to the signing minute, and show him where
to sign. _*What you say_ is about half the trick:
_*how you say it_ is the convincing part--the
thing the slowest man in the force by watching
you can learn more quickly than the smartest
could work out at home.''

The result of that conference was one of
the earliest organized training schools for
salesmen in the country. It was an unconscious,
but none the less certain, utilization
of the instinct of _*imitation_ for increasing the
efficiency in employees. Since then, business
has borrowed many well-recognized principles
from psychology and pedagogy and adapted
them to the same end.

Many important houses have grafted the
school upon their organizations and _*teach_
not only raw and untrained employees, but
provide instruction calculated to make workmen
and clerks masters of their jobs and also
to fit them for advancement to higher and
more productive planes. Teaching is by example
rather than by precept, just as it was
in the old apprentice system.

_The newer method uses even more than the
older a perfect example of the process and the