec-
ommended to-day by the ministers of all de-
nominations as being the very best book of its
class published.
Many a pastor of a struggling church, han-
dicapped by a heavy debt, also owes to Dr.
Stall a debt of obligation for his timely volume
on "How to Pay Church Debts and How to
Keep Churches Out of Debt," which was pub-
lished in 1880. In 1887 his valuable contribu-
tion to practical church problems entitled,
"Methods of Church Work/' was published.
He also compiled "Bible Selections for Daily
Devotion," which is in use in many Christian
homes for family worship. In 1890 he became
Associate Editor of the "Lutheran Observer,
one of the most influential journals of
Lutheran denomination in America, which po-
328 SKETCHES OF AUTHORS.
MI ion he held for eleven years. The degree of
D. D. was conferred upon him by his Alma
Mater, Pennsylvania College, in 1893.
During all the years of faithful and devoted
service when Dr. Stall was absorbingly en-
gaged as editor, making an enviable name as
an author of books along the lines of practical
church work, and while ministering as a
preacher most successfully to large congrega-
tions, he never for one moment forgot the
covenant he had made when a mere lad he
never lost sight of his life purpose. It was
constantly before him, shining like a star at
night and blazing as a sun by day. No dis-
tinctions won nor laurels achieved along other
linos could ever lure him from paths which he
believed God had mapped out for him. Wl
ever he saw a book which he judged would
prove helpful to him he purchased it, and lui<l
it away for the propitious time, which he be-
lieved, in God's good providence would surely
come.
In the year 1897, with an unfaltering and
abiding faith, he published the covenanted
volumes, "What A Young Boy Ought To
know" and "What A Young Man Ought To
Know," and awaited with confidence the judg-
ment of the public upon them. It exceeded his
brightest anticipations. Eminent philanthrop-
ists, physicians, scientists, educators and cler-
gymen were quick to see that at last literature
had been written in a pure, yet scientific, man-
ner which could be read by our boys and young
men everywhere without the slightest hint of
impurity.
SKETCHES OF AUTHORS. 327
Dr. Stall was quick to recognize the leadings
of Providence, and resolved to consecrate his
entire energies and thought to the one idea
of disseminating literature along these purity
lines. Then followed "What A Young Hus-
band Ought To Know," written in that lan-
guage which only a pure heart and brain could
conceive. Then, when he reached the period of
middle life, he found that men of forty-five
were as ignorant of the changes through which
they pass as the boys at the period of adoles-
cence, and there was a fourth book, "What A
Man of Forty-five Ought to Know."
Dr. Stall has always believed that his spec-
ial work was for men, as he knew he could
not be misunderstood in the zeal which he dis-
played for their welfare, although he was not
without interest in girls and women. He felt
that they also should have literature that
would instruct purely and yet surely and truly,
and he seems to have been providentially led
to secure the efficient services of Mrs. Mary
Wood-Allen, M. D., and Mrs. Emma F. A.
Drake, M. D., who have written in a pure,
chaste, and yet informing way for our girls
and women upon things that they also should
know.
Such in brief is the need for the literature,
and the reason for the founder engaging in the
work. Dr. Stall is a versatile and capable
man, and many avenues offered him large finan-
cial gain, but he turned from them for he be-
lieves with all the enthusiasm of his intense
nature that God had called him to this purity
328 SKETCHES OF AUTHORS.
work, and like the great Apostle to the Gen-
tiles, he resolved to do the one thing that his
Master had marked out for him. That he was
right in his purpose he now has many tokens
in the good being accomplished by his books,
for young men and older men released from the
bondage of degrading and sinful hal
up in every country on the globe, and bear him
witness in messages of profound gratitude.
Something of the far-reaching influence of
this "Self and Sex M Series is made apparent
by the fact that several of the large church
missionary societies have, at their own ex-
pense, had one or more of these books tm
lated and published for the use of the mis-
sionaries in their work in different portions of
Asia. These books have also been translated
into Swedish, Dutch, French, German and
Spanish, and translations are under way in
various other countries of the world. The
English and American edition has reached a
ulation of more than a million copies, and
the books in English are sold in large quanti-
ties in lands as remote as India, China, Ja-
pan, South Africa, Australia, New Zealand.
