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immense." A work that had been before the public for as much as two years, she did not appear to consider of any importance.

Now, it was just as absurd for that young lady to be trying to sell books-I say trying, because I have no idea that she sold enough to warrant the use of the term, selling-as it would have been for her laundress to set herself up as head trimmer in the adjoining millinery house, and who can blame the bookhunter who went away without making a purchase because she could not find the volume on which she had set her heart.

The above incident let light upon another circumstance connected with the book trade of this firm, which surprised me greatly. One of the proprietors happening to pass through the room, paused to speak with the lady; and, on being informed of what she was in search, offered to get it for her, but could not promise it before Christmas. He added:

"Yours is the first call for that book, which we have had in five years. It wouldn't pay us to keep those old works in stock."

A town of five thousand people, in which a copy of "Don Quixote had not been sold in five years, is conclusive proof that the dealer ha! not done his duty to himself. Nor, inasmuch as any merchant owes a duty to his patrons, had this firm done its duty to the people who buy books of it. Here is where the inefficient salesman is a bad bargain for both his employer and the public. In his inability to attract attention to standard works in good bindings, he allows the sales to run along in whatever happens to be "the new," or have a cheap cover, thus lessening the profits to the firm, and, frequently, failing to give the customer anything of lasting value.

career.

I have no quarrel with the new books. Every production must be new once in its But, while selling his share of the current literature, the bookseller can benefit his patrons by calling their attention to standard works of lasting value, and in time may build up a demand for such goods.

There are, however, some ideal salesmen to be found in the bookstores of the country. These are jewels to be treasured by their employers. They never lose a possi

ble customer. All who enter a store do not belong to this latter class. The person who comes for the settled purpose of adding a certain book or set to his library, or who has need for a work on a particular subject, is not a possible customer unless you have in stock the thing of which he is in search. But the majority do not come with any such determined motives, and the salesman can usually manage, if necessary, to substitute something else for the titles that have been asked for. When a young lady comes in and asks for fiction from the pen of Zacharias Bunkerhill Doe, the ideal clerk, who is aware that he is not able to supply it, knows just what to do. He is familiar with the style of Mr. Doe's writings, and he proceeds to push a volume by Mr. Roe, whose productions are of a similar character. Or, suppose the prospe.tive customer makes a request for "The Meditations of Marcus Aurelius." This man behind the counter would have no hope of inducing him to take a copy of “Gulliver's Travels,” but would probably succeed in disposing of a volume of the "Discourses of Epictetus."

It is not to be supposed that these clerks must read everything in the house. When it came to the dictionaries, this might prove somewhat tedious. But, except in rare instances, they should know just what books are in stock, and should make it a point to notify the manager as soon as any supply has been exhausted. Then they ought to have some general knowledge of every book for which they desire a customer. They ought, for example, to know that "Don Quixote" is a Spanish satirical romance which long ago became a classic, that it satirizes ancient "Chivalry," and that, by competent literary critics, it is classed as one of the world's best books. This isn't much to know, but it would be sufficient to sell a number of copies inside of five years. So, too, when a new work, or something of which it was desirable to push the sale, was added to the stock, they should acquaint themselves with its general character at the very least. Indeed, a salesman with an aptitude for the business would scarcely fail to give such a thing as much as a cursory perusal. He would then have a supply of ammunition which would be rather more certain to bring down the prey than any any such phrase as "it's new," or "O, it's lovely."

THE FIRST CONSIDERATION IN

BUYING.

The following excellent advice to merchants buying stock is now going the rounds of the trade press: The retailer, in selecting his stock, should remember that he is not buying the goods for his own personal use. The goods he wants and should buy are those that are most likely to find favor with his customers. It is their taste rather than his own that he should consider. To select goods that would suit the taste of every patron would be an extremely difficult, if not impossible task, but, by careful observation, a fairly correct general idea may be formed.

Some merchants seem to think that the

opinions of the general public concerning what is suitable or desirable are erroneous and should not be encouraged. They think their customers may be educated up to a higher standard and regard it as a duty to

give them the required instruction. They honestly believe that in trying to correct the taste of their customers they are doing a beneficent work, and they may be quite correct, but the trouble usually is to make the people they wish to benefit take the right view of the matter. There might be little difficulty if these would-be reformers had no competition, but nowadays if one merchant will not sell the kind of goods his customers want, another can easily be found who will be glad to cater to their tastes, no matter how far below the standard they may be. It is all very well to try to elevate the public and to endeavor to stimulate their perceptions of art and beauty, but to sell goods successfully the merchant must keep the kind of goods that his customers want.

