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ttering£»¡¡he¡¡rose¡¡and¡¡in¡¡the¡¡starlight¡¡looked¡¡from¡¡his¡¡window¡£¡¡¡¡Scarborough¡¡was¡¡going¡¡up¡¡the¡¡deserted¡¡street¡¡on¡¡his¡¡way¡¡to¡¡the¡¡woods¡¡for¡¡his¡¡morning¡¡exercise¡£¡¡¡¡His¡¡head¡¡was¡¡thrown¡¡back¡¡and¡¡his¡¡chest¡¡extended£»¡¡and¡¡his¡¡long¡¡legs¡¡were¡¡covering¡¡four¡¡feet¡¡at¡¡a¡¡stride¡£¡¡¡¡¡¨You¡¡old¡¡devil£¡¡¨¡¡said¡¡Pierson£»¡¡his¡¡tone¡¡suggesting¡¡admiration¡¡and¡¡affection¡¡rather¡¡than¡¡anger¡£¡¡¡¡¡¨But¡¡I'll¡¡outwit¡¡you¡£¡¨

By¡¡a¡¡subterfuge¡¡in¡¡which¡¡a¡¡sympathetic¡¡doctor¡¡was¡¡the¡¡main¡¡factor£»¡¡he¡¡had¡¡himself¡¡permanently¡¡excused¡¡from¡¡chapel¡£¡¡¡¡Then¡¡he¡¡said¡¡to¡¡Scarborough£º¡¡¡¡¡¨You¡¡get¡¡up¡¡too¡¡late£»¡¡old¡¡man¡£¡¡¡¡My¡¡grandfather¡¡used¡¡to¡¡say¡¡that¡¡only¡¡a¡¡drone¡¡lies¡¡abed¡¡after¡¡two¡¡in¡¡the¡¡morning£»¡¡wasting¡¡the¡¡best¡¡part¡¡of¡¡the¡¡day¡£¡¡¡¡You¡¡ought¡¡to¡¡turn¡¡in£»¡¡say£»¡¡at¡¡half¡­past¡¡nine¡¡and¡¡rise¡¡in¡¡time¡¡to¡¡get¡¡your¡¡hardest¡¡work¡¡out¡¡of¡¡the¡¡way¡¡before¡¡the¡¡college¡¡day¡¡begins¡£¡¨

¡¨That¡¡sounds¡¡reasonable£»¡¨¡¡replied¡¡Scarborough£»¡¡after¡¡a¡¡moment's¡¡consideration¡£¡¡¡¡¡¨I'll¡¡try¡¡it¡£¡¨

And¡¡so¡¡it¡¡came¡¡to¡¡pass¡¡that¡¡Pierson¡¡went¡¡to¡¡bed¡¡at¡¡the¡¡sound¡¡of¡¡Scarborough's¡¡two¡­o'clock¡¡rising¡¡gong¡¡and¡¡pieced¡¡out¡¡his¡¡sleep¡¡with¡¡an¡¡occasional¡¡nap¡¡in¡¡recitations¡¡and¡¡lectures¡¡and¡¡for¡¡an¡¡hour¡¡or¡¡two¡¡late¡¡in¡¡the¡¡afternoon¡£¡¡¡¡He¡¡was¡¡able¡¡once¡¡more¡¡to¡¡play¡¡poker¡¡as¡¡late¡¡as¡¡he¡¡liked£»¡¡and¡¡often¡¡had¡¡time¡¡for¡¡reading¡¡before¡¡the¡¡gong¡¡sounded¡£¡¡¡¡And¡¡Scarborough¡¡was¡¡equally¡¡delighted¡¡with¡¡the¡¡new¡¡plan¡£¡¡¡¡¡¨I¡¡gain¡¡at¡¡least¡¡one¡¡hour¡¡a¡¡day£»¡¡perhaps¡¡two£»¡¨¡¡he¡¡said¡£¡¡¡¡¡¨Your¡¡grandfather¡¡was¡¡a¡¡wise¡¡man¡£¡¨

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¡¨We¡¡got¡¡about¡¡fifty¡¡orders¡¡from¡¡people¡¡who¡¡thought¡¡it¡¡over¡¡after¡¡you'd¡¡tried¡¡to¡¡land¡¡them¡¡and¡¡failedthat¡¡shows¡¡the¡¡impression¡¡you¡¡made¡£¡¡¡¡And¡¡you¡¡sold¡¡as¡¡many¡¡books¡¡as¡¡our¡¡best¡¡agent¡¡in¡¡our¡¡best¡¡field¡£¡¨

