organization suited to the needs of his laundry, the more he can help the sales manager. His own knowledge of the markets for laundry service in his community, of efficient ways for developing these markets, and of the effective methods for stimulating, controlling, and training salesmen, will unquestionably contribute toward a more productive sales plan. Here, in this sense, also, managerial ability, whether in the sales manager or in the manager of the entire organization, finally determines the success of the plan and the amount of increased profitable sales secured. Some questions for the laundry manager: Is better service or better salesmanship most important for increasing sales in your establishment? How can this question be answered on a basis of relative costs and income? Should the sales department determine what service—including range and quality should be produced, or should the production department determine what service should be sold? In actual operation how does this question come before the laundry manager? What is the manager's responsibility when deciding this question? What facts in terms of costs and income are needed to answer this problem so as to get the maximum sales income? What fundamental policies are involved in answering this question? Whose responsibility is it for seeing whether or not a new type of laundry service. including various kinds of cleaning work, should be offered by the laundry? How can the facts in terms of costs and income necessary for answering such a question be obtained? In plants which have a route supervisor or sales manager, does the laundry manager have any responsibility for interesting route men in getting more business? Suppose the sales manager is interested in making a record for new business, but the manager is satisfied with the present volume, but does not ask the sales manager to stop his efforts, will the laundry manager's attitude affect the salesman? How will they learn it? What can be expected when they do learn it? How does the laundry manager who has a route supervisor in charge of the selling work show his route men that he is anxious to get more business? How can the route men tell just how anxious for new business he is? Must he show his interest to get them to make the maximum effort? Will his interest in helping them get more new business help? How does a laundry manager show his idea of how a sales manager should handle route men by the kind of man he selected for that position? What qualities should predominate in a route supervisor of a laundry aggressively looking for an increase in sales? In the last analysis who is responsible for the increase in sales of any laundry? 50111-27- -13 PUBLICATIONS OF THE FEDERAL BOARD FOR VOCATIONAL EDUCATION ANNUAL REPORTS TO CONGRESS 1919, 1920, 1921, 1922, 1923, 1924, 1925, 1926. YEARBOOK, 1923 General Description of Outstanding Developments and Summary of Progress by States. Vocational Education. Civilian Vocational Rehabilitation. On sale by Superintendent of Documents, Government Printing Office. Price, 60c. Agricultural Education, 1923 (published separate from General Survey). General DescripOn sale by tion of Outstanding Developments and Summary of Progress by States. Superintendent of Documents, Government Printing Office. Price, 15c. CONFERENCE REPORT Report of Proceedings of the First National Conference on Vocational Rehabilitation of Persons Disabled in Industry or Otherwise, St. Louis, Mo., May 15, 16, and 17, 1922 BULLETINS 1. Statement of Policies. Revised edlOn sale by tion, December, 1926. Superintendent of Documents, Government Printing Office. Price, 10c. 13. Agricultural Education-Organization and Administration. (Agricultural Series, 1.) Revised edition, April, 1926. On sale by Superintendent of Documents, Government Printing Office. Price, 10c. 16. Emergency War Training for Radio Mechanics and Radio Operators. 17. Trade and Industrial Education-Organization and Administration. (Trade and Industrial Series, 1.) On Revised edition, March, 1924. sale by Superintendent of Documents, Government Printing Office. Price, 10c. 20. Buildings and Equipment for Schools and Classes in Trade and Industrial Industrial Subjects. (Trade and 30. Evening and Part-time Schools in the Textile Industry of the Southern States. (Trade and Industrial Series, 5.) 