Visit https://testbankfan.

com to download the full version and

explore more testbank or solutions manual

Principles of Marketing 14th Edition Kotler Test

Bank

_____ Click the link below to download _____

https://testbankfan.com/product/principles-of-
marketing-14th-edition-kotler-test-bank/

Explore and download more testbank or solutions manual at testbankfan.com

Here are some recommended products that we believe you will be
interested in. You can click the link to download.

Principles of Marketing 15th Edition Kotler Test Bank

https://testbankfan.com/product/principles-of-marketing-15th-edition-
kotler-test-bank/

Principles of Marketing 16th Edition Kotler Test Bank

https://testbankfan.com/product/principles-of-marketing-16th-edition-
kotler-test-bank/

Principles of Marketing 17th Edition Kotler Test Bank

https://testbankfan.com/product/principles-of-marketing-17th-edition-
kotler-test-bank/

Marketing Management 14th Edition Kotler Test Bank

https://testbankfan.com/product/marketing-management-14th-edition-
kotler-test-bank/
Principles of Marketing Canadian 8th Edition Kotler Test
Bank

https://testbankfan.com/product/principles-of-marketing-canadian-8th-
edition-kotler-test-bank/

Principles of Marketing Canadian 9th Edition Kotler Test

Bank

https://testbankfan.com/product/principles-of-marketing-canadian-9th-
edition-kotler-test-bank/

Principles of Marketing Global 17th Edition Kotler Test

Bank

https://testbankfan.com/product/principles-of-marketing-global-17th-
edition-kotler-test-bank/

Principles of Marketing 17th Edition Kotler Solutions

Manual

https://testbankfan.com/product/principles-of-marketing-17th-edition-
kotler-solutions-manual/

Principles of Marketing 15th Edition Kotler Solutions

Manual

https://testbankfan.com/product/principles-of-marketing-15th-edition-
kotler-solutions-manual/
Principles of Marketing, 14e (Kotler)
Chapter 10 Pricing: Understanding and Capturing Customer Value

1) ________ is the amount of money charged for a product or service.

A) Value
B) A demand
C) Price
D) A wage
E) Salary
Answer: C
Diff: 1 Page Ref: 290
Skill: Concept
Objective: 10-1

2) Price is the only element in the marketing mix that produces ________.
A) revenue
B) variable costs
C) expenses
D) outfixed costs
E) stability
Answer: A
Diff: 2 Page Ref: 290
Skill: Concept
Objective: 10-1

3) ________ is an important element in the marketing mix. It is the only element that does not
represent costs.
A) Profit maximization
B) Market share leadership
C) Price
D) Product quality leadership
E) The target market
Answer: C
Diff: 2 Page Ref: 290
Skill: Concept
Objective: 10-1
4) Consumer perceptions of the product's value set the ________ for prices.
A) demand curve
B) floor
C) ceiling
D) variable cost
E) image
Answer: C
Diff: 2 Page Ref: 291
Skill: Concept
Objective: 10-2

5) Product costs set a(n) ________ to a product's price.

A) demand curve
B) floor
C) ceiling
D) break-even cost
E) experience curve
Answer: B
Diff: 2 Page Ref: 291
Skill: Concept
Objective: 10-2

6) Which of the following is a customer-oriented approach to pricing?

A) customer value-based pricing
B) sealed-bid pricing
C) break-even pricing
D) target profit pricing
E) C and D
Answer: A
Diff: 2 Page Ref: 291
Skill: Concept
Objective: 10-2

7) ________ uses buyers' perceptions of what a product is worth, not the seller's cost, as the key
to pricing.
A) Customer value-based pricing
B) Cost-based pricing
C) Variable cost
D) Price elasticity
E) Product image
Answer: A
Diff: 1 Page Ref: 291
Skill: Concept
Objective: 10-2
8) In ________, price is considered along with the other marketing mix variables before the
marketing program is set.
A) value-based pricing
B) cost-based pricing
C) variable costs
D) price elasticity
E) markup pricing
Answer: A
Diff: 2 Page Ref: 291
Skill: Concept
Objective: 10-2

9) Value-based pricing is the reverse process of ________.

A) variable cost pricing
B) cost-plus pricing
C) cost-based pricing
D) good-value pricing
E) value-added pricing
Answer: C
Diff: 2 Page Ref: 291
Skill: Concept
Objective: 10-2

10) With ________, price is set to match consumers' perceptions of product value.
A) variable cost pricing
B) cost-plus pricing
C) cost-based pricing
D) value-based pricing
E) everyday low pricing
Answer: D
Diff: 2 Page Ref: 291
Skill: Concept
Objective: 10-2

11) Measuring ________ can be difficult. A company might conduct surveys or experiments to
test this in the different products it offers.
A) price elasticity
B) the demand curve
C) perceived value
D) break-even pricing
E) quantity supplied
Answer: C
Diff: 3 Page Ref: 292
Skill: Concept
Objective: 10-2
12) Underpriced products sell very well, but they produce less revenue than they would have if
price were raised to the ________ level.
A) perceived
B) elastic
C) variable
D) demand curve
E) price-floor
Answer: A
Diff: 2 Page Ref: 292
Skill: Concept
Objective: 10-2

13) If a seller charges ________ than the buyer's perceived value, the company's sales will
________.
A) more; benefit
B) more; suffer
C) less; increase
D) less; suffer
E) none of the above
Answer: B
Diff: 2 Page Ref: 292
Skill: Concept
Objective: 10-2

14) Some companies have adopted a(n) ________ strategy, offering just the right combination of
quality and good service at a fair price.
A) value-based pricing
B) good-value pricing
C) cost-plus pricing
D) low-price image
E) elastic-pricing
Answer: B
Diff: 1 Page Ref: 293
Skill: Concept
Objective: 10-2

15) When McDonald's and other fast food restaurants offer "value menu" items at surprisingly
low prices, they are using ________.
A) break-even pricing
B) target profit pricing
C) good-value pricing
D) cost-plus pricing
E) bundling
Answer: C
Diff: 2 Page Ref: 292
Skill: Concept
Objective: 10-2
16) Walmart is famous for using what important type of value pricing?
A) competition-based pricing
B) everyday low pricing
C) cost-plus pricing
D) break-even pricing
E) penetration pricing
Answer: B
Diff: 2 Page Ref: 293
Skill: Concept
Objective: 10-2

17) ________ involves charging a constant, everyday low price with few or no temporary price
discounts.
A) High-low pricing
B) Target pricing
C) Cost-plus pricing
D) EDLP
E) Penetration pricing
Answer: D
Diff: 2 Page Ref: 293
Skill: Concept
Objective: 10-2

18) ________ involves attaching features and services to differentiate a company's offers and to
support charging higher prices.
A) Break-even pricing
B) Target pricing
C) Value-added pricing
D) Cost-plus pricing
E) Pricing-down
Answer: C
Diff: 1 Page Ref: 293
Skill: Concept
Objective: 10-2

19) When there is price competition, many companies adopt ________ rather than cutting prices
to match competitors.
A) pricing power
B) value-added strategies
C) fixed costs
D) price elasticity
E) image pricing
Answer: B
Diff: 2 Page Ref: 293
Skill: Concept
Objective: 10-2
20) Ryanair offers free flights to a quarter of its customers and rock-bottom prices to many of its
other customers. Ryanair then charges for all extra services, such as baggage handling and in-
flight refreshments. Which of the following best describes Ryanair's pricing method?
A) value-added pricing
B) good-value pricing
C) cost-plus pricing
D) high-low pricing
E) image pricing
Answer: B
Diff: 2 Page Ref: 293
Skill: Concept
Objective: 10-2

21) ________ pricing involves setting prices based on the costs for producing, distributing, and
selling the product plus a fair rate of return for the company's efforts and risks.
A) Value-based
B) Fixed cost
C) Cost-based
D) Variable
E) Skimming
Answer: C
Diff: 1 Page Ref: 295
Skill: Concept
Objective: 10-2

22) Fixed costs ________ as the number of units produced increases.