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¡¨We¡¡don't¡¡want¡¡you¡¡to¡¡go¡¡as¡¡agent¡£¡¡¡¡Our¡¡proposition¡¡is¡¡for¡¡much¡¡easier¡¡and¡¡more¡¡dignified¡¡work¡£¡¨

At¡¡the¡¡word¡¡dignified£»¡¡Scarborough¡¡could¡¡not¡¡restrain¡¡a¡¡smile¡£¡¡¡¡¡¨I've¡¡practically¡¡made¡¡my¡¡plans¡¡for¡¡the¡¡summer£»¡¨¡¡he¡¡said¡£

¡¨I¡¡think¡¡we've¡¡got¡¡something¡¡worth¡¡your¡¡while£»¡¡Mr¡£¡¡Scarborough¡£¡¡¡¡Our¡¡idea¡¡is¡¡for¡¡you¡¡to¡¡select¡¡about¡¡a¡¡hundred¡¡of¡¡the¡¡young¡¡fellows¡¡who're¡¡working¡¡their¡¡way¡¡through¡¡here£»¡¡and¡¡train¡¡them¡¡in¡¡your¡¡methods¡¡of¡¡approaching¡¡people¡£¡¡¡¡Then¡¡you'll¡¡take¡¡them¡¡to¡¡Wisconsin¡¡and¡¡Minnesota¡¡and¡¡send¡¡them¡¡out£»¡¡each¡¡man¡¡to¡¡a¡¡district¡¡you¡¡select¡¡for¡¡him¡£¡¡¡¡In¡¡that¡¡way¡¡you'll¡¡help¡¡a¡¡hundred¡¡young¡¡men¡¡to¡¡earn¡¡a¡¡year¡¡at¡¡college¡¡and¡¡you'll¡¡make¡¡a¡¡good¡¡sum¡¡for¡¡yourselftwo¡¡or¡¡three¡¡times¡¡what¡¡you¡¡made¡¡last¡¡summer¡£¡¨

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He¡¡selected¡¡a¡¡hundred¡¡young¡¡men¡¡and¡¡twelve¡¡young¡¡women£»¡¡the¡¡most¡¡intelligent¡¡of¡¡the¡¡five¡¡hundred¡¡self¡­supporting¡¡students¡¡at¡¡Battle¡¡Field¡£¡¡¡¡Pierson£»¡¡having¡¡promised¡¡to¡¡behave¡¡himself£»¡¡was¡¡permitted¡¡to¡¡attend¡¡the¡¡first¡¡lesson¡£¡¡¡¡The¡¡scholars¡¡at¡¡the¡¡Scarborough£»¡¡School¡¡for¡¡Book¡¡Agents¡¡filled¡¡his¡¡quarters¡¡and¡¡overflowed¡¡in¡¡swarms¡¡without¡¡the¡¡windows¡¡and¡¡the¡¡door¡£¡¡¡¡The¡¡weather¡¡was¡¡still¡¡cool£»¡¡but¡¡all¡¡must¡¡hear£»¡¡and¡¡the¡¡rooms¡¡would¡¡hold¡¡barely¡¡half¡¡the¡¡brigade¡£

¡¨I¡¡assume¡¡that¡¡you've¡¡read¡¡the¡¡book£»¡¨¡¡began¡¡Scarborough¡£¡¡¡¡He¡¡was¡¡standing¡¡at¡¡the¡¡table¡¡with¡¡the¡¡paraphernalia¡¡of¡¡a¡¡book¡¡agent¡¡spread¡¡upon¡¡it¡£¡¡¡¡¡¨But¡¡you¡¡must¡¡read¡¡it¡¡again¡¡and¡¡again£»¡¡until¡¡you¡¡know¡¡what's¡¡on¡¡every¡¡page£»¡¡until¡¡you¡¡have¡¡by¡¡heart¡¡the¡¡passages¡¡I'll¡¡point¡¡out¡¡to¡¡you¡£¡¨¡¡¡¡He¡¡looked¡¡at¡¡Drexela¡¡freshman¡¡of¡¡twenty¡­two£»¡¡with¡¡earnest£»¡¡sleepless¡¡eyes¡¡and¡¡a¡¡lofty¡¡forehead£»¡¡in¡¡the¡¡past¡¡winter¡¡he¡¡had¡¡become¡¡acquainted¡¡with¡¡hunger¡¡and¡¡with¡¡that¡¡cold¡¡which¡¡creeps¡¡into¡¡the¡¡room£»¡¡crawls¡¡through¡¡the¡¡thin¡¡covers¡¡and¡¡closes¡¡in£»¡¡icy¡¡as¡¡death£»¡¡about¡¡the¡¡heart¡£¡¡¡¡¡¨What¡¡do¡¡you¡¡think¡¡of¡¡the¡¡book£»¡¡Drexel£¿¡¨

