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CHAPTER VII A NEW BUSINESS
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 The proprietor1 of the necktie stand was a slender, dark-complexioned young man of about twenty-five, or thereabouts.
His name was George Barry. Paul had known him for over a year, and whenever he passed his stand was accustomed to stop and speak with him.
“Well, George, how's business?” asked Paul.
“Fair,” said Barry. “That isn't what's the matter.”
“What is it, then?”
“I'm sick. I ought not to be out here to-day.”
“What's the matter with you?”
“I've caught a bad cold, and feel hot and feverish2. I ought to be at home and abed.”
“Why don't you go?”
“I can't leave my business.”
“It's better to do that than to get a bad sickness.”
“I suppose it is. I am afraid I am going to have a fever. One minute I'm hot, another I'm cold. But I can't afford to close up my business.”
“Why don't you get somebody to take your place?”
“I don't know anybody I could get that I could trust. They'd sell my goods, and make off with the money.”
“Can you trust me?” asked Paul, who saw a chance to benefit himself as well as his friend.
“Yes, Paul, I could trust you, but I'm afraid I couldn't pay you enough to make it worth while for you to stand here.”
“I haven't got anything to do just now,” said Paul. “I was in the prize-package business, but two fellows stole my stock in trade, and I'm not going into it again. It's about played out. I'm your man. Just make me an offer.”
“I should like to have you take my place for a day or two, for I know you wouldn't cheat me.”
“You may be sure of that.”
“I am sure. I know you are an honest boy, Paul. But I don't know what to offer you.”
“How many neckties do you sell a day?” asked Paul, in a businesslike tone.
“About a dozen on an average.”
“And how much profit do you make?”
“It's half profit.”
Paul made a short calculation. Twelve neckties at twenty-five cents each would bring three dollars. Half of this was a dollar and a half.
“I'll take your place for half profits,” he said.
“That's fair,” said George Barry. “I'll accept your offer. Can you begin now?”
“Yes.”
“Then I'll go home and go to bed. It's the best place for me.”
“You'd better. I'll come round after closing up, and hand over the money.”
“All right! You know where I live?”
“I'm not sure.”
“No. — Bleecker street.”
“I'll come up this evening.”
George Barry walked away, leaving Paul in charge of his business.
He did so with perfect confidence. Not every boy in Paul's circumstances can be trusted, but he felt sure that Paul would do the right thing by him.
I may as well say, in this connection, that George Barry had a mother living. They occupied two rooms in a lodging-house in Bleecker street, and lived very comfortably. Mrs. Barry had an allowance of two hundred dollars a year from a relation. This, with what she earned by sewing, and her son by his stand, supported them very comfortably, especially as they provided and cooked their own food, which was, of course, much cheaper than boarding. Still, the loss of the young man's earnings3, even for a short time, would have been felt, though they had a reserve of a hundred dollars in a savings4 bank, from which they might draw if necessary. But George did not like to do this. The arrangement which he made with Paul was a satisfactory one, for with half his usual earnings they would still be able to keep out of debt, and not be compelled to draw upon the fund in the bank. Of course, something depended on Paul's success as a salesman, but he would not be likely to fall much below the average amount of sales. So, on the whole, George Barry went home considerably5 relieved in mind, though his head was throbbing6, and he felt decidedly sick.
Arrived at home, his mother, who understood sickness, at once took measures to relieve him.
“Don't mind the loss of a few days, George,” she said, cheerfully; “we shall be able to get along very well.”
“It'll only be part loss, mother,” he said. “I've got Paul Hoffman to take my place for half the profits.”
“Paul Hoffman! Do I know him?”
“I don't think he has ever been here but I have known him for a year.”
“Can you trust him?”
“Yes, I'm not at all afraid. He is a smart boy, and as honest as he is smart. I think he will sell nearly as much as I would.”
“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 standing7 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 possessed8 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 irresolutely9, as if half inclined to purchase.
“Can't I sell you a necktie to-day?” asked Paul, promptly10.
“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 dealers11, 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 eloquent12 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 lull13, 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.”

