"Very well, thank you." Then turning, he revealed his honor, bending almost to the floor. "This is Professor Coleman!" Their prospective customer was very profuse as she accepted the introduction, and then was curious to know to whom she was indebted. Presently, unable to withstand the wait, she inquired:

"Are you preachers?"

Wyeth looked at Slim who had his hat rolled up, and was showing his teeth, then turned back to the lady and replied that they were not. He then, without further ado, began his spiel, putting more dynamite into it than usual, since he wished to make an impression upon Slim as well.

"I presume from your English, madam, that you are literarily inclined, in fact, I feel certain you are." He bestowed upon her a hypnotic smile, which he had cultivated for the purpose of impression, and then went on, with eloquence:

"This is _The Tempest_, a tale of the great northwest, in which we follow the fortunes of this young man," and he showed his picture on the frontispiece. In this same picture, people seldom recognized himself as the hero. Before long, he had her order, and a half dozen more, and Slim was enthusiastic. When they were on the street for a time again, Slim said, with much admiration:

"_Man_, but you are _a_ salesman! The spiel and look you turn on these cooks and maids and house girls, and everybody, is guaranteed to make the dead take notice. I can never get over laughing when I think of the old lady back there, the one who said: 'I am not decided yet as to whether I shall take it,' Then you said, and as serious as she was: 'Let me decide for you in this,'" and then he gave up to laughter for some minutes.

"Think you can learn it?" said Sidney.

"I want you to let me take this house," said Slim, halting before an imposing structure.

"All right," said Wyeth. "I'll wait for you. Don't get struck on the house girl and stay too long."

Slim disappeared. A moment later, a noise and the barking of a vicious dog came to Wyeth's ears, accompanied immediately by a scuffling. A moment later, Slim emerged from the back way in very much of a hurry, with a bull dog in close pursuit. When he was safe outside once more, he looked about him dubiously. "I don't like this neighborhood!" he said.

"You mean _that_ neighborhood," laughed Wyeth. "Did you make a sale?"

"Make h.e.l.l!" cried Slim, still breathing heavily from his nervousness.

"Talk about making a sale with a bull dog barking at my heels!" They had, by then, reached a street that led across town, and they turned into this. Wyeth took a few orders, but Slim decided to dispense with further canva.s.sing until the morrow. Several times, Wyeth tried to steer him into a yard, but always he observed that his eye wandered around toward the rear, and since nearly every one kept some kind of a dog--the most of which would rather play than anything else--it was hard to reconcile Slim.

At last he managed to get him through a gate that was close to the rear door, and, while he explained his mission to the cook, Slim gave the house girl a good talk, but she smiled on him and said: "I purchased one from the other gentleman already."

This served to relieve him at least, and also encouraged him to a more concentrated effort later.

When they returned to the office, Slim was again full of the book business. The next day he went out for himself. After a few houses had been made, however, he must have met another "sociable" dog, for, shortly afterward, Wyeth saw him depart.

That afternoon, when they met again at the office, he was surprised to learn that Slim had taken several names, and was in the highest of spirits. Wyeth was too, but from other causes. He had taken about eight orders, when he came into a back yard from an alley. Through a screen, he caught a glimpse of a girl working in the kitchen. He approached the house, and presently knocked on the door. She opened it with an inquiry.

He looked up into her face from where he stood on the ground. She looked down into his, and blushed as she looked away. She made an impression, and he was, for a moment, lost in a maze of delight. Soon he was serious, however, and said he wished to speak with her on important business. This was his style. He had observed that agents, the minute a door was opened, began a spiel without getting the attention of the prospective customer, so he made it a practice to get their attention first, and leave them in doubt until he did, before disclosing his business. If he failed to do this, he usually went his way, without letting them know what he was selling. But, to get back to the girl.

She declared that she was very busy at the time, but would be glad if he'd come back shortly. "In about an hour," she advised, as she watched him walk toward the gate. He went his way with a subtle swimming of the head.

He pa.s.sed the next hour mechanically, made several sales, of which he was hardly aware, and at the end of the hour, he returned. She was waiting for him. He smothered his interest, and told her the story in brief.

"Oh, that's fine!" she exclaimed, in an ecstasy of delight, when he had finished. "When do you deliver?"

"Any time," he replied; "but I have several in this neighborhood for the first. Could you take yours then?" As he finished, he looked at her strangely. His thoughts went back to a place and a person he had almost forgotten. (?)

