An increasingly wary public pushed book canvassers to adopt increasingly sophisticated door-to-door selling techniques. Whether in response to frustrated agents, unable to sell books, or to soft sales, publishers supplied their agents with general technique manuals as well as brochures containing detailed "patter," or speeches, for selling particular titles. Publishers also went to great lengths to obtain testimonials, or recommendations, for their works, and printed these as well. These, in combination with visually exciting covers, popular writers, and scintillating topics, helped make sales easier for prospecting agents.
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