made of the ``star'' club of agents who sell
$30,000 or more during the year; the presi-

dency going to the agent who first secures
that total, the other official positions falling
to his nearest rivals in the order in which
they finish.

The team and organization contests are
usually carried on simultaneously with the
individual competitions. These range from
matches between the forces of the big city
offices, like New York, Chicago, and St. Louis,
upward to district contests in which each team
represents from thirty to fifty salesmen and
finally to international ``wars'' where the
American organization is pitted against all
the agents abroad. Challenges from one
district to another usually precipitate the
district competitions; once a year there is a
three months' general contest in which all the
districts take part for the championship of the
whole selling force.

_To announce contests is a simple matter;
to organize and execute them so that they are of
benefit is much more difficult_.

Unless the interest of the men is focused on
the contests, they are not worth while. To