The religious, secular, medical and educa-
tional periodicals have been united in hearti-
est commendations and in ten years the results
have been so far-reaching as to surpass even
the most sanguine expectations that could pos-
sibly have been entertained by their author
when the work was commenced. So impor-
tant have the messages in these books been
deemed by the United States Government that
SKETCHES OF AUTHORS. 329
copies appropriate to the conditions of the
"men behind the guns" have been placed in
the libraries of every war vessel in the Navy
for the use of its officers and men. Dr. Stall
is verily a man with a message to his day and
generation, the far-reaching issues of which
may never be fully estimated.
330 SKETCHES OF AUTHORS.
MRS. MARY WOOD-ALLEN, M. D., AND
HER MESSAGE TO GIRLS.
By L. M. Cross.
(i.~>l. 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 <! letters from wives
and mothers the world over commending the
splendid work that she performed when she
wrote these two wonderful books, "What A
Young Wife Ought to Know" and "What A
Woman of Forty-five Ou.srht to Know." The
influence of their Christian author will never
die. These books will live for centuries to
come, preaching their helpful and sympathetic
messages to the wives and mothers of the en-
tire globe.
PART V
PHYSICAL CULTURE
SUPPLEMENT
CHAPTER XVII.
Physical Culture
653. The importance of physical culture can
scarcely be overstated. Not only health but suc-
cess depends upon it. The canvasser is placed
under a severe mental strain. He needs the best
physical equipment. Five or ten minutes given
daily to physical culture will secure the result.
The canvasser is referred to Chapter IV, page
35, as a preliminary to what follows.
The exercises which we have appended have
been adopted by the United States Government
for use in the Navy and will be found most in-
valuable as a system of physical culture. They
can be used in one's own room without appara-
tus, and five or ten minutes devoted to these ex-
ercises morning, or evening, or both, will secure
wonderful results. Some persons sleep better
after exercising, while others do not sleep so
well. You must judge for yourself.
PHYSICAL, DRILL,.
1. POSITION.
Heels together, toes turned out. Hands
by the sides, palms in. Abdomen in, chest
out. Shoulders back and down. Head
up, chin in. (Fig. i.)
2. SIDE SWEEPS.
i. Slowly inflate the
lungs through the nose
(keeping the mouth
shut), at the same time
raising the arms in side
semicircles to vertical,
and emphasizing the out
and up stretch. At ver-
knuckles should
touch, the elbows should
be straight , the lower arms should lightly
press the ears. The lungs should be full.
(Fig. a.)
2. Return arms through side semi- I /
circles to skies, slowly exhaling.
Take seven or eight seconds for each
fipward and downward sweep.
Special Aotion.-The hundred and
more muscles concerned in deep respira- FIG. 2.
tioti, and especially the muscles of the "Sio SWBBTB,"
side walls of the chest. AT VERTICAL.
8. FRONT SWEEPS.
1. Hands at side, back of hands front.
Inflate the lungs slowly through the
nose (keeping the mouth shut), at the
same time raising^ the arms slowly,
through front semicircles, to vertical.
Emphasize the out and up stretch.
When at vertical the thumbs should
be interlaced, palms front, elbows
straight, and lower arms brushing the
ears. The lungs should be full. (Fig. 3.)
2. Return the arms through front
semicircles to sides, and past as far as
possible, exhaling slowly, but keeping,
chest out and chin in.
Take seven or eight seconds for each
upward and downward sweep.
FIG. 3. Special Action. The muscles con-
" FRONT SWEEPS," cerned in deep respiration, and espe-
AT VERTICAL. cially the front walls of the chest.
4. FINGERS.
FIG. 4.
' FlNGBRS,"
FIRST
POSITION.
. FIG. 5.
" FINGERS," SECOND POSITION.
1. Hands at sides. Throw the fingers wide apart and
backward energetically. Close them lightly. Perform
movement twice. Emphasize odd counts. (Fig. 4.)
2. Raise the arms to side horizontals, elbows straight.
Perform movement twice. (Fig. 5.)
3. Bring the arms
to front horizontals,
elbows straight.
Perform movement
twice. (Fig. 6.)
4. Raise the arms
to vertical, elbows
straight. Perform
movement twice.
(Fig. 70
FIG. 6. Special Action.- J* G '?'
'FINGERS/' THIRD Tfae musdes of the Jg
(Side view!) fingers and forearms. POSITION.
WRISTS.
FIG. 8.
" WRISTS,"
FIRST POSITION.
(Side view
to show
movement.)