31. Training Courses in Safety and Hygiene in the Building Trades. (Trade and Industrial Series, 6.) 35. Use and Preparation of Food. (Home Economics Series, 3.) On sale by Superintendent of Documents, Government Printing Office. Price, 20c. 36. Foreman Training Courses. Part I. Foreman Training and the Vocational Education Act. Suggestive Schedules for Eighty-two Foreman Meetings. The Needs of Foreman Training-Some Past Difficulties. Planning and Initiation of Foreman Training Courses. Conducting Foreman Training Courses. (Trade and Industrial Series, 7.) 38. General Mining. (Trade and Industrial Series, 8.) On sale by Superintendent of Documents, Government Printing Office. Price, 15c. 47. Industrial Accidents and Their Prevention. (Employment Management Series, 7.) 48. Employment Management and Industrial Training. (Employment Management Series, 4.) 49. The Selection and Placement of Employees. (Employment Management Series, 2.) 50. Employment Management: Its Rise and Scope. (Employment Management Series, 1.) 51. Bibliography of Employment Management. (Employment Management Series, 9.) 52. Theory and Practice. Outlines of Instruction in Related Subjects for the Machinists' Trade, including General Trade Subjects for Certain Other Occupations. (Trade and Industrial Series, 13.) On sale by Superintendent of Documents, Government Printing Office. Price, 10c. 55. Compulsory Part-time School Attendance Laws. (Trade and Industrial Series, 14.) 56. Lessons in Animal Production for Southern Schools. (Agricultural Series, 7.) 58. Trade and Industrial Education for Girls and Women. (Trade and Industrial Series, 15.) 61. Improving Foremanship-Trade Extension Courses for Foreman. (Trade and Industrial Series, 17.) 62. Instructor Training. (Trade and Industrial Series, 18.) 64. Industrial Rehabilitation-General Administration and Case Procedure. (Civilian Vocational [Industrial] Rehabilitation Series, 2.) 65. Child Care and Child Welfare. (Home Economics Series, 5.) On sale by Superintendent of Documents, Government Printing Office. Price, 35c. 66. Bibliography on Vocational Guidance. A Selective List of Vocational Guidance References for Teachers, Counselors, and Youths. (Trade and Industrial Series, 19.) Revised edition, December, 1925. On sale by Superintendent of Documents, Government Printing Office. Price, 15c. 67. A Survey and Analysis of the Pottery Industry. (Trade and Industrial Series, 20.) 68. A Unit Course in Swine Husbandry. (Agricultural Series, 9.) On sale by Superintendent of Documents, Government Printing Office. Price, 5c. 69. An Analysis of the Railway Boilermaker's Trade. (Trade and Industrial Series, 21.) 70. Industrial Rehabilitation-Services of Advisement and Cooperation. (Civil ian Vocational [Industrial] Rehabilitation Series, 3.) 71. The Home Project: Its Use in HomeMaking Education. (Home Economics Series, 6.) Revised edition, December, 1926. On sale by Superintendent of Documents, Government Printing Office. Price, 10c. 72. Vocational. Rehabilitation in Rural Communities. A Bulletin Prepared for Information of County Agricul tural Agents, Agricultural Teachers, Extension Workers, and other Agencies Devoted to Rural Progress. (Civilian Vocational [Industrial] Rehabilitation Series, 4.) 73. Part-time Schools. A Survey of Experience in the United States and Foreign Countries, with Recommendations. (Trade and Industrial Series, 22.) On sale by Superintendent of Documents, Government Printing Office. Price, 35c. 74. Analyzing a Potato Enterprise. Suggestions for Teachers. (Agricultural Series, 10.) On sale by Superintendent of Documents, Government Printing Office. Price, 10c. 75. Analyzing a Poultry Enterprise. Suggestions for Teachers. (Agricultural Series, 11.) On sale by Superintendent of Documents, Government Printing Office. Price, 5c. 76. Vocational Rehabilitation and Workmen's Compensation. (Civilian Vocational [Industrial] Rehabilitation Series, 5.) 