NOTES ON CANADIAN BOOKS.

For the first time in its history, THE CANADIAN MAGAZINE Confines its notices to books written by Canadians or by those who have chosen Canadian themes. That such a course is possible, indicates intellectual progress on the part of the people, and an increased interest in Canada as a nation.

"A Detached Pirate," by Helen Milecete, is a series of letters written

by a divorced woman living in Halifax to a friend in England. She has come from London to Halifax to be a female pirate, to be young and frivolous again, to escape from the Past and the memories thereof. She gains admittance to the civil-military society of that place and has a glorious time until her divorced husband turns up. The characterComplications ensue.

istic of the letters is the brightness of them. They sparkle with fun and humour. Helen Milecete is a Canadian woman whose life's experiences have not been confined to Canada. Her present residence is Halifax. This is her second book, the first being "A Girl of the North."

"Bubbles We Buy"† is a Nova Scotian tale by Alice Jones, author of "The Night Hawk," for Alice Jones and Alix John are one and the same person. This story is a serious piece of work which brings Miss Jones close to being the leading woman novelist of Canada.

The plot is well conceived with an originality modified by the history of Nova Scotia's fishermen and ship-captains. For Nova Scotian's sons have sailed the Spanish main, touched the fringe of the slave trade and made fortunes during the time of the Civil war. One of these died the richest man in the Province, leaving his wealth and his sins to be borne by his children. The story is magnificently told with a style which is open to little or no criticism, and with a worldly knowledge of men and destinies which distinguishes the genius whether

*Boston: Little, Brown & Co. + Boston: H. B. Turner & Co.

ALICE JONES.

Author of "Bubbles We Buy."

statesman, churchman, litterateur or artist.

Miss Jones has seen the tragedies and foolishnesses of life with an exceptionally wise pair of eyes and the folly of our worldly striving is express

ed in the title she has chosen for this work, "Bubbles We Buy."

"A Rose of Normandy," by Wm. R. A. Wilson, is a tale of the French régime in Canada, that stirring period whose pathetic story has not yet been more than half told. It is a tale of swords, of adventure, of varied and thrilling incident, with La Salle, De Tonti and others as the chief characters-with Colbert and His Most

Christian Majesty in the background.

De Tonti is the hero whose love of Renée, "The Rose of Normandy," furnishes the motif of the book, but La Salle's adventures furnish the warp and woof of the plot. Even if partial to Canadian stories, the reader may safely pass this tale by, even though it

furnishes as much amusement and stimulation as the ordinary historical

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after artistic and literary excellence. "A Glimpse into My Garden" is a bit of honest work by a Canadian woman who signs herself "Thornapple." A life in a country printing office has not given her many opportunities, neither has it clothed her with artificiality. Her verses ring with sweetness,

naturalness and artless

simplicity. "The Papers of Pastor Felix," by Arthur John Lockhart, are the work of a mature scholar, the prose-writing of a well-known Canadian poet. The papers are nine in number, the devout musings of a natural man with natural thoughts. He makes the spirit of Spring say:

"I love the wilderness; it is my home. I steal harmlessly into quiet dwellings; I wander over old battlefields, hover above the cataracts, crown me with wreaths of pine and maple, track the raftsmen down foamy rivers, and the voyagers into the Far West. I leap with glad children and dance in groves with light-hearted maidens; I haunt many places, from the prairies to the lakes and the Laurentian River, but I build my house among green leaves. I am the Canadian Muse, banished from my native country and wandering down to the Acadian lands, to the shores that answer to my beloved hills and forests......

..

And this is Pastor Felix's explanation -and those who follow his footsteps in a reading of his pages will share his love of the good and the beautiful, his admiration of and content with the simple life.

"The Call of the Wild," by Jack London, is a Klondike story, the central figure in which is a St. Bernard dog named Buck. Buck's hard experiences are but exemplary of the desperate, vigorous, primeval life of the Klondike region since the discovery of gold and consequent inrush of adventurers.

"Trapper Jim," by Edwin Sandys, a writer of whom Canada has reason to be proud, is a book for boys, small and great. Mr. Sandys tells them many useful and interesting things about trapping, camping, swimming, drawing, shooting, fishing, sparring and preserving the skins

of wild creatures. He loves the outdoors and makes others love it more.

