524 PIONEY HANDLING. 



sales. You have to study, and learn to imitate the cunning 

 and perseverance of the traveling agent, and quietly talk it 

 out. You first have to assure the grocer that you only wish 

 to show him your goods and your prices at liis leisure, and 

 that he can then refuse to buy, if he chooses. You must 

 show him why he has no sale for honey. You tell him that 

 pure honey is one of the best sweets in the world, to which 

 he readily agrees. You then explain that honey, not being a 

 staple, his customers never come on purpose to buy it, but 

 that when they see it, they are tempted to buy; that, for this 

 reason, it should be put up with large and showy labels, and 

 placed in a conspicuous position, so that it will readily catch 

 the ej'e. 



845. White honey in nice sections will generally sell at 

 sight, unless the grocer has had some leaky packages, which 

 dripped honey on the counter, left a sticky reminiscence of 

 their presence, and attracted flies and bees. But if your honey 

 is put up carefully, according to directions given, the first sale 

 alone will be difficult. In selling extracted honey it may be 

 necessary for you to explain the facility with which granu- 

 lated honey may be liquefied. 



With grocers that were unacquainted with us, we usually 

 began by supplying them with yellow honey, such as buck- 

 wheat, or heartsease, or golden rod. This honey, strong in 

 flavor, sells better to the inexperienced, who are afraid of 

 getting sugar, or glucose. It is only after one or two years 

 that we venture to offer to such grocers our whitest clover 

 and bass-wood, Avhieh, though of superior flavor, are objected 

 to, on account of their very beauty and quality. In every 

 case we try to furnish some good reference to the grocer, 

 and we give him a full guarantee of satisfaction, with an 

 agreement to take the honey back, if it does not prove alto- 

 gether as wc represent it. When a dealer is . well satisfied 

 that the merchandise which he sells is pure, his customers are 

 quite likely to have confidence in it themselves; but, on the 

 other hand, if he is in doubt as to the quality and purity of 