78. Part-time Cooperative Courses. Suggestions for the Information of Administrators and Teachers Interested in the Organization of Cooperative Courses, the Duties and Responsibilities of the Coordinator, and the Organization of a Curriculum. (Trade and Industrial Series, 23.) On sale by the Superintendent of Documents, Government Printing Office. Price, 5c. 79. A study of Home Economics Education in Teacher-Training Institutions for Negroes. (Home Economics Series, 7.) On sale by Superintendent of Documents, Government Printing Office. Price, 15c. 80. Vocational Rehabilitation-Its Purpose, Scope, and Methods, with Illustrative Cases. (Civilian Vocational Rehabilitation Series, 7.) On sale by Superintendent of Documents, Government Printing Office. Price, 10c. 82. Effectiveness of Vocational Education in Agriculture. A study of the value of Vocational Instruction in Agriculture in Secondary Schools as Indicated by the Occupational Distribution of Former Students. (Agricultural Series, 13.) On sale by Superintendent of Documents, Government Printing Office. Price, 10c. 84. Principles Underlying the Distribution of Aid to Vocational Education in Agriculture. Bases of Apportioning Aid to Local Communities and Limiting Provisions under which Aid is Granted. (Agricultural Series, 15.) On sale by Superintendent of Documents, Government Printing Office. Price, 10c. 85. Program for Training Part-time SchoolTeachers. Organization and Content of a Training Program to Prepare Teachers for Effective Service in Part-time Schools. (Trade and Industrial Series, 24.) On sale by Superintendent of Documents, Government Printing Office. Price, 5c. 86. The Health of the Family. A Program for the Study of Personal. Home, and Community Health Problems. (Home Economics Series, 8.) On sale by Superintendent of Documents, Government Printing Office. Price, 25c. 87. Apprentice Education. A Survey of Part-Time Education and Other in Forms of Extension Training Their Relation to Apprenticeship in the United States. (Trade and Industrial Series, 25.) On sale by Superintendent of Documents, Government Printing Office. Price, 55c. 88. Analysis of the Management of a Farm Business. Managerial-Training Content of the Type Jobs of a Farm as a Business Unit. (Agricultural Series, 16.) On sale by Superintendent of Documents, Government Printing Office. Price, 5c. 89. Agricultural Evening Schools. Methods of Organizing and Conducting Evening Schools and Suggestions for Content of Courses. (Agricultural Series, 17.) On sale by Superintendent of Documents, Government Printing Office. Price, 10c. 90. Agricultural Teacher Training. Prin ciples of Organization for the Training of Teachers of Agriculture. (Agricultural Series, 18.) On sale by Superintendent of Documents, Government Printing Office. Price, 10c. 91. Job Lesson Units for Selected Truck and Fruit Crops Adapted to Southern Conditions. Suggestions to Teachers for Organizing Instruction on the Basis of Job Analyses of Crop Production. (Agricultural Series. 19.) On sale by Superintendent of Documents, Government Printing Office. Price 100. 92. Apprentice Education in the Construction Industry. Discussions and Papers Presented at the Seventeenth Annual Convention of the National Society for Vocational Education, at Buffalo, N. Y.. December 6, 1923. (Trade and Industrial Series, 26.1 On sale by Superintendent of Documents, Government Printing Office. Price, 10c. 93. Proceedings of the National Conference on Vocational Rehabilitation of Civilian Disabled, Washington, D. C February 4-8, 1924. (Civilian Vocational Rehabilitation Series, 8.) On sale by Superintendent of Documents, Government Printing Office. Price, 20c. 94. Teacher Training in Agriculture. Status. Development, and Methods in the Field of Teacher Training (Agricultural Series, 20.) On sale by Superintendent of Documents. Government Printing Office. Price. 