"Camping and Canoeing," by James Edmund Jones, (Toronto: William Briggs) is a work similar to that of Mr. Sandys' but narrower in conception and less comprehensive. It is, however, a splendid little volume for the boy who goes out to spend a summer among the lakes, islands and rivers of the newer parts of the country.

Sir Gilbert Parker's "Quebec" will be ready in the au

tumu.

§ Toronto: William Briggs.

"Anne Carmel," by Gwendolen Overton, is a story of French-Canadian village life. Anne and her brother Jean, a curé, live with their mother in St. Hilaire. Anne falls in love with Harnett, an Englishman, who comes. to the region on a fishing trip. The author has brains enough to raise her novel above the dead level of modern uniformity.

Last year Mr. Morang announced the publication of an "Annual Register," and did issue one volume, edited by J. Castell Hopkins, F.S.S. Owing to the decisions of fate and the makers of Canadian law, the second volume is issued by Mr. Hopkins under the name "The Canadian Annual Review." It would have been much better, if legally possible, to label it "Annual Register, Vol. II." Such a title would have indicated stability and continuity. As to the contents, as was said of the first volume, the arrangement of the subjects and the general character of the work are excellent. As a work of reference it is far and away superior to anything ever attempted in this country. It is judicial, encyclopædic, and not too diffuse, and must prove very useful to the man who desires to preserve the best information of the year and yet is unable to keep a file of newspapers or a scrap-book. even better than the scrap-book, because it is well arranged and admirably indexed. It is dignified and free from the advertisements which mar so many of the Canadian books of reference. Mr. Hopkins' dignified efforts should be appreciated.-Canadian Magazine.

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MISS THOMPSON (THORNAPPLE). Author of "A Glimpse Into My Garden,"

It is

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24

COPP, CLARK CO.'S ANNOUNCE-
MENTS.

Gordon Keith, the new novel by Thomas Nelson Page, which the Copp, Clark Co., Limited, announce for this month, is a story of great scope. The scene includes New York city and Virginia; the period extends from the close of the war well into our own times; the characters are very many and greatly varied; the hero is Southern, the heroine a New York girl; the plot is broad, full and interesting; the color has all Mr. Page's richness. (Illustrated; cloth, $1.50; paper, 75 cents.)

Sewell Ford, whose brilliant stories of horses will be published shortly by the Copp, Clark Co., Limited, under the title of "Horses Nine," has spent sixteen years of his thirty-five years in active newspaper work, as reporter and editor, in Boston, Baltimore and New York. For some time he has been a member of the editorial staff of the American Press Association. During the past four or five years he has written much short fiction for the magazines. Mr. Ford was born in South Levant, Maine, but he has lived little in the Pine Tree State.

His early school days were spent in Cheboygan, Mich., an inconspicuous lumber town on the Straits of Mackinac. They ended when he finished a four years' Latin course at the high school in Haverhill, Mass.

"A Parson's Lass," by Godfrey Burchett, is a simple, natural and charming story full of country atmosphere, with a touch of sea and tidal rivers. A parson's daughter is loved by the son of middle-class parents. A married man also loves her

It is a whole

some story with a bright, hopeful ending—a bit of life as it is lived. (The Copp, Clark Co., Limited, paper, 75 cents.)

"Alain Tanger's Wife" is a romance of 1899, by J. H. Voxall, M.P., the author of "The Romany Stone." The scenes of this story are laid in England and France; it is thoroughly fresh in construction and vigorous in style, with a great deal of action and many dramatic scenes, the principal characters being husband and wife, who are married under peculiar circumstances. (The Copp, Clark Co., Limited. Paper, 75 cents.)

Among the few characters in fiction that have impressed themselves in the popular imagination, Mr. Cutcliffe Hyne's "Captain Kettle, K.C.B.," has a prominent place. A more inventive more agile, more daring, more lovable adventurer than this picturesque chap of red-peaked beard is not to be imagined. Captain Kettle made many friends through the medium of his first adventures. The present volume is certain, to be widely read. (The Copp, Clark Co., Limited. Cloth, $1.25; paper, 75 cents.)

"The Success of Mark Wyngate," by Una L. Sibellard, is a wonderful study of human personality. The man who is the chief figure-whose devotion to his chosen science of chemistry, and whose struggle to establish himself against great odds have made him keen, resourceful, self-sufficient, but incapable of love—is a striking creation, and the different results of the same experience upon the fine, warm-hearted, womanly "Judith," are depicted with a quiet reality which is entirely convincing. (The Copp, Clark Co., Limited. Cloth, $1.25; paper, 75 cents.)

