Document 6494575
Transcription
Document 6494575
BUSINESS LETTERS HOW TO WRITE THEM Letters Business HOW WRITE TO THEM BY THRIFT TIM THE MANAGER, ADVERTISING SALES AMERICAN CLEVELAND COMPANY, ADVERTISING CLEVELAND DIRECTOR, J. BENJAMIN AUTHOR ''modern '"DRILLS IN "essentials CAMPBELL PUNCTUATION" USE JOINT OF ENGLISH" CORRECT OF AUTHOR OF CLUB OP BUSINESS THE MULTIGRAPH ENGLISH*' BUSINESS AND L. BRUCE JOINT "essentials BUSINESS ENGLISH JACKSON, AUTHOR OF VASS OF BUSINESS PUBLISHING MICHIGAN ENGLISH" COMPANY fA ^' Copyright 19 16 BY BUSINESS ENGLISH EDUCATION PUBLISHING COMPANY DEPi; INTRODUCTORY ability The plishment highly great their business. In arise style and Business can be good mark. of their and time letter He to to soon is sure cultivate is large pay labor. The becomes a to the be a dividends "picked" on sands Thou- improve to all a these reasons, man, if not man; and he may of small who man accomplishment,. almost give subject desirable casions oc- occasion. P'or marked 54PJ70 Thomas H. study. ment investwrite can a man if he reap rewards. " most Innumerable the young for are would letters. a world. letter-writers continuouslv striving are character correspondence suit to accom= their house letter" an business organization. business a is modern the cases the men made the upon Correspondence of a in "good a business of It such when for anything in letter business good depend factors important a prized houses Many the write to Russell. of tinues con- large CONTENTS Page Abbreviations, of uses Names of the States Names of the Months Commercial 43 44 44 , Terms 45 Acknowledging Orders 64 Acknowledging Remittances 65 Letters Adjustment 103 Capitalization Collection 48 Letters Composition of the Unity Ill of the Letter 17 Sentence 17 Clearness 20 Position of Adverbs Position of Phrases Position of Correlative Antecedent Repetition of of the Adjectives and Clauses and Conjunctions Personal Important Principles Miscellaneous Effectiveness Repetition for to Emphasis be Avoided 24 30 30 32 Brevity Conversational and Style Individuality 32 33 38 Words Compound 22 22 30 Repetitions Tone 22' 30 Parallelism The Pronoun Elements 20 21 65 Enclosures Address 13 of 47 Folding 12 Letters Ordering 62 Letters of Recommendation 67 Letters of Introduction 68 Letters of Application 70 Make-up 59 Envelope Figures, uses Mechanical Paragraphing Goods 58 contents Page of Parts a 1 Letter . The . 1 Heading : 4 Address The Introductory The Salutation The Complimentary The Signature 5 9 Close " 48 Punctuation The 10 50 Comma Series of Words or Clauses and Phrases Transposed 50 Phrases Parenthetical Words and Intermediate Expressions Phrases. in Nouns of Address 51 51 Apposition Nouns 50 52 " 52 52 Sentences Compound Adverbial Relative and Omission of the Complex Subject Clauses 53 Verb 53 53 Quotations 54 Ambiguity 54 Words in Pairs Phrases or Words Contrasted or 54 Phrases 54 The Semicolon 54 The Colon 55 The Period 56 The Interrogation The Exclamation The Dash 56 57 57 Marks Quotation Sales Point Point 57 Letters Art of 75 Attention Securing 78 , Interest Arousing How The to Create Close" How and Holding Desire to It 84 89 Get Action 96 Subscriptions 64 Syllabication 42 Titles, uses of 6 Official Position 7 Official Titles 7 Doubling Titles 8 Custom prescribed certain likely to The create forms, business and any unfavorable an business letter merits careful of which the that requires date. If the should contain box. hotel be or the extend the of the inches two to the line, the month, and Punctuation. by that of letter is written should comma the middle It upon the of " year, is written The parts a period is used of is between should on the two, or even and page the not beyond nor requires at the than more day of the last line. the placed should page, month, the begin and of the heading county this information. one, width date, consisting of the the the post-office club, college, a page, occupy may the from the heading of the name heading of the the or contain The top When given. and commas, no place, the " and writer large city, the a number, the margin. lines, depending information one from each parts, " of the small heading. left right-hand three a is and like, the heading Position least is are address address If the given. These the street address If the should the distinct six Heading of writer's is these from deviation of study. consists heading follow shall letter impression. consists The The LETTER A OF PARTS THE - heading at month the are separated end. and Observe the day of BUSINESS LETTERS: HOW TO HAMPSHIRE WRITE PAPER Letterhead COMPANY MAKERS OLD OF HAMPSHIRE South BOND Falls. Haduey Mass. March Date Introductory Mr, J. Honry address Cameron, Mfg. Acme Salutation Dear Manager, just is Old with should like of the to Don't that you Old afford If Old times ten are v/rltten. but the one of roan you you man want the should the more so You to he sees is but the just influence. meets appreciate letters, the suppose request letters fifty all a it day, a writing to to profitable where see are most tionery sta- can't you letters five Old that is Hampshire And Don't of amount Bond. Hampshire you we you. the large nection con- that perspective. is use regarding Bond with up In point more because them. If we take writing concern one Hampshire lose consider is Oregon. Sir: There letter 1916. 