,,how ,,to ,,make ,,money ,by ,,john ,v4 ,,dunlap ,illustration ,,social ,,culture ,,publications #aea ,,fifth ,,avenue ,,new ,,york ,copyright1 #aibb ,,social ,,culture ,,publications ,,manufactured ,,in ,u4 ,s4 ,a4 ,,contents ,,page ,,the ,,neighborhood ,,pantry #e ,,how ,,to ,,make ,,money1 ,,making ,,candy #g ,,would ,,you ,,like ,,to ,,own ,a ,,shirt ,,factory8 #h ,,can ,,you ,,make ,,neckties8 #i ,,how ,,you ,,can ,,edit ,,an ,,interesting ,,column ,,in ,,your ,,local ,,newspaper #i ,,tea ,,room ,,and ,,gift ,,shop #aa ,,rooms #aa ,,how ,,would ,,you ,,like ,,to ,,sell ,,real ,,estate8 #ab ,,money ,,in ,,dyeing #ab ,,kindergartens #ac ,,for ,,the ,,student #ac ,,if ,,you ,,live ,,in ,a ,,city #ad ,,lamp ,,shades #ae ,,doughnuts #ae ,,to ,,which ,,of ,,these ,,classes ,,do ,,you ,,belong8 #af ,,what ,,are ,,you ,,looking ,,forward ,,to8 #ag ,,what ,,every ,,girl ,,would ,,like ,,to ,,do #bd ,,how ,,fortunes ,,are ,,made #bg ,,how ,,to ,,secure ,a ,,free ,,course ,,in ,,salesmanship #cj ,,who ,,are ,,you8 #cb ,,would ,,you ,,enjoy ,,traveling ,,all ,,over ,,america8 #cf ,,try ,,this ,,test ,,on ,,yourself #ed ,,the ,,neighborhood ,,pantry ,this plan offers an opportunity to enter the grocery business on #be capital4 ,the first step is to install shelves in a closet or pantry1 covering them with plain white paper4 ,next1 go to a wholesale grocery store and purchase-- #be lbs4 ,tea #be lbs4 ,soda #be bars of ,laundry ,soap #be bars of ,toilet ,soap #f lbs4 ,pepper #be small bags of ,table ,salt #be lbs4 lump ,starch #be bottles of ,wash ,blue ,the next step is to have printed a few hundred bills as shown on following page4 ,either mail these bills1 or distribute them by hand to each home you wish for customers4 ,distribute the day before you open4 ,in addition to making #be per cent profit on each sale1 you can establish dozens of good customers your first day4 ,it is very essential that you use the brands of soaps1 etc41 which are the best sellers in your town1 and that you state the trade name of each article on your bills4 ,it goes without saying that in no case should you list the 8regular price0 higher than the stores are selling4 ,tea happens to be one of the most profitable articles in a grocery store1 and this fact enables you to make this liberal offer4 ,,free6 ,,free6 ,,free6 ,,the ,,jones',s ,,neighborhood ,,pantry ,,will ,,open ,,for ,,business1 ,,saturday1 ,,september #a,,st ,as an introductory offer we will give the first #ajj customers who either call in person1 or telephone their order1 ,,absolutely ,,free3 ,one ,bar of ,velvet ,soap regular price #j4aj ,one ,bar of ,satin ,soap 4#ae ,one ,pound of ,soda 4#aj ,one-quarter ,pound of ,pepper 4#ae ,one ,bag of ,table ,salt 4#aj ,one ,pound of ,lump ,starch 4#je ,one ,bottle of ,wash ,blue 4#aj ,the total value of these articles is #ge cents1 and they are all every-day necessities which you buy nearly every week4 ,no4 #djj ,ceylon tea regularly sells for #a4bj per pound1 but we have reduced the price for this sale to #ij cents1 and to each person buying one pound of this extra high-quality tea at #ij cents a pound1 we will give absolutely free the above listed necessities which will cost you #ge cents at any store in town4 ,telephone ----1 and we will deliver your order1 or call in person at the ,,neighborhood ,,pantry #abc ,main ,street ,from this point1 your next step is to explain to each buyer of this special offer that you are opening a small store1 and will carry such staples as soap1 sugar1 rice1 coffee1 etc4 ,each ,saturday make a special sale of something to keep people talking about you4 ,three or four dollars per week spent with a printer in printing handbills announcing your special sale1 will keep customers coming to your store and keep people advertising you by talking4 ,do a strictly cash business1 and you will find your original #be investment will grow into many hundreds of dollars in the course of a year4 ,you will be surprised to see how quickly you will find yourself the owner of a real store selling everything4 ,but1 remember1 you must ,sell for ,cash ,give ,prompt ,service and ,fair and ,courteous ,treatment4 #aj ,required ,,how ,,to ,,make ,,money1 ,,making ,,candy ,get a candy recipe book and practice making bonbons1 fondant1 fudge1 peanut brittle1 etc41 until you learn to make delicious candy4 ,make up about ten dollars' worth and visit some store with samples4 ,ask them to put a box in their candy case and pay for it when they sell it4 ,have a neat card printed as follows3 ,,made ,,in ,,mrs4 ,,brown',s ,,kitchen ,,by ,,mrs4 ,,brown ,,right ,,here ,,in ,,bellville ,,it ,,is ,,fresh ,,and ,,delicious ,,try ,,it4 ,if your candy is good1 people will buy it1 and you will have no trouble in getting all the stores to buy all you can make4 ,one woman started on this small scale and owns a large candy factory to-day4 ,,would ,,you ,,like ,,to ,,own ,a ,,shirt ,,factory8 ,every man has trouble buying a shirt that will fit him4 ,one wise girl knew this and turned it into real profit4 ,she went to a local dry-goods store and secured samples of thirty or forty different kinds of shirt material4 ,she made an arrangement with the store to allow her #ae per cent discount on everything she bought4 ,next she visited the various offices1 stores1 etc41 and secured orders for 8custom-made0 shirts4 ,she displayed her beautiful line of patterns1 and also a shirt all made up1 showing the quality of workmanship1 etc4 ,next1 she took the man's measurements and he selected the pattern4 ,she would solicit orders one day per week and make shirts five days per week4 ,in a short time she was receiving mail orders and telephone orders4 ,every man in town wanted her to make his shirts4 ,within a few weeks she had employed six girls to help make shirts4 ,then she bought her material direct from the factory and received bottom prices4 ,to-day she owns a custom-made shirt factory4 ,to-day dozens of girls work for this little genius4 ,each girl has one special thing to do4 ,,can ,,you ,,make ,,neckties8 ,to convince yourself of the tremendous profit in making and selling neckties1 just get the price of a yard of necktie silk1 and see how many dollar neckties you can make out of it4 ,did you ever examine a necktie8 ,it is the simplest thing in the world to make4 ,buy enough silk to make about twelve patterns4 ,use these for samples to show business men4 ,they will sell like hot cakes4 ,you can make #ej cents per tie profit4 ,as your business grows1 hire girls to make ties1 and employ pretty1 neat girls to take orders4 ,,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 day4 ,head the column3 8,,bargains ,,betty ,,ross ,,found ,,yesterday0 8,,for ,,women ,,only0 ,next go out on a general shopping tour4 ,when you run across something that appears to be an unusual bargain1 or something very new and attractive1 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 inch4 ,your description of the article will depend upon how many inches of space he is willing to pay for4 ,your charge per inch should be about double the amount you pay the newspaper4 ,the value of this advertising is much greater than the average advertisement1 since it appears to be a news item4 ,women will learn to watch for the bargains and new things you list1 and it will be a genuine service to both women and storekeepers1 as well as very profitable to you4 ,suppose you sell twenty-five inches of space each day at #a per inch4 ,the space would cost you #ej cents per inch1 so you would make #ab4ej per day4 8,,bargains ,,betty ,,ross ,,found ,,yesterday0 8,,for ,,women ,,only0 ,the ,leader ,store has received an assortment of white voile blouses in many pretty patterns which they are offering at #b4gi4 ,i find this price about #a lower than the regular price for this quality of blouse4 ,the ,star ,furniture ,company are offering small rugs #b ft4 #e ft4 for #d each4 ,the patterns are excellent copies of ,oriental designs and are a great bargain at this price4 ,the ,duplex ,department ,store has just received forty models of hand-beaded crpe de chine frocks in all the latest colors1 which will undoubtedly go very quickly to the wise early shoppers4 7,signed7 ,,betty ,,ross4 ,p4 ,s4--,telephone me at ,main #bdf if you desire information regarding where to buy4 ,my services are free and ,i am always glad to become acquainted with my readers4 ,,tea ,,room ,,and ,,gift ,,shop ,the tea room idea has become a permanent fixture in the average town4 ,women look for them and patronize them regularly4 ,there seems to be a tendency toward tea rooms of the ,colonial type4 ,read the monthly women's magazines and you will find in most of them a column devoted to descriptions of tea rooms4 ,,rooms ,in a recent magazine there appeared an article written by a girl who had made a tremendous success operating rooming houses4 ,here was her plan3 ,she found ten girls who were rooming at private homes and taking their meals out the same as she4 ,she told these girls if they were willing to pay her two weeks' rent in advance1 she would rent a home and furnish it4 ,each girl was to have a large bedroom completely furnished1 and was to have access to a well-equipped kitchen and laundry4 ,cabinets were provided in the kitchen for each girl to keep her food and utensils in and a large refrigerator was also installed1 which was always full of ice4 ,two large rooms downstairs were furnished as a parlor and reading room4 ,with her first two weeks' rent1 which she collected in advance1 she paid one month's rent for the house and made her first payment on the furniture which she bought on the installment plan4 ,to-day she is operating six of these