Having found a general line of books so profitable to handle, it might be supposed that I would have stuck to that, and not experimented with exclusive work in a single line. I reasoned, however, that a large commission, made just as easily and rapidly as a small one, was a great deal better for the bank account, and so I finally switched off from the general line to the selling of forty dollar encyclopedias. While engaged in this work I made better money, came in contact with a better class of customers, looked better, felt better and was better in bodily appearance and mental condition than I ever was before; and what was far better, I was able to put by and hold on to a far greater portion of my earnings. In soliciting for encyclopedias I used a horse and carriage, and made a thorough, systematic canvass of every town visited. I first called on the ministers, then the other professional men, including the school teachers, winding up with all the business men that would or could buy. This is my canvass, word for word, as it occurred. Walking into a store, I would say: “Are you Mr. Rice?” Mr. R.—“Yes, sir; that is my name.” Agent.—“You are the proprietor, I believe?” Mr. R.—“Yes, sir, I am.” Agent.—“My name is Weldon; I am representing the Banner people of New York.” Mr. R.—“In what line?” Agent.—“Selling their new encyclopedias. I understand you are quite a reader, and I thought I would drop in and see if I could not interest you.” Mr. R.—“Times are too hard to buy encyclopedias.” Agent.—“Yes, I know times are hard.” Mr. R.—“Besides, I am not fixed to take care of a set of that kind. I could not possibly afford it.” Agent.—“Certainly, if you don’t want them I won’t insist, but—you know what they are, don’t you.” Mr. R.—“Oh, I guess so.” Agent.—“And if you had a set in your library you would certainly appreciate them, wouldn’t you?” Mr. R.—“Of course, I would appreciate them, all right, but there is no use of talking. I can’t even think of buying them now.” Agent.—“Suppose, Mr. Rice, that in the face of all your excuses, I should give you a chance to get a set for virtually nothing, do you think I could interest you? That is a pretty strong question, but I mean it, every word. I am getting all the best people in town, and I was told to call on you.” Mr. R. (growing attentive).—“Why, of course, if they didn’t cost anything I would take a set. But I will bet you are not traveling over the country for your health.” Agent.—“I do not mean that I will absolutely give a set away, but almost so. Give me half a chance and I’ll make you an offer that will do your soul good.” Mr. R.—“What is your proposition?”