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diff --git a/old/64412-0.txt b/old/64412-0.txt deleted file mode 100644 index 787b550..0000000 --- a/old/64412-0.txt +++ /dev/null @@ -1,2184 +0,0 @@ -The Project Gutenberg eBook of How to Make Money, by John V. Dunlap - -This eBook is for the use of anyone anywhere in the United States and -most other parts of the world at no cost and with almost no restrictions -whatsoever. You may copy it, give it away or re-use it under the terms -of the Project Gutenberg License included with this eBook or online at -www.gutenberg.org. If you are not located in the United States, you -will have to check the laws of the country where you are located before -using this eBook. - -Title: How to Make Money - -Author: John V. Dunlap - -Release Date: January 28, 2021 [eBook #64412] - -Language: English - -Character set encoding: UTF-8 - -Produced by: Richard Tonsing, Juliet Sutherland, and the Online - Distributed Proofreading Team at https://www.pgdp.net - -*** START OF THE PROJECT GUTENBERG EBOOK HOW TO MAKE MONEY *** - - - - - HOW TO MAKE MONEY - - - _By_ - - JOHN V. DUNLAP - -[Illustration] - - SOCIAL CULTURE PUBLICATIONS - 151 FIFTH AVENUE · NEW YORK - - - - - Copyright, 1922 - SOCIAL CULTURE PUBLICATIONS - MANUFACTURED IN U. S. A. - - - - - CONTENTS - - - PAGE - - THE NEIGHBORHOOD PANTRY 5 - - HOW TO MAKE MONEY, MAKING CANDY 7 - - WOULD YOU LIKE TO OWN A SHIRT FACTORY? 8 - - CAN YOU MAKE NECKTIES? 9 - - HOW YOU CAN EDIT AN INTERESTING COLUMN IN YOUR LOCAL NEWSPAPER 9 - - TEA ROOM AND GIFT SHOP 11 - - ROOMS 11 - - HOW WOULD YOU LIKE TO SELL REAL ESTATE? 12 - - MONEY IN DYEING 12 - - KINDERGARTENS 13 - - FOR THE STUDENT 13 - - IF YOU LIVE IN A CITY 14 - - LAMP SHADES 15 - - DOUGHNUTS 15 - - TO WHICH OF THESE CLASSES DO YOU BELONG? 16 - - WHAT ARE YOU LOOKING FORWARD TO? 17 - - WHAT EVERY GIRL WOULD LIKE TO DO 24 - - HOW FORTUNES ARE MADE 27 - - HOW TO SECURE A FREE COURSE IN SALESMANSHIP 30 - - WHO ARE YOU? 32 - - WOULD YOU ENJOY TRAVELING ALL OVER AMERICA? 36 - - TRY THIS TEST ON YOURSELF 54 - - - - - THE NEIGHBORHOOD PANTRY - - -This plan offers an opportunity to enter the grocery business on $25 -capital. The first step is to install shelves in a closet or pantry, -covering them with plain white paper. Next, go to a wholesale grocery -store and purchase— - - 25 lbs. Tea - 25 lbs. Soda - 25 bars of Laundry Soap - 25 bars of Toilet Soap - 6¼ lbs. Pepper - 25 small bags of Table Salt - 25 lbs. lump Starch - 25 bottles of Wash Blue - -The next step is to have printed a few hundred bills as shown on -following page. - -Either mail these bills, or distribute them by hand to each home you -wish for customers. Distribute the day before you open. - -In addition to making 25 per cent profit on each sale, you can establish -dozens of good customers your first day. - -It is very essential that you use the brands of soaps, etc., which are -the best sellers in your town, and that you state the trade name of each -article on your bills. It goes without saying that in no case should you -list the “regular price” higher than the stores are selling. - -Tea happens to be one of the most profitable articles in a grocery -store, and this fact enables you to make this liberal offer. - - FREE! FREE! FREE! - - THE JONES’S NEIGHBORHOOD PANTRY WILL OPEN FOR BUSINESS, SATURDAY, - SEPTEMBER 1ST - - As an introductory offer we will give the first 100 customers who - either call in person, or telephone their order, ABSOLUTELY FREE: - - One Bar of Velvet Soap regular price $0.10 - One Bar of Satin Soap „ „ .15 - One Pound of Soda „ „ .10 - One-quarter Pound of Pepper „ „ .15 - One Bag of Table Salt „ „ .10 - One Pound of Lump Starch „ „ .05 - One Bottle of Wash Blue „ „ .10 - - The total value of these articles is 75 cents, and they are all - every-day necessities which you buy nearly every week. No. 400 - Ceylon tea regularly sells for $1.20 per pound, but we have reduced - the price for this sale to 90 cents, and to each person buying one - pound of this extra high-quality tea at 90 cents a pound, we will - give absolutely free the above listed necessities which will cost - you 75 cents at any store in town. - - Telephone ——, and we will deliver your order, or call in person at - the - - NEIGHBORHOOD PANTRY - 123 Main Street - -From this point, your next step is to explain to each buyer of this -special offer that you are opening a small store, and will carry such -staples as soap, sugar, rice, coffee, etc. Each Saturday make a special -sale of something to keep people talking about you. Three or four -dollars per week spent with a printer in printing handbills announcing -your special sale, will keep customers coming to your store and keep -people advertising you by talking. Do a strictly cash business, and you -will find your original $25 investment will grow into many hundreds of -dollars in the course of a year. You will be surprised to see how -quickly you will find yourself the owner of a real store selling -everything. But, remember, you must - - Sell for Cash - Give Prompt Service and - Fair and Courteous Treatment. - - - - - _$10 Required_ - HOW TO MAKE MONEY, MAKING CANDY - - -Get a candy recipe book and practice making bonbons, fondant, fudge, -peanut brittle, etc., until you learn to make delicious candy. Make up -about ten dollars’ worth and visit some store with samples. Ask them to -put a box in their candy case and pay for it when they sell it. Have a -neat card printed as follows: - - MADE IN MRS. BROWN’S KITCHEN - BY MRS. BROWN - RIGHT HERE IN BELLVILLE - IT IS FRESH AND DELICIOUS - TRY IT. - -If your candy is good, people will buy it, and you will have no trouble -in getting all the stores to buy all you can make. One woman started on -this small scale and owns a large candy factory to-day. - - - - - WOULD YOU LIKE TO OWN A SHIRT FACTORY? - - -Every man has trouble buying a shirt that will fit him. One wise girl -knew this and turned it into real profit. - -She went to a local dry-goods store and secured samples of thirty or -forty different kinds of shirt material. She made an arrangement with -the store to allow her 15 per cent discount on everything she bought. -Next she visited the various offices, stores, etc., and secured orders -for “custom-made” shirts. She displayed her beautiful line of patterns, -and also a shirt all made up, showing the quality of workmanship, etc. -Next, she took the man’s measurements and he selected the pattern. She -would solicit orders one day per week and make shirts five days per -week. In a short time she was receiving mail orders and telephone -orders. Every man in town wanted her to make his shirts. Within a few -weeks she had employed six girls to help make shirts. Then she bought -her material direct from the factory and received bottom prices. To-day -she owns a custom-made shirt factory. To-day dozens of girls work for -this little genius. Each girl has one special thing to do. - - - - - CAN YOU MAKE NECKTIES? - - -To convince yourself of the tremendous profit in making and selling -neckties, just get the price of a yard of necktie silk, and see how many -dollar neckties you can make out of it. - -Did you ever examine a necktie? It is the simplest thing in the world to -make. - -Buy enough silk to make about twelve patterns. Use these for samples to -show business men. They will sell like hot cakes. You can make 50 cents -per tie profit. As your business grows, hire girls to make ties, and -employ pretty, neat girls to take orders. - - - - - HOW YOU CAN EDIT AN INTERESTING COLUMN IN YOUR LOCAL NEWSPAPER - - -Go to the advertising manager of your local newspaper and buy one column -of space to be used each day. Head the column: - - “BARGAINS BETTY ROSS FOUND YESTERDAY” - - “FOR WOMEN ONLY” - -Next go out on a general shopping tour. When you run across something -that appears to be an unusual bargain, or something very new and -attractive, tell the storekeeper you will include it in your editorial -to-morrow if he cares to pay you your regular rates of so much per inch. -Your description of the article will depend upon how many inches of -space he is willing to pay for. Your charge per inch should be about -double the amount you pay the newspaper. - -The value of this advertising is much greater than the average -advertisement, since it appears to be a news item. Women will learn to -watch for the bargains and new things you list, and it will be a genuine -service to both women and storekeepers, as well as very profitable to -you. Suppose you sell twenty-five inches of space each day at $1 per -inch. The space would cost you 50 cents per inch, so you would make -$12.50 per day. - - “BARGAINS BETTY ROSS FOUND YESTERDAY” - - “FOR WOMEN ONLY” - - The Leader Store has received an assortment of white voile blouses - in many pretty patterns which they are offering at $2.79. I find - this price about $1 lower than the regular price for this quality of - blouse. - - The Star Furniture Company are offering small rugs 2½ ft. × 5 ft. - for $4 each. The patterns are excellent copies of Oriental designs - and are a great bargain at this price. - - The Duplex Department Store has just received forty models of - hand-beaded crêpe de chine frocks in all the latest colors, which - will undoubtedly go very quickly to the wise early shoppers. - - (Signed) BETTY ROSS. - - P. S.