houses and is now serving meals to each roomer4 ,,how ,,would ,,you ,,like ,,to ,,sell ,,real ,,estate8 ,read this woman's story3 8,two years ago one of our neighbors moved away unexpectedly1 so did not have time to sell their house4 ,they told me ,i could have all above #e1ejj that ,i could sell it for4 ,i put a ,for ,sale sign on the house1 but made no sale4 ,next ,i ran a small ,for ,sale want ad1 but still no results4 ,then ,i had a picture taken of the house and had #b1jjj handbills printed fully describing it4 ,i distributed them all over town and posted many on fences and telegraph poles4 ,within one week ,i had dozens of people come to look at the house and sold it for #f1ejj4 ,my total expense was #d4ij2 my total profit was #a1jjj4 ,my advice is to go into the real estate business4 ,go out and find houses for sale1 then make the owner a proposition to sell them4 ,my profits this year will run over #e1jjj clear40 ,,money ,,in ,,dyeing ,here is a profitable business you can get into without capital4 ,go to your druggist and buy a few packages of dye4 ,experiment by coloring old clothes or rags4 ,when you learn how to do the work perfectly1 either advertise in the want ad column1 or solicit work by personal calls4 ,every one has clothes1 curtains1 carpets or something which can be made to look good as new if they were only dyed4 ,the cost of the dyes is negligible--it is practically all profit4 ,,kindergartens ,why doesn't some clever girl start a 8,kindergarten of ,culture40 ,in addition to the regular kindergarten course1 devote one-half hour each day teaching the children the correct way to eat and act upon all occasions4 ,the idea will undoubtedly be successful4 ,,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 theater1 church1 parties1 etc41 in the evening4 ,these people cannot afford to keep a maid1 but could and would pay #b an evening to a reliable girl or woman to come in and stay with the children once a week4 ,why not spend two dollars in want ads telling these people about your plan4 ,it would be easy to get six families who would pay you two dollars each per week2 ,monday at the ,smith's1 ,tuesday at the ,brown's1 etc4 ,this is especially good for the girl who studies1 since the children will go to bed by #h o'clock and the remainder of the evening can be spent quietly studying or reading4 ,,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 force4 ,many women and girls in the city have started mailing houses4 ,they make arrangements with these firms to address their envelopes1 sign and fold the letters1 insert in envelope1 seal1 stamp and mail them4 ,it requires absolutely no capital to start this business1 provided you will turn one room of your house into an office4 ,with practice the average women can address #a1bjj envelopes per day with pen and ink4 ,the charge for this work ranges between #c and #d per thousand4 ,the rate for folding a one page letter is #gj cents per thousand1 #ce cents per thousand for inserting it in envelope1 #ce cents per thousand for sealing envelope1 #ce cents per thousand for stamping and #ce cents per thousand for mailing4 ,most mailing houses charge #ce cents per motion for folding1 inserting1 sealing1 stamping and mailing4 ,so in arriving at a rate for a piece of work you just determine the number of motions required4 ,each fold and each insert is counted one motion4 ,as your business increases1 employ girls to help you and you will soon be operating an extensive office4 ,,lamp ,,shades ,the actual material cost of making a silk lamp shade that retails for #ae is about #e4 ,any girl who can sew will find making lamp shades an exceedingly simple matter4 ,all department stores sell the wire frame1 and transparent silk in many colors and designs can be bought at any good dry-goods store4 ,the sales plan is this3 ,make arrangements with a department store or any other store who will display them to sell them on commission4 ,for instance1 you allow them #e profit on a #ae shade4 ,if you show good taste in selecting designs and colors you can build up a very profitable business in a short time4 ,there is also a constant demand for a shade made of cardboard1 hand-tinted in water colors which makes an excellent imitation of genuine parchment4 ,,doughnuts ,in a ,middle ,western town a certain woman discovered the secret of making old-fashioned doughnuts that would simply melt in your mouth4 ,neighbors soon learned of these delicious doughnuts1 and insisted that every time she made them she would make a few dozen extra which they bought4 ,she decided to go into the doughnut business4 ,she rented a small place about the size of a small shoe-shine parlor right on the busiest corner1 and equipped the window with a kettle of lard on a gas hot-plate4 ,everything was painted white1 and she was dressed in white4 ,she fried doughnuts to order4 ,customers stood in line waiting for their doughnuts to fry4 ,it proved a tremendous success4 ,to-day she owns a large1 fully equipped bakery where she bakes everything usually made in a bakery4 ,,to ,,which ,,of ,,these ,,classes ,,do ,,you ,,belong8 ,,class ,,no4 #a ,are you a stenographer1 typist1 bookkeeper1 or an office clerk of some kind who goes to work at a certain time every morning1 rain or shine8 ,do you take a few sandwiches along and eat lunch at your desk or in a rest room1 or do you go to a cheap restaurant8 ,you have a certain time to stop working each day4 ,do you dread the long afternoon--how lonesome and monotonous6--checking figures1 typing letters1 filing papers1 or doing some other routine work which you have done so often8 ,how you long for five o'clock to come6 ,not because you are lazy1 but because you are human4 ,because it is not human for anyone to go on and on doing the same monotonous work day after day without becoming weary and discouraged4 ,and then ,saturday comes4 ,how much is in your pay envelope8 ,after you pay your living expenses1 how much is left for you to buy the things which make life so bright for a young girl8 ,when you go out on ,sunday and see so many girls wearing fine clothes and associating with cultured people1 what do you think8 ,do you think of the past weeks of discouraging work8 ,do you think of your clothes1 your kind of friends1 your home life and your meager earnings8 ,at times you must look ahead1 away off into the gloomy future4 ,monday morning you awake feeling blue1 tired and discouraged with the dreadful thought of the office1 the irritable employer who scolds1 the same faces looking at you1 the same monotonous routine4 ,,what ,,are ,,you ,,looking ,,forward ,,to8 ,perhaps you are being led to believe that you are going to be promoted4 ,stop and think4 ,suppose you are promoted4 ,what will it amount to8 ,true1 you might then be able to wear a little better clothes and not be quite so pinched for money2 but after all1 nothing else will change4 ,of all the girls you know1 how many of them doing your kind of work ever advanced beyond a living wage8 ,surely your aspirations are for more than something to live upon6 ,what are you going to do about it8 ,you have two avenues open to you4 ,one is to continue your present daily grind and deprive yourself of the luxuries1 the romance and the brilliant future of a happy home4 ,the other is to learn the things you should know in order to become successful1 and get your full share of the sweet things in this world while you are still a young girl1 and can enjoy them4 ,this avenue will lead you to happiness1 romance1 and to all the niceties of life which are so dear to a young girl4 ,can you afford to miss this alluring future8 ,what are you going to do about it8 ,read every one of the plans which we outline on the following pages4 ,you will find one that will make the world seem brighter to you4 ,,class ,,no4 #b ,are you employed in a factory or at some other kind of work which you hesitate to acknowledge when you meet a new acquaintance1 or are you employed in some one's home doing domestic work4 ,if we could only make you understand the great things in life which you are missing4 ,if you would only go to your mirror and look yourself right in the face and say 8,i can't do anything that will make matters worse4 ,here is a chance for me to better my position4 ,here is something ,i can do that will give me an experience which will pay up for my lack of education4 ,it will teach me how to meet and associate with people of a higher rank4 ,it will afford me an opportunity to enjoy all the luxuries of life which ,i have been deprived of4 ,instead of rough hands and soiled clothes1 ,i will cultivate a clear1 soft complexion4 ,i will develop my natural beauty4 ,i will wear the clothes becoming to a lady4 ,i will do it6 ,to-day1 right now1 ,i will take the first step necessary to prepare myself for this new life40 ,the first step is to read every single word in this book and then decide which plan you will select4 ,don't just read4 ,think while you read6 ,forget every single thing in the world but your future4 ,,class ,,no4 #c ,are you shut up behind a counter in some store1 displaying a forced smile to shoppers who say and do things which belittle you beyond endurance8 ,sometimes you are so irritated you feel like insulting them4 ,how many days you have stood there when you were so tired you felt your legs would give way under you4 ,how unpleasant to be greeted each morning with that close1 depressing odor from the stock1 a snappy command from your employer1 and then finally to have an irritable woman customer who makes you show her everything in the store1 after which she passes a few sarcastic remarks without buying1 says 8,thank you1 dear10 and walks out4 ,do you remember those hot1 sultry days when you stood behind the counter and thought what a miserable life you were living8 ,do you remember when you would look at yourself in the mirror1 your face all shiny1 your clothes soiled and the perspiration fairly trickling down your back8 ,how disappointed you were6 ,you alone could see the hidden beauty behind that form in the mirror4 ,you alone could realize that your unfortunate position was responsible for these defects4 ,how often a beautifully gowned woman with a charming daughter has visited your counter4 ,how often you have envied them4 ,you simply could not control that lump in your throat4 ,how shy you felt in their presence4 ,you would eye them from head to foot4 ,are you going on and on endlessly in this dull1 monotonous strain1 or are you going to muster up your nerve and take the steps to-day that lead to prosperity and happiness8 ,you can no longer offer the excuse 8,i can't afford to prepare myself for a better position40 ,we will prepare you absolutely free4 ,,class ,,no4 #d ,are you 8too proud to work80 ,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 means8 ,have you led yourself to believe that you will be classed as one of the common herd if you engage in a commercial endeavor8 ,are you blindly applying #ahth-century customs to a period when commercial aggressiveness is a mark of distinction8 ,are you wasting your life away trying to make yourself and others believe that you possess an artistic temperament1 when in reality you are nothing but an ordinary person with a twisted viewpoint1 trying to be someone or something which you are not4 ,you1 too1 have two roads open to you4 ,the first one is to continue staying at home depriving yourself of the luxuries and happiness in life1 and be regarded as an aristocrat by two or three dozen people who don't know the difference between an aristocrat and a hippopotamus2 and even if they did1 it wouldn't make any difference4 ,of course1 if you continue on this road1 you have this advantage3 ,you can get all your relations together once or twice each year and go back over your family tree and praise each ancestor1 relating in detail his super-qualities1 etc41 which should make all of those assembled very happy and proud4 ,you will also have the advantage of being able to entertain new acquaintances 7very much to their disgust7 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 ,plymouth4 7,if you happen to have any sense of humor1 of course you will confine these stories solely to your relations when they congregate for the purpose of rehearsing these folklore epics47 ,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 somehow1 sometime1 understand and appreciate your worth to the world4 ,there are many other advantages 787 which the whole world is willing you claim if you follow your present road4 ,the other road open to you is to stop trying to keep up an outward appearance at the cost of depriving yourself of happiness4 ,stop trying to be a big frog in a little puddle4 ,open your eyes and look about you4 ,try to realize what an insignificant speck on the horizon you really are4 ,try to realize that there are millions of people in the world who have every quality1 plus1 which you think is exclusive with your family1 and remember that the only ones of these millions that the world respects are the aggressive ones who 8give0 constructive effort to their respective communities4 ,remember the world does not respect a person who only 8takes0 what nature furnishes4 ,there is no place in ,america for these idlers4 ,the day of inheriting a position that commands respect is past4 ,you will have to prove your worth or you will be eliminated by one of the 8common herd0 who really 8delivers the goods40 ,that familiar law 8the survival of the fittest0 always has and always will be the regulator4 ,there must be times in your life when you have flashes of realization1 when you must see the fallacy of your ideas4 ,you must realize the wonderful experience and pleasure which you are missing4 ,you are going through life blindly4 ,you will pass out of this world without knowing the real world you have lived in1 for the world of your life is a myth and like all myths the truth will be revealed to you4 ,our plan will not only bring you prosperity and plenty1 but will actually pave the way for you to accomplish the higher ideals which you are dreaming about4 ,bury your pride4 ,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 poorer4 ,pretty soon the people who now respect you will charge your whole family as being lazy and worthless to the community4 ,,class ,,no4 #e ,are you a young wife whose dreams have not come true8 ,do you sit and think of all your old friends1 many of whom married young men who are progressive8 ,do you think of their beautiful homes1 their pretty clothes1 and their circle of cultured friends8 ,you are glad they are situated so comfortably and happily1 but you can not help envying them at times4 ,how your thoughts must wander back over your courtship days4 ,you recall that your husband was the most promising young man of that set4 ,you recall how all the other girls envied you when you were married4 ,you recall how easy it would have been for you to have had almost any of the other young men4 ,how the picture has changed6 ,somehow that promising youth of a few years ago has not been the success you were sure he would be4 ,somehow1 he has fallen into a rut and is satisfied with a small salary4 ,he has lost his nerve4 ,he has lost faith in himself4 ,he does not count the 8up and doing0 young men of your community among his friends4 ,he does not keep up his personal appearance4 ,every single thing about him has changed so4 ,he has no ambition to climb up the ladder of success4 ,you alone realize and worry about this sudden change4 ,you know what your friends are saying about both of you4 ,how often you have heard them refer to someone in your circumstances 8the poor thing4 ,i feel so sorry for her4 ,she doesn't know anything but poverty and worry40 ,like all the rest there are two courses you can follow4 ,one will lead you to poverty and hardships1 and the other to prosperity and happiness4 ,you alone can be the stimulant for your husband4 ,you must lead the way if you expect to revive his energy and ambition4 ,you know very well he is capable if only he would muster up and try4 ,are you content to go along hoping for the best8 ,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 you4 ,think how different life would be if you lived in a pretty home4 ,if you felt satisfied you were going up the ladder instead of down1 down1 down1 year after year4 ,would you prove yourself capable of doing things if you had the opportunity8 ,don't credit the success of your friends to luck4 ,when they saw an opportunity they took advantage of it4 ,we are laying right before your eyes a number of plans which will start you and your discouraged husband on the road to success4 ,will you pass it by8 ,,what ,,every ,,girl ,,would ,,like ,,to ,,do ,get up in the morning when you have your sleep out4 ,arrange your working hours to suit your convenience4 ,engage in some kind of employment that you could do at home4 ,earn enough money to buy beautiful clothes1 live in a comfortable home and command all the other comforts and luxuries incidental to a happy life4 ,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 girls4 ,you can sit right in your home and earn two or three times what your present position pays you without one-half the effort4 ,you will be your own boss4 ,you can start to work in the morning when you feel like it and stop when you feel like it4 ,you can sit in your bedroom in your negligee or dress any other way you please4 ,if you want to accomplish big things and operate a large office you can do so4 ,what could be a more ideal situation than this8 ,no labor to mar your hands or otherwise mar your physical appearance4 ,the cleanest1 most enjoyable and most profitable work any girl can engage in4 ,the only qualification necessary is to be able to read and write4 ,here is the plan3 ,we will send you a quantity of folders which tell all about the ,book of ,good ,manners and the ,woman's ,library4 ,we will also send you a quantity of envelopes4 ,you address these envelopes to all the girls and women in your vicinity4 ,you can get their names from the telephone directory4 ,next you insert these advertising folders in the envelopes which you have addressed and mail them with a one cent stamp4 ,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 follows3 ,,free ,,coupon ,,mary ,,brown ,mt4 ,hope1 ,mo4 ,i herewith enclose #c4jj as full purchase price of ,the ,book of ,good ,manners4 ,in addition to the ,book of ,good ,manners ,i am to receive1 ,,absolutely ,,free1 the woman's library consisting of six books1 as follows3 8,plain ,talks ,on ,avoided ,subjects01 8,how ,to ,prepare and ,serve ,a ,meal and ,interior ,decoration01 8,physical ,beauty01 8,color ,harmony and ,design in ,dress01 8,how ,to ,make ,money01 8,the ,book of ,culture04 ,you are to ship them at once wrapped in a plain box to the following address3 ,name ,street and ,no4 ,town and ,state ,now let us see what happens3 ,you make #a4ej on each set of books4 ,suppose that you only sell twenty people out of each hundred to whom you send the folder4 ,your profit would be #cj on each hundred folders you send out4 ,one person can address about #a1jjj envelopes each #h-;hour day1 so if you sent out #a1jjj folders each day you would make #cjj per day if you sold twenty people out of each hundred you sent them to4 ,if you only sold ten people out of each hundred1 you would