20, Company, Portland, Body THEM your expression an Hampshire approval, from Bond. Compliment- ary close Signature Yours very Hampshire truly, Paper Company, the month, a when that and abbreviation an of the name after all abbreviations, placed is period the end at comes part except the last,it is followed of any a also that Observe street. the and number the between or 3 HEADING THE by period and a comma. illustrate the following models the heading of a letter : The forms correct for (1) Lynn, March Mass., 1916. 24, or Lynn, Massachusetts, 1916. 24, March (2) Woodward 1224 Avenue, Michigan, 5, 1915. Detroit, Feb. (3) University of Ann Michigan, Michigan, Arbor, May 1916. 4, (4) Box 351, Atlanta, June Ga*, 1915. 24, Notes 1. The of the of the name state, if long, may be should not Utah, and Oregon d should 2. Th, st, and of the month. 3. The 7 city should Write be be may April, and written of the a about letterhead, and with the The name Ohio, Iowa, Maine, Idaho, in the used not written should in after heading the day July 21tih,1 91 5. full; as, July 2I4.,1916, not be abbreviated. generally it is better The to write not other March, in full. letterhead two letterhead. last line of the be abbreviated, but August 5. When abbreviated. be abbreviated. not 12k lie, nor July 2k, '16. 4. May, June, and July months abbreviated. July 2^,191 5, should date be never spaces The is used, one-third " date should letterhead, because because printed part. the the of not it date an be should, inch a below " written destroys typewritten part as on the does the a rule, be last line line with symmetry not the of the harmonize 4 BUSINESS letters: how to Exercise Write write them 1 the following headings, referringto the models for position,arrangement, punctuation, and capitalization the proper : 1. arcanum 2. 1245 ohio 3. grayson 5. detroit galax mich 431 314 18 masonic June 6. y box n 2 1916 may 22 21 aug 1915. consists of the person the address to consist of two, three, or It may Address Introductory introductory address The jackson michigan. Virginia. 1915 majestic building June 24 1915. temple X915 st louis missouri. The and 1916. st may county albany 4. april 15 main east of the whom even and name the letter is written. four lines. In business correspondence it precedes the body of the letter and six to from begin inches below " the nine spaces date line. it is placed below left-hand the at (1) Wallace, L. Pa. Philadelphia, (2) Mr. Joy, B. Henry President, Company, Car Motor Packard Michigan. Detroit, (3) " McQuillan Mesara. Harriaon, Michigan. Jackson, (4) The Co., Lammera-Shilling 111. Chicago, (5) E. Meaara. Button P. 661 Fifth Avenue, Hew York, N. Y. In to one social the body and and one-half official respondence, cor- of the letter,beginning illustrate the correct following models introductory address : W. one should margin. The Mr. " title, " Co., forms for the THE Punctuation. A " 5 SALUTATION be should comma placed at end the of introductory address except the last, should be followed by a period. If a title,such as which a Secretary,President, or Manager, is used after the name, the name and the title. should be placed between comma line each the of Notes 1. The the line of the second first line of each paragraph consists If the address a distance corresponding 2. The the to quite extensively. While only in letters in which this salutation introduce no form at the John Dear saves a are writer. type- begin style, is used now little time, many made of respect It is placed below for use it paragraphs. or courtesy used the address and to is left-hand H, Benson, Illinois. Sir: (2) Miss Mary Littler, Colorado. Denver, Dear Madam: or Miss Littler: (3) The the on as line. correct illustrate the following models introductory address and the salutation: Chicago, Dear same Salutation (1) dr. spaces the lines,the third line should 5, called the block The the ten or right of the second is the term the letter. five indented be tation margin. The choice of the saludepends on the degree of familiarityexistingbetween correspondents. begun the either " indentations The The should of three in Model shown form address Galax Galax, Gentlemen: Hardware Virginia, Company, forms