European Stars And Stripes (Newspaper) - June 15, 1977, Darmstadt, Hesse                                Que tradition by George Eberl Suh writer he yellow cardboard cover was As worn As the eight Page printed script prepared to ship out to you a Complete set of the new plus a Complete Home reference sic Library of your own Choice at no Cost whatsoever to your this is known As the it is pulled verbatim out of a script received in Early april from a British woman Selling an educational program door to door for books in the Ger military housing at the same time a few Miles a British Salesman for the american Book distributing corporation was Selling american educator encyclopedias with the identical in peddle this pitch is known As the it is Only one of a dozen or so softeners to Shat Ter a customers Shell of sales Resis pitching is in the finest tradition of Snake Oil salesmen and Fli Flam those Happy hustlers who traversed Amer Ica making Small fortunes Bamboo Ling Gullible the or May Range from the in conducting a news week Survey tickler used in Naples to the soliciting of membership in a parents league of results in members laying out hundreds of dollars for various Book most pitches revolve around the Cal Ndreu Are to the encyclopedia business what widows and orphans Are to life insurance an sympathetic subject and a surefire sales weapon for wiping out sales no caring parents would deny their Chil Dren the right to knowledge by refusing to buy this or that is the repeated letter writers and interviewed custom ers supplied a checklist of appeals to Loving present or the Young person in the Barracks is re minded of future marriage and children Young parents Are told they must think of their childrens future educational and parents of preteens and teenagers hear of the herein now need for a set of books in the Book salesmen talk of look ing for the big wheel the tricycle in the a former Salesman said be and others were taught to Tell prospects that were Only interested in people who care about the education of their he said Young couples with children were prime and you were to Lead them along through the pitch until you bluntly inform them that if you dont go youre depriving your youre stunting them several pitches Are combined in one for most pitches embody a sales practice called highball Low Baa what the peddle is offering to you for Lowall would sell for highball in the in books this is used in the that moment when the con tract is out in the open for your Here is what the salespeople for books must learn and this is the entire i would like you to look at All this and Tell if you went into a store in the states and bought All of this material at one How much do you think it would Cost i think you will agree a lot of right Well let me show the 20 volumes of the new age will be on Sale at the end of this year for read thru Price As you can see the total Price is say this in the parenthetical remarks Are instructions Only to the salespeople Are also taught to use questions requiring affirmative answers from the heres an example from the discussing new age ency the salesperson to the fou oot display and this is what your set will look like when we ship it to its int most prospects would either nod or say yes whittling away at their Power to say no at the final moment of a popular pitch in the Europe based Mil itary marketplace is a refinement of the and Campaign or Market research sales approach of the As part of a personal advertising sales people claiming to work for the publicity department of the american educational society say they Are placing complimentary programs with selected Ameri can just like military families Are pitched to believe they Are beneficiaries of a earn ing a Brand new edition of new age on the one Young British Salesman for Ameri can educator claimed he was Only working to win a trip to the after he left the he admitted receiving 60 for every package the in All its has been refined to a formula a former sales Man said of the almost mechanical approach the system works Well Lor those calloused enough to More a Young British Broad casting corporation investigator who went through a few Days of the american Book distributing corporations sales training program spoke of the predicted they trainers Tell you that once youre in the a beginner will sell one in and a Veteran two or three in said abcs Indrek the Suc Cess rate is very he also recalled his trainers observation its easy americans americans Mark and the stars and stripes