and profitable activity.

In succeeding chapters will be described
specific methods, many of which are employed
by individual firms, but which could be utilized
by other business men, to insure their own efficiency
and that of their employees. The experiences
of many successful houses will be linked
to the laws of psychology to point the way that
will bring about greater results from men.



CHAPTER II

IMITATION

AS A MEANS OF INCREASING HUMAN
EFFICIENCY

TWENTY years ago the head of an industry
now in the million-a-month
class sat listening to his ``star'' salesman.
The latter, in the first enthusiasm of
discovery and creation, was telling how he had
developed the company's haphazard selling
talk and had taken order after order with a
standard approach, demonstration, and summary
of closing arguments. To prove the
effectiveness of ``the one best way,'' he challenged