章节正文
"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 eloquentsalesman. 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
difficulty.
On knocking, the door was opened by Mrs. Barry, who looked at him
inquiringly.
"Does George Barry live here?" asked Paul.
"Yes. Are you the one he left in charge of his business?"
Paul answered in the affirmative, adding, "How is he?"
"He seems quite feverish. I am afraid he is going to have a
fever. It's fortunate he came home. He was not able to attend
to his business."
"Can I see him?"
"Come in," said Mrs. Barry.
The room was covered with a worn carpet, but looked neat and
comfortable. There was a cheap sewing-machine in one corner, and
some plain furniture. There was a bedroom opening out of this
room, and here it was that George Barry lay upon the bed.
"Is that Paul Hoffman, mother?" was heard from the bedroom.
"Yes," said Paul, answering for himself.
"Go in, if you like," said Mrs. Barry. "My son wishes to see
you.
"How do you feel now, George?" asked Paul.
"Not very well, Paul. I didn't give up a minute too soon. I
think I am going to have a fever."
"That is not comfortable," said Paul. "Still, you have your
mother to take care of you."
"I don't know how I should get along without her. Can you look
after my business as long as I am sick?"
"Yes; I have nothing else to do."
"Then that is off my mind. By the way, how many ties did you
sell this afternoon?"
"Fifteen."
"What!" demanded Barry, in surprise. "You sold fifteen?"
"Yes."
"Why, I never sold so many as that in an afternoon."
"Didn't you?" said Paul, gratified. "Then you think I did
well?"
"Splendidly. How did you do it?"
"You see, there was a young man from the country that I persuaded
to buy six, as he could not get them so cheap at home. That was
my first sale, and it encouraged me."
"I didn't think you'd sell more than six in the whole afternoon."
"Nor did I, when I started; but I determined to do my best. I
don't expect to do as well every day."
"No, of course not. I've been in the business more than a year;
and I know what it is. Some days are very dull."
"I've got the money for you. The fifteen ties came to three
dollars and seventy-five cents. I keep one-fourth of this as my
commission. That leaves two dollars and eighty-two cents."
"Quite correct. However, you needn't give me the money. You may
need to change a bill, or else lose a sale. It will do if you
settle with me at the end of the week."
"I see you have confidence in me, George. Suppose I should take
a fancy to run away with the money?"
"I am not afraid."
"If I do, I will give you warning a week beforehand."
After a little more conversation, Paul withdrew, thinking he
might worry the sick man. He offered to come up the next
evening, but George Barry said, "It would be too much to expect
you to come up every evening. I shall be satisfied if you come
up every other evening."
"Very well," said Paul. "Then you may expect me Saturday. I
hope I shall have some good sales to report, and that I shall
find you better."
Paul descended to the street, and walked slowly homeward. He
couldn't help wishing that the stand was his own, and the entire
profits his. This would double his income, and enable him to
save up money. At present this was hardly possible. His own
earnings had been, and were likely to continue, very fluctuating.
Still, they constituted the main support of the family. His
mother made shirts for an establishment on Broadway at
twenty-five cents each, which was more than some establishments
paid. She could hardly average more than one shirt a day, in
addition to her household work, and in order to accomplish this,
even, she was obliged to work very steadily all day. Jimmy, of
course, earned nothing. Not that he was too young. There were
plenty of little newsboys who were as small as he--perhaps
smaller. I have seen boys, who did not appear to be more than
four years old, standing at the corners, crying the news in their
childish treble. But Paul was not willing to have Jimmy sent out
into the streets to undergo the rough discipline of street life.
He was himself of a strong, robust nature, and did not shrink
from the rough and tumble of life. He felt sure he could make
his way, and give as well as receive blows. But Jimmy was shy
and retiring, of a timid, shrinking nature, who would suffer from
what would only exhilarate Paul, and brace him for the contest.
So it was understood that Jimmy was to get an education, studying
at present at home with his mother, who had received a good
education, and that Mrs. Hoffman and Paul were to be the
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 eloquentsalesman. 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
difficulty.
On knocking, the door was opened by Mrs. Barry, who looked at him
inquiringly.
"Does George Barry live here?" asked Paul.
"Yes. Are you the one he left in charge of his business?"
Paul answered in the affirmative, adding, "How is he?"
"He seems quite feverish. I am afraid he is going to have a
fever. It's fortunate he came home. He was not able to attend
to his business."
"Can I see him?"
"Come in," said Mrs. Barry.
The room was covered with a worn carpet, but looked neat and
comfortable. There was a cheap sewing-machine in one corner, and
some plain furniture. There was a bedroom opening out of this
room, and here it was that George Barry lay upon the bed.
"Is that Paul Hoffman, mother?" was heard from the bedroom.
"Yes," said Paul, answering for himself.
"Go in, if you like," said Mrs. Barry. "My son wishes to see
you.
"How do you feel now, George?" asked Paul.
"Not very well, Paul. I didn't give up a minute too soon. I
think I am going to have a fever."
"That is not comfortable," said Paul. "Still, you have your
mother to take care of you."
"I don't know how I should get along without her. Can you look
after my business as long as I am sick?"
"Yes; I have nothing else to do."
"Then that is off my mind. By the way, how many ties did you
sell this afternoon?"
"Fifteen."
"What!" demanded Barry, in surprise. "You sold fifteen?"
"Yes."
"Why, I never sold so many as that in an afternoon."
"Didn't you?" said Paul, gratified. "Then you think I did
well?"
"Splendidly. How did you do it?"
