Page "learned" Paragraph 502

In the testing room, three of the veteran salesmen served as antagonists.

One handled the salesman in a friendly manner, another in a rough manner, and the third in a hesitating manner.

Each was told to purchase material if he felt like it.

The antagonists came in, one at a time, and did not see or hear the other presentations.

After each presentation, the antagonist wrote his judgment of the salesmen ; ;

and so did the observers consisting of the president, three of his salesmen and a psychologist.