In "Castle Omeragh" Mr. F. Frankfort Moore has taken for the scene of his story the Ireland of the days of Cromwell. Al

though the red hand of war is everywhere
felt throughout the pages the tension is
lightened by the play of Irish humor and an-

STANDARD

interesting love-story. The dominating in COMMERCIAL WORKS

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fluence, however, is that of Cromwell, be who had "every quality that the Englishman respects and that an Irishman hates who believed in himself and God, but in no lesser king who in the name of liberty trampled English liberty under his iron heel who crushed within his fist every tyranny except that which he himself created." (The Copp, Clark Co., Limited. Cloth, $1.25; paper, 75 cents.)

The Copp, Clark Co., Limited, announce a paper edition of "Barnaby Lee," by John Bennett, to be published this month. In it girls will find a heroine and boys a hero or two. It has thirty-two illustrations, and will prove of interest to grown-up readers as well as young folks.

THE TREES WE READ.

Nine successful novels recently published in the United States, so the Chicago "Daily News" figures out, "had a total sale of over 1,600,000 copies. Since the average weight of each book sold was probably twenty ounces a little calculation will prove that these 1,600,000 books contained approximately 2,000,000 pounds of paper. A manufacturer of paper asserts that the average spruce tree yields a little less than half a cord of wood, which is equivalent to about 500 pounds of paper. In other words, these nine novels swept away 4,000 trees, and they form but a small part of the fiction so eagerly read by the American public."

WHO WILL BE THE FORTUNATE
ACTRESS?

It is rumored that Margaret Anglin may be given the title part in the play made from

Interest Tables, at 4, 5, 6, 7, 8, 9 and 10 per cent. per annum, by Napoleon Matte. 5th edition. Price, $3.00.

Three Per Cent. Interest Tables, by the same author. On fine toned paper and strongly bound. Price, $3.00.

Interest Tables and Book of Days combined, at 3, 31, 4, 5, 5, 6, 7 and 8 per cent. per annum, by Charles M. C. Hughes. Price, $5.00.

Savings Bank Interest Tables, at 2, 3 and 34 per cent. (each on separate card), on the basis of one month being 1-12th part of a year, by Charles M. C. Hughes. Price, $1.00.

Hughes Interest Tables, at 6 and 7 per cent. per annum (on the basis of 365 days to the year), at 1, 2, 3 and 4 months and days of grace. For use in discounting and renewing promissory notes, by Charles M. C. Hughes. On folded card. Price, $1. Hughes' Supplementary Interest Tables, comprising a Special Interest Table for Daily Balances, showing interest for one thousand days on any amount fron $1 to $10,000, or from £1 to £10.000, at per cent. to 3 per cent. inclusive. Also a table showing interest for one thousand days at 5 per cent., by means of which (in connec tion with Comparative Tables) interest for oLe thousand days can be obtained at any rate from

per cent. to 10 per cent. inclusive, and Comparative Interest Tables, etc., by Charles M. C. Hughes. Price, $2.00 net.

Buchan's Sterling Exchange Tables, advancing by 8ths and 16ths, with other useful tables. 2nd edition. Price, $4.00.

Buchan's Sterling Equivalents and Exchange Tables. Price, $4.00.

Canadian Customs Tariff, revised to date, with list of Ports, Foreign Tables, Extracts from the Customs Act, etc, Fcap. 8vo, limp cloth, 50 cents.

Mrs. Ward's novel, "Lady Rose's Daugh MORTON, PHILLIPS & CO.

ter," which is to be presented in the coming autumn, both in New York and London. No official statement has been made, but it is understood that several prominent actresses are anxious for the unusual opportunity offered by the part of Julie Le Breton.

WEE MACGREEGOR'S SUCCESSOR.

A new book by the author of "Wee Macgreeger," entitled "Ethel," will be published by Harper & Brothers on June 5. Mr. Bell has told the story without any dialect, and entirely in dialogues between Ethel and her financé. Ethel, who is a captivating Scottish girl, has odd little points of view, and dimples in her cheeks. She is portrayed with the same fresh and natural skill which has made “Wee Macgreegor" famous over several continents, and so well-known in Great Britain that Mr. Bell figured the other day on a list of guests of the New Vagabond Club as "Wee Macgreegor."

