been adapted by leading manufacturers of
machines, who call their mechanics or assemblers
together at intervals and have the most

expert among them show how they conduct
operations in which they have attained special
skill.

_In the training of salesmen imitation has
received its widest application in teaching new
men the elements of salesmanship; in showing
them how to make the individual sale; in giving
old men the best and newest methods--all by
imitation_.

Not only is the recruit to the selling ranks
in formal schools given repeated examples of
the most effective ways to approach customers,
to demonstrate the house goods and secure the
order; but the more progressive companies,
after this preliminary instruction, assign him
to a training ground where he accompanies
one of the company's best salesmen and
merely observes how actual sales are made.
Then the new man is sent out alone; usually
he fails to secure as large an order as the
house wants. Again the star salesman takes
him in hand, analyzes the student's approach
and demonstration, points out their weaknesses
and, going back with the new man,