I. Hands at vertical (where the last
exercise left them). Keep fingers and
elbows straight. Bend hands backward
as far as possible; then forward. Per-
form movement twice. (Fig. 8.)
a. Let arms fall
to front horizontals,
elbows straight.
Perform movement
twice. (Fig. 9.)
FIG. 9.
SECOND POSITION.
3. Swing arms to side hori-
zontals, elbows straight. Per-
form movement twice. (Fig. 10.)
FIG. xo.
'WRISTS/'
THIRD POSITION.
4. Drop arms to sides, elbows
straight. Perform movement twice.
(Fig. 11.)
FIG. ii.
"WRISTS,"
FOURTH POSITION.
(Side view.)
Special Action. The muscles of the wrists and forearms.
6. ARMS.
i. Hands at the sides. Close hands
tightly. Bring forearms strongly up in
front to face of shoulders, keeping elbows
stationary at sides. (Fig. 12.)
2. Thrust the fists
strongly down past the
sides as far as possi-
ble, twisting the arms.
Throw the chest out,
and keep the head back
and chin in. (Fig. 13.)
FIG. T2.
" ARMS,"
END OF FIRST
COUNT.
Special Action. The principal mus-
cles of the arms ; also those of the chest
FIG. 13.
END OF" SECOND and back of the neck.
COUNT.
(Side view.)
7. ABM CIRCLE.
1. Hands at sides, palms back. Sweep
the arms up diagonally and circle back-
ward to as far past the side horizontals
as possible, twisting the palms upward
and bending the thumbs down. Throw
chest well out, and keep head back and
chin in. Emphasize this count. (Fig. 14.)
2. Drop arms to sides.
Special Action.-The rotary muscles
of the arms and shoulders.
FIG. 14.
"ARM CIRCLE,"
END OP
FIRST COUNT.
(Side view.)
8. SHOTT^DTCRS.
1. Raise shoulders a
little. Roll them strong-
ly as far back and down
as possible, keeping el-
bows straight and act-
ing as if carrying a
heavy weight in each
hand. (Fig. 15.)
2. Let shoulders drop
forward easily. (Fig.
16.)
Fio. 15.
* SHOULDKKS,"
!> 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<ur permission then. I will arrange to bi
your books when I deliver to Mrs. - and
Mrs. - ."
The Proper Attitude. It will, in
ahce, put you on a better footing with \
prospective customer if you assume that they
\\ill, of course, be just as much interested in
the proposition as you are and take the po-
sition not too boldly, and yet confidently, that
they will be more than glad of the opportunity
to invest in your proposition. Assume that in-
stead of your attempting to convince them of
the value of your proposition, you are simply
explaining it so that they may unders
particular value to them and see clearly be-
fore they make the investment how they ean
make use of it in a way to receive the grea 1
benefit,
666. Companion Books. How to link the
books closely in pairs so that your sale where
you fail in getting the order for the Series
will always be of two books, where othen
SUPPLEMENT. 375
it might be only one, is a very important mat-
ter for study.
There are certain books in the Series which
always stand closely related in their applica-
tion to different individuals. For the young
boy, the mother should have "Young Boy"
and "Young Man"; for herself she should
have ' ' Wife " and " Husband, ' ' for the mother
of thirty and beyond, "Man of 45" and
'* Woman of 45" also; for the young girl, the
mother should have "Young Girl" and "Young
Woman"; the mature young woman should
have "Young Woman" and "Young Wife"
especially and ought to have also "Young
Man" and " Young Husband"; the young man
likewise should have "Young Man" and
"Young Husband" and ought to have also
1 1 Young Woman " and " Young Wife. ' ' These
suggestions followed out will enable you al-
ways to group and combine the books in a
way to make all your sales the largest possi-
ble.
667. "What a Young Wife Ought to
Know." In canvassing a young woman or a
young wife always use the word "young" in
referring to the title, but in canvassing an
older married woman it is better to refer to
it as the volume for the wife and mother. Both
references are accurate and truthful, but not
knowing the contents the older woman is like-
ly to be slightly prejudiced against it if she
thinks it for a young wife especially, while the
376 SUPPLEMENT.
young woman or young wife will be more at-
tracted by a book to young wives.
668. Endorsements Study all the endorse-
ments thoughtfully with a view to the
weight certain ones will have with particular
persons you are canvassing. Wherever possi-
ble 
