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PATHE EXCHANGE, INCORPORATED 367
functioned principally in the capacity of sales manager. Unless an exchange was large enough to require the services of an office manager, the booker assumed control of all nonselling duties.3
Prior to April, 1928, the domestic sales territory was in four divisions: eastern, central, western, and southern, with a resident sales manager for each division. In addition to the 31 branch exchange managers, 8 district managers supervised the selling activities of the exchanges. In April, 1928, the eastern and southern division managers were discontinued; the home office assumed supervision of the eastern division, while the central division assumed supervision of the southern territory. The district organization was abandoned, the work being taken over by four traveling representatives of the home office. The number of traveling exchange auditors was reduced from nine to three. Three divisions of the advertising department — advertising, publicity, and exploitation — were consolidated under one head.
Thus, changes in the control of exchange operations were made by which a previously decentralized organization of operations was supplanted by a highly centralized home office control through functional instructions and reports. As a result of the changes, the company was enabled to secure a closer control over exchange activities and to realize economies in operation. At the same time, the sales department was reorganized. The department, as reorganized in April, 1928, and in effect in May, 1929, is shown in Exhibit 1.
Under the organization in effect in May, 1929, the work of the department was divided along three lines: function, product, and territory.
As functional assistants, the general sales manager had a director of advertising, a manager of exchange operations, and an assistant sales manager. The advertising director maintained contact with the exchanges through the manager of exchange operations; local advertising, including exhibitors' helps, posters, and other advertising accessories, was a minor part of the advertising work. The manager of exchange operations had direct control of the nonselling activities of the exchanges.4 In financial matters affecting exchange operations, he cooperated with the comptroller and the treasurer. The assistant sales manager
3 See Pathe Exchange, Incorporated, page 349.
4 See Pathe Exchange, Incorporated, page 359.