Text 16. Literary agents have become increasingly important and prominent as publishing has grown more complex

Literary agents have become increasingly important and prominent as publishing has grown more complex. A high proportion of the more successful authors of novels and general books now employ literary agents to place their books with publishers and to handle negotiations with them, the author being charged a commission of 10 percent. Besides negotiating and drawing up the contract with the firm, the good agency is equipped to handle the many subsidiary rights. Because an important element in the agent's value to an author is his capacity to extract better terms than the author would himself, it is not surprising that publishers have resented the agent's intrusion into the personal, and often very friendly, relationships between themselves and their authors. There can be no doubt, however, that agents do perform a valuable service in relieving an author of the considerable amount of routine work that his literary affairs may involve. Advice on possible new books to be written and occasionally, for the author of exceptional promise, an advance on anticipated earnings are also part of the assistance that the agent may offer. It must be emphasized, however, that agents are interested mainly in general books; they are seldom equipped to handle specialized and technical works.Another publishing auxiliary who became significant in the 1950s and 1960s is the literary scout. Though a few had been employed earlier, mainly by U.S. publishers, who had their “lookouts” in one or two European cities, the practice is now more widespread. Many European publishers employ residents in London, Paris, and New York City to alert them at once to any promising new book, either written or just published. The scout, who may be connected with a newspaper or literary agency, is usually paid some modest amount as a retainer, probably with a commission of 1 or 2 percent on the published price of the books he recommends, in effect a small royalty on sales. On occasion a valuable find can be quite lucrative to the scout; frequently everything depends upon the speed with which a copy of the work can be got into the hands of his principal.Selling and promotion The publisher's techniques for book promotion have become increasingly sophisticated in all advanced countries. The typical traveler or book salesman is likely to hold a college degree, certainly in the United States; he receives a careful briefing from the home office, with elaborate samples and sales aids, and perhaps a car provided, or partly provided, by the firm. The itinerary for calls on bookshops (or in the case of the educational representative, schools and colleges) is prescribed by a supervisor, who usually checks the resulting orders against a quota. A well-run publishing house issues two or three seasonal announcement lists with details of its forthcoming books, as well as an annual catalog of its present and past books still in print, which are sent to the principal booksellers and librarians. For many books, a prospectus may be issued, both for the use of booksellers and for direct mailing by the publisher. The distribution of review copies to the press is the last item in the normal program. These three steps, traveling, catalogs, and reviews, are the vital elements in the machinery of book distribution, which it is virtually impossible to accomplish without the professional work of a publisher. The capacity of some authors to produce a quite presentable book with the help of a printer still leaves them far from their objective unless they can find a publisher to undertake its distribution.Newspaper and periodical advertising is the publisher's principal means of reaching the public, and standards here have also risen considerably since World War II. Originally handled entirely by the publisher's own staff, it is now not uncommon for the larger houses, especially in the United States and in some European countries, to employ advertising agencies to prepare the copy and the general details of the campaign for any important book. While few authors consider that their books are advertised adequately and most publishers are highly doubtful whether press advertising does in fact sell books, the amounts spent in relation to sales revenue are much higher than for most other commodities, seldom less than 5 percent for new books. Without their receipts from publishers' advertising, some periodicals would find it impossible to devote so much space to book reviews, which are in themselves a most valuable aid to sales. The news value of many new books also enables them to secure free publicity through references in the general, as distinct from the literary, pages of a newspaper. A publisher with imagination, or the firm's press officer if there is one, can often suggest aspects of a book susceptible to such treatment. Broadcasting and television services, too, can sometimes be interested in books and their authors, and the resultant publicity may then be extremely effective.Over the whole field of sales promotion, as publishing houses have grown in size and profitability, there has been a marked tendency for the more commercial methods of general business to be applied to books, which are aggressively promoted to retailers and the public in the same manner as are many other commodities. Though this may increase sales, at least in the short term, it may be doubted whether it is in the interests of the public and to the long-term advantage of good publishing.