Over the years, The Primer grew as did the selling strategies and concepts. The Primer divided a sale into four steps: approach, proposition, demonstration and close. The agent was not to mention the cash register in the approach but rather to explain to the business owner ways to increase profit, effectively acting as a consultant. In the proposition, the agent described the register and explained how it would give an accurate account of daily receipts. The next step was to schedule a demonstration at a nearby office or installation. The last step was to close the deal. For this The Primer offered numerous techniques. By the 1916 edition of The Primer, salesmen weren't required to commit the words to memory. They merely needed to remember the highlights printed in bold type. By 1923, The Primer had expanded to two volumes: A "Manual" and "Selling Helps." The manual contained the selling methods of the company’s most successful salespeople. Each volume of The Primer was numbered and assigned to a salesman. So great was the power and respect given to this selling tool that if the salesman left the company, he had to turn in his primer. 1891—The first sales quota system… "Experience shows a register can be sold for every 400 people in every town in the U.S.," said Patterson. Instead of publishing the number of registers sold by each agent, Patterson published the percentage of realization on the basis of one register for each 400 people and along with it the gross sales by points (with $25 being a point). Out of this demographic approach grew another Patterson innovation, the quota system. Patterson created districts in the United States based on the population and set a quota for each. Agents were required to sell in the same district each year, which at the time represented a new approach for non-perishable products. 1893—The first sales training school… In 1893 the NCR Hall of Industrial Education was opened at Fourth and Main Streets in downtown Dayton to teach agents the "best ways of helping merchants make money.” The following year training facilities were set up in a maple grove situated on the first rise of the “Far Hills” above the factory complex. Tents were raised on the land and the site was called Sugar Camp.