for 6 BUSINESS Punctuation. colon and LETTERS: The " HOW TO salutation WRITE THEM is followed dash, or a comma but the colon is preferable. and a by dash a a colon. be may A used, Notes The 1. or Gentlemen. Where Dear a cordial Blank. of Sirs, once relation purely business a considered good only in official salutations. Dear or Friend, My letter is Dear to dear salutation correct girlknown is Dear be Madam. in If, however, her dear Sir or correspondence. Friend, Dear regard, and should be confined either married addressing a woman, Sir obsolete. now My use formal very affectionate When 4. is usage, exists, it is permissible Sirs is used or 3. The is Dear Mr. 2. Sir show salutation proper Hall, etc., social letters. to unmarried, or the the addressed person teens, it is better the just past use Miss Blank. In addressing a married Dear name; as, Dear woman. Mrs. Blank be used even when there is only a slightacquaintance. may 5. In addressing a firm or other of women, Ladies is the group a to or to salutation. proper 6. Observe that is dear it is the capitalized only when first word of the salutation. Titles Courtesy, as either before well as custom, requires that after every or never Titles in the or of courtesy. " address is Mr. Paul G. is the element; two Hamlin, as, or all letters have no are used Mr., Messrs., Esq., are Dr., Rev., Prof., and who men abbreviation under more and the may Company, to title to not a Messrs. Co. ; Messrs. word a Hon. distinctive title; as, other Henderson. correct business titles of courtesy that The of business applied Messrs., the " writing to a Miss, Misses, Mesdames, in except when name, society. It is a mark of respect that should be omitted, especiallywhen addressing an individual. corporation Mr. title be used a John men use of Messieurs, when addressing that, in name Lyons " Carnathan; L. Harrison not some " associated Sons. the two way, French or more for Gentlemen, implies the Messrs. J. C. It is also used in business engaged personal men ; as, Matthews ing in address- Messrs. Brown, the where be used not, however, Jennings. It should be placed before the firm name ; as, (the) J. C. Matthews Messrs J. C. Matthews Company. TITLES abbreviation Esq., the of respect; mark Miss should and Harrison, Kate John Mrs. as, woman; sometimes Mesdames, addressing two more or is as Esq. It is not woman. by Misses; of Mistress, is the C. to a as, viation, abbre- an period ; as. Miss Misses Mary and Harrison. Misses abbreviation Mrs., the Barkworth, unmarried plural of Miss the or an E. given especially be applied to any man not, therefore, be followed The Ward. Fannie Thomas as, title a it may but 7 POSITION Esquire, is peace, title given to is the OFFICIAL of justicesof the lawyers and a OF title applied to a married Smith. abbreviated married is Mmes., women; title the Mesdames as, in used Shaw and Walker. Dr. applied title is the to those who dentistry, literature, theology, hold or a cine, degree in medi- doctor's philosophy; as, Dr. A. B. Robinson. abbreviation Rev., the as, Ames Prof., the abbreviation of the abbreviation of hold W. Eliot. Hon., or hold title given to clergymen; Maywood. Rev. who who of Reverend, is the Professor, is the title given' to those professorships in collegesand universities ; as. Prof. Charles or have held city government; as, Honorable, is the positions in important Woodbridge Hon. N. title the given to men national, state, Ferris. position. Titles designating official position, such as Manager, President,Secretary,Superintendent, for the reason etc., should be placed on a line with the name, that it adds to the degree of courtesy and also avoids making line of the address the second too long. If, however, the title is long, the title may, the name in order to or the balance of the introductory address, be placed preserve the second line or on a line by itself. Such titles should on unless space requires it. not be abbreviated Titles Wrong: of official Mr. W. " Stephens, Vice-President, Stephens-Adamson W. Aurora, Right: Mr. Mfg. Co., Illinois. Stephens, Vice-President, Stephens-Adamson Mfg. Co., Illinois. Aurora, W. W. dent, addressing the President, Vice-Presiof Representatives, members Speaker of the House Official titles. " In 8 BUSINESS of the Cabinet, and To thus, Sir the Mr. or HOW TO President is the than than Court, it is the individual House, Washington, D. salutation. proper exception of the president,some, rather THEM Supreme the office rather President^ White the individual WRITE judges of the address to customary LETTERS: With ; C. the however, prefer to address the office ; as. To the Hon. Robert M. Lansing, Secretaryof State,Washington, D. C. In addressing Cabinet of officers.Senators, Members Governors, judges and