make #aej per day1 and if you even only sold five out of each hundred you would make #ge per day1 provided you sent out #a1jjj folders each day4 ,when you finish mailing to everyone in your vicinity1 start mailing to the near-by towns4 ,you can employ other girls to do your addressing after you get started4 ,what could be more pleasant than having the postman bring you an armful of mail each morning with each letter containing #c of which #a4ej is profit to you8 ,if you wish1 you can use your own name and address4 ,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 ,office4 ,if for any reason you do not want people to know who is running this plan1 the latter suggestion is better4 ,when you get started with this plan1 we will furnish you with other things to sell by mail4 ,the first thing you know you will be proprietor of a large mail-order establishment4 ,later on in this book we will tell you how to get started on this plan4 ,,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 something4 ,it does not matter what you are doing1 you cannot go very far unless you have learned the art of salesmanship1 for after all we are all selling something4 ,the doctor sells his skill to heal1 the professor sells his knowledge1 the bookkeeper his ability to keep books1 the carpenter his ability to build houses1 and the daily laborer his services4 ,you see1 we need salesmanship even though we do not happen to be selling shoes1 flour1 books1 etc4 ,your advance in life is measured by your sales ability1 and this is the reason that you should understand the art of salesmanship if you would climb up the ladder of success4 ,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 year4 ,many girls who clerked in stores1 or did clerical work at #ae or #bj per week1 increased their earnings to an unbelievable figure4 ,men who earned only a living wage by hard labor or tiresome routine work without a future1 rose to positions where they became citizens of influence and wealth--all through applying salesmanship to their daily lives4 ,do you know that the average salesman earns three times as much as the average position pays8 ,do you know that salesmen are made1 not born8 ,do you know that the demand for salesmen always has and always will be three times greater than the supply8 ,to convince yourself of the unlimited demand for salesmen just look over the 8want ad0 section of a city ,sunday paper4 ,you never see an 8ad0 for a salesman read 8small salary at start40 ,a salesman's earning power is regulated by his ability4 ,he gets paid what he earns4 ,he does not place himself at the mercy of an employer to regulate his income4 ,what could be more pleasant work than going from city to city1 riding on ,pullman cars1 living at the best hotels1 meeting high-class people from all over the world1 and spending a few hours each day taking orders which pay you a handsome income8 ,how could you ever expect to gain the knowledge this experience would give you8 ,how could you ever make the acquaintance of such prominent and influential people as this vocation brings you in contact with8 ,but you will say3 8,i am a woman1 and what do ,i know about salesmanship80 ,and we answer3 8,it is just because you are a woman that we are telling you this2 if you are ambitious and willing to do your part you can become a better salesman than the average man40 ,do you know that large ,new ,york firms are replacing their traveling men with women8 ,why8 ,because they have discovered that a woman who is willing to work can sell more orders than the average man4 ,it is a rare occurrence to hear of a woman failing to make good selling4 ,we know of girls whose experience was limited to bench work in factories and domestic work1 who after taking a course in salesmanship proved winners and are now earning five times their original wages1 besides living a life of luxury as compared to their former state4 ,,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 it4 ,in order to become a successful salesman through a salesmanship course you must put into actual practice what the course teaches you4 ,you must get this actual experience right while you are studying4 ,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 successful4 ,a course in salesmanship gives you the basic principles2 actual experience teaches you how to apply these principles4 ,we have prepared a complete course on scientific salesmanship4 ,this course is not complicated or difficult for the average man1 woman1 or girl to learn4 ,the author has simply written the same instructions in this course that he has used in training salesmen for years4 ,these lessons have made hundreds of people successful salesmen4 ,there has never been a more complete or practical course on this subject ever written4 ,everything is explained in clear1 simple language4 ,our course teaches you-- ,how to develop a pleasing personality4 ,how to analyze your buyer4 ,how to acquire confidence in yourself4 ,how to keep up your courage4 ,how to cultivate the power of observation1 imagination and enthusiasm1 to cultivate tact1 self-control1 ability to talk1 good judgment4 ,how to get a hearing4 ,how to create interest by your opening remarks4 ,how to arouse desire4 ,how to build a sales talk4 ,how to sell by demonstration4 ,how to sell by convincing arguments4 ,how to sell by reasoning4 ,how to close the sale4 ,we could cover pages explaining the various branches taught you in this comprehensive course4 ,if you are sincere in your effort to learn salesmanship there is no reason in the world why you should fail4 ,every principle of general business transactions is explained in detail4 ,this course in salesmanship which ,the ,social ,mentor ,publications give you absolutely free1 would cost you #ej if you learned it from a correspondence school4 ,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 road4 ,we want you to be successful1 since your success means our success1 and we are willing to give you the benefit of our years of practical selling experience free1 if you are willing to prove to us that you are sincere in taking the course1 and are energetic and ambitious enough to pull up your end4 ,we want men and women to join our organization who are looking and thinking ahead2 who believe they are capable of doing bigger things than their present situations offer4 ,this course is intended for both men and women regardless of age4 ,the difference between our system of teaching salesmanship and some of the salesmanship schools1 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 theory4 ,we are a large business organization1 whose business is and always has been selling merchandise4 ,we tell you in plain1 understandable ,english the successful methods we and our salesmen have used in the past and are using to-day4 ,not theory1 but practical experience--common sense4 ,,who ,,are ,,you8 ,if you are a married woman and have some spare time1 we will show you how to earn #be to #ej per week during your spare hours4 ,if you are a single girl and will devote all your time to our proposition1 we will show you how to earn #ajj per week or more4 ,if you are a man1 the same opportunities are offered you4 ,on the following pages we will outline some of the plans from which you can select4 ,each one of these plans gives you an opportunity to take our complete course in salesmanship absolutely free1 right while you are getting actual selling experience4 ,you earn while you learn6 ,,plan ,,no4 #a ,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 newspaper1 you would probably doubt us4 ,nevertheless1 we can do this very thing if you will follow our instructions and if you possess ordinary intelligence1 plenty of energy and lots of ambition4 ,if you owned a newspaper and some one came to you with a plan that would almost double your subscriptions1 wouldn't you want to employ them8 ,before we tell you the details of this plan we are going to tell you some facts about the newspaper business4 ,do you know that the two cents which you pay for your daily paper does not pay for the cost of the paper and printing8 ,perhaps you wonder how a publisher can make any money4 ,his profit comes from selling advertising space4 ,the amount they receive for advertising space depends on how many subscribers they have4 ,for instance1 a paper which has #e1jjj subscribers receives #ajj from a store for a full page advertisement4 ,now1 if they can increase the number of subscribers to #aj1jjj they would receive #bjj for the same ad4 ,this ad would be read by twice as many people1 therefore1 it would be worth twice as much to the store4 ,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 it4 ,almost every daily paper sells a ten weeks' subscription for #a4 ,they will pay #ce cents each to a solicitor for getting new subscriptions and will also pay him #ce cents each for getting renewals from old subscribers1 provided he secures cash in advance4 ,here is the plan3 ,go to your newspaper and make them this proposition4 8,we have worked out a plan to double the circulation of your paper4 ,our plan is to give absolutely free a ten weeks' subscription to your paper and the ,woman's ,library consisting of six volumes1 which every home needs and will buy1 to each person who buys #8,the ,book of ,good ,manners' at its regular price #c4 8,the price of the ,woman's ,library is #b per volume1 or #ab for the six volumes2 the price of #8,the ,book of ,good ,manners' is #c and the price of a ten weeks' subscription to your paper is #a4 ,therefore1 we will give #af worth of books and the daily paper for #c4 8,all we ask you to do is to run a full-page advertisement in your paper each day similar to