—Telephone me at Main 246 if you desire information regarding - where to buy. My services are free and I am always glad to become - acquainted with my readers. - - - - - TEA ROOM AND GIFT SHOP - - -The tea room idea has become a permanent fixture in the average town. -Women look for them and patronize them regularly. There seems to be a -tendency toward tea rooms of the Colonial type. Read the monthly women’s -magazines and you will find in most of them a column devoted to -descriptions of tea rooms. - - - - - ROOMS - - -In a recent magazine there appeared an article written by a girl who had -made a tremendous success operating rooming houses. Here was her plan: - -She found ten girls who were rooming at private homes and taking their -meals out the same as she. She told these girls if they were willing to -pay her two weeks’ rent in advance, she would rent a home and furnish -it. Each girl was to have a large bedroom completely furnished, and was -to have access to a well-equipped kitchen and laundry. Cabinets were -provided in the kitchen for each girl to keep her food and utensils in -and a large refrigerator was also installed, which was always full of -ice. Two large rooms downstairs were furnished as a parlor and reading -room. - -With her first two weeks’ rent, which she collected in advance, she paid -one month’s rent for the house and made her first payment on the -furniture which she bought on the installment plan. To-day she is -operating six of these houses and is now serving meals to each roomer. - - - - - HOW WOULD YOU LIKE TO SELL REAL ESTATE? - - -Read this woman’s story: - -“Two years ago one of our neighbors moved away unexpectedly, so did not -have time to sell their house. They told me I could have all above -$5,500 that I could sell it for. I put a For Sale sign on the house, but -made no sale. Next I ran a small For Sale want ad, but still no results. -Then I had a picture taken of the house and had 2,000 handbills printed -fully describing it. I distributed them all over town and posted many on -fences and telegraph poles. Within one week I had dozens of people come -to look at the house and sold it for $6,500. My total expense was $4.90; -my total profit was $1,000. My advice is to go into the real estate -business. Go out and find houses for sale, then make the owner a -proposition to sell them. My profits this year will run over $5,000 -clear.” - - - - - MONEY IN DYEING - - -Here is a profitable business you can get into without capital. - -Go to your druggist and buy a few packages of dye. Experiment by -coloring old clothes or rags. When you learn how to do the work -perfectly, either advertise in the want ad column, or solicit work by -personal calls. Every one has clothes, curtains, carpets or something -which can be made to look good as new if they were only dyed. The cost -of the dyes is negligible—it is practically all profit. - - - - - KINDERGARTENS - - -Why doesn’t some clever girl start a “Kindergarten of Culture.” In -addition to the regular kindergarten course, devote one-half hour each -day teaching the children the correct way to eat and act upon all -occasions. - -The idea will undoubtedly be successful. - - - - - FOR THE STUDENT - - -In almost every town and city there are homes where the children are -just at the age to prevent the mother and father from going out to the -theater, church, parties, etc., in the evening. - -These people cannot afford to keep a maid, but could and would pay $2 an -evening to a reliable girl or woman to come in and stay with the -children once a week. - -Why not spend two dollars in want ads telling these people about your -plan. It would be easy to get six families who would pay you two dollars -each per week; Monday at the Smith’s, Tuesday at the Brown’s, etc. - -This is especially good for the girl who studies, since the children -will go to bed by 8 o’clock and the remainder of the evening can be -spent quietly studying or reading. - - - - - IF YOU LIVE IN A CITY - - -There is hardly a single firm of any size which does not have a quantity -of statements at the first of each month or advertising matter to be -mailed which overtaxes their regular office force. Many women and girls -in the city have started mailing houses. They make arrangements with -these firms to address their envelopes, sign and fold the letters, -insert in envelope, seal, stamp and mail them. It requires absolutely no -capital to start this business, provided you will turn one room of your -house into an office. - -With practice the average women can address 1,200 envelopes per day with -pen and ink. The charge for this work ranges between $3 and $4 per -thousand. The rate for folding a one page letter is 70 cents per -thousand, 35 cents per thousand for inserting it in envelope, 35 cents -per thousand for sealing envelope, 35 cents per thousand for stamping -and 35 cents per thousand for mailing. - -Most mailing houses charge 35 cents per motion for folding, inserting, -sealing, stamping and mailing. So in arriving at a rate for a piece of -work you just determine the number of motions required. Each fold and -each insert is counted one motion. - -As your business increases, employ girls to help you and you will soon -be operating an extensive office. - - - - - LAMP SHADES - - -The actual material cost of making a silk lamp shade that retails for -$15 is about $5. Any girl who can sew will find making lamp shades an -exceedingly simple matter. All department stores sell the wire frame, -and transparent silk in many colors and designs can be bought at any -good dry-goods store. The sales plan is this: - -Make arrangements with a department store or any other store who will -display them to sell them on commission. For instance, you allow them $5 -profit on a $15 shade. If you show good taste in selecting designs and -colors you can build up a very profitable business in a short time. - -There is also a constant demand for a shade made of cardboard, -hand-tinted in water colors which makes an excellent imitation of -genuine parchment. - - - - - DOUGHNUTS - - -In a Middle Western town a certain woman discovered the secret of making -old-fashioned doughnuts that would simply melt in your mouth. Neighbors -soon learned of these delicious doughnuts, and insisted that every time -she made them she would make a few dozen extra which they bought. - -She decided to go into the doughnut business. She rented a small place -about the size of a small shoe-shine parlor right on the busiest corner, -and equipped the window with a kettle of lard on a gas hot-plate. -Everything was painted white, and she was dressed in white. She fried -doughnuts to order. Customers stood in line waiting for their doughnuts -to fry. It proved a tremendous success. To-day she owns a large, fully -equipped bakery where she bakes everything usually made in a bakery. - - - - - TO WHICH OF THESE CLASSES DO YOU BELONG? - - - CLASS NO. 1 - -Are you a stenographer, typist, bookkeeper, or an office clerk of some -kind who goes to work at a certain time every morning, rain or shine? Do -you take a few sandwiches along and eat lunch at your desk or in a rest -room, or do you go to a cheap restaurant? You have a certain time to -stop working each day. Do you dread the long afternoon—how lonesome and -monotonous!—checking figures, typing letters, filing papers, or doing -some other routine work which you have done so often? How you long for -five o’clock to come! Not because you are lazy, but because you are -human. Because it is not human for anyone to go on and on doing the same -monotonous work day after day without becoming weary and discouraged. -And then Saturday comes. How much is in your pay envelope? After you pay -your living expenses, how much is left for you to buy the things which -make life so bright for a young girl? When you go out on Sunday and see -so many girls wearing fine clothes and associating with cultured people, -what do you think? Do you think of the past weeks of discouraging work? -Do you think of your clothes, your kind of friends, your home life and -your meager earnings? At times you must look ahead, away off into the -gloomy future. Monday morning you awake feeling blue, tired and -discouraged with the dreadful thought of the office, the irritable -employer who scolds, the same faces looking at you, the same monotonous -routine. - - - - - WHAT ARE YOU LOOKING FORWARD TO? - - -Perhaps you are being led to believe that you are going to be promoted. -Stop and think. Suppose you are promoted. What will it amount to? True, -you might then be able to wear a little better clothes and not be quite -so pinched for money; but after all, nothing else will change. Of all -the girls you know, how many of them doing your kind of work ever -advanced beyond a living wage? Surely your aspirations are for more than -something to live upon! What are you going to do about it? - -You have two avenues open to you. One is to continue your present daily -grind and deprive yourself of the luxuries, the romance and the -brilliant future of a happy home. - -The other is to learn the things you should know in order to become -successful, and get your full share of the sweet things in this world -while you are still a young girl, and can enjoy them. This avenue will -lead you to happiness, romance, and to all the niceties of life which -are so dear to a young girl. - -Can you afford to miss this alluring future? What are you going to do -about it? Read every one of the plans which we outline on the following -pages. You will find one that will make the world seem brighter to you. - - - CLASS NO. 2 - -Are you employed in a factory or at some other kind of work which you -hesitate to acknowledge when you meet a new acquaintance, or are you -employed in some one’s home doing domestic work. If we could only make -you understand the great things in life which you are missing. If you -would only go to your mirror and look yourself right in the face and say -“I can’t do anything that will make matters worse. Here is a chance for -me to better my position. Here is something I can do that will give me -an experience which will pay up for my lack of education. It will teach -me how to meet and associate with people of a higher rank. It will -afford me an opportunity to enjoy all the luxuries of life which I have -been deprived of. Instead of rough hands and soiled clothes, I will -cultivate a clear, soft complexion. I will develop my natural beauty. I -will wear the clothes becoming to a lady. I will do it! To-day, right -_now_, I will take the first step necessary to prepare myself for this -new life.” The first step is to read every single word in this book and -then decide which plan you will select. Don’t just read. Think while you -read! Forget every single thing in the world but your future. - - - CLASS NO. 3 - -Are you shut up behind a counter in some store, displaying a forced -smile to shoppers who say and do things which belittle you beyond -endurance? Sometimes you are so irritated you feel like insulting them. - -How many days you have stood there when you were so tired you felt your -legs would give way under you. How unpleasant to be greeted each morning -with that close, depressing odor from the stock, a snappy command from -your employer, and then finally to have an irritable woman customer who -makes you show her everything in the store, after which she passes a few -sarcastic remarks without buying, says “Thank you, dear,” and walks out. - -Do you remember those hot, sultry days when you stood behind the counter -and thought what a miserable life you were living? Do you remember when -you would look at yourself in the mirror, your face all shiny, your -clothes soiled and the perspiration fairly trickling down your back? How -disappointed you were! You alone could see the hidden beauty behind that -form in the mirror. You alone could realize that your unfortunate -position was responsible for these defects. - -How often a beautifully gowned woman with a charming daughter has -visited your counter. How often you have envied them. You simply could -not control that lump in your throat. How shy you felt in their -presence. You would eye them from head to foot. - -Are you going on and on endlessly in this dull, monotonous strain, or -are you going to muster up your nerve and take the steps to-day that -lead to prosperity and happiness? You can no longer offer the excuse “I -can’t afford to prepare myself for a better position.” We will prepare -you absolutely free. - - - CLASS NO. 4 - -Are you “too proud to work?” - -Are you one of those girls who come from a family who have tried to -maintain their local social identity by imitating the practices of -people with means? Have you led yourself to believe that you will be -classed as one of the common herd if you engage in a commercial -endeavor? Are you blindly applying 18th-century customs to a period when -commercial aggressiveness is a mark of distinction? Are you wasting your -life away trying to make yourself and others believe that you possess an -artistic temperament, when in reality you are nothing but an ordinary -person with a twisted viewpoint, trying to be someone or something which -you are not. - -You, too, have two roads open to you. - -The first one is to continue staying at home depriving yourself of the -luxuries and happiness in life, and be regarded as an aristocrat by two -or three dozen people who don’t know the difference between an -aristocrat and a hippopotamus; and even if they did, it wouldn’t make -any difference. Of course, if you continue on this road, you have this -advantage: You can get all your relations together once or twice each -year and go back over your family tree and praise each ancestor, -relating in detail his super-qualities, etc., which should make all of -those assembled very happy and proud. You will also have the advantage -of being able to entertain new acquaintances (very much to their -disgust) with the story of how your ancestors maneuvered from the time -they were gallant knights of King Arthur’s Round Table to the day they -stepped off the Mayflower at Plymouth. (If you happen to have any sense -of humor, of course you will confine these stories solely to your -relations when they congregate for the purpose of rehearsing these -folklore epics.) - -You will also have the advantage of retaining that state of mind which -keeps you believing that your mentality is away above par and that -people will somehow, sometime, understand and appreciate your worth to -the world. - -There are many other advantages (?) which the whole world is willing you -claim if you follow your present road. - -The other road open to you is to stop trying to keep up an outward -appearance at the cost of depriving yourself of happiness. Stop trying -to be a big frog in a little puddle. Open your eyes and look about you. -Try to realize what an insignificant speck on the horizon you really -are. Try to realize that there are millions of people in the world who -have every quality, plus, which you think is exclusive with your family, -and remember that the only ones of these millions that the world -respects are the aggressive ones who “give” constructive effort to their -respective communities. Remember the world does not respect a person who -only “takes” what nature furnishes. There is no place in America for -these idlers. The day of inheriting a position that commands respect is -past. You will have to prove your worth or you will be eliminated by one -of the “common herd” who really “delivers the goods.” That familiar law -“the survival of the fittest” always has and always will be the -regulator. - -There must be times in your life when you have flashes of realization, -when you must see the fallacy of your ideas. You must realize the -wonderful experience and pleasure which you are missing. You are going -through life blindly. You will pass out of this world without knowing -the real world you have lived in, for the world of your life is a myth -and like all myths the truth will be revealed to you. - -Our plan will not only bring you prosperity and plenty, but will -actually pave the way for you to accomplish the higher ideals which you -are dreaming about. Bury your pride. Stop living for the benefit of your -friends or to keep up a family tradition which is rendering every -generation of your family weaker and poorer. Pretty soon the people who -now respect you will charge your whole family as being lazy and -worthless to the community. - - - CLASS NO. 5 - -Are you a young wife whose dreams have not come true? - -Do you sit and think of all your old friends, many of whom married young -men who are progressive? Do you think of their beautiful homes, their -pretty clothes, and their circle of cultured friends? You are glad they -are situated so comfortably and happily, but you can not help envying -them at times. How your thoughts must wander back over your courtship -days. You recall that your husband was the most promising young man of -that set. You recall how all the other girls envied you when you were -married. You recall how easy it would have been for you to have had -almost any of the other young men. - -How the picture has changed! - -Somehow that promising youth of a few years ago has not been the success -you were sure he would be. Somehow, he has fallen into a rut and is -satisfied with a small salary. He has lost his nerve. He has lost faith -in himself. He does not count the “up and doing” young men of your -community among his friends. He does not keep up his personal -appearance. Every single thing about him has changed so. He has no -ambition to climb up the ladder of success. - -You alone realize and worry about this sudden change. You know what your -friends are saying about both of you. How often you have heard them -refer to someone in your circumstances “the poor thing. I feel so sorry -for her. She doesn’t know anything but poverty and worry.” - -Like all the rest there are two courses you can follow. One will lead -you to poverty and hardships, and the other to prosperity and happiness. - -You alone can be the stimulant for your husband. You must lead the way -if you expect to revive his energy and ambition. You know very well he -is capable if only he would muster up and try. - -Are you content to go along hoping for the best? Each year you are both -getting a little deeper in the rut—the rut that will finally submerge -you so deep that your old friends who are now starting on the right road -will forget about you. - -Think how different life would be if you lived in a pretty home. If you -felt satisfied you were going up the ladder instead of down, down, down, -year after year. - -Would you prove yourself capable of doing things if you had the -opportunity? Don’t credit the success of your friends to luck. When they -saw an opportunity they took advantage of it. We are laying right before -your eyes a number of plans which will start you and your discouraged -husband on the road to success. Will you pass it by? - - - - - WHAT EVERY GIRL WOULD LIKE TO DO - - -Get up in the morning when you have your sleep out. Arrange your working -hours to suit your convenience. Engage in some kind of employment that -you could do at home. Earn enough money to buy beautiful clothes, live -in a comfortable home and command all the other comforts and luxuries -incidental to a happy life. - -On the following pages we will outline a plan which offers an -opportunity for you to live the life so much wished for by hundreds of -girls. You can sit right in your home and earn two or three times what -your present position pays you without one-half the effort. You will be -your own boss. You can start to work in the morning when you feel like -it and stop when you feel like it. You can sit in your bedroom in your -negligee or dress any other way you please. If you want to accomplish -big things and operate a large office you can do so. What could be a -more ideal situation than this? No labor to mar your hands or otherwise -mar your physical appearance. The cleanest, most enjoyable and most -profitable work any girl can engage in. The only qualification necessary -is to be able to read and write. - -Here is the plan: - -We will send you a quantity of folders which tell all about the Book of -Good Manners and the Woman’s Library. We will also send you a quantity -of envelopes. You address these envelopes to all the girls and women in -your vicinity. You can get their names from the telephone directory. -Next you insert these advertising folders in the envelopes which you -have addressed and mail them with a one cent stamp. We also send you a -quantity of small envelopes which you address to yourself and inclose -with the folder together with an order blank which reads as follows: - - FREE COUPON - - MARY BROWN - - Mt. Hope, Mo. - - I herewith enclose $3.00 as full purchase price of The Book of Good - Manners. In addition to the Book of Good Manners I am to receive, - ABSOLUTELY FREE, the woman’s library consisting of six books, as - follows: “Plain Talks On Avoided Subjects”, “How To Prepare and - Serve A Meal and Interior Decoration”, “Physical Beauty”, “Color - Harmony and Design in Dress”, “How To Make Money”, “The Book of - Culture”. You are to ship them at once wrapped in a plain box to the - following address: - - Name - - Street and No. - - Town and State - -Now let us see what happens: - -You make $1.50 on each set of books. Suppose that you only sell twenty -people out of each hundred to whom you send the folder. Your profit -would be $30 on each hundred folders you send out. One person can -address about 1,000 envelopes each 