She looked back at him, smiled, became uneasy, apparently she did not know how to take him. Then she asked softly: "Why do you look at me like that?" And then he came out of it, and replied candidly:

"I don't know," he started to say, "because you remind me of one I once knew--and loved." The very thought of it, however, now pained him.

However, he dismissed these thoughts from his mind, and was normal again.

She appeared as though she would like to say more on the subject, but instead she added: "Have you been selling the book long?"

"Ever since publication," he admitted frankly.

The past lingered with him for some time, but it was temporarily forgotten, when he had returned to the office, and noted Slim's success.

"You're there, Professor," he beamed, while the other a.s.sumed an air of modesty.

A few days later--and he was apparently successful in the meantime--Slim said to Wyeth: "I want you to go with me tomorrow. I've found a 'nest.'"

"A hornet nest?" asked Wyeth humorously. Slim looked uncomfortable. He had a good memory.

"I'm serious. Out there around the colleges, man, are some of the finest people you ever met, and rich! They own homes that will open your eyes."

"M-m. Are _these_ orders from them, or have they told you they would '_think_' it over and you could drop in when you were in the neighborhood again?" Slim's face fell for a moment, then he said, while Wyeth thought he detected something.

"These orders are from _good_ people in and around that neighborhood."

He paused for a spell, and resumed, with a frown: "I have been thinking very seriously, that you could do much better among the people in their homes, and wouldn't need to go snoopin' around to the rear. I must confess, Mr. Wyeth, that I have never been overly anxious to confine the most of my work to domestics, as you seem to choose."

Again Sidney smiled, while Slim paused, disconcertedly.

"Now this list I have here, should convince you that you have simply been over-looking the best people, for the kitchens. So, if you will go along with me tomorrow, I will convince you to your own satisfaction."

Wyeth kept out of going with Slim in different ways, and 'ere long, the day of Slim's first big delivery came.

Only about forty copies of the book were on hand in the office, but more were at the freight house, with the bill-of-lading at the bank, and a sight draft attached for the cost of the books. Sidney did not have the amount available to pay it on that day. He reckoned, however, that the number on hand should have been sufficient, but Slim didn't think so. He was, moreover, insistent to a point that moved Sidney to make effort to get the others out.

"I think we have books sufficient for today's delivery, Slim," he argued. "And then Monday, we will get those at the freight office."

"It isn't business, it isn't business. I have taken these people's orders for this book to be delivered today. There are fifty. I have promised faithfully to bring the book this day, and when I was in business, I did a thing when I promised. So I wish you would get the books you have at the freight office down here at once, so that I can fill every order and have no disappointments."

Wyeth looked distressed, but smiled all to himself. If he had learned anything about selling books to colored people, and had forty copies to fill fifty orders, he could figure on having a goodly supply left. But Slim must have fifty copies, or a book for each order.

The books he had at the freight office would cost a pretty sum to get, and he did not have the amount convenient. He went to the bank and borrowed it. Slim went with him to the freight office to be sure there would be no failure; he must have fifty books.

When they arrived, Sidney was chagrined to find he had one dollar less than it took to get them. It was only fifteen minutes before the office would close, its being Sat.u.r.day. Sidney was up against it. Slim was in a stew. He deluged the other with, "Why didn't you get them yesterday?"

or, "You should have known this office closes at twelve o'clock today."

And in the end he gave up entirely. Wyeth employed his mind vigorously, hoping to raise a dollar in fifteen minutes.

"There's no use," deplored Slim hopelessly. "I will lose $7 or $8 through your business carelessness." Just then, Sidney observed a drayman coming toward the freight house. A thought struck him, and he hailed the drayman. In a few words, he explained the circ.u.mstances, while the other nodded acquiescence, pulled out a dollar, and a half hour later, the books were unloaded at the office.

Slim breathed a sigh of intense relief. He was a business man, and told Wyeth so.

Wyeth admitted it. "Glad to be affiliated with a gentleman of your ability, and you know it, Professor."

"You will always find me right up to the point in business, Mr. Wyeth.

That's always been my reputation, and if you don't believe me, you can go over in South Carolina, and find out from the people there yourself,"

he said, very serious of demeanor.

"That's all right, Professor. I'll take your word for it."

At one o'clock P.M. Slim was ready. He had a cab hired for the occasion, and with fifty nice, clean copies, wrapped deftly at the publishing house before shipment, he sallied forth.