makes the right kind of approach and secures
a satisfactory order. For the beginner this is
the most vivid lesson in salesmanship; he
cannot but model his next selling effort on the
lines proved so effective.

The use of imitation, however, is carried
further. In the monthly or semiannual district
conventions of salesmen which most big
organizations call, the newest and most effective
selling methods are staged for the
instruction both of new men and veterans.
The district leader in sales, for example, or
the man who has closed an order by a new or
unusual argument is pitted against a salesman
equally able, and the whole force sees
how the successful man secured his results.

_Educational trips to other factories were
employed by several firms to stimulate mental
alertness and the instinct of imitation in their
men. These trips usually supplemented some
sort of suggestion system for encouraging employees
to submit to the management ideas for
improving methods, machines, or products_.

Cash payments were made for each suggestion

adopted, quarterly prizes of ten to fifty dollars