A) decrease
B) increase
C) divide in half
D) remain the same
E) increase at a diminishing rate
Answer: D
Diff: 1 Page Ref: 296
Skill: Concept
Objective: 10-2

23) Costs that do not vary with production or sales level are referred to as ________.
A) fixed costs
B) variable costs
C) target costs
D) total costs
E) unit costs
Answer: A
Diff: 1 Page Ref: 296
Skill: Concept
Objective: 10-2
24) Rent, electricity, and executive salaries are examples of ________.
A) fixed costs
B) variable costs
C) accumulated costs
D) total costs
E) marketing costs
Answer: A
Diff: 2 Page Ref: 296
Skill: Concept
Objective: 10-2

25) Costs that vary directly with the level of production are referred to as ________.
A) fixed costs
B) variable costs
C) target costs
D) total costs
E) unit costs
Answer: B
Diff: 1 Page Ref: 296
Skill: Concept
Objective: 10-2

26) ________ are the sum of the ________ and ________ for any given level of production.
A) Fixed costs; variable; total costs
B) Fixed costs; total; variable costs
C) Variable costs; fixed; total costs
D) Total costs; fixed; variable costs
E) Break-even costs; fixed; total costs
Answer: D
Diff: 2 Page Ref: 296
Skill: Concept
Objective: 10-2

27) SRAC is the acronym for which concept related to costs at different levels of production?
A) strategic reasoning and costs
B) short-run accounting costs
C) short-run average cost
D) strategic rights and company
E) strategic revenues and costs
Answer: C
Diff: 2 Page Ref: 296
Skill: Concept
Objective: 10-2
28) The LRAC is most closely related to which of the following?
A) long-term marketing plans
B) long-term business plans
C) the cost of producing a greater quantity of units
D) the cost of promoting a greater quantity of units
E) the legal responsibility of a company
Answer: C
Diff: 2 Page Ref: 296
Skill: Concept
Objective: 10-2

29) The learning curve is also referred to as the ________.

A) LRAC
B) experience curve
C) demand curve
D) break-even curve
E) price elasticity curve
Answer: B
Diff: 1 Page Ref: 297
Skill: Concept
Objective: 10-2

30) As production workers become better organized and more familiar with equipment, the
average cost per unit decreases. This is called the ________.
A) demand curve
B) experience curve
C) short-run average cost curve
D) long-run average cost curve
E) marginal utility
Answer: B
Diff: 1 Page Ref: 296-297
Skill: Concept
Objective: 10-2

31) With a higher volume of product, most companies can expect to ________.
A) gain economies of scale
B) become less efficient
C) see fixed costs increase
D) have a straight, horizontal learning curve
E) find competitors using the experience curve strategically
Answer: A
Diff: 2 Page Ref: 296
Skill: Concept
Objective: 10-2
32) The experience curve reveals that ________.
A) repetition in production lowers costs
B) repetition in production enhances efficiency
C) the average cost drops with accumulated production experience
D) A, B, and C
E) none of the above
Answer: D
Diff: 3 Page Ref: 296-297
Skill: Concept
Objective: 10-2

33) When a downward-sloping experience curve exists, a company should usually ________ the
selling price of that product in order to bring in higher revenues.
A) increase
B) greatly increase
C) decrease
D) not alter
E) level
Answer: C
Diff: 3 Page Ref: 297
Skill: Concept
Objective: 10-2

34) Which of the following is a risk a company takes when building a strategy around the
experience curve?
A) Competitors will likely not be able to meet the company's price cuts.
B) Existing technologies are likely to become more expensive as the company expands.
C) The method does not take competitors' prices into account.
D) The method may cause consumers to become frustrated with changing prices.
E) Aggressive pricing may give the product a cheap image, causing customers to lose interest.
Answer: E
Diff: 2 Page Ref: 297
Skill: Concept
Objective: 10-2

35) A company building its pricing strategy around the experience curve would be most likely to
________.
A) price its products low
B) price its products high
C) engage in break-even pricing
D) avoid cost-based pricing
E) engage in value-added pricing
Answer: A
Diff: 3 Page Ref: 297
Skill: Concept
Objective: 10-2
36) The company designs what it considers to be a good product, totals the expenses of making
the product, and sets a price that adds a standard markup to the cost of the product. This
approach to pricing is called ________.
A) value-based pricing
B) fixed cost pricing
C) cost-plus pricing
D) variable pricing
E) skimming pricing
Answer: C
Diff: 1 Page Ref: 297
Skill: Concept
Objective: 10-2

37) Lawyers, accountants, and other professionals typically price by adding a standard markup
for profit. This is known as ________.
A) variable costs
B) cost-plus pricing
C) value-based pricing
D) break-even price
E) penetration pricing
Answer: B
Diff: 2 Page Ref: 297
Skill: Concept
Objective: 10-2

38) The simplest pricing method is ________.

A) value-based pricing
B) sealed-bid pricing
C) markup pricing
D) value-added pricing
E) target profit pricing
Answer: C
Diff: 2 Page Ref: 297
Skill: Concept
Objective: 10-2

39) Which of the following is a reason why markup pricing is NOT practical?
A) Sellers earn a fair return on their investment.
B) By tying the price to cost, sellers simplify pricing.
C) When all firms in the industry use this pricing method, prices tend to be similar.
D) This method ignores demand.
E) With a standard markup, consumers know when they are being overcharged.
Answer: D
Diff: 3 Page Ref: 298
Skill: Concept
Objective: 10-2
40) One reason ________ remains popular is that sellers are more certain about costs than about
demand.
A) markup pricing
B) skimming pricing
C) inelasticity pricing
D) elasticity pricing
E) penetration pricing
Answer: A
Diff: 2 Page Ref: 298
Skill: Concept
Objective: 10-2

41) Price competition is minimized when all firms in an industry use which pricing method?
A) variable pricing
B) markup pricing
C) elasticity pricing
D) value-added pricing
E) value-based pricing
Answer: B
Diff: 3 Page Ref: 298
Skill: Concept
Objective: 10-2

42) Many people feel that ________ pricing is fairer to both buyers and sellers. Sellers earn a fair
return on their investment but do not take advantage of buyers when buyers' demand becomes
great.
A) skimming
B) markup
C) elasticity
D) inelasticity
E) penetration
Answer: B
Diff: 2 Page Ref: 298
AACSB: Ethical Understanding and Reasoning Abilities
Skill: Concept
Objective: 10-2

43) Which of the following is a cost-based approach to pricing?

A) value-based pricing
B) going-rate pricing
C) target return pricing
D) good value pricing
E) A and C
Answer: C
Diff: 2 Page Ref: 298
Skill: Concept
Objective: 10-2
44) Break-even pricing, or a variation called ________, is when the firm tries to determine the
price at which it will break even or make the profit it is seeking.
A) competition-based pricing
B) target return pricing
C) fixed cost pricing
D) value-based pricing
E) customer-based pricing
Answer: B
Diff: 1 Page Ref: 298
Skill: Concept
Objective: 10-2

45) Target return pricing uses the concept of a(n) ________, which shows the total cost and total
revenue expected at different sales volume levels.
A) value-based chart
B) break-even chart
C) competition-based chart
D) demand curve
E) experience curve
Answer: B
Diff: 2 Page Ref: 298
Skill: Concept
Objective: 10-2

46) The break-even volume is the point at which ________.