PUBLISHERS, MONTREAL

Wm. Barber & Bros.

Paper

Makers

Georgetown,
Ontario.

THE BEST SELLING BOOK. The authentic and guaranteed lists of best selling books during the month just past, place Mrs. Ward's "Lady Rose's Daughter" at the head all over the United Daughter" at the head all over the United Book, News, and Colored States. While the Harpers make it a rule not to state the figures of their sales, it is generally known that "Lady Rose's Daughter" is going beyond the record of Gilbert Parker's" The Right of Way," published by this house in September, 1901.

Papers.

**JOHN R. BARBER.

VOL. XVI]

THE

AND LIBRARY JOURNAL.

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A GREAT PRINTING HOUSE. The Government of the United States has in Washington the greatest printing office in the world, double the size of any other. It is under the management of Frank W. Palmer, formerly editor of the Inter-Ocean and four years postmaster at Chicago. It has been housed in a dangerous and dilapidated old barrack for many years, which was condemned as unsafe by the building inspector and sanitary authorities. Mr. Palmer has been compelled to prop up the walls with timbers and place heavy beams at frequent intervals to support the floors, but finally Congress became sensible of its requirements and appropriated $2,400,000, which has been expended during the last four years in the erection of what is almost a perfect building for its purpose. The work of construction is almost completed.

The new printing office will have a floor space of 610,700 square feet, which is equivalent to about fourteen acres, or four ordinary city blocks, which is divided into seven floors almost without partitions. Printers need a good deal of light, and it is provided for them by 1,500 windows. One-third of all the wall space is glass, and, in order that this light may not be lost, the walls of the rooms are lighted with white enamelled bricks which can be washed like a bath tub or the marble steps of the houses in Philadelphia. The building is absolutely fireproof, or as nearly fireproof as any building can be. The engineers provided the floors to sustain a load of 85,000,000 pounds, if anyone can comprehend what that means, and it is of

TORONTO, JULY, 1903

course very much in excess of any weight that could possibly be placed upon it.

There are enormous storerooms for the stock of material kept on hand, which probably is greater in amount than can be found in any similar establishment in the world. In the regular course of business the printers use about fifteen tons of paper a day, and in the cases are more than 2,000,000 pounds of ordinary type.

There are 3,957 employees upon the payroll of the government printing office. The government does more printing and publishes more documents than any other nation in the world, and last year the cost of this branch of the service reached $5,848,453.08. A large proportion of this money was wasted by the printing of worthless and useless documents ordered by Congress. One-half of the printing done for the Senate and House of Representatives is a pure waste of labor and money, and the extravagance of Congress in this respect is increasing annually.

The most remarkable job of printing, the record-breaker of the world, was undoubtedly the publication of the report of the congressional committee which inquired into the hazing incidents at West Point three years ago. The manuscript was delivered to Captain Henry T. Brian, foreman of printing at the government printing office at Washington, about 6 o'clock one Saturday evening and on Monday morning three volumes of 2,000 printed pages were delivered upon the desks of members of the House of Representatives who wanted to refer to the testimony in the debate that was to come on that day upon the military academy appropriation bill. The edition was small so that the presswork was limited, but 10,000 copies could have been printed, stitched and bound at the same time.

Another world-beater in the printing line was the report of the Court of Inquiry on the "Maine" disaster. The manuscript was received after 6 o'clock one evening, and a volume of 300 pages with twenty-five illustrations was delivered at the Navy department at the opening of office hours the next morning. Twenty-four of the illustrations were half-tones, one was colored, which required two impressions.

Seven years ago the revised statutes of the United States, a volume of 1,000 quarto pages, was put in type, printed and bound in sheep between Wednesday night and Saturday noon. No other printing office in the word could have done that job in that time, and when I asked Captain Brian, the chief clerk, who was foreman of printing for many years, as to the limit of the capacity of his office, he replied:

"It has no limit. We have more than 4,000 skilled people available, we have 1,000,000 pounds of type, we have presses enough to meet any demand, and if it were necessary

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we could set the type, print, bind, and deliver a book as big as Webster's dictionary, or a set of four volumes of 1,000 pages each, in twenty-four hours. Our capacity has never been tested. I have always been wanting somebody to send for me and ask for the impossible. I have been wishing ever since I have been here that Congress would dump the manuscript of the biggest book ever written upon us some evening and say, 'We must have this when the House is called to order to-morrow morning.""