8–hour day, so if you sent out 1,000 -folders each day you would make $300 per day if you sold twenty people -out of each hundred you sent them to. If you only sold ten people out of -each hundred, you would make $150 per day, and if you even only sold -five out of each hundred you would make $75 per day, provided you sent -out 1,000 folders each day. - -When you finish mailing to everyone in your vicinity, start mailing to -the near-by towns. You can employ other girls to do your addressing -after you get started. - -What could be more pleasant than having the postman bring you an armful -of mail each morning with each letter containing $3 of which $1.50 is -profit to you? - -If you wish, you can use your own name and address. Some girls work -their plans under the name of The Woman’s Library and either use their -home address or just rent a lock box at the Post Office. If for any -reason you do not want people to know who is running this plan, the -latter suggestion is better. - -When you get started with this plan, we will furnish you with other -things to sell by mail. The first thing you know you will be proprietor -of a large mail-order establishment. - -Later on in this book we will tell you how to get started on this plan. - - - - - HOW FORTUNES ARE MADE - - -When you hear of some one making a fortune you will find that nine times -out of ten it was made by selling something. - -It does not matter what you are doing, you cannot go very far unless you -have learned the art of salesmanship, for after all we are all selling -something. The doctor sells his skill to heal, the professor sells his -knowledge, the bookkeeper his ability to keep books, the carpenter his -ability to build houses, and the daily laborer his services. You see, we -need salesmanship even though we do not happen to be selling shoes, -flour, books, etc. Your advance in life is measured by your sales -ability, and this is the reason that you should understand the art of -salesmanship if you would climb up the ladder of success. - -You have probably read about the schools of salesmanship—many of them -correspondence schools—and you have undoubtedly heard of hundreds of men -and women who have increased their earnings from a scant living to -salaries ranging from ten to twenty-five thousand dollars per year. Many -girls who clerked in stores, or did clerical work at $15 or $20 per -week, increased their earnings to an unbelievable figure. Men who earned -only a living wage by hard labor or tiresome routine work without a -future, rose to positions where they became citizens of influence and -wealth—all through applying salesmanship to their daily lives. - -Do you know that the average salesman earns three times as much as the -average position pays? - -Do you know that salesmen are made, not born? - -Do you know that the demand for salesmen always has and always will be -three times greater than the supply? To convince yourself of the -unlimited demand for salesmen just look over the “want ad” section of a -city Sunday paper. You never see an “ad” for a salesman read “small -salary at start.” A salesman’s earning power is regulated by his -ability. He gets paid what he earns. He does not place himself at the -mercy of an employer to regulate his income. - -What could be more pleasant work than going from city to city, riding on -Pullman cars, living at the best hotels, meeting high-class people from -all over the world, and spending a few hours each day taking orders -which pay you a handsome income? - -How could you ever expect to gain the knowledge this experience would -give you? How could you ever make the acquaintance of such prominent and -influential people as this vocation brings you in contact with? - -But you will say: “I am a woman, and what do I know about salesmanship?” - -And we answer: “It is just because you are a woman that we are telling -you this; if you are ambitious and willing to do your part you can -become a better salesman than the average man.” - -Do you know that large New York firms are replacing their traveling men -with women? Why? Because they have discovered that a woman who is -willing to work can sell more orders than the average man. It is a rare -occurrence to hear of a woman failing to make good selling. We know of -girls whose experience was limited to bench work in factories and -domestic work, who after taking a course in salesmanship proved winners -and are now earning five times their original wages, besides living a -life of luxury as compared to their former state. - - - - - HOW TO SECURE A FREE COURSE IN SALESMANSHIP - - -Most everything you learn at school or from books requires a great deal -of actual practice before you can become perfect at it. In order to -become a successful salesman through a salesmanship course you must put -into actual practice what the course teaches you. You must get this -actual experience right while you are studying. The author of this work -has spent his entire life either selling or directing salesmen and has -discovered that most people who have taken a course in salesmanship had -a great many practical things to learn before they were successful. A -course in salesmanship gives you the basic principles; actual experience -teaches you how to apply these principles. - -We have prepared a complete course on scientific salesmanship. This -course is not complicated or difficult for the average man, woman, or -girl to learn. The author has simply written the same instructions in -this course that he has used in training salesmen for years. These -lessons have made hundreds of people successful salesmen. There has -never been a more complete or practical course on this subject ever -written. Everything is explained in clear, simple language. - - Our course teaches you— - - How to develop a pleasing personality. - - How to analyze your buyer. - - How to acquire confidence in yourself. - - How to keep up your courage. - - How to cultivate the power of observation, imagination and - enthusiasm, to cultivate tact, self-control, ability to talk, good - judgment. - - How to get a hearing. - - How to create interest by your opening remarks. - - How to arouse desire. - - How to build a sales talk. - - How to sell by demonstration. - - How to sell by convincing arguments. - - How to sell by reasoning. - - How to close the sale. - -We could cover pages explaining the various branches taught you in this -comprehensive course. If you are sincere in your effort to learn -salesmanship there is no reason in the world why you should fail. Every -principle of general business transactions is explained in detail. - -This course in salesmanship which The Social Mentor Publications give -you absolutely free, would cost you $50 if you learned it from a -correspondence school. We are perfectly willing to teach you how to sell -just as we teach all our salesmen how to sell before we send them on the -road. We want you to be successful, since your success means our -success, and we are willing to give you the benefit of our years of -practical selling experience free, if you are willing to prove to us -that you are sincere in taking the course, and are energetic and -ambitious enough to pull up your end. We want men and women to join our -organization who are looking and thinking ahead; who believe they are -capable of doing bigger things than their present situations offer. This -course is intended for both men and women regardless of age. - -The difference between our system of teaching salesmanship and some of -the salesmanship schools, is that we are not an assembly of impractical -professors who never sold a dollar’s worth of merchandise in their lives -and only teach you theory. We are a large business organization, whose -business is and always has been selling merchandise. We tell you in -plain, understandable English the successful methods we and our salesmen -have used in the past and are using to-day. Not theory, but practical -experience—common sense. - - - - - WHO ARE YOU? - - -If you are a married woman and have some spare time, we will show you -how to earn $25 to $50 per week during your spare hours. - -If you are a single girl and will devote all your time to our -proposition, we will show you how to earn $100 per week or more. - -If you are a man, the same opportunities are offered you. - -On the following pages we will outline some of the plans from which you -can select. Each one of these plans gives you an opportunity to take our -complete course in salesmanship absolutely free, right while you are -getting actual selling experience. _You earn while you learn!_ - - - PLAN NO. 1 - -If we were to tell you that within one month we can make it possible for -you to become Circulation Manager for your local daily newspaper, you -would probably doubt us. Nevertheless, we can do this very thing if you -will follow our instructions and if you possess ordinary intelligence, -plenty of energy and lots of ambition. If you owned a newspaper and some -one came to you with a plan that would almost double your subscriptions, -wouldn’t you want to employ them? - -Before we tell you the details of this plan we are going to tell you -some facts about the newspaper business. Do you know that the two cents -which you pay for your daily paper does not pay for the cost of the -paper and printing? Perhaps you wonder how a publisher can make any -money. His profit comes from selling advertising space. The amount they -receive for advertising space depends on how many subscribers they have. -For instance, a paper which has 5,000 subscribers receives $100 from a -store for a full page advertisement. Now, if they can increase the -number of subscribers to 10,000 they would receive $200 for the same ad. -This ad would be read by twice as many people, therefore, it would be -worth twice as much to the store. Now you can see why the newspapers -want to increase their number of subscribers and why they are interested -in anyone who can show them how to do it. - -Almost every daily paper sells a ten weeks’ subscription for $1. They -will pay 35 cents each to a solicitor for getting new subscriptions and -will also pay him 35 cents each for getting renewals from old -subscribers, provided he secures cash in advance. - -Here is the plan: - -Go to your newspaper and make them this proposition. “We have worked