A) the total revenue and total costs lines intersect
B) demand equals supply
C) the production of one more unit will not increase profit
D) the company can pay all of its long-term debt
E) a firm's profit goal is reached
Answer: A
Diff: 3 Page Ref: 298
Skill: Concept
Objective: 10-2

47) Which of the following statements about break-even analysis is true?

A) It is used to determine how much production experience a company must have to achieve
desired efficiencies.
B) It is a technique used to calculate fixed costs.
C) It determines the amount of retained earnings a company will have during an accounting
period.
D) It is a technique marketers use to examine the relationship between supply and demand.
E) It is calculated using variable costs, the unit price, and fixed costs.
Answer: E
Diff: 3 Page Ref: 298
Skill: Concept
Objective: 10-2
48) As a manufacturer increases price, the ________ drops.
A) target
B) break-even volume
C) cost-plus pricing
D) total cost
E) profit margin
Answer: B
Diff: 3 Page Ref: 298
Skill: Concept
Objective: 10-2

49) Which of the following involves setting prices based on competitors' strategies, costs, prices,
and market offerings?
A) target return pricing
B) good-value pricing
C) added-value pricing
D) market-based pricing
E) competition-based pricing
Answer: E
Diff: 1 Page Ref: 299
Skill: Concept
Objective: 10-2

50) Which of the following is an external factor that affects pricing decisions?
A) the salaries of production management
B) demand
C) the salaries of finance management
D) funds expensed to clean production equipment
E) A, B, and C
Answer: B
Diff: 2 Page Ref: 300
Skill: Concept
Objective: 10-3

51) ________ that influence pricing decisions include the nature of the market and other
environmental factors.
A) Internal factors
B) Value factors
C) External factors
D) Target factors
E) Domestic factors
Answer: C
Diff: 2 Page Ref: 300
Skill: Concept
Objective: 10-3
52) In order to form a consistent and effective integrated marketing program, price decisions
should be coordinated with each of the following EXCEPT ________.
A) product design
B) distribution
C) competitors' prices
D) promotion decisions
E) marketing objectives
Answer: C
Diff: 2 Page Ref: 300
Skill: Concept
Objective: 10-3

53) With target costing, marketers will first ________ and then ________.
A) build the marketing mix; identify the target market
B) identify the marketing mix; determine product cost
C) design the product; determine its cost
D) use skimming pricing; penetrating pricing
E) determine a selling price; target costs to ensure that the price is met
Answer: E
Diff: 2 Page Ref: 300
Skill: Concept
Objective: 10-3

54) A company that wants to emphasize the premium quality of its product and enhance the
product's allure would be most likely to position its product on ________.
A) high prices
B) nonprice qualities
C) low prices
D) value prices
E) target costing
Answer: A
Diff: 2 Page Ref: 301
Skill: Concept
Objective: 10-3

55) Price setting is usually determined by ________ in small companies.

A) top management
B) marketing departments
C) sales departments
D) divisional managers
E) cross-functional teams
Answer: A
Diff: 2 Page Ref: 301
Skill: Concept
Objective: 10-3
56) Price setting is usually determined by ________ in large companies.
A) top management
B) divisional managers
C) product line managers
D) pricing departments
E) both B and C
Answer: E
Diff: 2 Page Ref: 301
Skill: Concept
Objective: 10-3

57) In industrial markets, ________ typically has the final say in setting the pricing objectives
and policies of a company.
A) the sales manager
B) top management
C) the production manager
D) the finance manager
E) the sales staff
Answer: B
Diff: 2 Page Ref: 301
Skill: Concept
Objective: 10-3

58) In industries in which pricing is a key factor, ________ often set the best prices or help
others in setting them.
A) sales managers
B) salespeople
C) production managers
D) finance managers
E) pricing departments
Answer: E
Diff: 2 Page Ref: 301
Skill: Concept
Objective: 10-3

59) Under ________, the market consists of many buyers and sellers trading in a uniform
commodity such as wheat, copper, or financial securities.
A) pure competition
B) monopolistic competition
C) oligopolistic competition
D) a pure monopoly
E) anti-trust agreements
Answer: A
Diff: 2 Page Ref: 301
Skill: Concept
Objective: 10-3
60) Under ________, the market consists of many buyers and sellers who trade over a range of
prices rather than a single market price.
A) pure competition
B) monopolistic competition
C) oligopolistic competition
D) a pure monopoly
E) socialism
Answer: B
Diff: 2 Page Ref: 301
Skill: Concept
Objective: 10-3

61) Firms are less affected by competitors' pricing strategies under ________ than under
________.
A) monopolistic competition; oligopolistic competition
B) pure competition; monopolistic competition
C) oligopolistic competition; pure competition
D) oligopolistic competition; monopolistic competition
E) pure competition; a pure monopoly
Answer: A
Diff: 3 Page Ref: 302
Skill: Concept
Objective: 10-3

62) Under ________, the market consists of one seller.

A) a pure monopoly
B) monopolistic competition
C) oligopolistic competition
D) pure competition
E) capitalism
Answer: A
Diff: 2 Page Ref: 302
Skill: Concept
Objective: 10-3

63) The relationship between the price charged and the resulting demand level can be shown as
the ________.
A) demand curve
B) variable cost
C) target cost
D) break-even pricing
E) experience curve
Answer: A
Diff: 1 Page Ref: 302
Skill: Concept
Objective: 10-3
64) Which of the following is true about the demand curve?
A) It is used to illustrate the effect of price on the quantity supplied.
B) It is always graphically depicted by a straight line.
C) It shows the quantity of product customers will buy in a market during a period of time even
if other factors change.
D) It usually slopes upward and to the right.
E) It shows the relationship between product demand and product price.
Answer: E
Diff: 3 Page Ref: 302
Skill: Concept
Objective: 10-3

65) Ascot Tires has decided to decrease its prices. The company can expect that ________ for its
product will increase.
A) cost-plus pricing
B) value-based pricing
C) demand
D) the experience curve
E) competition
Answer: C
Diff: 2 Page Ref: 302
Skill: Concept
Objective: 10-3

66) ________ describes how responsive demand will be to a change in price.

A) Price elasticity
B) Break-even pricing
C) The demand curve
D) Target costing
E) Supply
Answer: A
Diff: 1 Page Ref: 303
Skill: Concept
Objective: 10-3

67) If demand hardly changes with a small change in price, we say the demand is ________.
A) variable
B) inelastic
C) value-based
D) at break-even pricing
E) market penetrating
Answer: B
Diff: 2 Page Ref: 302-303
Skill: Concept
Objective: 10-3
68) If demand changes greatly with a small change in price, we say the demand is ________.
A) variable
B) inelastic
C) value-based
D) elastic
E) fixed
Answer: D
Diff: 2 Page Ref: 303
Skill: Concept
Objective: 10-3

69) Price elasticity of demand is ________ divided by ________.

