490 HONEY HANDLING. 
the honey must be very ripe, or else must be previously 
heated, for the least fermentation would burst the can. 
844. In every case when honey is sold, it should be 
neatly labeled with the name and address of the producer, 
which is, in itself, a guarantee of its quality. 
When you go into a strange grocery, where you are 
unknown, the immediate answer of the grocer, to your 
mention of honey is: ‘‘I don’t want any honey; I have no 
sale for it, and I don’t like to handle it.’’ Should you then 
take your leave and go, there would be but little hope of 
increasing your salis. You have to study, and learn to 
imitate the cunning and the 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 his 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 readi y agrees. You then explain that 
honey, not being a staple, his customers never come on pur- 
pose 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 eye. 
845. White honey in nice sections (721) will generally 
sell at sight, unless the grocer has had some leaky pack- 
ages, 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 direc- 
tions given, the first sale alone will be difficult. In selling 
extracted honey it may be necessary for you to explain the 
difference between extracted honey, and the strained (276) 
honey of old; for now and then some persons are found 
who do not know any thing about this, or about the facility 
with which granulated honey may be liquefied. 
With grocers that were unacquainted with us, we usually 
