quota, a little above the monthly average
of all agencies the previous year, reckoned
against their total urban populations. In
``rush'' months, this quota is advanced from
fifteen to forty per cent, as the judgment of the
sales manager dictates. If general and trade
conditions lead him to believe, for instance,
that the month of May should produce

$1,000,000 in orders, while the sum of the
usual quotas is $800,000, he calls for an over-
plus of twenty per cent. The territory containing
one per cent of the total urban population
of the country, as reckoned, would then be
expected to make sales equal to $10,000. This
would be the agency quota for the month,
and the first and most important task of the
agent would be to secure it.

_Because all quotas, both normal and special,
are figured on the productive population of the
territories and standings may be calculated by
percentages, it follows that all agents are on terms
of equality_.

This is essential in a contest for individual
leadership as well as in team or organization
matches. For at least eight months of the
year, there is such a competition for the best
selling record in the entire force. Variety