A) percent change in quantity demanded; percent change in price
B) demand; price
C) percent change in price; percent change in quantity demanded
D) the going price; the asking price
E) retail value; list price
Answer: A
Diff: 2 Page Ref: 303
Skill: Concept
Objective: 10-3

70) Buyers are less price sensitive in all of the following situations EXCEPT ________.
A) when the product they are buying is unique
B) when the product they are buying is high in quality
C) when substitute products are hard to find
D) when the total expenditure for a product is high relative to their income
E) when the product is exclusive
Answer: D
Diff: 2 Page Ref: 303
Skill: Concept
Objective: 10-3

71) The less ________ the demand, the ________ it benefits the seller to raise the price.
A) focused; more
B) elastic; more
C) elastic; less
D) constant; more
E) concentrated; more
Answer: B
Diff: 3 Page Ref: 303
Skill: Concept
Objective: 10-3
72) Dips in the economy and the instant price comparisons made possible by the Internet have
both contributed to ________.
A) decreased consumer price sensitivity
B) increased consumer price sensitivity
C) a less direct relationship between supply and demand
D) a more direct relationship between supply and demand
E) decreased brand loyalty
Answer: B
Diff: 2 Page Ref: 303
AACSB: Use of Information Technology
Skill: Concept
Objective: 10-3

73) In the aftermath of the Great Recession, consumers have become ________.
A) more value conscious
B) less value conscious
C) more interested in prestige pricing
D) less interested in price cutting
E) more loyal to prestigious products
Answer: A
Diff: 2 Page Ref: 303
Skill: Concept
Objective: 10-3

74) A company should set prices that will allow ________ to receive a fair profit.
A) resellers
B) producers
C) consumers
D) the market
E) competitors
Answer: A
Diff: 2 Page Ref: 304
Skill: Concept
Objective: 10-3

75) When companies set prices, the government and social concerns are two ________ affecting
pricing decisions.
A) external factors
B) internal factors
C) economic conditions
D) demand curves
E) temporary influences
Answer: A
Diff: 1 Page Ref: 304
Skill: Concept
Objective: 10-3
76) Amos Zook, an Amish farmer, sells organically grown produce. Often he will trade some of
his produce for dairy products produced by other Amish farmers. The sum of the values
exchanged for the produce is the ________.
A) price
B) cost-plus price
C) dynamic price
D) common value price
E) penetration price
Answer: A
Diff: 2 Page Ref: 290
AACSB: Analytic Skills
Skill: Application
Objective: 10-1

77) Trader Joe's offers an assortment of exclusive gourmet products at impossibly low prices.
These prices are not limited-time offers or special discounts. Instead, they reflect Trader Joe's
________ strategy.
A) everyday low pricing
B) cost-plus pricing
C) dynamic pricing
D) value-based pricing
E) cost-based pricing
Answer: A
Diff: 2 Page Ref: 293
AACSB: Analytic Skills
Skill: Application
Objective: 10-2

78) Xbox 360 decides to add a free subscription to XBOX magazine with every game bought in
an effort to differentiate its offering from PS3 games. This is an example of ________.
A) good-value pricing
B) add-on pricing
C) product-support pricing
D) value-added pricing
E) cost-based pricing
Answer: D
Diff: 2 Page Ref: 293
AACSB: Analytic Skills
Skill: Application
Objective: 10-2
Exploring the Variety of Random
Documents with Different Content
“I will send a telegram to my schoolmistress, Mrs Lyttelton,
and then take the next train to Hendon,” was Priscilla’s
remark.

“But is your schoolmistress at home?”

“I do not know; but somebody will be.”

“Do you want to go back to school in the holidays?”

“Not very specially; but I must go, so there is no use talking

about it. I felt so bewildered yesterday that I did not send a
telegram, as I might have done. But I know the servants
can put me up, and it will be all right—and you have been,
oh! so kind, Mr Manchuri.”

“Not at all, my dear Priscilla; not at all. The fact is, I have
never enjoyed a journey so much; your company has given
me real pleasure. And now what do you say—”

“Yes?” interrupted Priscilla.

“To coming to me to my house for a few days—even for a

night or so—instead of going back to Hendon?”

“To your house, Mr Manchuri?”

“Yes, my dear; you will have a hearty welcome there, and I

assure you it is quite large enough. I have got excellent
servants, who will look after you, and you won’t see much
of me except in the evening, and then perhaps you will
cheer me up a bit; and—and I want to show you what you
know, my dear—”

Priscilla turned first red and then white.

“I have told you why I cannot see that,” she said.

“That is the subject I want to discuss with you more fully.
Will you come back with me to Park Lane, and to-night? I
am an old man and lonely, and you, my dear little girl, have
stirred something within me which has never been stirred
for thirty years, and which I thought was quite dead. You
won’t refuse me, will you? That, indeed, would be a sin.
That would be putting a heart back once more into its
grave.”

Priscilla was startled at the words, and still more at the

expression in the old face; there was such a hungry,
pleading look in the eyes.

“Oh no,” she said simply, “I am not so bad as that. If you

want me like that—I, who am not wanted by any one else—
indeed, I will come.”
 Chapter Twenty One.
Confessions.

Mr Manchuri was a person who seldom had his soft moods;

but he was very kind to Priscilla. She found the house most
luxurious, and was allowed to do exactly what she liked in
it. The housekeeper, Mrs Wolf, petted her a good deal, and
the other servants were most respectful to her. She was
given a large, luxurious room to sleep in, and was allowed
to do what she liked with herself while Mr Manchuri was
busy all day long over his business affairs.

So one day lengthened into two, and two into three; and a
week passed, and still Priscilla was the guest of old Mr
Manchuri. It was a Sunday evening, the first Sunday after
her visit, when she and the old man were seated together,
and the old man put out his hand and touched hers and
said:

“There is a dress of Esther’s upstairs; it is all grey and long

and straight, and belongs to no special fashion, and I
believe if you put it on it would exactly fit you; and I think,
in this sort of half-light, if you came down to me in that
dress I should almost believe that Esther had returned.”

“But I can’t wear the dress,” said Priscilla, “because of that

which I have told you; nor can I see the portrait of your
Esther for the same reason.”

“Now, my dear,” said Mr Manchuri, “I won’t ask you to wear

the dress and I won’t show you the portrait of my child until
you yourself ask me to do so. But what I do want to say is
this: that whatever happens, I am your friend; and as to
your having done something that you call wicked—why,
there—I don’t believe it. What can a young girl who is not
yet seventeen have done? Why, look at me, my dear. I am
as worldly an old fellow as ever lived, and I have made a
capital good bit of business while at Interlaken. It is
connected with that secret that I hinted to you about when
we were on our way back from Interlaken.”

“Mr Manchuri,” said Priscilla, “what you have done in your

life cannot affect what I have done in mine. I have done a
very bad thing. It seems dreadful to me, and”—here she
looked at him in a frightened way—“you attract me very
much,” she said. “You have been so wonderfully kind to me,
and the thought of your Esther seems to give me a sort of
fascination towards you, and if you will let me I—I—should
like to tell you what I have done.”

“Ay?” said the old man, rubbing his hands. “Now we are
coming to the point.”

“You will send me away, of course,” said Priscilla; “I know

that. I know, too, that you will counsel me to do the only
right thing left, and that is to make a clean breast of
everything to Mrs Lyttelton.”

“She is your schoolmistress?”

“Yes.”

“Then it is something you have done at school?”

“That is it.”

“Oh, a schoolgirl offence—a scrape of that sort! My dear

young lady, my dear Priscilla, when you come to my age
you won’t think much of things of that sort.”
“I hope I shall never think lightly of them,” said Priscilla;
“that would be quite the worst of all.”

“Well, out with it now. I am ready to listen.”

“I want you to do more than listen,” said Priscilla. She took

one of his hands and held it in both of hers. “I want you to
be Esther for the time being. I want you to judge me as
Esther would judge me if she were here.”

“My God!” said the old man. “I cannot do that. I cannot look
at you with her eyes.”

“Try to, won’t you? Try to, very hard.”

“You move me, Priscilla. But tell me the story.”

