is given to these contests and the interest of
the men sustained by changing the terms of
the competition. One month the chief prize
will be given to the salesman who secures his
quota at the earliest date; next month the

award will be for the individual who first obtains
a fixed sum in orders, usually $2500;
leadership the third month will go to the man
who gets the highest per cent of his quota
during the entire period; again, the honor will
fall to the agent whose net sales total the
greatest for the month.

_Further changes are rung and the inspirational
effect of the contest immensely increased by enlarging
the conditions so that every third or
fourth agent is able to qualify for the month's
honors and a prize_.

Here, for instance, besides the prize for
the first agent selling $2500, there will be
prizes--like hats, umbrellas, and so on--for
every man who closes $2500 in orders before
the twentieth of the month, with the attendant
publicity of having his portrait and his record
printed in the house organ which goes to
every agent in the field and every department
and executive at the factory. Before leaving
the individual contests, mention should be