In this case the production division is by far the most numerous and complex. This, however, is not always the case──as, for instance, in the case of a manufacturing concern selling its product through local agents. Frequently the territory over which sales are made is divided along state lines, and a _District Agent_ appointed for each state. These, in turn, appoint the _Local Agents_. This necessitates an organization of hundreds of local agents, supervised by state or district agents, and these in turn by a _General Agent_. Thus a very large organization is built up for disposing of the product. [Illustration: Fig. 2. Chart Illustrating Plan of Organization of a Typical Manufacturing Plant. Showing channels of authority connecting officials and departments.] Another plan is the employment of _Traveling Canvassers_, each having a certain territory to cover, who make their reports to either state or district agents, or to the general agent located at a central point──sometimes at the factory, but not necessarily so. As competition becomes stronger and net profits smaller, the problem of marketing the product becomes more and more important; greater and more complex selling organizations are necessary; and the expense of selling increases. The advertising organization, or what has come to be known as the _Publicity Department_, is a most important adjunct to the modern manufacturing business; and large amounts of money are annually expended in its maintenance. In the case under consideration, the selling of the product is in charge of a _Sales Manager_, who has as his office staff the _Publicity Manager_; the _Preliminary Engineer_, and the draftsmen and estimators who assist him; the _General Salesman_, who is in reality the personal assistant to the Sales Manager; and the _Credit and Collection Clerk_. The _Publicity Manager_, sometimes called the _Advertising Manager_, has charge of all advertising of whatever kind, demonstrations at expositions and at agencies, and, in fact, all work that may be properly comprised under the term "publicity"──that is, keeping the public informed as to the product of the company and its adaptability to meet the needs of the public in the special lines it manufactures.