“It implicates other people,” said Priscilla—she sank back

again in her seat—“and in telling you my share in it I must
mention no names; but the facts are simply these. I have a
great and very passionate love for learning. I am also
ambitious. I was sent to Mrs Lyttelton’s most excellent
school by an uncle in the country. He could not very well
afford to pay the fees of the school, and his intention was to
remove me from it at the end of last term. I ought to tell
you, perhaps, that I have a father in India; but he has
married a second time and has a young family, and he is
very poor. Uncle Josiah is my mother’s brother, and he has
always done what he could for me. But he is a rather rough,
uneducated man; in short, he is a farmer in the south-west
of England. Towards the end of the last term I received a
letter from him saying that he could not afford to keep me
at school any longer, and that I was to come back to him
and either help my aunt in the house-work—which meant
giving up my books and all my dreams of life—or that I was
to be apprenticed to a dressmaker in the village.
“Now both these prospects were equally odious to me. I
struggled and fought against them. The suffering I endured
was very keen and most real. Then, just when I was most
miserable, there came a temptation. By the very post which
brought me the dreadful letter from my uncle Josiah, there
came a letter to another girl in the school who was most
keenly desirous to leave it. I cannot mention the girl’s
name, but she was told that unless she won the first prize
for literature at the break-up she was to remain for another
year. You see, Mr Manchuri, this was the position. One girl
wanted to go; another girl wanted to stay. Now I wanted to
stay, oh! so tremendously, for another year at school would
give me a chance which would almost have been a certainty
of getting a big scholarship, which would have enabled me
to go from Mrs Lyttelton’s school to Girton or Newnham,
and from there I could have continued my intellectual life
and earned my bread honourably as a teacher.”

“This is quite interesting,” said Mr Manchuri. “And what

happened? You are still at school—at least, so you tell me.”

“Yes,” said Priscilla, “I am still at school; I am there because

I—sinned.”

“How, child? Speak, Priscilla; speak.”

“There was another girl in the school, and she was

wonderfully clever. I must not tell you her name. She
managed the thing. She managed that the girl who wanted
to leave the school should get the prize for literature, and
that I should stay for a year longer at Mrs Lyttelton’s.”

“But how? How could she do it?”

“She was so marvellously clever that she did do it—of

course with my connivance.”
“Oh, with your connivance. How?”

“Well, you see, I could write better essays than most girls in
the school, and—and—it was arranged, and—and I
consented to give up my essay to the girl who wanted to
go, and to allow her to put her signature to it, and I took
her essay and put my signature to hers. So she got the first
prize for literature and left the school, and I stayed on, my
reward being that my fees were to be paid for the ensuing
year. That is the wicked thing I have done, and it has sunk
into my heart and has made life unendurable.”

“Thank you; thank you very much,” said Mr Manchuri.

Priscilla bowed her head. The old man started up and began
to pace up and down the room. After a time he went up to
the girl, just touched her on her bowed head, and said very
gently: “We will judge this thing, if you please, in the
presence of my daughter Esther. Come with me now to her
room; you shall see her. The portrait of her is so good that
you will almost feel that you are looking at her living self.”
Priscilla rose tremblingly. She was weak and exhausted in
every limb, but it seemed to her that a powerful hand was
drawing her forward, and that she had very little will to
resist. Mr Manchuri took the girl up to a room on the first
floor. It was a beautifully large room, but scantily furnished.
He lit some candles that had been previously arranged in
front of a large picture which stood on an easel. This picture
had been painted by one of the great portrait-painters of
thirty years ago. It was a most speaking likeness, and
Priscilla, when first she saw it, started, turned very white,
and clasped Mr Manchuri’s hand.
“Why, it is I!” she said; “it is I! I have seen myself like—like
that in the glass.”

Mr Manchuri drew a deep breath of relief.

“Didn’t I know it?” he said. “Didn’t I say that you were like
her? And see—she smiles at you.—You forgive Priscilla,
don’t you, Esther? Smile at her again, Esther, if you forgive
her.” The smile on the young face of the girl who had so
long been dead seemed to become more pronounced, more
sweet, more radiant.

“There,” said Mr Manchuri, “Esther has judged just as God

does, I take it; and the thing is forgiven as only God
forgives; but what you have to do, Priscilla Weir, is this. You
have to put yourself right with your schoolmistress, and in
doing so you cannot, in any justice, shield your
schoolfellows. I am no fool, dear girl, and I know their
names well enough. One of them is that Miss Lushington
whom I met at the Hotel Belle Vue, and the other—the girl
who arranged the plot and carried it through with such
cleverness—is no less an individual than my little quondam
friend, Annie Brooke. You see, my dear, there is no genius
in my making this discovery, for I have heard them both
talk of Mrs Lyttelton’s school, and Miss Brooke often
entertained me in the most charming way by giving me a
minute description of Miss Lushington’s talents and how she
won the great literature prize. Little, little did I then guess
that I should be so much interested in you, my dear. We will
leave Esther now. Come downstairs with me again.”
 Chapter Twenty Two.
Contrary Influences.

Annie’s high spirits continued with her during all the

somewhat hot journey from Interlaken to Zermatt. She
was, in truth, the life of the party, and kept every one in the
best possible humour. Her charm was undoubted, and her
apparent unselfishness made her invaluable. Even Parker
acknowledged that there never was such an obliging young
lady, or such a thoughtful one, as Miss Annie Brooke. Mabel
could groan at the heat. Lady Lushington grumble and
complain, even Parker herself could give way to
insupportable headache, but nothing, nothing daunted the
unflagging good-humour of Annie Brooke. Had she not the
eau-de-Cologne handy for poor Parker’s head? Could she
not chat cheerfully to Lady Lushington and make her laugh,
and could she not insist on Mabel’s having the seat where
she was at once protected from too much draught and yet
not exposed to the full glare of the August sun?

When they reached the hotel, too, it was Annie who chose,
without a moment’s hesitation, the one uncomfortable room
of the little suite which was set apart for Lady Lushington’s
party.

“Nothing matters for me,” said Annie. “I have got unflagging

health, and I am so happy,” she said. “Every one is so kind
to me.”

“You really are a dear little thing,” said Lady Lushington

when Annie herself entered that lady’s room bearing a cup
of tea which she had made from Lady Lushington’s own
private store, and which smelt so fragrant and looked so
good. “Oh, my dear Annie,” continued the good lady—“I
really must call you by your Christian name—I never did
find any one quite so pleasant before. Now if Mabel had not
been such a goose as to get that literature prize, which I
verily believe has swamped every scrap of brain the poor
girl ever possessed, I could have had you as my little
companion for a year. How we should have enjoyed
ourselves!”

“Oh, indeed, how we should!” said Annie, a bitter sigh of

regret filling her heart, for what might she not have made
of such a supreme opportunity? “But,” she added quickly,
“you would not have known me then, would you? You would
never have known me but for Mabel.”

“It is one of the very luckiest things that could have

happened to me—Mabel wishing that you might join us,”
said Lady Lushington. “You are the comfort of my life; you
are worth fifty Parkers and a hundred Mabels. Yes, is the
exact right angle for the pillow, my dear. Thank you so
much—thank you; that is delicious, and I think I will have a
biscuit. What a glorious view we have of Monte Rosa from
the window!”

“Oh yes,” said Annie, “isn’t it lovely?”

“By the way, Annie, you are quite sure that Mabel is taking
care of those pearls of hers. We have to thank you too, you
clever little thing, for discovering them. I am quite under
the impression that I have come by a good bargain in that
matter.”

“I am sure you have, dear Lady Lushington; and the pearls

are quite, quite safe.”

“I knew you would see to it, dear; you are so thoughtful

about everything. By the way, I have already seen on the
visitors’ list the name of a certain Mrs Ogilvie. If she is my
friend I should like to show her the necklace.”

Annie felt her heart nearly stop for a minute. “Of course you
must show it,” was her gentle response; “and I will see that
dear Mabel takes care of the precious things.”