The¡¡young¡¡manhe¡¡is¡¡high¡¡in¡¡the¡¡national¡¡administration¡¡to¡­dayflushed¡¡and¡¡looked¡¡uneasy¡£

¡¨Speak¡¡frankly¡£¡¡¡¡I¡¡want¡¡your¡¡candid¡¡opinion¡£¡¨

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¡¨Thank¡¡you£»¡¨¡¡said¡¡Scarborough£»¡¡and¡¡he¡¡glanced¡¡round¡£¡¡¡¡¡¨Does¡¡anybody¡¡disagree¡¡with¡¡Mr¡£¡¡Drexel£¿¡¨

There¡¡was¡¡not¡¡a¡¡murmur¡£¡¡¡¡Pierson¡¡covered¡¡his¡¡face¡¡to¡¡hide¡¡his¡¡smile¡¡at¡¡this¡¡¡¨jolt¡¨¡¡for¡¡his¡¡friend¡£¡¡¡¡In¡¡the¡¡group¡¡round¡¡one¡¡of¡¡the¡¡windows¡¡a¡¡laugh¡¡started¡¡and¡¡spread¡¡everywhere¡¡except¡¡to¡¡seven¡¡of¡¡the¡¡twelve¡¡young¡¡women¡¡and¡¡to¡¡those¡¡near¡¡ScarboroughTHEY¡¡looked¡¡frightened¡£

¡¨I¡¡expected¡¡Mr¡£¡¡Drexel's¡¡answer£»¡¨¡¡began¡¡Scarborough¡£¡¡¡¡¡¨Before¡¡you¡¡can¡¡sell¡¡Peaks¡¡of¡¡Progress¡¡each¡¡of¡¡you¡¡must¡¡be¡¡convinced¡¡that¡¡it's¡¡a¡¡book¡¡he¡¡himself¡¡would¡¡buy¡£¡¡¡¡And¡¡I¡¡see¡¡you've¡¡not¡¡even¡¡read¡¡it¡£¡¡¡¡You've¡¡at¡¡most¡¡glanced¡¡at¡¡it¡¡with¡¡unfriendly¡¡eyes¡£¡¡¡¡This¡¡book¡¡is¡¡not¡¡literature£»¡¡gentlemen¡£¡¡¡¡It¡¡is¡¡a¡¡storehouse¡¡of¡¡facts¡£¡¡¡¡It¡¡is¡¡an¡¡educational¡¡work¡¡so¡¡simply¡¡written¡¡and¡¡so¡¡brilliantly¡¡illustrated¡¡that¡¡the¡¡very¡¡children¡¡will¡¡hang¡¡over¡¡its¡¡pages¡¡with¡¡delight¡£¡¡¡¡If¡¡you¡¡attend¡¡to¡¡your¡¡training¡¡in¡¡our¡¡coming¡¡three¡¡months¡¡of¡¡preliminary¡¡work¡¡you'll¡¡find¡¡during¡¡the¡¡summer¡¡that¡¡the¡¡book's¡¡power¡¡to¡¡attract¡¡the¡¡children¡¡is¡¡its¡¡strongest¡¡point¡£¡¡¡¡I¡¡made¡¡nearly¡¡half¡¡my¡¡sales¡¡last¡¡summer¡¡by¡¡turning¡¡from¡¡the¡¡parents¡¡to¡¡the¡¡children¡¡and¡¡stirring¡¡their¡¡interest¡£¡¨

