One sales manager seriously suggested that in every organization the man responsible for selling the goods be given a voice in factory control. It is all very well, he said, that the selling department make out a detailed report to the chief of the concern, to match another coming from the factory superin *PrinterS Ink, December 22, 1910, p. 59. Tendent. He said that it was a defect common to most business organizations, that orders cannot be filled promptly. He called this defect maladjustment, as avoidable as it is regrettable. He said that, often, certain advertising campaigns and certain mediums of advertising find themselves in bad odor in a president's office, when the trouble lies with the president himself, who had not perfected his machine. The manner in which the N. K. Fairbank Company has Solved the question is complicated, yet it is said to be a The real solution. This is merely the ordinary system Method of of estimates of future making and selling carried The N. K. out to the very farthest degree. Just how the Fairbanlc sales department secures the data is made clear in A letter which J. -D. Lewis, general sales manager, Sent early in the year to his sales staff. It follows: To Our Sales Staff: We have four months more of this fiscal year 1909-1910 in which to reach the shipping estimates (therj will be less than four months when you read this). We must reach these shipping estimates for the reason that our advertising and sales expenditures of this fiscal year are based upon the pledges for this year's shipments that you and I have made. As the result of the definite promise by the Sales Department that our shipments during this fiscal year would reach certain figures, certain appropriations were made for saleswork (including the salaries and sal?s expenses of our selling staff), and for advertising, sampling, house-to-house work, and various other mediums of publicity. These appropriations were much larger than any made previously in the history of our business, owing to the greater amount of business that the Sales Department felt satisfied could be secured....

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