“Well, you can go now, darling; you have made me feel so

nice, and this room is delicious. Really, the journey was
trying. It is horrible travelling in this intense heat, but we
shall do beautifully here.”

Annie tripped out of the room and went straight to Mabel’s.

Mabel’s room was not nearly as good as the one which Lady
Lushington occupied, but still it was a very nice room, with
two large windows which opened in French fashion and had
deep balconies where one could stand and look into the
very heart of the everlasting hills. Parker’s room was just
beyond Mabel’s, and Annie’s was at the back. It was
arranged that Parker should be within easy reach of her
mistress and her young lady, and self-forgetful Annie
therefore selected the back-room. She had no view at all;
but then, what did views matter to Annie, who was blind to
all their beauty? Mabel was alone. She felt very hot and
dusty after her journey, and had just slipped into a cool,
white dressing-gown.

“Let me take down your hair, dear May,” said Annie, “and if
you sit in that deep arm-chair I will brush it for you. Isn’t it
nice here, May?”

“Yes,” replied Mabel, “I suppose it is; only you have a horrid

small room, Annie.”

“I don’t care a bit about that,” said Annie. “I am not going

to be much in it except to sleep, and when one is asleep
any room suffices. But, May, I want to talk to you.”
“What about?” said May. “Anything fresh?” Annie carefully
shut the door which communicated between Mabel’s room
and Parker’s.

“It is this,” said Annie; “Your aunt Henrietta has been

talking to me about the pearl necklace, and says she hopes
you have it safe.”

“Well, yes,” said Mabel, with a yawn; “it is quite absolutely

safe, isn’t it, Annie?”

“Yes; but this is the crux: I thought she would have

forgotten all about it, but she evidently hasn’t, and she says
she thinks a friend of hers—a Mrs Ogilvie—is staying in the
hotel, and if so, she would like to show it to her.”

“Oh, good gracious!” said Mabel, springing to her feet, and

knocking the brush out of Annie’s hand in her excitement;
“and if such a thing happens—and it is more than likely—
what is to become of us?”

“If such a thing happens,” said Annie with extreme

coolness, “there is only one thing to be done.”

“Oh Annie, what—what?”

“We must pretend that we have lost it. So many people are
robbed nowadays; we must be robbed also: that is all
Parker is supposed to have charge of it; you must confess
that you never gave it to Parker, but put it into the lid of
your trunk. You must lose one or two other things as well.
You must have your story ready in case Mrs Ogilvie is in the
hotel.”

“Oh! I don’t think I can stand any more of this,” said poor
Mabel. “You seem to lead me on, Annie, from one
wickedness to another. I don’t know where it is to end.”
“You must obey me in this,” said Annie with great
determination.

“Oh, we are both lost!”

“We are nearly out of the wood; we are not going to lose
our courage at the supreme moment. Come now, Mabel,
don’t be absolutely silly; nothing may happen. But if
anything happens, you must be prepared to do what I tell
you.”

“You have an extraordinary power over me,” said Mabel. “I

often and often wish that I had not yielded to you at that
time when Aunt Henrietta wrote me that letter and I was so
cross and disappointed. I think now that if you had not been
present I should be a happier girl on the whole. I should be
going back to the horrid school, of course, and Priscie would
have left; but still—”

“Come, come,” said Annie, sitting down determinedly on a

low chair by her friend’s side. “What is the matter with you?
I really have to go over old ground until things are quite
disagreeable. What have you not won through me? A whole
year’s emancipation, a jolly, delightful winter, a pleasant
autumn at the Italian lakes and in Rome and Florence. I
think, from what she tells me, Lady Lushington means to go
to Cairo for the cold weather. Of course you will go with her.
Think of the dresses unlimited, and the balls and the fun,
and the expeditions up the Nile. Oh, you lucky, you more
than lucky Mabel! And then home again in the early spring,
and preparations for your great début taking place, your
presentation dress being ordered, and all the rest. Imagine
this state of things instead of pursuing the life which your
poor faithful little Annie will lead at Mrs Lyttelton’s school!
And yet you blame me because you have to pay a certain
price for these enjoyments.”
“I do blame you, Annie; I can’t help it. I know it all sounds
most fascinating; but if you are not happy deep down in
your heart, where’s the use?”

When Mabel said this Annie looked really alarmed.

“But you are quite happy,” she said. “You are not going to
follow that idiotic Priscie. You are not going to get a
horrible, troublesome conscience to wake itself up and
torment you over this most innocent little affair.”

“I will go through it, of course,” said Mabel. “It seemed very

bad at the beginning, but the amount of badness it has
risen to now shocks even me. Still, I will go through that,
for I cannot go back. As to Priscie, I am convinced she
would rather be apprenticed as a dressmaker than live as
she is doing with that load on her conscience.”

“Oh, bother Priscie!” cried Annie. “She is one of those

intolerable, conscientious girls whom one cannot abide. All
the same,” she added a little bitterly, “she took advantage
of my talent as much as you did, Mabel.”

Mabel sighed, groaned, struggled, but eventually yielded

absolutely to Annie’s stronger will, and it was definitely
arranged between the two girls that Mabel was to be fully
prepared to declare the loss of her necklace if Mrs Ogilvie
was proved to be in the hotel.

“If she is not it will be all right,” said Annie; “for I know
your aunt Henrietta pretty well by this time, and she will
have other things to occupy her mind. We can soon find out
if the good woman is there through Parker.”

“I don’t think I would consult Parker if I were you,” said

Mabel. “She talks a great deal to Aunt Henrietta, and of
late, somehow, I have rather imagined that she is a little
suspicious.” Annie soon afterwards retired to her own room,
but not like Mabel and Lady Lushington, to rest. Those who
follow crooked ways have seldom time for rest, and Annie
Brooke was finding this out to her cost. She was really
exceedingly tired; even her strength could scarcely stand
the strain of the last few weeks. Priscilla’s misery, Mabel’s
recklessness, Lady Lushington’s anger with regard to Mrs
Priestley’s bill, the terrible possibility of being found out—all
these things visited the girl, making her not sorry for her
sin, but afraid of the consequences. Then, too, in spite of
herself, she was a little anxious with regard to Uncle
Maurice. There was always a possibility—just a possibility—
that Uncle Maurice might be as bad as that tiresome John
Saxon had declared him to be; and if so, was she (Annie)
kind about it all? A great many things had happened, and
Annie had sinned very deeply. Oh, well, she was not going
to get her conscience into speaking order; that mentor
within must be kept silent at any cost.

Still, she was too restless to lie down on her bed, which,
indeed, was not specially inviting, for the room was a most
minute one, and looked out on a wall of the hotel, which, as
with most great foreign hotels, surrounded a court. Not a
peep of any glorious view could be seen from Annie’s
window, and the hot western sun poured into the little
room, making it stiflingly hot; and she could even smell the
making of many dishes from the kitchens, which lay just
beneath her windows.

So she changed her dress, made herself look as neat and

fresh as possible, and ran downstairs into the great, cool
hall.

It was delicious in the hall. The doors were wide-open, the

windows also stood apart, and in every direction were to be
seen peeps of snow-clad mountains soaring up far into the
clouds. Even Annie was touched for a minute by the
glorious view. She went and stood in the cool doorway, and
was glad of the refreshing breeze which fanned her hot
cheeks.

Business, however, must ever be foremost. She was pining

for a cup of tea, but it was one of Lady Lushington’s
economies never to allow extra things to be ordered at the
hotel. She had tea made for herself and her party in her
room every day, and therefore kept strictly to the pension
terms. Annie, however, suddenly remembered that she
herself was the proud possessor of eighty pounds. Surely so
wealthy a young lady need not suffer from thirst. She
accordingly called a waiter and desired him to bring her thé
complet. This he proceeded to do, suggesting at the same
time that the young lady should have her tea on the
terrace.