out -a plan to double the circulation of your paper. Our plan is to give -absolutely free a ten weeks’ subscription to your paper and the Woman’s -Library consisting of six volumes, which every home needs and will buy, -to each person who buys ‘The Book of Good Manners’ at its regular price -$3. - -“The price of the Woman’s Library is $2 per volume, or $12 for the six -volumes; the price of ‘The Book of Good Manners’ is $3 and the price of -a ten weeks’ subscription to your paper is $1. Therefore, we will give -$16 worth of books and the daily paper for $3. - -“All we ask you to do is to run a full-page advertisement in your paper -each day similar to this one (show him copy of ad which we furnish you). -All the mail orders you receive you turn over to me, together with the -$3. I will be out soliciting orders and will probably have a crew of -people working for me. I will turn over the subscriptions to you -together with 65 cents for each subscription. This gives you your -regular price for a ten weeks’ subscription after you pay your -solicitor. I will furnish each subscriber with the set of books.” - -Now, of course, it will be your business to convince the newspaper why -people will want this set of books. - -Where does your profit come in? - - The complete set of 7 books costs you $1.50 - The ten weeks’ subscription to paper costs you .65 - __________ - Your total cost of each subscription will be $2.15 - -and you will receive $3 for each subscription. Your profit will be 85 -cents on each subscriber. - -Suppose that you took twenty subscriptions per day yourself by personal -calls; your profit would be $17 per day. Suppose that in addition to -this, people would either bring or send 20 subscriptions each day direct -to the newspaper from this full-page ad. This would give you $17 per day -additional. - -Now, suppose that you employed ten other people to solicit for you and -pay each one of them 50 cents for each subscription, which would still -leave you 35 cents profit on each subscription they took. If each of -these ten solicitors sold ten subscriptions per day they would make $5 -each per day, and each one of them would make $3.50 per day for you. Ten -solicitors would make $35 a day for you. - -We furnish you complete information telling how to hire and train people -to work for you. We furnish a complete series of sales talks for you to -use in securing subscribers. We furnish you copy to give the newspaper -to use for their ads. - -We tell you how to go from town to town and manage campaigns for -newspapers; how you can conduct two or three campaigns in different -towns at once. Our course in salesmanship teaches you every phase of -selling and our course in “sales-management” which we also give you -absolutely free tells you how to organize, train and manage salespeople. - -Before we go into the details of how you can get started in this highly -profitable profession, we want you to read every one of these plans and -thoroughly understand them. - - - - - WOULD YOU ENJOY TRAVELING ALL OVER AMERICA? - - -Would you enjoy sitting on the observation platform of a modern train in -company with interesting people from everywhere, seeing scenic America -from the Atlantic to the Pacific and from Canada to the Gulf—mountains, -prairies and cities? Who has not dreamed of this wonderful experience! -Who would not enjoy living in America’s magnificent hotels where the -traveler enjoys every luxury which money can buy? - -_You_ can claim this wonderful life if you are willing to say: “I _will_ -do it!” - -It does not matter what your present position in life is. It does not -matter how limited your education may be, provided you can read, write -and talk fair English. - -It does not matter about your age. - -It does not matter whether you are a man, woman, young man or young -girl. - -The only things that matter are these: - -You must get it out of your head that you are not capable of doing big -things. You must realize that the reason you are not doing big things is -that you have never had an opportunity to learn. Every successful person -in the world to-day thought just the same things which you are thinking -at some time in their lives. They had to learn how, too. You must grit -your teeth and start. Close your eyes to everything but success. The -most difficult thing about being successful is making up your mind that -you are going to succeed. Once you overcome that fear which haunts you, -which holds you back, you will become master of yourself and the whole -world can’t stop you. - -Don’t let timidity, fear, self-consciousness, or what others think rule -you. You know you are capable. Surely you believe in yourself, so close -your eyes to these petty obstacles and work for your own future instead -of to please your present associates. - -Here is the plan that will give you your start on a successful career. -Read it. Think while you are reading how easy it would be to explain -this plan to a buyer even without practice or instructions. When we put -you through our salesmanship course you will look back at the things -which now appear impossible and laugh. How very easy it all is when you -once understand. And how different the whole world looks to you when you -are on the road to success. The dread of facing another day of routine, -which is torture, of associating with people whom you dislike; of -feeling dependent upon certain people for your existence—all these -thoughts vanish like magic. How pleasant it is to be prosperous and -successful! What a satisfying feeling it is for a married woman to be -able to help her husband bear the burden, and how wonderful it is for -her to have plenty of spare money to do and buy the things she has so -much wished for! - -And the single girl!—the single girl who is obliged to earn her support. -Few indeed are fitted to do work that pays more than enough to barely -exist upon. What dreadful thoughts hover over her! She has her choice of -loneliness and poverty, or marriage at the first opportunity. Stop and -look about you! Look at the girls in your circumstances who married for -a home. How many of these girls are living the life you have so often -dreamed you want to live? Don’t stumble along blindly. Close your eyes -and think—think of yourself ten years from now! - -Do you see happiness—do you see yourself the dainty well-groomed lady of -your dream? Are you living the luxurious life and surrounded by the -cultured circle you expected? Or are you shut up in a few lonely and -dingy rooms with nothing but sadness and poverty as your lot? - -What a dreadful thought! All the things which are so dear to you—a -dainty skin, attractive figure, youthful and radiant face—all changed in -ten short years. Surely you must see yourself as you will be in ten -years, slovenly dressed with a worn and tired face, rough skin and -straggly hair; nothing but poverty and worry. - -What a different picture you will see when you have had a touch of -success. When you are no longer dependent upon others for your -existence; when you no longer get up in the morning with the dreadful -worry of another day of torture before you. When you no longer think of -marriage as a means of securing a home. And what a difference it makes -when you are successful and can afford to dress the way you have dreamed -of, and can associate with the cultured young men and women you have so -often envied. How different it would all be if you could afford to live -in the sort of home you have fancied! This is the reward of success. And -the difference between success and failure is expressed in these few -simple words: - -“I will start to-day—_NOW_—to learn the things which will make me -successful. If servant girls, clerks, factory girls, stenographers, and -every other kind of girls can succeed in learning salesmanship and rise -from their humble positions to the top of the ladder, I too will -succeed! I must succeed! I have firmly determined to start now!” - -If you had bought a hat, a pair of shoes, an overcoat and a dress, and -two weeks later discovered that you had outgrown all of them, would you -be interested in seeing some one who had a plan to sell these clothes -for you and get more money for them than you originally paid? Would you -listen to them? - -Would a man who owned a furniture store listen to you if you would tell -him you had a plan which would permit him to get all his money out of -the dead stock he had in his store? We mean such things as odd chairs, -tables, rugs, etc.; things which he had bought over a year ago and for -some reason couldn’t sell. - -Of course he would. He would be willing to spend two hours finding out -how you could do it. Surely, you will not admit that you could not tell -him this plan. You don’t have to tell it just the way we will tell it in -this book. Tell it in your own language. Tell it just as you would -relate it to a girl friend. The simpler your words the more effective -they are. He isn’t interested in big, fancy words. He wants you to be -yourself and tell him facts. Here is the way we would talk to Mr. Brown, -who owns the furniture store: - -“Good morning, Mr. Brown. I wonder if you would be good enough to let me -explain a sales plan to you. The plan which I would like to tell you -about is one that has been successfully worked in many furniture stores -throughout the country. It is especially designed to clean up odd pieces -of furniture which are dead stock with you, and does not require an -investment on your part until you have tried it out and have found it -successful. If it works, you want it. If it doesn’t work, you don’t want -it.” - -What happens next? Well, if you owned the furniture store and had a lot -of odd pieces of unsalable furniture, wouldn’t you be interested in -hearing of some plan to get your money out of this dead stock? All -right, then what will Mr. Brown say? - -“If you can show me a way to get half of my cost out of my dead stock -you are just the person I am looking for. Go ahead and tell me your -plan.” - -Wouldn’t you feel the same way Mr. Brown feels if you were in his place -and some one had approached you in this manner? You see there are no -mysterious tricks in salesmanship. Just put yourself in the other -fellow’s shoes and say the thing that would sound reasonable and -interesting to you—common sense, that is the keynote. - -Now we will tell Mr. Brown all about our plan: - -“You know better than I do, Mr. Brown, how the average woman’s mind -works. She wants something for nothing. Bargain is her watchword. She -will actually buy something she doesn’t need simply because she thinks -it is a bargain. I once saw a woman buy two picture frames at $1.98 -each, which were marked ‘_Reduced from_ $3.’ After she had bought them I -heard her husband ask her what she intended to do with them. He told her -they had no pictures to put in the frames. She answered: ‘Yes, John, but -think only $1.98.’ Later I was in another store and saw the same frames -selling regularly at $1.75 each. I have repeated this incident, Mr. -Brown, to show you how a woman’s mind works, for my plan to sell your -dead stock is a big bargain sale that has been worked successfully all -over the country. Here is a set of seven books. We call them the Woman’s -Library, for they cover the six most interesting subjects in the world -to women. Before I go into the details of my plan to dispose of your -dead stock, I want to tell you briefly what there is about this set of -books which makes women want to own them. Remember, I am not trying to -sell you books. In fact, I am not trying to sell you anything. I am -simply offering a plan whereby we can both profit. I will sell the books -and your dead stock. You will get your money out of the dead stock and I -will make a profit on the books. Mind you, I do not ask you to invest a -dollar in books. All I ask is your cooperation. Now, as I started to -say, it will be necessary for me to explain the nature of these books in -order to convince you that women will snap them up like hot cakes. If -you were a woman, I know you would appreciate their strong appeal and -salability. - -“This is ‘The Book of Good Manners.’ It tells you how to do and say the -right thing on all occasions. It tells you how to introduce, what form -to use when you introduce an elderly man to a young girl, a -distinguished man to a group of people, etc. It tells you how to -acknowledge an introduction and when to shake hands. It tells when and -how to make formal and informal calls; what should appear upon calling -cards; how invitations should be written, sent and acknowledged; how to -acquire perfect manners at the table; when and how to use the knife, -fork and spoon; how to eat asparagus, olives, corn on cob and other -foods so difficult for most of us; in fact, every conceivable question -which women are interested in is answered. It is simply a dictionary of -etiquette. Do you know, Mr. Brown, that almost every woman in this town -feels the need of this book every time she entertains or calls on her -friends? Every woman has been placed in many a humiliating position -simply because she did not know the rules of etiquette. It is surprising -how little most of us really know about good manners. Here is a simple -little test which not more than one woman out of a dozen can answer.” -(You hand Mr. Brown a folder with the questions printed on it. He will -probably smile and remark that he doubts if he can answer them. While he -looks at the folder you continue talking.) - -“Incidentally, Mr. Brown, one of our methods of making people realize -the need of this book is to ask a lot of questions in our ads, similar -to the questions you are reading. You see our plan is to make them -realize that they are continually committing social blunders which make -them appear crude and common in the eyes of their friends. When I -explain about these other books I will show you how we handle the -advertising and copy of ads which have proved very successful. - -“This volume is called ‘Color Harmony and Design in Dress.’ It is -difficult for a man to understand what a problem it is for a girl or -woman to buy the clothes which are becoming to her. You see certain -girls can not wear certain colors. For a girl to appear ‘at her best’ -she must know what colors harmonize with her hair, eyes and complexion. -If she is too stout, she must know what designs and colors will make her -appear slender, and on the other hand, if she is too thin, she must know -how to make herself appear in proportion. And then there are the tall -ones whose problem is to decrease their height by the camouflage design -and color combination; the short ones who have the problem of increasing -their height. Perhaps this sounds silly to a man, but you know how vain -most women are, Mr. Brown. They will spend their last penny for a box of -powder or something that will make them beautiful. Of course, I am an -exception (?) ahem!” (This remark will bring a smile and relieve the -strain for a moment. Mr. Brown will pass a few complimentary remarks -which you will take good-naturedly, and continue.) - -“I know that you are not interested in hearing all about a woman’s -troubles, Mr. Brown, but as I said before, I must tell you this in order -to show you how these books answer all of their problems. I am trying to -impress you with the fact that the Woman’s Library is not a collection -of ordinary books. They are the only combination of their kind -published, and I will wager that every woman in this town will want them -if they are put before them in the right way. They are the very keys -which open the door to a woman’s most perplexing problems. They are to a -woman’s life what a furniture trade journal is to your business life. -You read the trade paper because you want to keep in touch with what the -best type of furniture dealer is doing, and try to improve your store. -It is a woman’s business to be as attractive as possible, and there -isn’t a woman alive who wouldn’t grab at the chance to find out how to -become more so. You can’t appreciate what a problem the average girl or -woman is up against trying to buy or make clothes that magnify instead -of mar her good looks. - -“Now, this volume tells ‘how to prepare and serve a meal.’ It tells just -how the table should be set; where each piece of china and silver should -be placed; at which side of a person you should stand when serving or -removing dishes. In addition to answering hundreds of these questions it -contains menus for every occasion from simple home dinners to elaborate -afternoon teas. Each menu is followed with recipes telling how to -prepare each dish listed. - -“Do you know, Mr. Brown, that not one woman out of ten actually knows -these things? Do you know that every time the average woman entertains -she is self-conscious and afraid she has committed some terrible blunder -which ‘gives her away’ to her friends. - -“The last half of this volume is devoted to ‘Interior Decoration.’ It -tells how to arrange furniture and bric-à-brac to beautify the home. It -tells what color draperies harmonize with certain colors in floor -coverings, upholstery and walls. In short it tells how to plan a home -that will reflect good taste and a genuine homelike atmosphere. - -“You know how funny women are on this subject. You see it every day -right here in your store when they buy furniture. How often have women -displayed their total ignorance of color harmony when buying upholstered -furniture from you. How often have they asked: ‘Will the blue velour -upholstery on this suite match well in a room papered green?’ - -“This volume is called ‘Physical Beauty.’ It tells how to become -beautiful; how to care for the skin, develop a good figure, remove -wrinkles, double chin, freckles and all other blemishes which mar a -woman’s beauty. It tells how to care for the hair, hands and teeth. Also -home preparations which have been used by famous beauties are given in -detail. - -“It goes without saying that this volume touches one of the most tender -spots in women. - -“‘Avoided Subjects Discussed in Plain English’ is a book on sex. It -outlines every single mystery of sex in plain English. I feel that the -title of this volume speaks for itself. You know without me saying so -what a strong appeal this subject carries. - -“‘The Book of Culture’ contains a series of essays on subjects related -to self-development. Here are the titles of the essays: (show him the -book opened at the index page). - -“This volume on ‘How to Make Money’ gives a number of practical ways for -the average man, woman or girl to utilize her spare time profitably. -Every aggressive woman is interested in ways and means of making money. - -“Now, Mr. Brown, I think you will have to agree that this set of books -is something every woman wants and will buy. - -“Here is my plan for disposing of your dead stock: Suppose that you have -a lot of kitchen tables which cost you six dollars each, a lot of chairs -that cost you five dollars each, a lot of mirrors that cost you four -dollars each, a lot of rugs that cost you seven dollars each, and a lot -of pedestals that cost you eight dollars each. All of these are dead -stock to you. Let us make up a list of the dead stock as follows: - - - Twenty kitchen tables—your cost each $6—your regular selling price - $10 each. - - _OUR BARGAIN PRICE_ $9.98 each and the Woman’s Library given free - with each table. You make the sale, collect the cash and pay me $3 - on each sale for the set of books. You will get your cost out of the - tables and $1 profit on each sale after you pay me for the books. - - - Thirty chairs—your cost $5 each—your regular selling price $9 each. - - _OUR BARGAIN PRICE_ $8.98 each and the Woman’s Library given free - with each chair. After you pay me for the set of books you make $1 - profit on the sale and get your cost out of dead stock. - - - Twenty-five mirrors—your cost $4 each—your regular selling price $8 - each. - - _OUR BARGAIN PRICE_ $7.98 and the set of books free with each sale. - You make $1 profit on each sale after you pay me for the books. - - - Fifty small rugs—your cost $7 each—your regular selling price $12 - each. - - _OUR BARGAIN PRICE_ $11.98 and a set of books free with each rug. - Your profit on each sale after you pay for books. - - - Ten Pedestals—your cost $8 each—your regular selling price $12.50 - each. - - _OUR BARGAIN PRICE_ $12.48. You make $1.50 profit after you pay for - books. - -“Now let us see what we have done. We have turned $800 worth of dead -stock into ready cash and made you $190 profit besides. We have given -your customer a set of books which is worth $5 more than they paid for -books, chair