Congress, Governors, Lieutenant Hon.; as, Hon. Charles E. Townsend, United use mayors, The proper States Senator, Washington, D. C. salutation Senator or My dear Senator may be used if Dear is Sir. addressed. the writer is acquainted with the person that a title of Doubling titles. It should be observed when similar a courtesy*should not be used after a name title precedes the name; th\is,Mr. John Brown, or John Brown, Esq., not Mr. John Brown, Esq. It is,however, " to correct academic use official title after the an or Millman, Ph. D.; Mr. C. 0. addressing a clergyman whose it is correct unknown, are Mr. and Rev. or before title of courtesy a Dr.; as, to Rev. Mr. an ; as. Christian the and name Pro}. J. C. When Manager. name Harmon, use a name two initials or titles Rev. and Rev. Dr. Maywood; Pool. 2 Exercise Write priate following introductory addresses,using approsalutations. titles and Arrange, capitalize,and the according punctuate 1. c. 2. James 3. a 4. w. c 7. 8. : jw maywood main block dakota. jackson mich. (partners in business) erie (a clergyman) Cincinnati pa. ohio. wheeling w (wife of J. M. Woodson) iowa. bliss and sons (merchants) sumner Claude (United States Senator) Washington a swanson helen white lady) dallas texas. (a young 5. alice 6. (a lawyer) webb adams mills and ames the models (a manufacturer) fargo north camp m to m woodson va. d c. 10 BUSINESS letters: These appropriate terms. correspondence when writer The and how a to also may cordial write be relation them used in business exists between the addressed. the person close should always be in harmony with the salutation. For instance, if the salutation is Dear Dear Miss Sir, My dear Sir, Dear Madam, Blank, etc., the appropriate complimentary close is Yours truly. Yours If the truly,Very truly,or Very truly yours. very salutation is Dear Friend, My dear Friend, Dear John, etc., close is Yours the appropriate complimentary sincerely, If the salutation is Sincerely yours. Cordially yours, etc. Sir, the appropriate complimentary close is Yours respectfully. etc. Respectfullyyours. Very respectfully, complimentary Punctuation. a The " Only the first word comma. close complimentary should is followed begin with a by capital letter. The Signature of the writer or of the firm or signature is the name corporation of which he is a part or a representative. An be written Firm individual signature should with a pen. usually typewritten and followed by the signature names are the initials of the person gether responsible for the letter,toor The with such word or words indicate as his official capacity. the complimentary close, The signature is written below beginning at such a point that it will end at the righthand margin. should When always writing to a stranger, a woman that Mrs. in parenthesis, so a or prefix the title Miss be properly addressed ; as, (Miss) Alice Brown reply may ; (Mrs.) John Dickinson. A married woman generallyuses her husband's name ; as, If, however, she prefers to sign (Mrs.) Henry M. Stone. her in own name, she should also write parenthesis,either directlyunder her her husband's name signature or below left; as, Mary widow generally uses the at A Anna A M. 11 SIGNATURE THE E. Stone her (Mrs. Henry Christian name; M. as, Stone). (Mrs.) Hunter. woman doctor should never her husband's use title. The wife the name of minister, for example, uses C. J. Smith, not his title; as, Mrs. her husband without Mrs. Dr. C. J. Smith, nor Mrs. Dr. Smith. The following models illustrate the correct forms for the complimentary close and the signature : of a or a Tours very truly. very truly, (3) Tours TTPEWBITER TTPE STANDARD COMPAHy, President. (4) Very truly THE yours, AMERICAN TRUST COMPANY, (5) Tours THE very MILES Secr'etary. truly, MANUFACTURING COMPANY, 12 BUSINESS LETTERS: HOW TO WRITE THEM Folding Sizes sizes ; The of paper. Business " -sheet, and standard, half standard size, 814 ROTARY JACKSON jAtnSON , stationery x 11 in comes three two-fold. inches, is folded (1) Fold from CLUB follows: "is the paper the bottom so Michigan to leave as of about the a margin inch at one sufficient, if possible,to leave top " the firm ble visi- name at the (2)crease fold,being careful to keep the side edges that the folded edge ; exactly even ; (3) the turn paper so will be at your left ; then fold from one-third the a little less than you width of the sheet ; hand edge toward that are the left and of the same (4)fold the leftobserving you, right-hand folds width, than one-third the width a little less of the sheet. Inserting. Hold the envelope in the left hand, with the flap opening toward the right; then take in your right hand the letter as it lay after folding, inserting the edge that was last folded. two-fold The size, 7}4 x " 10 J^ inches, is folded