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    How I Found My Title

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    Chapter 1
    It is surely a rare experience for an unclassified man, past middle
    age, to hear himself accurately and aptly described for the first time
    in his life by a perfect stranger! This thing happened to me at
    Bristol, some time ago, in the way I am about to relate. I slept at a
    Commercial Hotel, and early next morning was joined in the big empty
    coffee-room, smelling of stale tobacco, by an intensely respectable-
    looking old gentleman, whose hair was of silvery whiteness, and who
    wore gold-rimmed spectacles and a heavy gold watch-chain with many
    seals attached thereto; whose linen was of the finest, and whose outer
    garments, including the trousers, were of the newest and blackest
    broadcloth. A glossier and at the same time a more venerable-looking
    "commercial" I had never seen in the west country, nor anywhere in the
    three kingdoms. He could not have improved his appearance if he had
    been on his way to attend the funeral of a millionaire. But with all
    his superior look he was quite affable, and talked fluently and
    instructively on a variety of themes, including trade, politics, and
    religion. Perceiving that he had taken me for what I was not--one of
    the army in which he served, but of inferior rank--I listened
    respectfully as became me. Finally he led the talk to the subject of
    agriculture, and the condition and prospects of farming in England.
    Here I perceived that he was on wholly unfamiliar ground, and in return
    for the valuable information he had given me on other and more
    important subjects, I proceeded to enlighten him. When I had finished
    stating my facts and views, he said: "I perceive that you know a great
    deal more about the matter than I do, and I will now tell you why you
    know more. You are a traveller in little things--in something very
    small--which takes you into the villages and hamlets, where you meet
    and converse with small farmers, innkeepers, labourers and their wives,
    with other persons who live on the land. In this way you get to hear a
    good deal about rent and cost of living, and what the people are able
    and not able to do. Now I am out of all that; I never go to a village
    nor see a farmer. I am a traveller in something very large. In the
    south and west I visit towns like Salisbury, Exeter, Bristol,
    Southampton; then I go to the big towns in the Midlands and the North,
    and to Glasgow and Edinburgh; and afterwards to Belfast and Dublin. It
    would simply be a waste of time for me to visit a town of less than
    fifty or sixty thousand inhabitants."

    He then gave me some particulars concerning the large thing he
    travelled in; and when I had expressed all the interest and admiration
    the subject called for, he condescendingly invited me to tell him
    something about my own small line.

    Now this was wrong of him; it was a distinct contravention of an
    unwritten law among "Commercials" that no person must be interrogated
    concerning the nature of his business. The big and the little man, once
    inside the hostel, which is their club as well, are on an equality. I
    did not remind my questioner of this--I merely smiled and said nothing,
    and he of course understood and respected my reticence. With a pleasant
    nod and a condescending let-us-say-no-more-about-it wave of the hand he
    passed on to other matters.

    Notwithstanding that I was amused at his mistake, the label he had
    supplied me with was something to be grateful for, and I am now finding
    a use for it. And I think that if he, my labeller, should see this
    sketch by chance and recognise himself in it, he will say with his
    pleasant smile and wave of the hand, "Oh, that's his line! Yes, yes, I
    described him rightly enough, thinking it haberdashery or floral texts
    for cottage bedrooms, or something of that kind; I didn't imagine he
    was a traveller in anything quite so small as this."
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    Chapter 1
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