In providing prizes, the firm was rather
generous, though the expense was never great.
While the contest was in progress, all those
who were really ``in the running'' had the
satisfaction of honorable mention, with their
photographs reproduced in the house bulletin.
This honor and publicity was the chief reward
received by the great majority of contestants,
and was adequate. Minor prizes were offered
on conditions, allowing a large number to qualify,
and tempting virtually everybody to make
an effort to win one. The value of the prizes
did not need to be great, for each man was
impressed with the idea that his comrades were
watching him, that they observed every advance
or retrogression. Success in the contest
meant ``making good'' in the eyes of the
other salesmen as well as in the eyes of his
superiors.

_This desire for social approval and the spirited
comment of the editor had a marked influence
on the efficiency of many of the younger
salesmen_.

These special contests were conducted
chiefly during the ``rush'' seasons, when
activity and efficiency of salesmen meant