this one 7show him copy of ad which we furnish you74 ,all the mail orders you receive you turn over to me1 together with the #c4 ,i will be out soliciting orders and will probably have a crew of people working for me4 ,i will turn over the subscriptions to you together with #fe cents for each subscription4 ,this gives you your regular price for a ten weeks' subscription after you pay your solicitor4 ,i will furnish each subscriber with the set of books40 ,now1 of course1 it will be your business to convince the newspaper why people will want this set of books4 ,where does your profit come in8 ,the complete set of #g books costs you #a4ej ,the ten weeks' subscription to paper costs you 4#fe ,your total cost of each subscription will be #b4ae and you will receive #c for each subscription4 ,your profit will be #he cents on each subscriber4 ,suppose that you took twenty subscriptions per day yourself by personal calls2 your profit would be #ag per day4 ,suppose that in addition to this1 people would either bring or send #bj subscriptions each day direct to the newspaper from this full-page ad4 ,this would give you #ag per day additional4 ,now1 suppose that you employed ten other people to solicit for you and pay each one of them #ej cents for each subscription1 which would still leave you #ce cents profit on each subscription they took4 ,if each of these ten solicitors sold ten subscriptions per day they would make #e each per day1 and each one of them would make #c4ej per day for you4 ,ten solicitors would make #ce a day for you4 ,we furnish you complete information telling how to hire and train people to work for you4 ,we furnish a complete series of sales talks for you to use in securing subscribers4 ,we furnish you copy to give the newspaper to use for their ads4 ,we tell you how to go from town to town and manage campaigns for newspapers2 how you can conduct two or three campaigns in different towns at once4 ,our course in salesmanship teaches you every phase of selling and our course in 8sales-management0 which we also give you absolutely free tells you how to organize1 train and manage salespeople4 ,before we go into the details of how you can get started in this highly profitable profession1 we want you to read every one of these plans and thoroughly understand them4 ,,would ,,you ,,enjoy ,,traveling ,,all ,,over ,,america8 ,would you enjoy sitting on the observation platform of a modern train in company with interesting people from everywhere1 seeing scenic ,america from the ,atlantic to the ,pacific and from ,canada to the ,gulf--mountains1 prairies and cities8 ,who has not dreamed of this wonderful experience6 ,who would not enjoy living in ,america's magnificent hotels where the traveler enjoys every luxury which money can buy8 ,you can claim this wonderful life if you are willing to say3 8,i will do it60 ,it does not matter what your present position in life is4 ,it does not matter how limited your education may be1 provided you can read1 write and talk fair ,english4 ,it does not matter about your age4 ,it does not matter whether you are a man1 woman1 young man or young girl4 ,the only things that matter are these3 ,you must get it out of your head that you are not capable of doing big things4 ,you must realize that the reason you are not doing big things is that you have never had an opportunity to learn4 ,every successful person in the world to-day thought just the same things which you are thinking at some time in their lives4 ,they had to learn how1 too4 ,you must grit your teeth and start4 ,close your eyes to everything but success4 ,the most difficult thing about being successful is making up your mind that you are going to succeed4 ,once you overcome that fear which haunts you1 which holds you back1 you will become master of yourself and the whole world can't stop you4 ,don't let timidity1 fear1 self-consciousness1 or what others think rule you4 ,you know you are capable4 ,surely you believe in yourself1 so close your eyes to these petty obstacles and work for your own future instead of to please your present associates4 ,here is the plan that will give you your start on a successful career4 ,read it4 ,think while you are reading how easy it would be to explain this plan to a buyer even without practice or instructions4 ,when we put you through our salesmanship course you will look back at the things which now appear impossible and laugh4 ,how very easy it all is when you once understand4 ,and how different the whole world looks to you when you are on the road to success4 ,the dread of facing another day of routine1 which is torture1 of associating with people whom you dislike2 of feeling dependent upon certain people for your existence--all these thoughts vanish like magic4 ,how pleasant it is to be prosperous and successful6 ,what a satisfying feeling it is for a married woman to be able to help her husband bear the burden1 and how wonderful it is for her to have plenty of spare money to do and buy the things she has so much wished for6 ,and the single girl6--the single girl who is obliged to earn her support4 ,few indeed are fitted to do work that pays more than enough to barely exist upon4 ,what dreadful thoughts hover over her6 ,she has her choice of loneliness and poverty1 or marriage at the first opportunity4 ,stop and look about you6 ,look at the girls in your circumstances who married for a home4 ,how many of these girls are living the life you have so often dreamed you want to live8 ,don't stumble along blindly4 ,close your eyes and think--think of yourself ten years from now6 ,do you see happiness--do you see yourself the dainty well-groomed lady of your dream8 ,are you living the luxurious life and surrounded by the cultured circle you expected8 ,or are you shut up in a few lonely and dingy rooms with nothing but sadness and poverty as your lot8 ,what a dreadful thought6 ,all the things which are so dear to you--a dainty skin1 attractive figure1 youthful and radiant face--all changed in ten short years4 ,surely you must see yourself as you will be in ten years1 slovenly dressed with a worn and tired face1 rough skin and straggly hair2 nothing but poverty and worry4 ,what a different picture you will see when you have had a touch of success4 ,when you are no longer dependent upon others for your existence2 when you no longer get up in the morning with the dreadful worry of another day of torture before you4 ,when you no longer think of marriage as a means of securing a home4 ,and what a difference it makes when you are successful and can afford to dress the way you have dreamed of1 and can associate with the cultured young men and women you have so often envied4 ,how different it would all be if you could afford to live in the sort of home you have fancied6 ,this is the reward of success4 ,and the difference between success and failure is expressed in these few simple words3 8,i will start to-day--,,now--to learn the things which will make me successful4 ,if servant girls1 clerks1 factory girls1 stenographers1 and every other kind of girls can succeed in learning salesmanship and rise from their humble positions to the top of the ladder1 ,i too will succeed6 ,i must succeed6 ,i have firmly determined to start now60 ,if you had bought a hat1 a pair of shoes1 an overcoat and a dress1 and two weeks later discovered that you had outgrown all of them1 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 paid8 ,would you listen to them8 ,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 store8 ,we mean such things as odd chairs1 tables1 rugs1 etc42 things which he had bought over a year ago and for some reason couldn't sell4 ,of course he would4 ,he would be willing to spend two hours finding out how you could do it4 ,surely1 you will not admit that you could not tell him this plan4 ,you don't have to tell it just the way we will tell it in this book4 ,tell it in your own language4 ,tell it just as you would relate it to a girl friend4 ,the simpler your words the more effective they are4 ,he isn't interested in big1 fancy words4 ,he wants you to be yourself and tell him facts4 ,here is the way we would talk to ,mr4 ,brown1 who owns the furniture store3 8,good morning1 ,mr4 ,brown4 ,i wonder if you would be good enough to let me explain a sales plan to you4 ,the plan which ,i would like to tell you about is one that has been successfully worked in many furniture stores throughout the country4 ,it is especially designed to clean up odd pieces of furniture which are dead stock with you1 and does not require an investment on your part until you have tried it out and have found it successful4 ,if it works1 you want it4 ,if it doesn't work1 you don't want it40 ,what happens next8 ,well1 if you owned the furniture store and had a lot of odd pieces of unsalable furniture1 wouldn't you be interested in hearing of some plan to get your money out of this dead stock8 ,all right1 then what will ,mr4 ,brown say8 8,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 for4 ,go ahead and tell me your plan40 ,wouldn't you feel the same way ,mr4 ,brown feels if you were in his place and some one had approached you in this manner8 ,you see there are no mysterious tricks in salesmanship4 ,just put yourself in the other fellow's shoes and say the thing that would sound reasonable and interesting to you--common sense1 that is the keynote4 ,now we will tell ,mr4 ,brown all about our plan3 8,you know better than ,i do1 ,mr4 ,brown1 how the average woman's mind works4 ,she wants something for nothing4 ,bargain is her watchword4 ,she will actually buy something she doesn't need simply because she thinks it is a bargain4 ,i once saw