Recognition for a job well done is high on the list of motivating influences for all people; more important in many instances than compensation itself. When someone is promoted, a promotion that everyone could see coming because of an excellent record, the entire department is stimulated. For it is clear, then, that promotions are based on merit. A promotion that seems to come out of the blue, which is always the case when no one knows what the next fellow is doing, causes nothing but resentment and a further weakening of the will to work.

There are only two stimulants to one's best efforts-the fear of punishment, and the hope of reward. When neither is present, one can hardly hope that salespeople will want to be trained or want to do a good job. When disappointment is not expressed that one hasn't done a better job, or when credit is withheld when one has done a good job, there is absolutely no incentive to put forth the best effort.

Emotions are the color of life; we would be drab creatures indeed without them. But we must control these emotions or they will control us.

Recognition for a job well done is high on the list of motivating influences for all people; more important in many instances than compensation itself. When someone is promoted, a promotion that everyone could see coming because of an excellent record, the entire department is stimulated. For it is clear, then, that promotions are based on merit. A promotion that seems to come out of the blue, which is always the case when no one knows what the next fellow is doing, causes nothing but resentment and a further weakening of the will to work.

Fear; if allowed free rein, would reduce all of us to trembling shadows of men, for whom only death could bring release