1294 
the 10,000 or so dealers, and to do it 
practically simultaneously. This is pos- 
sible under modern conditions only by 
means of a resident sales organization. 
The country is divided into zones, and 
a resident salesman established at the 
most important distributing center in 
each. The aim is to restrict the size of 
each of these zones to the extent of the 
salesman’s ability to cover all of the 
trade therein daily, either in person or 
by telephone. There are 103 district 
agencies in this country and Canada and 
three foreign agencies, in the case of the 
particular sales agency in illustration. 
Upon receipt of the manifest from S., the 
sales department issues a bulletin repro- 
ducing the manifest in detail, and further 
describing the offering, where and by 
whom grown, and price wanted. It is in- 
teresting to note that in this case the 
producer has set a price on the merchan- 
dise which is less than its worth, and one 
of the first items of service on the part 
of his agency is to set the correct value on 
the fruit, in this one action saving the 
producer several times the amount of the 
fee for the entire service. It is of course 
well known that the producer is rarely 
in position to estimate the correct value 
of nis merchandise, as he has not the de- 
tailed information on which to base a. 
valuable judgment. A bulletin is mailed 
to the entire list of district sales offices, 
and by this means the entire buying pow- 
er of the whole market is concentrated 
on the offering. This means that the 
maximum demand is being employed to 
insure the desired maximum value. 
Figure 3 
Five days after the issue of the bulle- 
tin the first results are seen in the shape 
of a telegram from Cincinnati branch; 
the salesman having canvassed his mar- 
ket, one dealer was found who was will- 
ing to buy the car at a price 50 cents per 
box less than the price asked. In declin- 
ing this offer a counter-offer is made, sub- 
ject to confirmation, in order to test the 
strength of the position. The sales man- 
ager making this move knows that in a 
few hours more there will be received 
from other sections of the country in- 
ENCYCLOPEDIA OF PRACTICAL HORTICULTURE 
POSTAL TELEGRAPH ~- COMMERCIAL C 
| TELEGRAM 
Fig. 3. 
quiries or offers for this lot, if the de- 
mand exists anywhere. 
Fig. 4. 
Figures 4 and D 
The next morning two other branches 
are heard from: Pittsburgh, which offers 
