“No,” she said. “I’ve got a good memory for names naturally. And it interests me. I try to find out something about the customer, too, to put together with the name. It seems to keep me from getting them mixed. This Mrs. Warner, for instance, I looked up her address in the ’phone book and found out that she lives near one of my friends in St. Peter’s parish, and I asked my friend about her and she told me that Mr. Warner works for Camp’s. It helps to know something personal, I think. In odd moments, when I’m walking down to the store in the morning, for instance, I have my list in my hand, and try to hitch the people to the names,--this way--‘J. P. Warner, drug-store husband, about fifteen hundred a year. Laura J. Pelman, teacher in Washington Street School, about twelve hundred. Mother lives with her.’ Inexperienced in selling as I am, I feel as though I could tell so much more what people want in merchandise if I know a little about them.” “Yes, that’s so,” he admitted this point without comment. He could hardly wait to get home and report this talk to Nell. She wouldn’t believe it, that was all. Well, he wouldn’t have believed it either if he hadn’t heard it with his own ears. And such perfect unconsciousness on the woman’s part! Apparently she thought that this was the way that _all_ salespeople took hold of their work--save the mark! “That’ll do for to-day, Mrs. Knapp,” he said with dignity. “I’m glad to hear you like the work. You seem to be giving very good satisfaction. We ... we ...” he hesitated, wondering just how to phrase it. “We have been meaning to add one more salesperson to the Cloak-and-Suits, to see if the department would carry one more. If you like, we will try you out there, beginning with next week. The pay is no higher. But of course you get a bonus on all sales after your weekly quota is reached.” “Thank you very much, Mr. Willing,” she said, with some dignity of her own, the dignity of a mature woman who knows that she is useful. He liked her for her reserve. She turned away. He called after her, as though it were a casual notion, just come into his head, “Are you anything of a reader? Would you be interested in looking at a manual on retail selling? I have a pretty good one here that gives most of the general principles. Though of course nothing takes the place of experience.” Her reserve vanished in a flash. Her strongly marked, mature face glowed like a girl’s. She came swiftly back towards him, her hand outstretched, “Oh, are there _books_ written about the business?” she cried eagerly. “Things you can study and learn?” Chapter 10