HOUSE CANVASSERS

New Zealand Herald, Volume LXXII, Issue 22046, 28 February 1935, Page 12

HOUSE CANVASSERS

EVIDENCE OF TRAINING AMUSING INSTRUCTIONS "MUST ENTER THE HOME" Part of an interesting document, which reveals that tho smooth, flowing talk and enthusiasm for demonstration of some door-to-door salesmen is the product of training and a knowledge of tho susceptibilities of women rather than of natural sales-making aptitude, came into the hands yesterday of the owner of a city building. On taking passession of an office left by a tenant he found the instructions, which he has forwarded to the Herald with the comments that they "show what our women have to contend with; they have my sympathy." The document is as follows:

"Sales talk—for use by salesmen. "(1) Approach. 'Good morning, Mrs. 7 —, an old-estab-lished British firm commencing business in New Zealand, and I am round here on a special publicity campaign, introducing something entirely new to New Zealand. You could spare a little of your time, couldn't you?' (A) (Make a slight forward movement, saying at the same time), 'You don't mind me using th 3 corner of your table, do you?' (B) (It is absolutely imperative that you enter the home. Do not explain what you have, on the doorstep. As you go into the house make a remark or two to put the prospect at her ease.) "(2) Curiosity. (C) (When you obtain admission to the house do not open your, bag immediately.) 'Now Mrs. I do not want you to confuse this work with that which other agents have been showing you. I presume you have had quite a number around this district at one time or-the other.' (D) (This is intended to arouse curiosity on your prospect's part, and will invariably succeed.) "(3) Desire. (E) (As you start to open your bag.) 'Now, Mrs. this is what is known as . This work is entirely hand-painted, and, as you know, or, better, as you can see, it is all doiifi :n oils on a special background. The colouring is all worked up, and the details and life likeness is brought out.' (F) (Point out details such as wrinkles, hair, e;res, etc. Put plenty of enthusiasm into it.")