follows: Fold from a you one-third sheet of the insert bottom little less than the length of the ; fold the width same top toward you, edge that the ^^ -"""'"TTninnirI the j^st folded. as and was THE The of the address the ADDRESS Envelope Address consists of the envelope address The should which to person and title,and the letter is written, introductory address. whom with identical be 13 ENVELOPE the name addition, it should include the street address or is large,the county when the town box when post-office town is small, and the rural route if required. In of the Position envelope address. " The the the first line of the envelope address should be a little below the middle of the far enough to the left so that the envelope, commencing left of the at the space will be about name the space line of the twice Each subsequent right of the name. inch to the right address should begin from one-half to one of the preceding line. and When addressing envelopes with a pen, the name of the city title should be written on the first line,the name of the state on the third. the name the second, and on of the city When addressing on the typewriter, the name and state are line,in which generally written on the same case some prefer to put the street address on the second line and the city and state on the third line. The street address, the county, the box number, the name at the of the General belong The as the care Delivery,Transientj or to the lower left-hand any corner parts of the envelope address shown time, but used in whose person in Illustration it should in the used 4. only words other special directions of the envelope. sometimes are arranged This form when the saves block a little style is letter. Punctuation. of the be No. letter is sent, the " ^A comma should be placed after each line envelope address, except the last,which is followed the city and state are written the by a period. When on If a same line,they should be separated by a comma. title follows the name, be separated from it should the name by a comma. 14 BUSINESS LETTERS: HOW TO WRITE THEM 1 ILLUSTRATION ILLUSTRATION Miss Catherine 334 Spencer, Avenue, Woodward Detroit, c/o Note. Mrs. " Some lines, except prefer periods only when of the C. A. heading the and Michigan. Brown, to after omit the punctuation abbreviations. punctuation marks of the introductory This are at should omitted address. the be end of done, after each the ever, howline THE 3 ILLUSTRATION Messrs. George C. Buffalo- W. 120-122 32d 15 ADDRESS ENVELOPE Woolson N. " Co Y, St. 4 ILLUSTRATION Mr. C. Parry, Manufacturing S. Parry President, Company, Indiana. Indianapolis, Notes 1. Do not the use sign # No. or before the street address or the post-officebox. 2. When the immediately out; as, 126 name of the street precedes -it,the Fourth Street,not is number 126 a number, of the J^thStreet. and street the house should be number spelled 16 BUSINESS LETTERS: HOW TO WRITE THEM 3. Capitalize street, avenue, park, boulevard, etc., and spell square, the second line of the address, unless the they occupy length of the line requires that they be abbreviated. out in full when 4. In the well-balanced approximately first line. the second to the accomplish this, it is sometimes of the state, while name it. To the address, five spaces left in other to the or line should right of the end to necessary it is necessary line end even cases, Avoid, if possible,having the second end of the spell out to abbreviate with the first line. 5. When the addressing envelopes with of the names should states of the state spell the name Pennsylvania, etc. be a written in full,unless Exercise Write the pen, with it is abbreviations of It is better care. long, such as to setts, Massachu- 4 following addresses on pieces of paper the size of the ordinary business envelope, using appropriate titles. Arrange and punctuate according to the models : the 1. John J. Hill Sumner 3. 4. 5. 6. 7. Iowa. Minn. (ex-Congressman) Winona F. J. Simpson (lawyer) 146 5th Ave. Chattanooga Tenn. Southern Robb " Robb 272-282 Building Washington D. C. National Cincinnati Ohio. Envelope Company of Blackman-Ross O. H. Blackman 10 E. 33d care Company York Street New City N. Y. S. C. Parry President Parry Manufacturing Co. Indianapolis 2. James A. Tawney Indiana. 8. Elliott-Fisher 9. Frank W. Judson Eleventh George 11. Elizabeth N. 12. Alice and W. 10. Company Secretary Howard Carlton and Paint Co. Nebraska. Omaha (unmarried) Gushing Glass Ohio Cleveland 621 Harrisburg Pennsylvania Street Midland Streets Box and Kate Anderson Vassar College Poughkeepsie Transient Peter 14. George Gray Williams E. Joseph Harvey H. (unmarried) Surrey County Dobson Carolina. 13. Henderson Pocatello 16. Cedar Y North 15. 