because every phase of the instinct
of competition has been exploited to the
advantage of both the house and its employees.

The medium of competition is a series of
contests--monthly, quarterly, even yearly which
bring into play all the motives urging
individuals to maximum effort and industry desire
to beat bogy, ambition to win in individual
contest with immediate neighbors and
against the whole organization, team spirit in

the matching of one group of agencies against
another group, and finally organization spirit
in the battle of the whole force to equal or
surpass the mark which has been set for it.

_The first and basic contest here is that of the
individual salesman against his bogy or ``sales
quota_.''

This quota, the monthly amount of business
which each agency should produce, has
been worked out with great care and has a
scientific foundation. Since the great bulk
of sales are made to retail merchants, the
possibilities of each territory are determined
by reckoning the total population of all towns
containing three retailers rated by commercial
agencies. For normal months there is a standard