and all. Will they sell? Well, Mr. Brown, as I said in the -beginning, I will prove to you by actual sales that they will sell. We -will sell your regular customers and we will bring you new customers who -probably would never otherwise have come to your store. I have twenty -sets of these books, and am willing to come to your store and help fix -up your window. We can fill your window with the chairs, tables, rugs, -etc., and attach a large card stating that the Woman’s Library will be -given absolutely free with each chair. In the center of the window we -will make a big pile of the twenty sets of books with an attractive sign -on them. I have here copy for advertisement which you can run in our -daily paper (we furnish you copies of ads to show Mr. Brown). We will -sell your dead stock so quickly you will wonder how it was done. This -plan, Mr. Brown, has been tried all over the country. We know it works.” - -Now, honestly, couldn’t you sit down and tell the facts just related to -most anyone after you had familiarized yourself a little more with the -books, etc.? You see that after all, selling goods is more a matter of -common sense. When you have something good to sell and are convinced -people will buy it, you have won half the battle. - -Suppose that you were going to sell Mrs. Jones our “Book of Good -Manners.” The first thing to do is to write down all the good reasons -why you think Mrs. Jones should buy it, and then arrange these reasons -into a short interesting talk. Try to think of all the objections she -will raise and have an answer ready for her. We have repeated the above -conversation between a saleswoman and the buyer of a furniture store -simply to show you that all there is to selling is: - - First: Having something good to offer. - - Second: Knowing all about your article. - - Third: Explaining your proposition with simple words in the same way - you think it would sound well to you if you were the buyer. - - Fourth: Knowing when to stop talking and close the deal. - -You could probably explain this plan to your buyer in many different -ways and sell him. Each person has distinct methods of getting results. - -Now let us see where your profit will come in. Each sale made would net -you $1.50 profit. Suppose 200 sales were made. You would make $300 on -the one store. When you complete the sale with this store you ask them -to give you a letter recommending the plan to other stores. Each store -you sell you secure a letter of recommendation. After you secure these -letters from five or six good stores you will have no trouble in selling -the best store in each city you visit. Remember, we furnish samples of -advertisements to you. Each one of your customers can copy these -advertisements in their daily papers. - -The girl or woman who is willing to study our free course in -salesmanship can make from $150 to $300 for two or three days’ work in -each city she visits. - -How can you get started? What must you do to get this free course in -salesmanship? We want you first to read every one of these plans. When -you finish reading, we will explain how simple it is to get started. - - -Have you ever known a crowd of girls who went around together, to -dances, parties, shows, etc., and then one day one of these girls was -promoted to a position where she superintended a number of other girls? - -Did you notice any marked change in her, or in the attitude of the -other girls in the crowd? You know very well you did! You know very -well that something about that girl commanded more respect and more -attention than any other girl in the crowd. Of course, you said a lot -of things behind her back, but just the same you were only too glad -to have her invite you for a walk or to a show. You never failed to -mention the fact that Margaret called you up, and you went to the -show with her. You might have said some nasty things about her having -a “swelled head,” etc., but you said these things just because you -envied her. What a difference this promotion has made in Margaret’s -life. Everyone is anxious to cater to her. When she speaks every one is -silent. When there is a prominent or honorary office to be filled in -your clubs, Margaret’s is the first name mentioned. - -How pleasant life must be for Margaret. What a difference it makes when -one is invited out to meet a young man or a set of girls, when they have -all been confidently informed that “Margaret is a remarkable girl. You -know, she is at the head of the Smith Company and has complete charge of -the entire force.” - -Surely, you must have wished to occupy a position that would command -respect. You must have dreamed of filling a position where people would -look up to you and feel dependent upon you. Perhaps you have even -dreamed of having your own office with your name on the door, your own -bank account, two or three assistants and a score of girls working under -you. You have even thought of the thrill it would give you when your -friends paid you a call at your office and saw how successful you were. -Who would not be happy under these circumstances? Who would not enjoy an -automobile, pretty clothes, a circle of cultured friends, and all the -other luxuries which this position would offer you? - -If you are a 100 per cent American girl, if you possess a drop of -imagination or desire to be something more than an ordinary girl, you -surely have pictured yourself managing some of the plans which we have -told you about in this book. You must have seen yourself as you would -appear under these new conditions. You, but an uplifted, radiant _YOU_. -Yourself, but as different as the drab moth from the beautiful -butterfly. For a few moments your thoughts took you to a new and -wonderful world, and then—and then you became your ordinary self again. -You thought how foolish it was for you to think for one moment about -doing such a thing. How could you? You didn’t even know where or how to -begin such an undertaking. You didn’t have any experience, nor the -necessary education, and besides it took money to start such things, and -you didn’t have any money. And then what would your friends think, and -suppose you didn’t succeed? And then you thought of everything you had -read, and the things that seemed so simple to you when you read them, -all ran together and loomed up like a huge monster. They now appear a -great, big knot, and you never could unravel it. The office, the bank -account, and everything seem like a dream to you. You have allowed -yourself to be carried away with a story. You were trying to live the -part of the heroine. - -If your mind is not working about the way we have pictured it, you are -indeed a remarkable girl, for ninety-eight girls out of one hundred -think and act just as we have related, and this is why most girls are -tied down to miserable routine work earning barely enough to exist upon. -This is why girls who are capable of making their mark in the world -become discouraged and think that their ability is not appreciated. - -What happens? - -Rather than continue on these meager earnings with no prospects of -advancement, they marry. - -And whom do they marry? - -They try to marry a promising young man who is making his mark in the -world, but, naturally, a young man of this type is associating with a -more progressive circle of friends; therefore they decide to accept the -first offer that appears like a fair prospect of a home. - -What finally happens to these girls? Unless you can look ahead twenty -years you can not answer this question. Ask your parents or a friend who -has reached the age of fifty to make a list of twenty-five of their -schoolmates. Ask them to tell you what has happened to them. How many of -them are able to retire? How many are self supporting? What kind of -homes are they living in? How many of life’s luxuries have they enjoyed? - -And they too were once pretty girls! They too were considered clever. -They too dreamed of the same kind of future you are dreaming about. But -this youthful dream never came true. They patiently waited for the -opportunity which never came. The aggressive, successful young men whom -they dreamed of married the “Margarets” who had somehow dropped their -old crowd and had become favorites with prominent people. Be honest with -yourself! Why should you think you are so different, that through some -mysterious good fortune, everything will turn out all right for you? - - - - - TRY THIS TEST ON YOURSELF - - -This test will show you all your weaknesses and strong points. Actually -check with a pencil each thing you can do. This will show you what your -chances are for success. Go over each question thoughtfully. Don’t check -a single question unless you are sure you could do it. - - - QUESTION NO. 1 - -Could you walk into the office of your newspaper and say: “Please insert -this ad in your want ad column for three days?” You hand them a piece of -paper containing the following ad: - -“Wanted: Girls and women to train for traveling position. Can earn from -$5 to $15 per day. Call in person at once. 457 Main Street.” - -(NOTE: This ad will cost about $1 for three days). - - - QUESTION NO. 2 - -The next day a girl or woman will call at your address and say that she -came in answer to your ad. Could you invite her in and say: - -“What is your name, please? - -“Where do you live? - -“What are you now employed at? - -“Are you willing to call upon homes and introduce a new library?” - -And then could you say: - -“Miss Jones, I am the local manager for The Social Mentor Publications. -I am organizing a crew of girls to first canvass this town and then -travel all over the country canvassing each city we visit. A girl who is -willing to get out and hustle can make from $5 to $15 per day besides -having the opportunity of seeing the country. Before I tell you about -the plan in general I want to explain about the Woman’s Library and see -what you think of it.” - - - QUESTION NO. 3 - -After you read each volume in the Woman’s Library, could you with the -aid of our course in salesmanship explain what each book was about, and -why women and girls would want them? - - - QUESTION NO. 4 - -Now that you have told her what kind of books make up the Woman’s -Library, could you continue the conversation something like this: - -“Miss Jones, the regular price of this library is $15. We have made -arrangements to print these books in large quantities, and are selling -the entire set for $3. We will pay you $1 for each set you sell. The -average girl can sell ten sets per day, so you see you would earn $10 -per day, and even if you only sold five sets, you would make $5. - -“All that you need to do to get started is to buy one set of books for -$2 which you will use as samples. I will tell you what street to start -working on, and you bring me your orders each night. At the end of each -week you deliver the orders which you have sold and collect for them, -keeping $1 on each set for your profit. - -“I am employing several other girls, but am giving each girl certain -streets to work so that they will not interfere with each other. After -you have all worked a day or two, we will all meet here and get -acquainted. We can talk over our experiences and in that way help each -other sell more orders. - -“When we finish working this town, we will move to the next town and -canvass it. You see that in addition to earning a fine salary, we will -have an opportunity to see every city in the country.” - -What happens next? - -She pays you $2 for a sample set of books and you tell her what street -to work and give her some order blanks. At the end of the week you give -her enough books to fill the orders she has taken, and she delivers them -to her customers and returns $2 to you for each set. She keeps $1 for -her profit. - -What is there about this plan you can not do? - -If you employ twenty girls you will have to do just what we have told -you twenty times. The oftener you do it, the easier it becomes. - -Let us see if we cannot make that dream come true after all. - -You make 50 cents on each set of books an agent sells. If she can sell -ten sets per day she would make $5 for you. If you have twenty girls -working they will earn $100 per day for you. But even five girls will -earn $25 per day if they sell ten sets per day. Just to show you how -impossible it would be to fail, suppose you only had five girls and each -girl only sold five sets of books per day, you would still make $12.50 -per day. - -When you get our course in salesmanship and sales management, you will -see how easy it is to start one of these plans. It will tell you -everything in clear, simple language. It will tell you how to go to new -towns and organize a new crew, and how to open an office of your own. - - - HOW WE EMPLOY YOU - -To start any of the plans which we have outlined it is necessary for you -to have twenty sets of books. Naturally, we must get acquainted with you -before we can send you books on credit. On the first order of twenty -sets we require you to pay in advance. When you get started and prove to -us you are going to hustle we will send you the books and you can pay us -when you sell them and collect for them. - -Perhaps many girls who read this will not have the necessary money on -hand to pay for the first twenty sets of books. If this happens to be -the case with you, there is one thing you must remember. Everyone who -starts in business for herself faces the same trouble you are facing. -But instead of throwing up their hands and saying “it can’t be done” -they go to some one who has the money, and borrow it. If you would go to -some one and explain what you are going to do they would be only too -glad to lend you enough to get started on. - -Read the coupon on the next page; then sign it and return to-day -together with the money to pay for your first twenty sets of books. - - - FREE COUPON - - SOCIAL CULTURE PUBLICATIONS, - 151 Fifth Avenue, New York City. - - GENTLEMEN: - -Please send me absolutely free your Complete Course In Salesmanship and -Sales-management; also Bulletin which gives me complete instructions on -how to sell your books. Also send me free of charge: - - 200 folders describing the Woman’s Library. - 200 order blanks. - 200 large envelopes to mail the folders in. - 200 small envelopes for my customers to return the order and money in to - me. Also send me bulletin telling how to start a mail order business. - -You are also to send me copies of newspaper advertisements and complete -instructions telling how to advertise the Woman’s Library. - -I am enclosing $30.00 as full payment of twenty complete sets of the -Woman’s Library. I will sell them for $3.00 per set; each set to contain -seven books as follows: - - The Book of Good Manners. - Plain Talks on Avoided Subjects. - How To Prepare and Serve a Meal and Interior Decoration. - Physical Beauty. - Color Harmony and Design in Dress. - How To Make Money. - The Book of Culture. - -Please ship them at once to the following address: - - Name................................ - - Street and No....................... - - Town and State...................... - ------------------------------------------------------------------------- - - - SEX - - _The Mystery of Sex Revealed in Plain English_ - -The secret questions and thoughts of thousands answered in -understandable language. This book is solemnly dedicated to set forth in -clear language the conception and birth of a child; to follow the life -of the male and the female from birth to maturity, explaining the causes -of passion and love; to advise those whose passions and desires are -stronger than their will to resist. This volume treats on every single -phase of the sex question which every mother and prospective bride -should know. - - _PRICE_ _$2.00_ - - - THE BOOK OF CULTURE - -In a series of essays this volume treats a number of subjects in a very -entertaining and instructive manner. Among the titles of these essays -are: “How to Acquire Personal Charm,” “The True Aristocrat,” “The Origin -of Society,” “Social Defects,” “Successful Matrons,” “Courtship -Courtesies,” “Deportment of Children,” “Advice to the Young Girl,” “The -Art of Congenial Conversation,” “How to Cultivate a Vocabulary That Will -Mark You Wellbred,” “Etiquette for the Business Man,” “The Cash Value of -Pleasing Manners,” “Plain Talk to Women,” “The Art of Letter Writing,” -“Woman’s Greatest Appeal to Man.” - - _PRICE_ _$2.00_ - - - PHYSICAL BEAUTY - - _Compare yourself with the “perfect woman.”_ - - Height, 5 ft. 3 in. - Weight, 137 lbs. - Neck, 12½ in. - Chest, 33 1⁄10 in. - Waist, 26 2⁄10 in. - Hips, 37 8⁄10 in. - Thigh, 22 2⁄10 in. - Calf, 13 in. - Ankle, 7 7⁄10 in. - Wrist, 5 9⁄10 in. - -It does not matter whether you compare favorably with the perfect woman, -you might be in perfect proportion. “PHYSICAL BEAUTY” tells you how to -cultivate natural beauty at home without expense. It tells how to cure -skin disease, develop your figure, care for your hair, cultivate a -pleasing voice, acquire a graceful carriage and restore color to your -face. How to reduce and increase your weight without injurious or -troublesome treatments. How to remove wrinkles, double chin and every -physical defect which mars your beauty. - - _PRICE_ _$2.00_ - - - HOW TO PREPARE AND SERVE A MEAL and INTERIOR DECORATION - -Should crackers be served with soup or passed? At which side of a guest -should you stand while removing his soup dish? In addition to answering -hundreds of these questions this instructive volume contains menus for -every occasion. Each menu is followed with recipes. Detailed -instructions tell you how and when to serve each dish. Charts show where -to place each dish and piece of silver, when and how to remove empty -dishes. It does not matter whether you have servants or whether you -serve, this volume tells the conventional way to do it. The preparation -and serving of formal dinners, breakfasts, suppers, dainty afternoon -teas, buffet luncheons, chafing dish suppers, tray service, banquets and -all their variations are explained in detail. - -The “INTERIOR DECORATION” section is devoted to artistic taste within -the home. The arrangement of furniture and bric-a-brac. The color and -design of draperies, floor coverings and walls. It tells you how to plan -and maintain a perfect home. - - _PRICE_ _$2.00_ - - - THE BOOK OF GOOD MANNERS - -This volume is a complete Dictionary of Etiquette. It tells you what to -do and say upon all occasions and how to appear at perfect ease when -others appear embarrassed. It also tells you how to overcome timidity, -fear and self-consciousness; how to acquire poise at the dinner table, -the dance, in the drawing room, and everywhere refined people assemble. - - _PRICE_ _$3.00_ - - - COLOR HARMONY AND DESIGN IN DRESS - -Do you know what colors harmonize with your complexion? Do you know what -designs in costumes are most becoming? These are the subjects this -volume explains. It does not matter whether you are tall, short, stout -or slender; a blonde or a brunette—you will find the color and general -design of the garment you should wear fully described. It tells how to -conceal your defects and bring out natural beauty. It does not dictate -style, but tells what lines and general designs you should avoid as well -as the ones you should look for. It enables you to select only the -clothes that will magnify your beauty. - - _PRICE_ _$2.00_ - ------------------------------------------------------------------------- - - - - - TRANSCRIBER’S NOTES - - - 1. P. 3, added “How Fortunes Are Made” to the TOC. - 2. Silently corrected typographical errors and variations in spelling. - 3. Archaic, non-standard, and uncertain spellings retained as printed. - 4. Enclosed italics font in _underscores_. - -*** END OF THE PROJECT GUTENBERG EBOOK HOW TO MAKE MONEY *** - -Updated editions will replace the previous one--the old editions will -be renamed. - -Creating the works from print editions not protected by U.S. copyright -law means that no one owns a United States copyright in these works, -so the Foundation (and you!) can copy and distribute it in the -United States without permission and without paying copyright -royalties. Special rules, set forth in the General Terms of Use part -of this license, apply to copying and distributing Project -Gutenberg-tm electronic works to protect the PROJECT GUTENBERG-tm -concept and trademark. Project Gutenberg is a registered trademark, -and may not be used if you charge for an eBook, except by following -the terms of the trademark license, including paying royalties for use -of the Project Gutenberg trademark. 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