10e. 95. Bricklaying. An Analysis of the Trade of Bricklaying, together with Suggestive Courses of Training for Apprentices and Journeymen Workers. (Trade and Industrial Series, 27.) Revised edition, May, 1925. On sale by Superintendent of Documents, Government Printing Office. Price, 20c. 96. A Study of Occupations at which 6,097 Physically Disabled Persons are Employed After Being Vocationally Rehabilitated. (Civilian Vocational Rehabilitation Series, 9.) On sale by Superintendent of Documents, Government Printing Office. Price, 10c. 97. Promoting Vocational Education in Agriculture. Guiding Principles in Planning a Community Program of Promotional Work. (Agricultural Series, 21.) On sale by Superintendent of Documents, Government Printing Office. Price, 20c. by Trades Taught in Day Unit and Part-Time Trade Courses which Offer Instruction in Trade and Industrial Education, excluding Evening Trade Extension Classes. (Trade and Industrial Se.ies, 28.) On sale by Superintendent of Documents, Government Printing Office. Price, 10c. 100. Student Teaching in Agriculture. Training Through Observation and Student Teaching in the Land-Grant Colleges. (Agricultural Series, 23.) On sale by Superintendent of Documents, Government Printing Office. Price, 15c. 101. Analysis of the Management of a Corn-Growing Enterprise. Managerial-Training Content of the Type Jobs of an Enterprise of Growing Corn for Grain. (Agricultural Series, 24.) On sale by Superintendent of Documents, Government Printing Office. Price, 5c. 102. Paper Hanging. An Analysis of the Paper Hangers' Trade, together with Suggestive Courses of Training for Apprentices and Journeymen Work ers. (Trade and Industrial Series, 29.) On sale by Superintendent of Documents, Government Printing Office. Price, 10c. 103. Methods of Teaching as Applied to Vocational Education in Agriculture. The Use of Farm Job Analyses in the Selection and Organization of Teaching Units in Agricultural Instruction. (Agricultural Series, 25.) On sale by Superintendent of Documents, Government Printing Office. Price, 10c. 104. Proceedings of the National Conference on Vocational Rehabilitation of the Disabled Civilian. Civilian Vocational Rehabilitation Series, 10.) On sale by Superintendent of Documents, Government Printing Office. Price, 20c. 105. Analysis of the Management of a Cotton-growing Enterprise. ManagerialTraining Content of the Type Jobs of an Enterprise of Growing Cotton for Market. (Agricultural Series, 26.) On sale by Superintendent of Documents, Government Printing Office. Price, 5c. 106. Stone Setting. The Setting of CutStone Trim in Brick Buildings. Specimen Instruction Material for Use with Advanced Bricklayer Apprentices and Journeymen Workers. (Trade and Industrial Series, 30.) On sale by Superintendent of Documents, Government Printing Office. (In press.) 107. Vocational Education for Those Engaged in the Retail Grocery Business. The Program Developed in Cooperation with the National Association of Retail Grocers. (Commercial Series, 5.) On sale by Superintendent of Documents, Government Printing Office. Price, 25c. 108. Agriculture Part-Time Schools. Methods of Organizing and Conducting Part-Time Schools and Suggestions for Content of Courses. (Agricultural Series, 27.) On sale by Superintendent of Documents, Government Printing Office. Price, 10c. 109. Layouts and Equipment for Automobile School Shops. Information and Suggestions Regarding Shop Layouts and Equipment for Schools Giving Training in Automobile Repairing. (Trade and Industrial Series, 31.) On sale by Superintendent of Documents, Government Printing Office. Price, 10c. 110. Employment Training in Civilian Vocational Rehabilitation. Definition, Characteristics, and Possibilities of Employment Training as a Means of Effecting Rehabilitation of the Physically Disabled. (Civilian Vocational Rehabilitation Series, 11.) On sale by Superintendent of Documents, Government Printing Office. Price, 10c. 111. Vocational Education in Agriculture for Negroes. Recommendation for the Establishment of Agricultural Schools and Program for Negroes. (Agricultural Series, 28.) On sale by Superintendent of Documents, Government Printing Office. Price, 15c. 112. Supervised Practice in Agriculture, In cluding Home Projects. Aims and Values of Such Practice and Responsibilities of Pupils, Teachers, State Administrators, and Local Boards of Education. (Agricultural Series, 29.) On sale by Superintendent of Documents, Government Printing Office. Price, 10c. 113. Administration of Civilian Vocational Rehabilitation. A Statement of Policies. (Civilian Vocational Rehabilitation Series, 12.) On sale by Superintendent of Documents, Government Printing Office. Price, 10c. |