a woman buy two picture frames at #a4ih each1 which were marked #8,reduced from #c4' ,after she had bought them ,i heard her husband ask her what she intended to do with them4 ,he told her they had no pictures to put in the frames4 ,she answered3 #8,yes1 ,john1 but think only #a4ih4' ,later ,i was in another store and saw the same frames selling regularly at #a4ge each4 ,i have repeated this incident1 ,mr4 ,brown1 to show you how a woman's mind works1 for my plan to sell your dead stock is a big bargain sale that has been worked successfully all over the country4 ,here is a set of seven books4 ,we call them the ,woman's ,library1 for they cover the six most interesting subjects in the world to women4 ,before ,i go into the details of my plan to dispose of your dead stock1 ,i want to tell you briefly what there is about this set of books which makes women want to own them4 ,remember1 ,i am not trying to sell you books4 ,in fact1 ,i am not trying to sell you anything4 ,i am simply offering a plan whereby we can both profit4 ,i will sell the books and your dead stock4 ,you will get your money out of the dead stock and ,i will make a profit on the books4 ,mind you1 ,i do not ask you to invest a dollar in books4 ,all ,i ask is your cooperation4 ,now1 as ,i started to say1 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 cakes4 ,if you were a woman1 ,i know you would appreciate their strong appeal and salability4 8,this is #8,the ,book of ,good ,manners4' ,it tells you how to do and say the right thing on all occasions4 ,it tells you how to introduce1 what form to use when you introduce an elderly man to a young girl1 a distinguished man to a group of people1 etc4 ,it tells you how to acknowledge an introduction and when to shake hands4 ,it tells when and how to make formal and informal calls2 what should appear upon calling cards2 how invitations should be written1 sent and acknowledged2 how to acquire perfect manners at the table2 when and how to use the knife1 fork and spoon2 how to eat asparagus1 olives1 corn on cob and other foods so difficult for most of us2 in fact1 every conceivable question which women are interested in is answered4 ,it is simply a dictionary of etiquette4 ,do you know1 ,mr4 ,brown1 that almost every woman in this town feels the need of this book every time she entertains or calls on her friends8 ,every woman has been placed in many a humiliating position simply because she did not know the rules of etiquette4 ,it is surprising how little most of us really know about good manners4 ,here is a simple little test which not more than one woman out of a dozen can answer40 7,you hand ,mr4 ,brown a folder with the questions printed on it4 ,he will probably smile and remark that he doubts if he can answer them4 ,while he looks at the folder you continue talking47 8,incidentally1 ,mr4 ,brown1 one of our methods of making people realize the need of this book is to ask a lot of questions in our ads1 similar to the questions you are reading4 ,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 friends4 ,when ,i explain about these other books ,i will show you how we handle the advertising and copy of ads which have proved very successful4 8,this volume is called #8,color ,harmony and ,design in ,dress4' ,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 her4 ,you see certain girls can not wear certain colors4 ,for a girl to appear #8at her best' she must know what colors harmonize with her hair1 eyes and complexion4 ,if she is too stout1 she must know what designs and colors will make her appear slender1 and on the other hand1 if she is too thin1 she must know how to make herself appear in proportion4 ,and then there are the tall ones whose problem is to decrease their height by the camouflage design and color combination2 the short ones who have the problem of increasing their height4 ,perhaps this sounds silly to a man1 but you know how vain most women are1 ,mr4 ,brown4 ,they will spend their last penny for a box of powder or something that will make them beautiful4 ,of course1 ,i am an exception 787 ahem60 7,this remark will bring a smile and relieve the strain for a moment4 ,mr4 ,brown will pass a few complimentary remarks which you will take good-naturedly1 and continue47 8,i know that you are not interested in hearing all about a woman's troubles1 ,mr4 ,brown1 but as ,i said before1 ,i must tell you this in order to show you how these books answer all of their problems4 ,i am trying to impress you with the fact that the ,woman's ,library is not a collection of ordinary books4 ,they are the only combination of their kind published1 and ,i will wager that every woman in this town will want them if they are put before them in the right way4 ,they are the very keys which open the door to a woman's most perplexing problems4 ,they are to a woman's life what a furniture trade journal is to your business life4 ,you read the trade paper because you want to keep in touch with what the best type of furniture dealer is doing1 and try to improve your store4 ,it is a woman's business to be as attractive as possible1 and there isn't a woman alive who wouldn't grab at the chance to find out how to become more so4 ,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 looks4 8,now1 this volume tells #8how to prepare and serve a meal4' ,it tells just how the table should be set2 where each piece of china and silver should be placed2 at which side of a person you should stand when serving or removing dishes4 ,in addition to answering hundreds of these questions it contains menus for every occasion from simple home dinners to elaborate afternoon teas4 ,each menu is followed with recipes telling how to prepare each dish listed4 8,do you know1 ,mr4 ,brown1 that not one woman out of ten actually knows these things8 ,do you know that every time the average woman entertains she is self-conscious and afraid she has committed some terrible blunder which #8gives her away' to her friends4 8,the last half of this volume is devoted to #8,interior ,decoration4' ,it tells how to arrange furniture and bric--brac to beautify the home4 ,it tells what color draperies harmonize with certain colors in floor coverings1 upholstery and walls4 ,in short it tells how to plan a home that will reflect good taste and a genuine homelike atmosphere4 8,you know how funny women are on this subject4 ,you see it every day right here in your store when they buy furniture4 ,how often have women displayed their total ignorance of color harmony when buying upholstered furniture from you4 ,how often have they asked3 #8,will the blue velour upholstery on this suite match well in a room papered green8' 8,this volume is called #8,physical ,beauty4' ,it tells how to become beautiful2 how to care for the skin1 develop a good figure1 remove wrinkles1 double chin1 freckles and all other blemishes which mar a woman's beauty4 ,it tells how to care for the hair1 hands and teeth4 ,also home preparations which have been used by famous beauties are given in detail4 8,it goes without saying that this volume touches one of the most tender spots in women4 8#8,avoided ,subjects ,discussed in ,plain ,english' is a book on sex4 ,it outlines every single mystery of sex in plain ,english4 ,i feel that the title of this volume speaks for itself4 ,you know without me saying so what a strong appeal this subject carries4 8#8,the ,book of ,culture' contains a series of essays on subjects related to self-development4 ,here are the titles of the essays3 7show him the book opened at the index page74 8,this volume on #8,how to ,make ,money' gives a number of practical ways for the average man1 woman or girl to utilize her spare time profitably4 ,every aggressive woman is interested in ways and means of making money4 8,now1 ,mr4 ,brown1 ,i think you will have to agree that this set of books is something every woman wants and will buy4 8,here is my plan for disposing of your dead stock3 ,suppose that you have a lot of kitchen tables which cost you six dollars each1 a lot of chairs that cost you five dollars each1 a lot of mirrors that cost you four dollars each1 a lot of rugs that cost you seven dollars each1 and a lot of pedestals that cost you eight dollars each4 ,all of these are dead stock to you4 ,let us make up a list of the dead stock as follows3 ,twenty kitchen tables--your cost each #f--your regular selling price #aj each4 ,,our ,,bargain ,,price #i4ih each and the ,woman's ,library given free with each table4 ,you make the sale1 collect the cash and pay me #c on each sale for the set of books4 ,you will get your cost out of the tables and #a profit on each sale after you pay me for the books4 ,thirty chairs--your cost #e each--your regular selling price #i each4 ,,our ,,bargain ,,price #h4ih each and the ,woman's ,library given free with each chair4 ,after you pay me for the set of books you make #a profit on the sale and get your cost out of dead stock4 ,twenty-five mirrors--your cost #d each--your regular selling price #h each4 ,,our ,,bargain ,,price #g4ih and the set of books free with each sale4 ,you make #a profit on each sale after you pay me for the books4 ,fifty small rugs--your cost #g each--your regular selling price #ab each4 ,,our ,,bargain ,,price #aa4ih and a set of books free with each rug4 ,your profit on each sale after you pay for books4 ,ten ,pedestals--your cost #h each--your regular selling price #ab4ej each4 ,,our ,,bargain ,,price #ab4dh4 ,you make #a4ej profit after you pay for books4 8,now let us see what we have done4 ,we have turned #hjj worth of dead stock into ready cash and made you #aij profit besides4 ,we have given your customer a set of books which is