THE Bee-keepers' review 233 



instances people are glad to have found a source of supply at such 

 reasonable prices. 



Now, fellows, it is up to you. We've sold this season over 

 45,000 pounds of honey direct to the people. Judge whether we 

 have lowered or raised prices in the honey markets. Have we 

 increased or decreased the consumption of honey, v.dien many of the 

 people we have sold had never heard of extracted honey before. 



]\[oral: Either sell at wholesale or retail. Don't mix prices to 

 the discredit of the profession. 



In making a house-to-house canvass, be polite, neat, tactful and 

 sweet. Boost honey in general, your own article in particular, 

 because it is superior in quality. If it isn't superior in quality, 

 better go home and learn to produce a superior article, for poor 

 honey kills trade. 



Induce your prospective customer to taste a sample, and while 

 her mouth is full of delicious honey fill her ears with sweet and 

 fetching words and descriptions, bearing on the goodness of your 

 honey. 



Remember the little folks. There is no surer way to secure an 

 order than to convince the mother that honey is the only sweet 

 which is fit for her children. 



Always adhere to the truth. Tell them that honey keeps people 

 warm in cold weather, is strengthening, healthful. Builds up the 

 system without taxing digestion, and is Nature's best medicine for 

 colds, etc. 



Cite the relative economy in using a 2.j-cent honey in place 

 of a 40-cent butter, and the more evenl}^ balanced food value of the 

 combination over butter alone. 



Dwell on such points as full net weight over short-weight comb 

 honey. Richness of body, sanitary qualities, flavor, ripeness versus 

 green honey. 



By all means have your order book ready and write the name 

 and address as soon as the customer arrives at the psychological 

 moment. If you don't know when that is, I might suggest that it is 

 the time when you either write the order or get turned down. 



Doubtless you would all be tired out if I should go into the 

 various details entering into the securing of orders, and in fact no 

 two customers can be handled alike. In general I would say that 

 after one arrives on the job, among a prosperous community, and 

 v/ith the right article, there are three main steps, viz. : To create 

 a desire on the part of the customer, bring about decision, and 

 finally action to really order. 



I will now close and leave a little time for the man who has 

 never sold over a few hundred pounds of honey to express his theory 

 in regard to the value of low prices. I also trust that I will have 