13 Montgomery Bangor Manager Hutchinson Maine " Co. Delivery. Bureau Adjustment General Harvey Idaho. Ward Kansas. Chicago 111. 18 BUSINESS LETTERS: Original: Nearly but have we goods, when us should we send we much we send that hear as from WRITE sent you we you THEM order an in urgent are at and once, orders, please acknowledge Nearly : ago reply. As no like to hear from we them Unite in sent we are at you orders, please acknowledge you for goods, need of these in the promptly future, and save order an you in urgent In once. them for goods, need the of these future, when promptly. phrased, clauses,and sentences in another logicallyrelated with one sentence one closely and are weeks two received should we 3. we reply, and no like to you have goods, we ago TO annoyance. Improved but weeks two received HOW thought. It offers Wrong: for those who wish study painting. same affording an opportunity literarystudy. wish It offers a course for those who to study painting, Right: time at the same affording an opportunity for literary study. Or, wish to study painting, and who It offers a course to those at the time for affords an same opportunity literary study. We art are catalogue. On the last page Wrong : sending you our will find the price of our of which regular 10-inch machine quoted you At at the course to for $100. Right which at a time : you We are will find sending you our the price of our the catalogue, on regular 10-inch art last page machine of quoted $100. claim Your Wrong: claim Your there not being further There Right: has being has further approved been information not been our auditing mittee. com- our auditing mittee, com- necessary. approved information by by necessary. thought to a preceding thought by and, hut or or unless the two thoughts are of equal value. In other words, put subordinate thoughts into subordinate grammatical forms. 4. Do This Original: be join not is a one difficult piece of work, and it is necessary to careful. Improved : As this is a difficult piece of work, it is necessary to be careful. she Original: She accepted the did goods not wish to displease so good a customer, so returned. Improved : As she did not wish to displease so she accepted the goods returned. Or, good a customer, OF UNITY wishing Not displeaseso good to 19 SENTENCE THE she customer, a accepted the goods returned. Do 5. and to principal clause by a hut. or native state, and of that Right Note. And " for the relative conditions the there. Or, is Stillson, who conditions the in the native a there. last sentence relative two a there. Stillson,a native Mr. our Mr. clause it connects that the Stillson. Mr. our conditions our with to with the territoryto the before reason with is familiar who state, and of that the assigned have is familiar who is familiar state, who of that territory assigned the territoryto have We : assigned the have We Wrong: We join a relative clause not is rect, cor- clauses. using clauses in an overlapping construction ; that is, with the second depending on the first,the third the second, etc. on Avoid 6. Original: You off the 2%, took which in violation was Improved took you was of the off the of sale. terms will You : check when they returned your you paid about sixty days from date, which will remember in violation 2% they returned remember of the when of sale. terms Exercise check your 5 . the following sentences, and Correct correction each 1. We appreciated, 2. as As and possible,and is very of the order your it is much 25th, and for it. you sending the work am will find you again. a In which will meet 5. We about year of the some work with can such 6. This not whom to will you case arranged for we ago hope that 4. We that we agents, and our as thank of as very students many good while some poor. 3. About act receipt of requested, I you for reason your : in are give we are shipped we give us in San Francisco to books. quantity of your opportunity of serving you an the order certain firm a a will be filled in a manner approval. your account for this mistake, and we are always ful care- matters. machine is becoming construction, durable, and easy to very popular, and operate. it is simple in 20 8. lot of are write business does company them on a so-called able of Its rates and established an to premium being computed according accepted mortality table. thank for your We co-operation, as we certainly do need a you calls than more we applicants at this time, as we have so many basis. legal reserve to life insurance old-line 7. An how letters: BUSINESS fill. to and by the board will strengthen the institution. of the company who not now trustees are the 15th instant, have to provide for on 10. We a heavy payment remittance to apply against the benefit of your like to have and would accommodate for it will be that to at it and