Honolulu Record, August 19, 1948, vol. 1 no. 3, p. 5
By Allan Beekman
Like any other bibliophile I hold certain literary works in especial esteem. There is a certain world famous encyclopedia, for example, for which I have always entertained a genuine heartfelt reverence.
At the close of the war an alert sales manager for this publication intimated that he would welcome my services in selling this work. I had never tried to sell. But did it require unusual selling ability to dispose of such a product as this!
An Unbelievable Bargain!
Here in 24 handsome volumes was the knowledge and wisdom of 5000 years of civilization, compiled and indexed by the greatest scholars and scientists on earth. Here the most humble had at his fingertips access to the greatest thoughts of the world's greatest minds.
Was there any person in the world with a grade school education or more who had not heard of his stupendous work! Could anyone fail to share my awe and wonder of it! No, and again no!
Assumes A Big Task
Therefore there seemed but one answer to give to the alert sales manager. I would resign from my unconstructive and poorly paid government job and devote myself to spreading enlightenment and culture throughout the city of Honolulu.
I accepted the offer. I went through the preliminary training, dutifully attended sales classes and read Dale Carnegie's inimitable little book on How To Win Friends and Influence People.
Then I began what I believed would be my triumphal sweep through the residential districts of Honolulu, But gradually, as one day of weary work followed another, it came to me that my state of mind and attitude towards the books was not reflected by the minds of the average person I approached.
I had been misled by my own enthusiasm and by the opinions of the bookish people with whom I had gradually surrounded myself as being of kindred interests and tastes.
Finds Competition Keen
Here and there, in the course of my endless interviewing, I discovered persons whose interest in the books, and whose appreciation of them was as keen as mine. Here and there, also, was a young person whose interest I succeeded in awakening.
At first I was surprised by the large number of persons who solemnly assured me that they already possessed the encyclopedia I represented. Then a suspicion to dawn on me.
"Never-Read" Books
When one person told me that he already possessed the "24 volume encyclopedia" I asked him, in such a way as to avoid giving offense what type of binding it had.
"Well," he said, "I've forgotten. I'll take a look." He disappeared into the house and reappeared with a one volume encyclopedic dictionary. "This is it," he said.
Thereafter I was careful, where it was practicable, to investigate the claims of those who assured me that they had the encyclopedia I represented. And although I am sure that these claims were made in good faith, 19 out of 20 of such persons did not have it. In many cases the set of books they possessed was not even an encyclopedia.
Pamphlet for a Magazine
In some cases the booklet plan was successful. In far more cases the person whom I approached took the gaily colored pamphlet that I distributed to be a magazine.
When I called back the prospect would say, "I don't want to subscribe to your magazine. I have too many magazines."
I would assume my smile—no one likes a sour puss, the veteran salesmen had told me. "That's a good point," I would reply, "there seem to be too many magazines nowadays. But the little booklet I left with you is not a magazine. It is a pamphlet describing a world famous encyclopedia." And then I would give an oral explanation.
"Oh," he would say, "we have that."
And then I would ask him what kind of binding it had and the conversation would yield the usual result.
But the adventures of a salesman goes far beyond this. I've even been chased and chewed by dogs. I have scars that tell the stories. That makes me a "purple heart" salesman minus the medal.