worth #e more than they paid for books1 chair and all4 ,will they sell8 ,well1 ,mr4 ,brown1 as ,i said in the beginning1 ,i will prove to you by actual sales that they will sell4 ,we will sell your regular customers and we will bring you new customers who probably would never otherwise have come to your store4 ,i have twenty sets of these books1 and am willing to come to your store and help fix up your window4 ,we can fill your window with the chairs1 tables1 rugs1 etc41 and attach a large card stating that the ,woman's ,library will be given absolutely free with each chair4 ,in the center of the window we will make a big pile of the twenty sets of books with an attractive sign on them4 ,i have here copy for advertisement which you can run in our daily paper 7we furnish you copies of ads to show ,mr4 ,brown74 ,we will sell your dead stock so quickly you will wonder how it was done4 ,this plan1 ,mr4 ,brown1 has been tried all over the country4 ,we know it works40 ,now1 honestly1 couldn't you sit down and tell the facts just related to most anyone after you had familiarized yourself a little more with the books1 etc48 ,you see that after all1 selling goods is more a matter of common sense4 ,when you have something good to sell and are convinced people will buy it1 you have won half the battle4 ,suppose that you were going to sell ,mrs4 ,jones our 8,book of ,good ,manners40 ,the first thing to do is to write down all the good reasons why you think ,mrs4 ,jones should buy it1 and then arrange these reasons into a short interesting talk4 ,try to think of all the objections she will raise and have an answer ready for her4 ,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 is3 ,first3 ,having something good to offer4 ,second3 ,knowing all about your article4 ,third3 ,explaining your proposition with simple words in the same way you think it would sound well to you if you were the buyer4 ,fourth3 ,knowing when to stop talking and close the deal4 ,you could probably explain this plan to your buyer in many different ways and sell him4 ,each person has distinct methods of getting results4 ,now let us see where your profit will come in4 ,each sale made would net you #a4ej profit4 ,suppose #bjj sales were made4 ,you would make #cjj on the one store4 ,when you complete the sale with this store you ask them to give you a letter recommending the plan to other stores4 ,each store you sell you secure a letter of recommendation4 ,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 visit4 ,remember1 we furnish samples of advertisements to you4 ,each one of your customers can copy these advertisements in their daily papers4 ,the girl or woman who is willing to study our free course in salesmanship can make from #aej to #cjj for two or three days' work in each city she visits4 ,how can you get started8 ,what must you do to get this free course in salesmanship8 ,we want you first to read every one of these plans4 ,when you finish reading1 we will explain how simple it is to get started4 ,have you ever known a crowd of girls who went around together1 to dances1 parties1 shows1 etc41 and then one day one of these girls was promoted to a position where she superintended a number of other girls8 ,did you notice any marked change in her1 or in the attitude of the other girls in the crowd8 ,you know very well you did6 ,you know very well that something about that girl commanded more respect and more attention than any other girl in the crowd4 ,of course1 you said a lot of things behind her back1 but just the same you were only too glad to have her invite you for a walk or to a show4 ,you never failed to mention the fact that ,margaret called you up1 and you went to the show with her4 ,you might have said some nasty things about her having a 8swelled head10 etc41 but you said these things just because you envied her4 ,what a difference this promotion has made in ,margaret's life4 ,everyone is anxious to cater to her4 ,when she speaks every one is silent4 ,when there is a prominent or honorary office to be filled in your clubs1 ,margaret's is the first name mentioned4 ,how pleasant life must be for ,margaret4 ,what a difference it makes when one is invited out to meet a young man or a set of girls1 when they have all been confidently informed that 8,margaret is a remarkable girl4 ,you know1 she is at the head of the ,smith ,company and has complete charge of the entire force40 ,surely1 you must have wished to occupy a position that would command respect4 ,you must have dreamed of filling a position where people would look up to you and feel dependent upon you4 ,perhaps you have even dreamed of having your own office with your name on the door1 your own bank account1 two or three assistants and a score of girls working under you4 ,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 were4 ,who would not be happy under these circumstances8 ,who would not enjoy an automobile1 pretty clothes1 a circle of cultured friends1 and all the other luxuries which this position would offer you8 ,if you are a #ajj per cent ,american girl1 if you possess a drop of imagination or desire to be something more than an ordinary girl1 you surely have pictured yourself managing some of the plans which we have told you about in this book4 ,you must have seen yourself as you would appear under these new conditions4 ,you1 but an uplifted1 radiant ,,you4 ,yourself1 but as different as the drab moth from the beautiful butterfly4 ,for a few moments your thoughts took you to a new and wonderful world1 and then--and then you became your ordinary self again4 ,you thought how foolish it was for you to think for one moment about doing such a thing4 ,how could you8 ,you didn't even know where or how to begin such an undertaking4 ,you didn't have any experience1 nor the necessary education1 and besides it took money to start such things1 and you didn't have any money4 ,and then what would your friends think1 and suppose you didn't succeed8 ,and then you thought of everything you had read1 and the things that seemed so simple to you when you read them1 all ran together and loomed up like a huge monster4 ,they now appear a great1 big knot1 and you never could unravel it4 ,the office1 the bank account1 and everything seem like a dream to you4 ,you have allowed yourself to be carried away with a story4 ,you were trying to live the part of the heroine4 ,if your mind is not working about the way we have pictured it1 you are indeed a remarkable girl1 for ninety-eight girls out of one hundred think and act just as we have related1 and this is why most girls are tied down to miserable routine work earning barely enough to exist upon4 ,this is why girls who are capable of making their mark in the world become discouraged and think that their ability is not appreciated4 ,what happens8 ,rather than continue on these meager earnings with no prospects of advancement1 they marry4 ,and whom do they marry8 ,they try to marry a promising young man who is making his mark in the world1 but1 naturally1 a young man of this type is associating with a more progressive circle of friends2 therefore they decide to accept the first offer that appears like a fair prospect of a home4 ,what finally happens to these girls8 ,unless you can look ahead twenty years you can not answer this question4 ,ask your parents or a friend who has reached the age of fifty to make a list of twenty-five of their schoolmates4 ,ask them to tell you what has happened to them4 ,how many of them are able to retire8 ,how many are self supporting8 ,what kind of homes are they living in8 ,how many of life's luxuries have they enjoyed8 ,and they too were once pretty girls6 ,they too were considered clever4 ,they too dreamed of the same kind of future you are dreaming about4 ,but this youthful dream never came true4 ,they patiently waited for the opportunity which never came4 ,the aggressive1 successful young men whom they dreamed of married the 8,margarets0 who had somehow dropped their old crowd and had become favorites with prominent people4 ,be honest with yourself6 ,why should you think you are so different1 that through some mysterious good fortune1 everything will turn out all right for you8 ,,try ,,this ,,test ,,on ,,yourself ,this test will show you all your weaknesses and strong points4 ,actually check with a pencil each thing you can do4 ,this will show you what your chances are for success4 ,go over each question thoughtfully4 ,don't check a single question unless you are sure you could do it4 ,,question ,,no4 #a ,could you walk into the office of your newspaper and say3 8,please insert this ad in your want ad column for three days80 ,you hand them a piece of paper containing the following ad3 8,wanted3 ,girls and women to train for traveling position4 ,can earn from #e to #ae per day4 ,call in person at once4 #deg ,main ,street40 7,,note3 ,this ad will cost about #a for three days74 ,,question ,,no4 #b ,the next day a girl or woman will call at your address and say that she came in answer to your ad4 ,could you invite her in and say3 8,what is your name1 please8 8,where do you live8 8,what are you now employed at8 8,are you willing to call upon homes and introduce a new library80 ,and then could you say3 8,miss ,jones1 ,i am the local manager for ,the ,social ,mentor ,publications4 ,i am organizing a crew of girls to first canvass this town and then travel all over the country canvassing each city we visit4 ,a girl who is willing to get out and hustle can make from #e to #ae per day besides having the opportunity of seeing the country4 ,before ,i tell you about the plan in general ,i want to explain about the ,woman's ,library and see what