"Not at all." For once he was almost at a loss. As a rule it was he who advocated the attempt, and the novice on the chair who grew reluctant.
"I take it," said Miss Brettan, concealing rapture, "that the art of the business is to sell books to people who don't want to buy them?"
"Just so; tact, and the ability to talk about your specimen is what is wanted. Always watch the face of the person you are showing it to and don't look at the specimen itself. You must know that by heart."
"Oh!"
"Suppose you're showing an encyclopedia! As you turn over the plates, you should be able to tell by his eyes when you have come to one that illustrates a subject that he is interested in. Then talk about that subject—how fully it is dealt with. See?"
"I see."
"If you think he looks like a married man and is old enough to have a family, say how useful an encyclopedia is for general reference in a household—how valuable it is for children when they are writing essays and things."
"Are you going to engage me for an encyclopedia?"
He smiled.
"You're in a hurry, Miss——"