than for the future and for the effect on the
larger field of the state. Having no instructions
as to pushing his wider campaign, in
about sixty days he asked for instructions.
In answer he was ordered home and discharged
on the ground that business was dull and that
he had been a loss to the house. During the
sixty days he had been working on a losing
commission basis with the expectation of
taking his profits later. Investigation dis-

closed that he was but one of five salesmen to
whom the Ohio territory had been assigned
simultaneously. Of the five, one other also
had made good and had been retained because
he could be secured for less money.

This multiple try-out policy is entirely
fair when the applicants know the conditions.
But to lead each applicant to believe that he
has been engaged subject only to his ability
to make good is manifestly unjust. The facts
are bound to come out sooner or later and
create distrust among all employees of the
house. Loyalty is strictly reciprocal. If an
employee feels that he has no assurance of
fair treatment, his attitude towards the firm
is sure to be negative. Even the man who
secures the position will recognize the firm's
lack of candor and will never give his employers