点击收听单词发音收听单词发音  

1 proprietor zR2x5     
n.所有人;业主;经营者
参考例句:
  • The proprietor was an old acquaintance of his.业主是他的一位旧相识。
  • The proprietor of the corner grocery was a strange thing in my life.拐角杂货店店主是我生活中的一个怪物。
2 feverish gzsye     
adj.发烧的,狂热的,兴奋的
参考例句:
  • He is too feverish to rest.他兴奋得安静不下来。
  • They worked with feverish haste to finish the job.为了完成此事他们以狂热的速度工作着。
3 earnings rrWxJ     
n.工资收人;利润,利益,所得
参考例句:
  • That old man lives on the earnings of his daughter.那个老人靠他女儿的收入维持生活。
  • Last year there was a 20% decrease in his earnings.去年他的收入减少了20%。
4 savings ZjbzGu     
n.存款,储蓄
参考例句:
  • I can't afford the vacation,for it would eat up my savings.我度不起假,那样会把我的积蓄用光的。
  • By this time he had used up all his savings.到这时,他的存款已全部用完。
5 considerably 0YWyQ     
adv.极大地;相当大地;在很大程度上
参考例句:
  • The economic situation has changed considerably.经济形势已发生了相当大的变化。
  • The gap has narrowed considerably.分歧大大缩小了。
6 throbbing 8gMzA0     
a. 跳动的,悸动的
参考例句:
  • My heart is throbbing and I'm shaking. 我的心在猛烈跳动,身子在不住颤抖。
  • There was a throbbing in her temples. 她的太阳穴直跳。
7 standing 2hCzgo     
n.持续,地位;adj.永久的,不动的,直立的,不流动的
参考例句:
  • After the earthquake only a few houses were left standing.地震过后只有几幢房屋还立着。
  • They're standing out against any change in the law.他们坚决反对对法律做任何修改。
8 possessed xuyyQ     
adj.疯狂的;拥有的,占有的
参考例句:
  • He flew out of the room like a man possessed.他像着了魔似地猛然冲出房门。
  • He behaved like someone possessed.他行为举止像是魔怔了。
9 irresolutely bd48a0849e0a868390b09177fd05c8ef     
adv.优柔寡断地
参考例句:
  • He followed irresolutely for a little distance, half a pace behind her. 他犹豫地跟了短短的一段距离,落在她身后半步路。 来自英汉文学
  • She arose and stood irresolutely at the foot of the stairs. 她起身来到楼梯脚下,犹豫不定地站在那里。 来自飘(部分)
10 promptly LRMxm     
adv.及时地,敏捷地
参考例句:
  • He paid the money back promptly.他立即还了钱。
  • She promptly seized the opportunity his absence gave her.她立即抓住了因他不在场给她创造的机会。
11 dealers 95e592fc0f5dffc9b9616efd02201373     
n.商人( dealer的名词复数 );贩毒者;毒品贩子;发牌者
参考例句:
  • There was fast bidding between private collectors and dealers. 私人收藏家和交易商急速竞相喊价。
  • The police were corrupt and were operating in collusion with the drug dealers. 警察腐败,与那伙毒品贩子内外勾结。
12 eloquent ymLyN     
adj.雄辩的,口才流利的;明白显示出的
参考例句:
  • He was so eloquent that he cut down the finest orator.他能言善辩,胜过最好的演说家。
  • These ruins are an eloquent reminder of the horrors of war.这些废墟形象地提醒人们不要忘记战争的恐怖。
13 lull E8hz7     
v.使安静,使入睡,缓和,哄骗;n.暂停,间歇
参考例句:
  • The drug put Simpson in a lull for thirty minutes.药物使辛普森安静了30分钟。
  • Ground fighting flared up again after a two-week lull.经过两个星期的平静之后,地面战又突然爆发了。


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