make them successful the firm under consideration
utilized the following devices:--

During the contest the house organ appeared
often and was devoted almost exclusively
to the contest. In it the record of
each salesman was printed, his quota, his
sales to date, and other pertinent information.
The sheet was edited by a ``sporting editor,''
and great tact and skill were displayed in giving
the contest the atmosphere of an actual
race or game. In addition the sales manager,
the district managers, and the house executives
wrote letters and telegrams of encouragement,
and even made trips to the agencies that got
under way too slowly.

The unique feature of the contest was the
manner in which the ``sporting editor'' gave
actuality to the contests by pictorial
representations. One competition took the form
of a shooting match. The house organ contained
an enormous target with two rings
and a bull's eye. When a salesman qualified
with orders for $625, he was credited with a
shot inside the outer ring and his name was

printed there. With $1250 in sales, he moved
into the inner ring, and when his orders