It is said that a company in Edinburgh, Scotland, is building a printing establishment more than twice as large as the government office at Washington, and that it will cost $7,000,000, while the plant at Washington represents only about $400,000.

The French government has the next biggest printing establishment in a village near Paris; that of the German government is third in size, and that of the Japanese is fourth. The printing of the British government is let by contract to the firm of Spotiswoode & Eyre, which has several large establishments for different kinds of work, but if they were all placed together they would not be half as large as the printing office here. Mr. Spotiswoode was in Washington not long ago inspecting the plant and studying the methods.

There is no private establishment in the world that bears any comparison with the government office; there is none one-half as large. While it is impossible to give definite information or decide between them, W. B. Conkey at Hammond, Ind., and Robert J. Collier of New York, both claim to have the biggest private establishments in this country, and until the Edinburgh materializes, theirs are probably as large as any in the world.-Chicago Record Herald.

FOR CARNEGIE'S CONSIDERATION.

At least one eminent literary man, Mr. J. Churton Collins, the English critic and lecturer, takes a pessimistic view of the influence of free libraries as at present conducted. He declares:

"They encourage habits of reading for the mere purpose of killing time; they form and confirm the practice of intellectual dissipation; they introduce boys and girls, and half-educated young men and women, to poems and fictions which, though not actually immoral and warranting inclusion in the Index Expurgatorius,' inflame their passions and imaginations and have a most disturbing and unwholesome effect; and they place in their way, often with the most disastrous results, works on religious and moral subjects for the perusal of which they are not ripe. No one who keeps an eye on the casualties recorded in the daily papers can have failed to notice, not only with what

increasing frequency the suicides of young men and even mere boys are occurring, but how often, in the letters and messages justifying with flippant sophistry their crime, we have ample testimony of the demoralization caused by the perusal of works never intended for youth, and which but for these libraries would not have come into their hands. . The simple truth is that our boasted progress among the masses-I am not speaking of the minority of the better class, but generally has resulted in little more than in exchanging one form of dissipation for another, intellectual dram-drinking for physical, the sensational novel or racy skit in the free library for the tankard or quartern at the public-house bar. the one is as bad as the other. Nothing so unfits a man for the duties of life, for concentration, and for healthy activity, as habitually indulging in this sort of anodyne and stimulant-for it serves both purposes, and both purposes to the same demoralizing effect."

And

"PICK-ME-UPS" FOR SALESMAN.

In order to do good work on others, a salesman's own physical and mental condition must be good, and his first effort, every morning, should be to place himself in the right attitude of mind before he begins work.

Every salesman of experience knows that he has had days when everything seemed bright, and everybody wanted to buy from him; but does he realize that the secret lay largely in his own condition, and not so much in that of others?

A salesman must compel himself to hold certain opinions and to determinedly sustain them. He must be absolutely firm in his belief:

1st. That his employers are men of unquestionable integrity, men of judgment, capable buyers, and understand their busi

Dess.

2nd. That, as a whole, his house is the best in the country, and he is proud to represent it.

3rd. That his goods are what the trade wants and ought to have, and it is a pleasure to offer them.

4th. That the prices given him are fair, and as low as they should be, with justice to his house.

5th. That he is not afraid to ask the price given him, for the goods are worth the money.

6th. That his customers are anxious to see him.

7th. That he expects to sell every man he calls upon, and that his customers want to buy now.

8th. That he does not fear competition. 9th. That he will work.

10th. That he is "it," and everybody

knows it.

A salesman should remember that if he does not sell goods, no matter what explanations he may offer, his house cannot afford to keep him. He is not employed to make explanations, but to secure orders.

A salesman should understand that his house does not employ him to sell his competitors' goods; that his real duty is to find the advantages in his own goods, and to present them to the trade in the most thorough and skilful manner.

A salesman who is always asking his house

to get him the "other fellow's" goods to sell is giving a sure indication of poor ability.

A salesman has all he can do when he gives strict conscientious attention to his own goods, without giving time and attention to the goods of his competitors.

A salesman, in conversation with his trade, should never criticise a competitor's goods, for he is also criticising the judgment of the man who has bought them, and he risks the loss of the buyer's friendship by making unfavorable comment.

A salesman should remember that his house pays something for its goods, and that it is a very close proposition to make adequate profits even under the best conditions.

A salesman should:

1st. Obey instructions, intelligently, not like a school boy.

