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第9章

paul the peddler-第9章

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〃That is an excellent arrangement。  You needn't feel uneasy;

then。〃



〃No; the business will go on right。〃



〃I should like to see your salesman。〃



〃You'll see him to…night; mother。  He's coming round this evening

to let me know how he's got along; and hand over the money he's

taken。〃



〃You'd better be quiet now; George; and go to sleep; if you can。 

I'll make you some warm tea。  I think it'll do you good。〃



Meanwhile Paul assumed charge of George Barry's business。  He was

sorry his friend was sick; but he congratulated himself on

getting into business so soon。



〃It's more respectable than selling prize packages;〃 thought

Paul。  〃I wish I had a stand of my own。〃



He was still a street merchant; but among street merchants there

are grades as well as among merchants whose claim to higher

respectability rests upon having rent to pay。  Paul felt that it

was almost like having a shop of his own。  He had always looked

up to George Barry as standing higher than himself in a business

way; and he felt that even if his earnings should not be as

great; that it was a step upward to have sole charge of his

stand; if only for a day or two。



Paul's ambition was aroused。  It was for his interest to make as

large sales as possible。  Besides; he thought he would like to

prove to George Barry that he had made a good selection in

appointing him his substitute。



Now; if the truth must be told; George Barry himself was not

possessed of superior business ability。  He was lacking in energy

and push。  He could sell neckties to those who asked for them;

but had no particular talent for attracting trade。  He would have

been a fair clerk; but was never likely to rise above a very

moderate success。  Paul was quite different。  He was quick;

enterprising; and smart。  He was a boy likely to push his way to

success unless circumstances were very much against him。



〃I'd like to sell more than George Barry;〃 he said to himself。 

〃I don't know if I can; but I'm going to try。〃



The day was half over; and probably the most profitable; so far

as business was concerned。  Paul had only four or five hours

left。



〃Let me see;〃 he said to himself。  〃I ought to sell six neckties

to come up to the average of half a day's sale。  I wonder whether

I can do it。〃



As his soliloquy ended; his quick eye detected a young man

glancing at his stock; and he observed that he paused

irresolutely; as if half inclined to purchase。〃



〃Can't I sell you a necktie to…day?〃 asked Paul; promptly。



〃I don't know;〃 said the other。  〃What do you charge?〃



〃You can have your choice for twenty…five cents。  That is cheap;

isn't it?〃



〃Yes; that's cheap。  Let me look at them。〃



〃Here's one that will suit your complexion;〃 said Paul。



〃Yes; that's a pretty one。  I think I'll take it。〃



〃You have to pay twice as much in the shops;〃 continued Paul; as

he rolled it up。  〃You see; we have no rent to pay; and so we can

sell cheap。  You'll save money by always buying your neckties

here。〃



〃The only objection to that is that I don't live in the city。  I

am here only for a day。  I live about fifty miles in the

country。〃



〃Then I'll tell you what you'd better do;〃 said Paul。  〃Lay in

half a dozen; while you are about it。  It'll only be a dollar and

a half; and you'll save as much as that by doing it。〃



〃I don't know but you are right;〃 said his customer; whom the

suggestion impressed favorably。  〃As you say; it's only a dollar

and a half; and it'll give me a good stock。〃



〃Let me pick them out for you;〃 said Paul; briskly; 〃unless

there's something you see yourself。〃



〃I like that one。〃



〃All right。  What shall be the next?〃



Finally; the young man selected the entire half…dozen; and

deposited a dollar and a half in Paul's hands。



〃Come and see me again;〃 said Paul; 〃and if you have any friends

coming to the city; send them to me。〃



〃I will;〃 said the other。



〃Tell them it's the first stand south of the Astor House。  Then

they won't miss it。〃



〃That's a good beginning;〃 said Paul to himself; with

satisfaction。  〃Half a day's average sales already; and I've only

been here fifteen minutes。  Let me see; what will my profits be

on that?  Three shillings; I declare。  That isn't bad; now!〃



Paul had reason to be satisfied with himself。  If he had not

spoken; the young man would very probably have gone on without

purchasing at all; or; at any rate; remained content with a

single necktie。  Paul's manner and timely word had increased his

purchase sixfold。  That is generally the difference between a

poor salesman and one of the first class。  Anybody can sell to

those who are anxious to buy; but it takes a smart man to

persuade a customer that he wants what otherwise he would go

without。  The difference in success is generally appreciated by

dealers; and a superior salesman is generally paid a handsome

salary。



〃I don't believe George Barry would have sold that man so many

ties;〃 thought Paul。  〃I hope I shall have as good luck next

time。〃



But this; of course; was not to be expected。  It is not every

customer who can be persuaded to buy half…a…dozen ties; even by

the most eloquent salesman。  However; in the course of an hour

more; Paul had sold three more to single customers。  Then came a

man who bought two。  Then there was a lull; and for an hour Paul

sold none at all。  But business improved a little toward the

close of the afternoon; and when it was time to close up; our

young merchant found that he had disposed of fifteen。



〃My share of the profits will be ninety…three cents;〃 thought

Paul; with satisfaction。  〃That isn't bad for an afternoon's

work。〃







CHAPTER VIII



A STROKE OF ILL LUCK



Paul transferred his frame of goods to a neighboring office at

the end of the afternoon; the arrangement having been made by

George Barry; on first entering into business as a street

merchant。  This saved a good deal of trouble; as otherwise he

would have been compelled to carry them home every night and

bring them back in the morning。



〃Well; Paul;〃 asked his mother; when he returned to supper; 〃have

you found anything to do yet?〃



〃I have got employment for a few days;〃 said Paul。  〃to tend a

necktie stand。  The man that keeps it is sick。〃



〃How much does he pay you; Paul?〃 asked Jimmy。



〃Half the profits。  How much do you think I have made this

afternoon?〃



〃Forty cents。〃



〃What do you say to ninety…three cents?  Just look at this;〃 and

Paul displayed his earnings。



〃That is excellent。〃



〃I had good luck。  Generally; I shan't make more in a whole day

than this。〃



〃That will be doing very well。〃



〃But I shall make more; if I can。  One fellow bought six neckties

of me this afternoon。  I wish everybody would do that。  Now;

mother; I hope supper is most ready; for selling neckties has

made me hungry。〃



〃Almost ready; Paul。〃



It was a humble meal; but a good one。  There were fresh rolls and

butter; tea and some cold meat。  That was all; but the cloth was

clean; and everything looked neat。  All did justice to the plain

meal; and never thought of envying the thousands who; in their

rich uptown mansions; were sitting down at the same hour to

elaborate dinners costing more than their entire week's board。



〃Are you going out; Paul?〃 asked Mrs。 Hoffman; noticing that he

took his hat。



〃Yes; I must go and see George Barry; and carry the money I have

received for sales。〃



〃Where does he live?〃



〃In Bleecker street。  I shan't be gone long。〃



Paul reached the number which had been given him。  It was a

large; four…story house; with the appearance of a barracks。



〃Mr。 Barry;〃 said the servant; in answer to his question 〃he

lives upstairs on the fourth floor。  Room on the right。〃



Paul plodded his way upstairs; and found the room without


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