achievements is the commonest acknowledgment
of their success, though posting the
names of the winners in various parts of the
establishment is the method employed by
smaller houses.

_Many important houses use competition as
part of their regular equipment for handling
and energizing men_.

Particularly is this true of manufacturers
and distributors of specialties, patented machines,
trade-marked goods and lines, and
wholesalers whose travelers are selling in
territories where conditions are generally the
same. Several firms of this sort make con-

scious and elaborate use of the instinct of
competition in their ordinary scheme of management.

A concrete and typical illustration of its
application to selling is afforded by the
experience and the undoubted success of one
of the largest specialty houses which distributes
its products direct to the consumer.
The sales force numbers about 500 men, and
executives of wide experience declare that the
organization is, of its size, the most efficient
in the United States. Analysis of this company's
methods is most illuminating and suggestive