On the other hand, lack of loyalty on the
part of employers towards their men is almost
as common as failing devotion on the part of
workers. Too many assume that the mere
providing of work and the payment of wages
give them the right to absolute fidelity, even
when they take advantage of their men. The
sales manager concerned in the following incident
refused to believe that his attitude
towards his men had anything to do with the
lack of enthusiasm and low efficiency in his
force.

An experienced salesman who had lost his

position because of the San Francisco fire
applied to the sales manager for a position.
He was informed that there were fifteen applicants
for the Ohio territory, but that the
place would be given to him because of his
better record. The manager laid out an
initial territory in one corner and ordered the
salesman to work it first.

Working this territory, the salesman secured
substantial orders, but refrained from
``over-selling'' any customer, gave considerable
time to missionary work and to cultivating
the acquaintance of buyers. His campaign
was planned less for immediate results