"You see, there was a young man from the country that I persuaded
to buy six, as he could not get them so cheap at home. That was
my first sale, and it encouraged me."
"I didn't think you'd sell more than six in the whole afternoon."
"Nor did I, when I started; but I determined to do my best. I
don't expect to do as well every day."
"No, of course not. I've been in the business more than a year;
and I know what it is. Some days are very dull."
"I've got the money for you. The fifteen ties came to three
dollars and seventy-five cents. I keep one-fourth of this as my
commission. That leaves two dollars and eighty-two cents."
"Quite correct. However, you needn't give me the money. You may
need to change a bill, or else lose a sale. It will do if you
settle with me at the end of the week."
"I see you have confidence in me, George. Suppose I should take
a fancy to run away with the money?"
"I am not afraid."
"If I do, I will give you warning a week beforehand."
After a little more conversation, Paul withdrew, thinking he
might worry the sick man. He offered to come up the next
evening, but George Barry said, "It would be too much to expect
you to come up every evening. I shall be satisfied if you come
up every other evening."
"Very well," said Paul. "Then you may expect me Saturday. I
hope I shall have some good sales to report, and that I shall
find you better."
Paul descended to the street, and walked slowly homeward. He
couldn't help wishing that the stand was his own, and the entire
profits his. This would double his income, and enable him to
save up money. At present this was hardly possible. His own
earnings had been, and were likely to continue, very fluctuating.
Still, they constituted the main support of the family. His
mother made shirts for an establishment on Broadway at
twenty-five cents each, which was more than some establishments
paid. She could hardly average more than one shirt a day, in
addition to her household work, and in order to accomplish this,
even, she was obliged to work very steadily all day. Jimmy, of
course, earned nothing. Not that he was too young. There were
plenty of little newsboys who were as small as he--perhaps
smaller. I have seen boys, who did not appear to be more than
four years old, standing at the corners, crying the news in their
childish treble. But Paul was not willing to have Jimmy sent out
into the streets to undergo the rough discipline of street life.
He was himself of a strong, robust nature, and did not shrink
from the rough and tumble of life. He felt sure he could make
his way, and give as well as receive blows. But Jimmy was shy
and retiring, of a timid, shrinking nature, who would suffer from
what would only exhilarate Paul, and brace him for the contest.
So it was understood that Jimmy was to get an education, studying
at present at home with his mother, who had received a good
education, and that Mrs. Hoffman and Paul were to be the
- objection [əb´dʒekʃən]
n.反对；异议；缺点 (初中英语单词) - customer [´kʌstəmə] n.顾客，买主，主顾 (初中英语单词)
- anxious [´æŋkʃəs] a.担忧的；渴望的 (初中英语单词)
- otherwise [´ʌðəwaiz] ad.另外 conj.否则 (初中英语单词)
- satisfaction [,sætis´fækʃən] n.满意；满足 (初中英语单词)
- neighboring [´neibəriŋ] a.邻近的；接壤的 (初中英语单词)
- arrangement [ə´reindʒmənt] n.整理；排列；筹备 (初中英语单词)
- employment [im´plɔimənt] n.工作；职业；雇用 (初中英语单词)
- humble [´hʌmbəl] a.谦卑的 vt.贬抑 (初中英语单词)
- charge [tʃɑ:dʒ] v.收费；冲锋 n.费用 (初中英语单词)
- fortunate [´fɔ:tʃənət] a.幸运的，侥幸的 (初中英语单词)
- carpet [´kɑ:pit] n.地毯 vt.铺地毯 (初中英语单词)
- opening [´əupəniŋ] n.开放；开端 a.开始的 (初中英语单词)
- income [´inkʌm] n.收入，所得 (初中英语单词)
- enable [i´neibəl] vt.使能够；赋予权力 (初中英语单词)
- establishment [i´stæbliʃmənt] n.建(成)立；研究所 (初中英语单词)
- steadily [´stedili] ad.坚定地；不断地 (初中英语单词)
- standing [´stændiŋ] n.持续 a.直立的 (初中英语单词)
- willing [´wiliŋ] a.情愿的，乐意的 (初中英语单词)
- undergo [,ʌndə´gəu] vt.经历(受)；遭受 (初中英语单词)
- discipline [´disiplin] n.纪律；训练 (初中英语单词)
- profitable [´prɔfitəbəl] a.有益的；有用的 (高中英语单词)
- concerned [kən´sə:nd] a.有关的；担心的 (高中英语单词)
- salesman [´seilzmən] n.店员；推销员 (高中英语单词)
- withdrew [wið´dru:] withdraw的过去式 (高中英语单词)
- homeward [´həumwəd] ad.&a.回家(的) (高中英语单词)
- broadway [´brɔ:dwei] n.&a.百老汇大街(的) (高中英语单词)
- necktie [´nektai] n.领带 (英语四级单词)
- briskly [´briskli] ad.轻快地；活泼地 (英语四级单词)
- eloquent [´eləkwənt] a.流利的；雄辩的 (英语四级单词)
- upstairs [,ʌp´steəz] ad.在楼上 a.楼上的 (英语四级单词)
- feverish [´fi:vəriʃ] a.发烧的；狂热的 (英语四级单词)
- warning [´wɔ:niŋ] n.警告；前兆 a.预告的 (英语四级单词)
- timely [´taimli] a.及时的；适合的 (英语六级单词)
- treble [´trebəl] a.&n.三倍(重)的 (英语六级单词)
- robust [rəu´bʌst] a.强建的；茁壮的 (英语六级单词)
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章节正文
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