The broad terrace was covered by an enormous veranda,

and Annie found it even more enjoyable outside than in.
She liked the importance of taking her tea alone, and was
particularly gratified when several nice-looking people
turned to look at her. She was certainly an attractive girl,
and when her cheeks became flushed she was almost
pretty. The waiter came up and asked her for the number of
her room. She gave it; and he immediately remarked:

“I beg your pardon, madam; I did not remember that you

belonged to Lady Lushington’s party.”

“Yes; but I wish to pay for this tea myself,” said Annie, and
she produced, with considerable pride, a five-pound note.

The man withdrew at once to fetch the necessary change.

As he did this a party of travellers who had evidently only
just arrived turned to look at Annie. There was nothing very
special about her action; nevertheless the little incident
remained fixed in their memories. They had heard the
waiter say, “You belong to Lady Lushington’s party.” The
note of wonder was struck in their minds that a girl of
Annie’s age and in the care of other people should pay for
her own tea. Annie, however, collected her change with
great care, counting it shrewdly over and putting it into her
purse.

She then re-entered the lounge. When she did so the lady
who was seated near her turned to her husband and said:

“Is it possible that Lady Lushington is here?”

“It seems so,” said the gentleman; “but we can soon

ascertain, my dear, by looking at the visitors’ list.”

“I shall be exceedingly pleased if she is,” said Mrs Ogilvie,

for it was she. “I have not seen Henrietta Lushington for
two or three years. She used to be a great friend of mine.
But what in the world is she doing with that girl?”

“Why should not Henrietta Lushington have a girl belonging

to her party?” was Mr Ogilvie’s response. “There is nothing
the matter with that fact, is there, Susan?”

“Oh, nothing; and I know she has a niece, but somehow I

never thought that the niece would look like that girl.”

“Why, what in the world is the matter with her? I thought

her quite pretty.”

“Oh, my dear Henry! Pretty perhaps, but not classy; not for
a moment the style of girl that Lady Lushington’s niece
would be expected to be. And then her paying for her own
tea—it seemed to me slightly bad form. However, perhaps
the girl does not belong to our Lady Lushington at all.”
Meanwhile Annie was doing a little business on her own
account in the great hall. She had got possession of the
visitors’ book, and was scanning the names of the visitors
with intense interest. Nowhere did she see the name
Ogilvie, and in consequence a great load was lifted from her
heart. She ran up in high spirits to Mabel’s room.

“No fear, May; no fear,” she said, skipping about as she

spoke. “Mrs Ogilvie is not here at all; I have looked through
the list.”

“Well, that’s a comfort,” said Mabel, who was lying on her

bed half-asleep before Annie came in. “But what a restless
spirit you are, Annie! Can you ever keep still for a minute? I
was certain you were asleep in your room.”

“You could not sleep much yourself in my room, darling. It

is a little hot and a little—dinnery. Not that I complain; but
there is a magnificent hall downstairs, and such a terrace!
And, do you know, I received a wee present of money a
couple of mornings ago from darling Uncle Maurice, so I
treated myself to some tea. I was thirsty. I had it all alone
on a little table on the terrace. I can tell you I felt
distinguished.”

“You poor dear!” said Mabel. “Why, of course you ought to

have had tea when we had it. I will say this for you, Annie,
that you are the queerest mixture I ever came across. You
have—oh, you know the side to which I allude; but then, on
the other hand, you are the most absolutely unselfish
creature that ever lived. Why, even Parker has been
enjoying delicious tea, and we never thought of you at all.”

“Poor little me!” said Annie. “Well, it doesn’t matter, for, you
see, I thought of myself. Now I will leave you. Be sure you
make an effective toilet to-night. There are really some very
nice-looking people downstairs; we shall have a jolly time at
this hotel. What a good thing it is we got rid of Priscie! She
made us look so odd and peculiar.”

“I suppose the poor thing is bored to death at Hendon by

this time,” said Mabel.

“Oh no, she is not quite there yet; she will have plenty of
time to think of her conscience while she is at Hendon. And
now you and I will forget her.”

Annie spent the next hour or two on the terrace—where she

pretended to read—and looked at the different visitors as
they came in and out of the hotel. She went up in good time
to her bedroom, and Parker, who was always exceedingly
particular with regard to the dress of both the young ladies,
arrayed her on this occasion in a dress of the softest,
palest, most becoming blue crêpe-de-Chine. This demi-
toilet, with its elbow-sleeves and lace falling away from the
young, round throat, was absolutely the most becoming
garment Annie could possibly wear. It seemed to add to the
blue of her blue eyes and to bring out the golden shades of
her lovely hair.

She felt as she entered the great salle-à-manger that she

was looked at very nearly as much as Lady Lushington and
Mabel. They had a pleasant little dinner in one of the great
bay windows, which commanded a glorious view of the
Alps; and during dinner Lady Lushington was her most
charming self, and continued to be exceedingly friendly to
Annie.

It was not until the meal had nearly come to an end that a
remark was made which caused both girls to feel slightly
uncomfortable. Lady Lushington turned to Mabel.

“My dear Mabel,” she said, “I am really rather annoyed.”

“What about, auntie?”

“Oh, please don’t be annoyed this glorious evening,”

interrupted Annie; “we are so happy and you are so sweet.
I thought perhaps we might have coffee on the terrace; I
know the very table where we can sit and we can watch the
moon sailing up from behind that great mountain—I cannot
possibly remember its name; I am not good at all at
names.”

“We will have coffee on the terrace if I wish it, Annie

Brooke. In the meantime I want to say what I have to say.”

No one knew better when she was snubbed than Annie. She
immediately retired into her shell and looked very modest
and pretty—something like a daisy when it droops its head.

“I have been asking Parker about the jewels,” continued

Lady Lushington, turning to her niece, “and she assures me
you did not give her the necklace to put away with the other
things.” Mabel coloured.

Annie said at once, “Mabel dear, did you not put it into the
tray of your trunk? You know I asked you to be sure to give
it to Parker.”

“I was in such a hurry at the last minute, I had not time;

but it is quite safe in my trunk,” said Mabel.

“Well, I hope it is,” said Lady Lushington; “but it is a foolish

and dangerous thing to do; and, Annie, I thought you would
see that Parker had the necklace. However, no matter now;
you will give it, Mabel, to Parker to-night. It is not safe to
have valuable jewels lying about in these hotels. You know
that there is a notice in every room that the proprietors will
not consider themselves liable if they are lost. No one can
tamper with the jewel-case, however, when it is under
Parker’s care.”

The girls murmured something, and the subject was

dropped. They then all went out on the terrace. They had
not been there more than a minute or two when a lady was
seen to emerge from a shadowy corner and advance
towards Lady Lushington. There was an affectionate
interchange of greetings, and Annie whispered to Mabel to
come away.

“How tiresome!” said Mabel. “When once Aunt Henrietta

gets hold of an old friend she is good for nothing. Now she
won’t take us anywhere and we shall be as dull as ditch-
water.”

“Oh, nonsense, Mabel! We will make friends on our own

account. What a good thing the friend is not Mrs Ogilvie!”

“How can you tell that she isn’t?” said Mabel. “Why, of
course she isn’t; Mrs Ogilvie’s name is not on the visitors’
list.”

The girls paced up and down.

“I got a great fright at dinner,” said Mabel after a pause;

“but you helped me out of it as usual.”

