Mr. R.—“I do that frequently, but, then, one must have a little diversion.” Agent.—“That is what I mean by incidental expenses—little matters which bob up without a word of warning. We feel called upon to meet them whether business is good or bad, and in the long run scarcely miss what they have cost. In fact, we don’t allow them to bother us. Now, look at this. Here is something you can be proud to have in your home. Your entire family will enjoy and appreciate it, and it will be a fine addition to your library, which would really be incomplete without it. Consider my proposition critically. You will hardly miss the fifty cents, and before you know it the books will be all paid for. It is the prettiest offer ever made.” Mr. R.—“Oh, I know that, but I hate to obligate myself now.” Agent.—“Why, sir, it’s too little a venture to be afraid of. Think of what you are getting, and how you are getting it. It is just like going to the dentist to have your teeth filled. You dread the idea of sitting in the chair, but when it is all over you are awfully glad you have had it done. So with this encyclopedia. When you once get it, and have seen its full merits, you will wonder why you ever hesitated.” Mr. R.—“But I really have no time to read.” Agent.—“My dear sir, an encyclopedia is not made to be read like a newspaper or a novel. Its value is as a book for reference. If you have occasion to look at them only once a month it will be worth all the price you pay for it.” Mr. R.—“Come to think of it, a friend of mine has a set. I can use his when I need them.” Agent.—“But that is not like having a set of your own. For that matter, you could ask your neighbor to show you his clock, so you could see what time it was; but that is not like owning a clock. You could also borrow your neighbor’s newspaper, but it is not always wise nor convenient to do these things. You cannot always have them when you want them most. Take, for instance, a cold, wet, wintry night, and you at home by a nice, good fire, with wife and children gathered around you. Would you care to leave this cozy room and go out into the stormy night to your neighbor’s library?” Mr. R.—“Well, no. I guess I will speak to my wife and let you know this afternoon.” Agent.—“Mr. Rice, that is not business. You know your wife would like the books, and you also know you do not want to be bothered again. Your time is too precious, and so is mine. You can tell me right now as well as this afternoon.” Mr. R.—“I want the volumes bad enough, but I must have time to consider.” Agent.—“In order to make you safe I’ll tell you what I’ll do. I will send them to you with the distinct understanding that if your wife don’t appreciate them you can have them for nothing. Is not that fair?” Mr. R.—“That is fair enough—can’t you come again?”