In other issues, pictures, usually snapshots, sent in by the men in the field may be used especially if they feature the salesman's family or his home surround ings. Pictures of representatives in foreign parts or traveling by unusual methods will be interesting. If the home organization holds an outing of any sort, the men in the field will be pleased with photographs showing the various events and pleasures of the day. Any additions to the plant or office should be visual ized by pictures for the field men. All of these will require the making of half-tone cuts and, if the house organ is printed in the office, will necessitate the print ing of special pages outside. These pages will have to be of a paper that will take a half-tone cut.
Then there are the little thumb-nail sketches, illus trating certain articles, and the black and white car toons, preferably drawn by a member of the organi zation, of which simple line cuts can be made. Every one should be encouraged to send in photographs and to submit pen and ink drawings.
14. Object of the house organ.-Some of the ob jects of the house organ have been indicated in the previous paragraphs. In general, the house organ should keep the whole organization, both outside and inside, bound closely together, should keep the sales men informed as to one another, should keep them posted as to house news, as to their goods and as to trade possibilities, 'should stimulate them to continued loyalty and enthusiasm and, with all this, should strike a sincere note of helpfulness and cooperation.
15. Securing contributions to the house organ.—To secure contributions from the members of the inside organization will usually be a simple matter. The sales manager decides what sort of articles he wants, picks those whom he desires to write them, and keeps diplomatically after the proposed authors until he se cures their contributions. Requests from other de partment beads that the sales manager give his men certain instructions regarding cooperation with these departments give an opportunity to suggest that these department heads write an article on tbe subject for the house organ. By continued insistence upon
a fraternizing tone in such articles the salet manager will be able to avoid any critical or dictatorial attitude that might antagonize the men in the field.
The absence of contributions from the salesmen themselves is noticeable in most house organs. In the measure that this is so, the effectiveness of the house organ will be impaired. The absence of salesmen's contributions is too often due to the fact that the editor expects long, special articles from the men and, that when he is fortunate enough to get them, he applies the editorial blue pencil so extensively as to irritate and discourage the writers.
16. Getting salesmen to contribute.—A method of securing salesmen's articles frequently used is to offer prizes. The subject on which the articles submitted are to be written may be named by the editor or the salesmen may be left to select their own subjects. Some house 9rgan editors, recognizing that most sales men are averse to writing formal articles require from them only rough outlines of their ideas. The editor then fills in the outline, writes the article in his own words and gives the salesman credit for it.
By far the best way to secure house organ contri butions from salesmen is to cull them from the letters the men write to the sales manager. Under the daily letter system described, the salesman will be encour aged to write long, interesting and chummy letters. Enthusiastic portions of these, sometimes including references to orders sent in or descriptions of how orders were taken, may be selected and run in the house organ under special heads written for each one individually, or under such a general head as "FROM