Business & Finance: Fuller's Fillies

With soft determination, a trig young saleswoman edged her way into the half-open front door of a prosperous Hartford, Conn. home. Minutes later, she had sold her first order of "Débutante" cosmetics which The Fuller Brush Co. is adding to its famed house-to-house business.

The Fullerette had been picked by a critical boss—the Fuller Brush man whose $30-million-a-year beat she hoped to build up. From him she had learned the whole bag of Fuller rules: 1) dress neatly; 2) speak quietly; 3) never high-pressure, and 4) take a brushoff with a smile.

Fighting Trim. Fuller's 7,300 dealers buy their stock; their profit (average...

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