I understood that Miss Kneilson was the more affronted of the two; but as she belonged to the church, and both she and Maxwell were members of the choir, her friends convinced her that nothing better could have happened. Before long she was enjoying the contest as much as anybody. You cannot imagine the interest and the amount of money that can be drawn into such an affair at times, when the contest grows close and the people are excited. When the musicians played the Marseillaise on the last night there were a few hundred folks worked up to a fever heat, and had it not been announced beforehand that the voting would cease precisely at ten o’clock I have an idea that fifty dollars more might have been taken in that evening. The polls closed precisely on the stroke, and just a moment before a five-dollar bill was slipped in, which secured the picture for Claude Maxwell by a majority of five. Amid much laughter and cheering Mr. Maxwell arose to his feet and bowed his smiling thanks to the audience. Not at all abashed by the screams of the audience the young man proceeded to say that while, for the good of the church in which he and the other contestants were so deeply interested, he had been willing for the matter to proceed, yet he had never for a moment actually contemplated appropriating the prize to himself. He therefore took great pleasure in presenting the beautiful work of art to the real choice of the assemblage, Miss Kitty Kneilson. He sat down amidst thunders of applause. I had to remain three or four days to complete the orders we had taken, and the treasury of the church was filled to overflowing. [Illustration] ------------------------------------------------------------------------ CHAPTER XII. TRICKS IN DELIVERING AND COLLECTING—THE STINGY LANDLORD AND THE PRUNES—DAY BOARD $3.00 PER WEEK—DRUMMERS $2.00 PER DAY—THE ELOPEMENT. In the previous chapters I have said something about orders that were turned back on my hands, and the methods I employed to make at least some profit out of my failures. I want to say a little more on the subject, referring principally to delivering and collecting. My remarks will apply not only to the picture and frame business, but also to the book and encyclopedia lines, in which I was subsequently largely and successfully engaged. A good talker, with a fair knowledge of his subject, can generally make sales, but his work does not end there. He has not only to make a contract, but he has to see that it is executed. There is but one way to do anything in this world, and that is the right way. When I first started out by myself to take orders for pictures, I had in mind the fact that I was also to do my own delivering and collecting. As to the canvass, I was as suave as you please, but in making deliveries I had to act according to circumstances.