you think of it40 ,,question ,,no4 #c ,after you read each volume in the ,woman's ,library1 could you with the aid of our course in salesmanship explain what each book was about1 and why women and girls would want them8 ,,question ,,no4 #d ,now that you have told her what kind of books make up the ,woman's ,library1 could you continue the conversation something like this3 8,miss ,jones1 the regular price of this library is #ae4 ,we have made arrangements to print these books in large quantities1 and are selling the entire set for #c4 ,we will pay you #a for each set you sell4 ,the average girl can sell ten sets per day1 so you see you would earn #aj per day1 and even if you only sold five sets1 you would make #e4 8,all that you need to do to get started is to buy one set of books for #b which you will use as samples4 ,i will tell you what street to start working on1 and you bring me your orders each night4 ,at the end of each week you deliver the orders which you have sold and collect for them1 keeping #a on each set for your profit4 8,i am employing several other girls1 but am giving each girl certain streets to work so that they will not interfere with each other4 ,after you have all worked a day or two1 we will all meet here and get acquainted4 ,we can talk over our experiences and in that way help each other sell more orders4 8,when we finish working this town1 we will move to the next town and canvass it4 ,you see that in addition to earning a fine salary1 we will have an opportunity to see every city in the country40 ,what happens next8 ,she pays you #b for a sample set of books and you tell her what street to work and give her some order blanks4 ,at the end of the week you give her enough books to fill the orders she has taken1 and she delivers them to her customers and returns #b to you for each set4 ,she keeps #a for her profit4 ,what is there about this plan you can not do8 ,if you employ twenty girls you will have to do just what we have told you twenty times4 ,the oftener you do it1 the easier it becomes4 ,let us see if we cannot make that dream come true after all4 ,you make #ej cents on each set of books an agent sells4 ,if she can sell ten sets per day she would make #e for you4 ,if you have twenty girls working they will earn #ajj per day for you4 ,but even five girls will earn #be per day if they sell ten sets per day4 ,just to show you how impossible it would be to fail1 suppose you only had five girls and each girl only sold five sets of books per day1 you would still make #ab4ej per day4 ,when you get our course in salesmanship and sales management1 you will see how easy it is to start one of these plans4 ,it will tell you everything in clear1 simple language4 ,it will tell you how to go to new towns and organize a new crew1 and how to open an office of your own4 ,,how ,,we ,,employ ,,you ,to start any of the plans which we have outlined it is necessary for you to have twenty sets of books4 ,naturally1 we must get acquainted with you before we can send you books on credit4 ,on the first order of twenty sets we require you to pay in advance4 ,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 them4 ,perhaps many girls who read this will not have the necessary money on hand to pay for the first twenty sets of books4 ,if this happens to be the case with you1 there is one thing you must remember4 ,everyone who starts in business for herself faces the same trouble you are facing4 ,but instead of throwing up their hands and saying 8it can't be done0 they go to some one who has the money1 and borrow it4 ,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 on4 ,read the coupon on the next page2 then sign it and return to-day together with the money to pay for your first twenty sets of books4 ,,free ,,coupon ,,social ,,culture ,,publications1 #aea ,fifth ,avenue1 ,new ,york ,city4 ,,gentlemen3 ,please send me absolutely free your ,complete ,course ,in ,salesmanship and ,sales-management2 also ,bulletin which gives me complete instructions on how to sell your books4 ,also send me free of charge3 #bjj folders describing the ,woman's ,library4 #bjj order blanks4 #bjj large envelopes to mail the folders in4 #bjj small envelopes for my customers to return the order and money in to me4 ,also send me bulletin telling how to start a mail order business4 ,you are also to send me copies of newspaper advertisements and complete instructions telling how to advertise the ,woman's ,library4 ,i am enclosing #cj4jj as full payment of twenty complete sets of the ,woman's ,library4 ,i will sell them for #c4jj per set2 each set to contain seven books as follows3 ,the ,book of ,good ,manners4 ,plain ,talks on ,avoided ,subjects4 ,how ,to ,prepare and ,serve a ,meal and ,interior ,decoration4 ,physical ,beauty4 ,color ,harmony and ,design in ,dress4 ,how ,to ,make ,money4 ,the ,book of ,culture4 ,please ship them at once to the following address3 ,name44444444444444444444444444444444 ,street and ,no44444444444444444444444 ,town and ,state4444444444444444444444 ---------------------------------------- -------------------------------- ,,sex ,the ,mystery of ,sex ,revealed in ,plain ,english ,the secret questions and thoughts of thousands answered in understandable language4 ,this book is solemnly dedicated to set forth in clear language the conception and birth of a child2 to follow the life of the male and the female from birth to maturity1 explaining the causes of passion and love2 to advise those whose passions and desires are stronger than their will to resist4 ,this volume treats on every single phase of the sex question which every mother and prospective bride should know4 ,,price #b4jj ,,the ,,book ,,of ,,culture ,in a series of essays this volume treats a number of subjects in a very entertaining and instructive manner4 ,among the titles of these essays are3 8,how to ,acquire ,personal ,charm10 8,the ,true ,aristocrat10 8,the ,origin of ,society10 8,social ,defects10 8,successful ,matrons10 8,courtship ,courtesies10 8,deportment of ,children10 8,advice to the ,young ,girl10 8,the ,art of ,congenial ,conversation10 8,how to ,cultivate a ,vocabulary ,that ,will ,mark ,you ,wellbred10 8,etiquette for the ,business ,man10 8,the ,cash ,value of ,pleasing ,manners10 8,plain ,talk to ,women10 8,the ,art of ,letter ,writing10 8,woman's ,greatest ,appeal to ,man40 ,,price #b4jj ,,physical ,,beauty ,compare yourself with the 8perfect woman40 ,height1 #e ft4 #c in4 ,weight1 #acg lbs4 ,neck1 #ab in4 ,chest1 #cc #aaj in4 ,waist1 #bf #baj in4 ,hips1 #cg #haj in4 ,thigh1 #bb #baj in4 ,calf1 #ac in4 ,ankle1 #g #gaj in4 ,wrist1 #e #iaj in4 ,it does not matter whether you compare favorably with the perfect woman1 you might be in perfect proportion4 8,,physical ,,beauty0 tells you how to cultivate natural beauty at home without expense4 ,it tells how to cure skin disease1 develop your figure1 care for your hair1 cultivate a pleasing voice1 acquire a graceful carriage and restore color to your face4 ,how to reduce and increase your weight without injurious or troublesome treatments4 ,how to remove wrinkles1 double chin and every physical defect which mars your beauty4 ,,price #b4jj ,,how ,,to ,,prepare ,,and ,,serve ,a ,,meal and ,,interior ,,decoration ,should crackers be served with soup or passed8 ,at which side of a guest should you stand while removing his soup dish8 ,in addition to answering hundreds of these questions this instructive volume contains menus for every occasion4 ,each menu is followed with recipes4 ,detailed instructions tell you how and when to serve each dish4 ,charts show where to place each dish and piece of silver1 when and how to remove empty dishes4 ,it does not matter whether you have servants or whether you serve1 this volume tells the conventional way to do it4 ,the preparation and serving of formal dinners1 breakfasts1 suppers1 dainty afternoon teas1 buffet luncheons1 chafing dish suppers1 tray service1 banquets and all their variations are explained in detail4 ,the 8,,interior ,,decoration0 section is devoted to artistic taste within the home4 ,the arrangement of furniture and bric-a-brac4 ,the color and design of draperies1 floor coverings and walls4 ,it tells you how to plan and maintain a perfect home4 ,,price #b4jj ,,the ,,book ,,of ,,good ,,manners ,this volume is a complete ,dictionary of ,etiquette4 ,it tells you what to do and say upon all occasions and how to appear at perfect ease when others appear embarrassed4 ,it also tells you how to overcome timidity1 fear and self-consciousness2 how to acquire poise at the dinner table1 the dance1 in the drawing room1 and everywhere refined people assemble4 ,,price #c4jj ,,color ,,harmony ,,and ,,design ,,in ,,dress ,do you know what colors harmonize with your complexion8 ,do you know what designs in costumes are most becoming8 ,these are the subjects this volume explains4 ,it does not matter whether you are tall1 short1 stout or slender2 a blonde or a brunette--you will find the color and general design of the garment you should wear fully described4 ,it tells how to conceal your defects and bring out natural beauty4 ,it does not dictate style1 but tells what lines and general designs you should avoid as well as the ones you should look for4 ,it enables you to select only the clothes that will magnify your beauty4 ,,price #b4jj ---------------------------------------- -------------------------------- ,,transcriber',s ,,notes #a4 ,p4 #c1 added 8,how ,fortunes ,are ,made0 to the ,,toc4 #b4 ,silently corrected typographical errors and variations in spelling4 #c4 ,archaic1 non-standard1 and uncertain spellings retained as printed4 #d4 ,enclosed italics font in underscores4