"I want to represent you with one of your publications," she answered. "Mr. Macpherson was good enough to offer me the introduction, and he thought you would be able to arrange with me." The nervousness was scarcely visible. She had entered well, and spoke without hesitancy, in a musical voice. All these things Mr. Collins noted. Before she had explained her desire he had wished that she might have it. The book-agent is of many types, and skilful advertisements hinting at noble earnings, without being explicit about the nature of the pursuit, had brought penurious professional men and reduced gentlewomen on to that chair time and again. But these applicants had generally cooled visibly when the requirements of the vocation were insinuated; and here was one, as refined as any of them, who came comprehending that she would have to canvass, and prepared to do it! Mr. Collins nearly rubbed his hands. "What experience have you had?" "In--as an agent? None. But I suppose with a fair amount of intelligence that doesn't matter very much?" "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----" "Brettan. Am I in too much of a hurry?" "Well, you have to be patient, you know, with possible subscribers. If _you_ rush, _they_ will, too, and the easiest reply to give in a hurry is 'No.' I'm not sure about sending you out with the _Ency_.; after a while, perhaps! How would you like trying a new work that has never been canvassed, for a beginning?" "Would it be better?" "Yes; there's less in it to learn, and you needn't be afraid of hearing, 'Oh, I have one already!'" "I didn't think of that. What is it, Mr. Collins?" He touched a bell, and told the boy to bring in a specimen of the _Album_.