This is essential in a contest for individual leadership as well as in team or organization matches. For at least eight months of the year, there is such a competition for the best selling record in the entire force. Variety is given to these contests and the interest of the men sustained by changing the terms of the competition. One month the chief prize will be given to the salesman who secures his quota at the earliest date; next month the <p 67> award will be for the individual who first obtains a fixed sum in orders, usually $2500; leadership the third month will go to the man who gets the highest per cent of his quota during the entire period; again, the honor will fall to the agent whose net sales total the greatest for the month. _Further changes are rung and the inspirational effect of the contest immensely increased by enlarging the conditions so that every third or fourth agent is able to qualify for the month's honors and a prize_. Here, for instance, besides the prize for the first agent selling $2500, there will be prizes--like hats, umbrellas, and so on--for every man who closes $2500 in orders before the twentieth of the month, with the attendant publicity of having his portrait and his record printed in the house organ which goes to every agent in the field and every department and executive at the factory. Before leaving the individual contests, mention should be made of the ``star'' club of agents who sell $30,000 or more during the year; the presi- <p 68> dency going to the agent who first secures that total, the other official positions falling to his nearest rivals in the order in which they finish. The team and organization contests are usually carried on simultaneously with the individual competitions. These range from matches between the forces of the big city offices, like New York, Chicago, and St. Louis, upward to district contests in which each team represents from thirty to fifty salesmen and finally to international ``wars'' where the American organization is pitted against all the agents abroad. Challenges from one district to another usually precipitate the district competitions; once a year there is a three months' general contest in which all the districts take part for the championship of the whole selling force. _To announce contests is a simple matter; to organize and execute them so that they are of benefit is much more difficult_. Unless the interest of the men is focused on the contests, they are not worth while. To <p 69> make them successful the firm under consideration utilized the following devices:--