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Show Old Fashioned Agent The oldfashtoned bouse to bouse book agent frequently uss a lot of high grade telling psychology, avs Kreii Kelly tn The Nation's Itusjness. For example. In starting to nhow a book, he does not begin at the first page aad work through, but is more likely to start in about the middle and jump hro nnd there, an if at random. 1 n that way the victim does not know whether the selling tnlk is to be Ion? or short, but listen patiently, hoping for t he best. if t he agent beican at the first page and started to burrow right th rough, the prospect would at once throw up his hand in horror. No matter what a man is selling, it Is well to give ihe Impression that li isn't going to talk very long and then make the argument long or short according ac-cording to the mood of the othrr fellow. fel-low. Most callers talk too long. Every business man, whether employer em-ployer or employe, may wU heed the remark of an old philosopher, that we have two eyes and one tonh'o because we are supposed to see twice as much as we say. The Nation's business. Any business set which nets one friend and one enemy is a bsd proposition. propo-sition. Kor the enemy can accomplish more harm as a knocker than the friend can do good as a press agent |