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 merit the patronage of every corset wearer? I am convinced that every purchaser is receiving more real value for the amount invested than from any corset worn. It is the return in comfort, style and health that counts."

(Should Mrs. Jefferson at this or any other point ask the price of the corset, tact is necessary. If she be a wealthy lady accustomed to high prices, your price will not seem high to her. If she has been accustomed to wearing a cheap corset, she may regard your price as high.) Then say, "Durability, style, comfort, and healthfulness considered, we have the cheapest corset on the market. Remember, Mrs. Jefferson, that every corset is made after the order is sent in, thus giving you a made-to-order corset. It is the value which we give you that is to be considered.

"Measured by this standard, you can get many dollars' worth of ser­vice out of a Spirella Corset. When these qualities are considered, no matter how low in price some other corset may appear to be, it is dear when compared with Spirella.

"Many ladies say that it is worth more than the cast of the corset to be insured against the breaking of corset stays. I believe you will agree with them. Serious injuries, besides much inconvenience and anxiety have been caused by broken steels.

29. Spirella is more comfortable and durable than whalebone, and besides it will conform to a curved seam. Whalebone will not. Whale­bone is more rigid and in time splits and breaks and takes the shape of the body. Spirella never does. It preserves the style of the corset to the last—until the cloth is worn out. Besides, whalebone is so scarce that very few women can obtain it even if desired. The price, too, for a full whalebone corset is double or three times the price of a Spirella Corset made of the same cloth.

30. "Now, if we can suit you in style and finish, you certainly want this corset, don't you?"

Or approach for the order as follows: "Now, if you were going to order a corset, which material would you select," opening your sample-book of cloth.

(Mrs. Jefferson.) "I like this."

(Mrs. Wilie.) "I will just write you down for that."

"Your initials, please."

31. After you have taken the name and address, proceed as follows: It is necessary to measure and study your figure to decide upon just the right style, and proceed at once to take measurements and select the style of cloth desired, including style of hose supporters, etc., and whether they are to be attached or detached. You should not decide upon the price at which you can make a corset for a lady until you have measured her and decided what style she needs and what kind of material she wants. You must also make sure whether the corset will be a Regular, Special or