Valuable Experience G3p11

 **Valuable Experience**

Opening the gate, Vernon Berry walked through the little garden with a smile on his face and a large book in one hand. Long experience had taught him how to sell books to people who did not want them. He had a fine, deep voice and could talk well. He could make people laugh. He was clean and well-dressed. He was one of those men that people like at once, and he knew it. In short, he was a success as a salesman.

He rang the bell at the front door, which was opened after a short delay by a young woman with an anxious face. He was sorry to see, from the absence of a ring on her hand, that she was not married; but she might have a brother or a cousin who read serious books.

"Good morning, Madam," he said. "I wonder if you would be interested in buying a copy of *The History of the World*. I have one of the books here to show you, but there are twelve altogether. They contain excellent pictures ..."

"I'm sorry," the woman interrupted. "I'm cooking, and I've no time to talk about history. I must go back to the kitchen." And before he had time to answer, she shut the door.

Berry was shocked to have his talk so suddenly interrupted, but refused to be driven away as easily as that. Walking round the house, he knocked at the back door. It was opened by the same woman.

"You again!" she cried.

"Well," he said, "you told me how busy you were in the kitchen, and so I took the trouble to come round to the back. Perhaps you'll allow me to sit in the kitchen and tell you about this splendid history while you do your cooking. It's such an important and useful book that you'll be very sorry if you miss the chance of buying a copy. " He smiled his bright smile, showing white teeth.

"Well," she said, "you can come in and sit down if you want to. Over there," she added, pointing to a chair. "But you'll be wasting your time. I'm not interested in history and I've no money to spend on books."

Berry sat down, carefully placing his heavy book on the kitchen table. Every copy of the history that he sold meant more money for himself, and he felt sure that he could persuade this woman to buy one. He discussed it in his pleasant voice while she cooked, telling her all the advantages of possessing such a book, and mentioning the low price. Suddenly she interrupted him.

"Just wait a minute," she said, and left the kitchen. He heard her opening a drawer somewhere in the house, and then she came back with a notebook and pencil in her hands. Leaving her cooking altogether, she sat down with him at the table.

"Go on, please," she said.

He began again, and she took notes while he talked, sometimes asking him to repeat the words that he said. Berry was delighted to see how interested she was, and thought again how easy it was to persuade people to buy unnecessary things. At last he came to an end.

"Well," he asked, closing the book, "what do you think, Madam? Don't you think it would be wise to buy a copy?"

"Oh, no," she said with surprise. "I told you at the beginning that I'm not interested in history, and I certainly don't intend to spend a lot of money on a history book." She opened the back door.

"But why did you take all those notes about it?" Berry asked. "You seemed very interested."

"Oh," she said, "my brother's in the same line of business as you are. He visits houses, trying to sell books, but he isn't very successful. So I've written down some of the things you said. You're very clever, and I'll show the notes to my brother. Then he'll know what to say when he tries next time, and he may be able to make more money. Thank you very much for your help. I'm glad you came."

1. What kind of work did Vernon Berry do?

2. How did he sell books to people who didn't want them?

3. What did he say to the young woman when she opened the door?

4. Why did the woman interrupt him?

5. What did Berry do when he was sent away from the front door by the woman?

6. What did he say to the woman when the back door was opened?

7. Did the woman allow him to come in this time? What did she say?

8. What did Berry do after he sat down?

9. Why did the woman suddenly interrupt him?

10. Why was Berry quite delighted?

11. What did he say to the woman when he came to an end at last?

12. Did the woman buy a copy of Berry's history books? Why did she take all those notes as Berry talked?