greater than that displayed by their fellows,
or by all-round mastery of their trades which
enable them to show their less efficient mates
how any and all operations should be conducted.

This focusing of attention upon individuals
worthy of imitation has been carried much
farther by various companies. Through their
``house organs''--weekly or monthly papers
published primarily for circulation within the
organization--they make record of every
incident reflecting unusual skill, initiative, or
personal power in an individual member of
the organization.

A big order closed, a difficult contract
secured, a complex or delicate operation performed
in less than the usual time, a new personal
record in production, the invention of
an unproved method or machine--whatever
the achievement, it is described and glorified,
its author praised and held up for emulation.
This, indeed, is one of the methods by which
the larger sales organizations have obtained
remarkable results.

_Graphically told, the story of an important
sale with the salesman's picture alongside makes
double use of the instinct of imitation. It