Pierson¡¡was¡¡now¡¡no¡¡more¡¡inclined¡¡to¡¡smile¡¡than¡¡were¡¡the¡¡pupils¡£

¡¨When¡¡I¡¡started¡¡out£»¡¨¡¡continued¡¡Scarborough£»¡¡¡¨I£»¡¡too£»¡¡had¡¡just¡¡glanced¡¡at¡¡the¡¡book¡¡and¡¡had¡¡learned¡¡a¡¡few¡¡facts¡¡from¡¡the¡¡prospectus¡£¡¡¡¡And¡¡I¡¡failed¡¡to¡¡sell£»¡¡except¡¡to¡¡an¡¡occasional¡¡fool¡¡whom¡¡I¡¡was¡¡able¡¡to¡¡overpower¡£¡¡¡¡Every¡¡one¡¡instinctively¡¡felt¡¡the¡¡estimate¡¡I¡¡myself¡¡placed¡¡upon¡¡my¡¡goods¡£¡¡¡¡But¡¡as¡¡I¡¡went¡¡on¡¡the¡¡book¡¡gradually¡¡forced¡¡itself¡¡upon¡¡me¡£¡¡¡¡And£»¡¡long¡¡before¡¡the¡¡summer¡¡was¡¡over£»¡¡I¡¡felt¡¡that¡¡I¡¡was¡¡an¡¡ambassador¡¡of¡¡education¡¡to¡¡those¡¡eager¡¡people¡£¡¡¡¡And¡¡I'm¡¡proud¡¡that¡¡I¡¡sold¡¡as¡¡many¡¡books¡¡as¡¡I¡¡did¡£¡¡¡¡Each¡¡book£»¡¡I¡¡know£»¡¡is¡¡a¡¡radiating¡¡center¡¡of¡¡pleasure£»¡¡of¡¡thought£»¡¡of¡¡aspiration¡¡to¡¡higher¡¡things¡£¡¡¡¡No£»¡¡ladies¡¡and¡¡gentlemen£»¡¡you¡¡must¡¡first¡¡learn¡¡that¡¡these¡¡eight¡¡hundred¡¡pages¡¡crowded¡¡with¡¡facts¡¡of¡¡history£»¡¡these¡¡six¡¡hundred¡¡illustrations¡¡taken¡¡from¡¡the¡¡best¡¡sources¡¡and¡¡flooding¡¡the¡¡text¡¡with¡¡light£»¡¡together¡¡constitute¡¡a¡¡work¡¡that¡¡should¡¡be¡¡in¡¡all¡¡humble¡¡households¡£¡¨

Scarborough¡¡had¡¡his¡¡audience¡¡with¡¡him¡¡now¡£

¡¨Never¡¡sneer£»¡¨¡¡he¡¡said¡¡in¡¡conclusion¡£¡¡¡¡¡¨Sneering¡¡will¡¡accomplish¡¡nothing¡£¡¡¡¡Learn¡¡your¡¡business¡£¡¡¡¡Put¡¡yourself£»¡¡your¡¡BEST¡¡self£»¡¡into¡¡it¡£¡¡¡¡And¡¡then¡¡you¡¡may¡¡hope¡¡to¡¡succeed¡¡at¡¡it¡£¡¨

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Scarborough's¡¡reply¡¡was¡¡a¡¡sudden¡¡look¡¡of¡¡dejection£»¡¡an¡¡impatient¡¡shrug¡£¡¡¡¡Then¡¡he¡¡straightened¡¡himself£»¡¡lifted¡¡his¡¡head¡¡with¡¡a¡¡lion¡­like¡¡toss¡¡that¡¡shook¡¡back¡¡the¡¡obstinate¡¡lock¡¡of¡¡hair¡¡from¡¡his¡¡forehead¡£¡¡¡¡He¡¡laid¡¡his¡¡hand¡¡on¡¡his¡¡friend's¡¡shoulder¡£¡¡¡¡¡¨Yes£»¡¨¡¡he¡¡said£»¡¡¡¨because¡¡I'm¡¡determined¡¡to¡¡want¡¡whatever¡¡I¡¡get¡£¡¡¡¡Good¡¡fortune¡¡and¡¡badeverything¡¡shall¡¡be¡¡grist¡¡for¡¡THIS¡¡mill¡£¡¨

Pierson¡¡attended¡¡next¡¡day's¡¡class¡¡and¡¡afterward¡¡went¡¡to¡¡Olivia¡¡with¡¡an¡¡account¡¡of¡¡it¡£

¡¨You¡¡ought¡¡to¡¡have¡¡seen¡¡him¡¡put¡¡those¡¡fellows¡¡through£»¡¡one¡¡at¡¡a¡¡time¡£¡¡¡¡I¡¡tell¡¡you£»¡¡he'll¡¡teach¡¡them¡¡more¡¡in¡¡the¡¡next¡¡three¡¡months¡¡than¡¡they'll¡¡learn¡¡of¡¡the¡¡whole¡¡faculty¡£¡¡¡¡And¡¡this¡¡summer¡¡he'll¡¡get¡¡every¡¡man¡¡and¡¡woman¡¡of¡¡them¡¡enough¡¡to¡¡pay¡¡their¡¡way¡¡through¡¡college¡¡next¡¡year¡£¡¨

¡¨What¡¡did¡¡he¡¡do¡¡to¡­day£¿¡¨¡¡asked¡¡Olivia¡£¡¡¡¡Of¡¡the¡¡many¡¡qualities¡¡she¡¡loved¡¡in¡¡Pierson£»¡¡the¡¡one¡¡she¡¡loved¡¡most¡¡was¡¡his¡¡unbounded£»¡¡unselfish¡¡admiration¡¡for¡¡his¡¡friend¡£

¡¨He¡¡took¡¡each¡¡man¡¡separately£»¡¡the¡¡others¡¡watching¡¡an

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