2nd. Not write too many letters.

3rd. Make his correspondence brief and to the point.

4th. Never attempt to cover the case of every customer and condition in one letter.

5th. Write nothing on the order sheet that does not pertain to the order thereon. Paper is cheap.

6th. Write about each separate matter on a separate piece of paper; it saves time and prevents confusion in the house.

7th. Give strict and careful attention to all price-lists, circulars, and other information mailed him by his house. Carelessness in this respect often causes a salesman to miss trade.-Piccolo.

MARIE CORRELLI'S BIOGRAPHY.

In its satirical review of the biography of "Marie Correlli: The Writer and the Woman," by T. F. G. Coates and R. S. Warren Bell, the London" Daily News" thus summarizes some of the eulogistic paragraphs concerning Miss Correlli, whose "turgid mixtures of the sensational, the supernatural and the sacred have no more claim to be regarded as literature than the advertisement in the average American yellow journal of someone's unspeakable pills

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Indeed, Miss Correlli can afford to smile at the critics, for she has triumphed over them all. Her first book received four reviews, each about ten lines long. Her latest book was not issued to the press for review, but three hundred and fifty journals purchased the book in order to comment on it in obedience to the demand of their readers. Temporal Power" was produced last year with a first edition of 120,000, and 30,000 additional copies have since been printed.. Mr. Gladstone hailed her "wonderful gift and the "magnetism of her pen." Tennyson wrote a letter of commendation to the unknown author of 66 Ardath," "the majestic opening of which," the authors somewhat unkindly remark, "is not unlike many of the poet's own sublime pen pictures." Of her first book one writer wrote saying it had saved him from committing suicide; others that the book had exercised a comforting and generally beneficent influence over them. Her works have been translated into all European languages; " Barabbas " into Persian, Greek and Hindustani. She is extremely popular in Norway and Sweden. "Vendetta" is always the vogue in Italy. "Were she to visit Australia or New Zealand she would receive an almost royal welcome." She is thoroughly appreciated by the

66

Royal family," and Queen Victoria, as is well known, demanded a complete set of her novels. "She hits very hard," say the authors gleefully. "Her enemies wince beneath her blows and revile her in wholesale terms because they can not overcome her in fair combat."

New Books.

Mr. Page and the South.

"Gordon Keith" (Toronto: The Copp, Clark Company) is the first novel by Mr. Page to follow "Red Rock," his story of the Civil War. His subject seems to be the financial development that followed some time after the war in the Southern States. "Gordon Keith" acquaints us with a wholly different atmosphere from that which we generally associate with Mr. Page's stories. There is less of the romantic element; something is lacking that makes one of his Christmas stories such a pretty thing. On the other hand, " Gordon Keith" appeals to the reader as a conscientious and exact account of the way wealth began to be an extreme attraction to the apparent majority of the citizens of the United States. The hero of the story is the son of a Southern gentleman who had been a general in the war, and found himself ruined at the end of it; but had sufficient stability of character to remain as the manager of the estate which he had once owned. General Keith is one of the very fine characters that Mr. Page knows so well how to describe. The other people in the story are more or less affected by the struggle for success in life which forms the main current of the book; but the hero's father has a greater affection for his standards than he has for the exploitation of coal fields. One is able to like him all the better for that. Mr. Page's novel is a long one; it covers over five hundred pages. The story, possibly, would not have suffered if it had been considerably condensed; but it contains an extended description of life in the South, and in New York, in the seventies, which strikes one as being an accurate picture. Gordon Keith himself is a likeable fellow for the most part, although one may wish when it comes to his love story that he knew his own mind a little better. He certainly deserves the success which comes to him in the end, not only because he worked for it, but by being on the whole about the most satisfactory younger person in the book. Mr. Page has written more charmingly, but he has never worked harder, and Gordon Keith " is a far better story than the average novel.

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Fiction Flavored With Historical Bias.

"Love Thrives in War: A Romance of the Frontier in 1812,' by Mary Catherine Crowley (Toronto: George N. Morang & Company) is one of the most recent of Canadian and American historical novels. Tle author has chosen her historical setting well; the neighborhood of Detroit, and the opposite shore in Canada, saw some of the most interesting and dramatic episodes of the war of 1812. Some of the characters of the book are very attractive; this is especially true of the heroine, Laurente MacIntosh, who was born in Canada, but who unfortunately is not Canadian in her sympathies. Possibly the writer of the story is more responsi

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