Mr. R.—“Well, I might as well take a set now and be done with it. I see you will stick to me like a porous plaster to a lame back until I do.” If I had gone through the entire argument after this fashion with every purchaser I would not be alive now. Thank goodness, they were not all quite so hard on a fellow as Mr. Rice; and yet, when I began canvassing in the book business, do you know who I practiced on? The toughest customer I could find, one who was able to buy, but from whom I felt certain I would not get a red cent. I would argue on the good points of the work I was selling, and do all in my power to get an order, even though nine times out of ten I failed. Of course, when I got through I was terribly wound up, but I knew that my time had not been lost. I found out the weak points of my argument, and on the second customer I could correct my errors. I would keep this up for several days. It gave me good, practical experience, and in a short time I had a canvass strong enough to face anybody, and success followed me like a tramp does the odor of a good dinner. I found that it paid to advertise. On coming into a town I would visit the newspaper offices and pay for little personal paragraphs, announcing my arrival and stating my business. This served to introduce me. By reading the following samples you will see that I desired to impress the people with the belief that I was a man of great importance, and I generally succeeded. The Stormville Banner, for instance, would say: “Mr. S. J. Weldon, representing prominent publishing houses in New York, is in the city, having arrived last night. During his stay he will endeavor to interest the literary people of Stormville by introducing the latest edition of Banner’s encyclopedia, of which 70,000 copies have been sold. He makes a most novel proposition, and ought to be well received and do a flourishing business. Mr. Weldon bears the enviable reputation of being the most successful agent in his line in the United States and Canada, his sales so far this year footing up to the enormous sum of over five thousand sets.” Here is another: “Prof. S. J. Weldon, the gentleman who is with us this week selling Banner’s encyclopedia, recently wagered one hundred dollars with a gentleman of Hilt City, which town is twice as large as ours, and where he sold seventy sets, that he would be equally successful in Stormville. Which will win the wager? That depends on which of the two towns prove the more appreciative.” This advertisement I used when I came across two rival towns. It worked up a patriotic excitement and assisted greatly in making sales. Another effective article read as follows: