The firm I worked for published the complete works of many standard authors. There were no single volumes on my list, and if I remember right the smallest set was a history of the world in four volumes. As samples for canvassing the firm furnished each agent with a nice stretcher, showing up the backs of each set of books complete. These stretchers, or book backs, were gotten up in a very neat and tasty manner, and when set up against the wall looked just like a complete set of the books would appear when arranged in a book case. I would walk up to a business or professional man without giving him any advance knowledge of what I wanted. In general, I stated my business in a roundabout, though apparently off-hand, manner, gradually leading up to the vital point, finally saying to him: “I am going to get up a library club here among the literary lights of the town and I want you in it.” Customer (pleased at the compliment).—“I didn’t know that I was a literary light.” Agent.—“Oh, yes you are. You have distinctly that reputation. In fact, I heard about you before I came to town.” Customer.—“Who told you so?” Agent.—“Why, two or three parties in M—. up here told me to be sure and call on you. My manager in New York also sent me a list of twenty prominent people here, and your name was among them. So, you see, you are known on the outside as well as in your own town.” Customer.—“I don’t see how you fellows find everything out.” Agent (jokingly).—“Oh, you know, ‘murder will out.’” Customer.—“You are right there, but I don’t understand what you mean by a Library Club.” Agent.—“I’ll tell you. It is a scheme that gives you a chance of getting a library of your own which will cost you virtually nothing.” Customer.—“I still don’t understand.” Agent.—“I’ll explain further. You know that it is the working for single customers, or hunting them up and delivering, that makes the book business so expensive. Quick sales and small profits put quite a different face on the matter. Now, here is a new edition of Roberts’ works in twelve large volumes. It contains all the products of this famous author’s pen, and is the only complete set ever published. One set, regular price, costs twenty-four dollars, but if I can get up a club for twenty sets, in this town or vicinity, I’ll cut the price right in two, prepay the expressage and deliver them for twelve dollars. You can pay for them in little monthly payments of say one dollar and a half per month, and the entire set delivered at one time and in advance. Did you ever hear of a better offer?” Customer.—“Well, it does sound pretty nice.” Agent.—“By the way, do you know anything about Roberts’ works?” Customer.—“I have heard of them.”