“Yes; but it was an awkward moment,” said Annie. “I didn’t

for a moment suppose that your aunt would keep on
thinking of that necklace. I hope she won’t insist on seeing
it. I am afraid, after all, even though Mrs Ogilvie is not here,
we must manage to lose it.”

“Oh! I shall go wild if I have to go through that sort of

thing,” was Mabel’s answer.
“Besides,” continued Annie, “the friend your aunt met may
be another of those women who adore looking at bargains
and old-fashioned gems. I am certain we shall have to lose
it; there is no other possible way out.”

“And I know I shall die in the process,” said Mabel. “I feel

myself quite wasting away.”

“You are too silly,” said Annie. “You look as bonny as ever
you can look, and there isn’t a scrap of any appearance of
decline about you.”

It was at that moment that Lady Lushington’s voice was

heard calling in the darkness, “Mabel, come here!”

“Now what does she want?” said Mabel.

“Come with me, for goodness’ sake, Annie! I can’t walk a

single step of this tortuous way without your help.”

“Really, Mabel,” said Annie, “you are using quite a poetic

expression. Your character of a poetess will be established,
my dear, if you continue to speak in that vein.”

“Mabel!” said her aunt.

“I will help you through your tortuous way,” laughed Annie;

and the girls advanced arm-in-arm.

“Mabel,” said Lady Lushington, “I have the pleasure of

introducing you to my dear friend Mrs Ogilvie.”

Poor Mabel gave a start; but for Annie’s supporting arm, big
as she was, she might have fallen.

The terrace was lighted with Japanese lanterns, which

swayed slightly in the faint breeze. These cast lights here
and there, and immense shadows in other directions. Annie
and Mabel had now got into the light. Lady Lushington
moved a step or two, bringing Mrs Ogilvie forward as she
did so, and the four figures were all distinctly visible.

“Which of these girls is your niece, my dear Henrietta?” said

Mrs Ogilvie.

“This is my niece, Susan,” was Lady Lushington’s response;

and Mabel felt her hand clasped by a kindly but firm palm.
She looked into the eyes of a tall woman with a pleasant
expression of face, who was becomingly dressed in black
lace.

This lady had hair turning grey, and a face which did not
show the slightest trace of being made up. She might have
been fifty years of age.

“I must also introduce you,” said Lady Lushington, “to our

little friend Miss Brooke. Miss Brooke: Mrs Ogilvie.”

Annie’s hand was also held for a minute, and Annie instantly
remembered that she had sat next this lady when she was
enjoying her tea on the terrace, and that Mrs Ogilvie had
seen her pay for her own meal. But she could not allow this
trifling circumstance to worry her on the present occasion;
there were too many other rocks ahead.

“We will go into the hall in a minute or two,” said Lady

Lushington; “and then, Mabel, you will go upstairs, please,
and bring down the pearl necklace which I bought at
Interlaken. Mrs Ogilvie is so much interested in antique
gems and old settings that I was telling her about it.”

“You sometimes do pick up good things,” said the lady, “in

out-of-the-way places. From what you tell me, Henrietta,
you seem to have hit upon a bargain.”
“I must be just,” said Lady Lushington. “I should never even
have heard of the necklace but for this dear, clever little
girl, Miss Brooke. It was she who discovered it.”

Mrs Ogilvie glanced for a minute at Annie. Annie’s eyes

were raised and fixed on the good lady’s face.

“How lovely it is here!” said Mrs Ogilvie after a pause. “I

think the peace of nature the most soothing thing in all the
world. Don’t you, Miss Brooke?”

Annie said “Yes,” uttering the word with a little gasp. She
was wondering in her heart of hearts what to do next.
Whatever happened, she must rush upstairs with Mabel.
How could she have overlooked Mrs Ogilvie’s name in the
visitors’ list? But Mrs Ogilvie’s next words explained the
circumstance.

“We too are fresh arrivals,” she said. “We must have come
by the very next train after you, Henrietta.”

“Oh dear!” thought Annie. “If you only would have stayed
away! How one does get pursued by all sorts of contrary
influences when one is just hoping that one is out of the
wood! The peace of nature indeed! Much peace it gives to
me.”

“It is getting a little chilly here,” said Lady Lushington. “I

think, if you don’t mind, Susan, we will go indoors.—Girls,
you can follow us in a few minutes.”

Annie gave a deep sigh of relief. Not a word about the

necklace. Perhaps there might be a few hours’ reprieve.
Perhaps it would not be mentioned again until the morning.

The two elderly ladies moved slowly together into the

house, and the girls were left alone.
“Didn’t I tell you,” said Mabel, “that she would be sure to be
here? Isn’t it just like our bad luck?”

“We must go through with it,” said Annie.

“Perhaps it is best in the end. Of course there will be a

commotion and a great fuss, but nothing ever can be
discovered.”

“I know what they will do,” said Mabel, in an agony of

terror. “They will search all the jewellers’ shops at
Interlaken, and of course it will be found. Oh Annie, I am fit
to die!”

“You must compose yourself,” said Annie; “things are not

quite as bad as that. We should indeed be in a desperate
hole if I had sold the necklace to a jeweller at Interlaken;
but I did nothing of the sort.”

“Then you didn’t sell it at all? You have it all the time?”

“Now, Mabel, what nonsense you talk! Didn’t I show you

three ten-pound notes, and didn’t I send them to Mrs
Priestley?”

“Oh, I am bewildered!” said poor Mabel.

“Why did I ever pose as a genius? I am sure I have no head

at all for the complications of wickedness.”

“You are very complimentary to me, I must say,” said Annie.

“But listen; I will calm your poor, palpitating little heart. I
did a splendid thing; I sold the necklace to Mr Manchuri.”

“Who on earth is Mr Manchuri?” said Mabel.

“Mabel, you really are silly. He is the dear old Jewish
gentleman who took Priscilla Weir home.”

“And why did you give it to him?”

“Because, my dear, I invariably use my eyes and my ears

and, if possible, my tongue; and I made a discovery with
regard to Mr Manchuri. He owns a big jeweller’s shop in
Bond Street; therefore why should not he have the
necklace? So you see it is safe out of Switzerland by this
time.”

“And,” continued Mabel, “he gave thirty pounds for it?”

“Oh, he didn’t think much of it,” said Annie. “Still, he gave

me that, and I was glad to close with the offer.”

“Well,” said Mabel, “it is a certain relief to know that it won’t

be found in any of the shops in Interlaken.”

“It is a very great relief,” said Annie. “And now our object is,
if possible, to make little of it to Lady Lushington. I think I
can manage that; but come upstairs, won’t you? I am
certain your aunt won’t say anything more about the stupid
old thing this evening.”

“I hope not, I am sure,” said Mabel. “But don’t go in for a

minute or two, Annie, for the omnibus has just arrived, and
we may as well watch the fresh visitors.”

The girls came forward towards the deep porch. The large
green-and-gold omnibus, with the words ‘Beau Séjour’
painted conspicuously on its sides, drew up with a clatter
and fuss in front of the hotel. Waiters and servants of
different sorts darted out to assist the visitors to alight. The
omnibus was nearly full, and there was a quantity of
luggage on the roof. Ladders were put up to get it down,
and the girls watched the proceedings with intense
amusement—the pearl necklace forgotten, all cares for the
moment laid aside. They made a pretty pair as they stood
thus side by side. Annie, in her ethereal blue dress, might
have been taken for that sweetest of all flowers, the blue
forget-me-not; Mabel, in her purest white, for the stately
lily.
So thought for a brief instant a certain young man as he
alighted from the omnibus; but the next moment his face
changed. A hard expression came into his eyes. He came
straight up to Annie Brooke.

“I have come for you, Annie,” he said.