us possible hope you that believe 9. I candidates the nominated this time. Clearness Clearness treats of the words, phrases, and sentence. every A It clauses. sentence and use proper may is the arrangement of first requisite of be grammatically correct, be so placed that the meaning can may yet its elements determined, or the meaning conveyed may not be definitely For example, the be entirelydifferent from that intended. yesterday," sentence, "I met your brother going to town But to who in doubt going to town. was leaves one as to town yesterday, I met your when written, "On my way brother," or "I met your brother on his way to town," the meaning is Position perfectlyclear. adjectives where Original: Improved: Original: prices. Improved: prices. and of adverbs like have have to like I should We " they will modify the word I should We adjectives. Place fine a a see very line you much of very to adverbs and intended much. see you. elegant children's fine line of children's suits elegant suits at low at low Caution that only requires special care, for the reason placed. in the English language is so often misother word As a general rule only should be placed immediately The no before word the word, phrase, or clause that it modifies. 21 CLEARNESS in the Thus, only modifies speak brother your only for may of be words, should meaning intended. like He Original: said great deal a for did him, but saw intended the end is that not I saw of sentences), spoke "He as, clauses. visited one of ice cream, to learn only only.'* me clauses, the convey that creamery order in to and Phrases " placed that they will he moment," a longer. it modifies; so that I meaning no and phrases that arise (as at no Position f moment, a ambiguity would be placed after the word When idea the conveys brother your saw evidently the while him, to and saw, only "I sentence, was facturing manu- something about the business. visited business, he of ice deal that one order in that creamery learn to about something manufacturing was a the great cream. Place 1. said He Improved: the participleas near possible to the word as it modifies. I looked Original : reading home, saw a On Place 2. my reading man window, a and saw a on man, my way book. a Improved: through a I looked home, way a window and book. relative pronoun the through as near possible to its as antecedent. . Original: The Improved: When for the "He jests be When at in came scars, would who be at wooden ate, we not placed small a fruit, which meaning smoothness, as, fruit The box, which in came obscure, the distance some a small relative from we ate. box. wooden clause its may, antecedent; felt a wound." never subordinate clause is introduced by if, when, as, while, though, although,etc., force is often gained by placing it before the principal clause. This is especially true in long sentences. 3. Original: and to scenery to city and I should be to my friends, delighted to introduce you show the objects of interest in our city and the beautiful you in the neighborhood, if you here. were Improved: you a my the // you were introduce here, I should be show objects of interest friends, and to beautiful scenery you in the the delighted neighborhood. to in our 22 BUSINESS 4. should In conditional be Original: The do Improved: parents how expectations only not only not Either of disappointed if are is wasted. hard, the expectations The hut advice, he helped me btit helped me I will. or Personal Pronoun. Make " the cedent ante- clear. his father boy assured boy said The correlatives I will. or he shall leave the advice, good me gave of is wasted. good me of personal pronouns : parents money shall either leave He Antecedent Improved the " gave clauses principal clauses. conjunctions. Place parts of speech. He Improved: Original: of them subordinate correlative He financially. Original: Improved : the disappointed, and same Original: financially. from not hard, and money // the children do not work of before the write work are Position to sentences, the kept distinct the children the letters: to his that he right. right." was father, "You are Or, The boy said to his father, "I am right." Original: This law will be tolerated by the new long as it is perfectly harmless. Improved : This law will be tolerated by the new long as the law is perfectlyharmless. of this kind, when In sentences report the in the conversation the form antecedent of can direct a party only so party only so be not repeated, quotation. While prepositions, Repetition of important elements. be often be omitted, they should conjunctions, etc., may repeated in the following constructions. its objects 1. The preposition should be repeated when separated by an intervening phrase, or by a verb and are its object. " He Original: helped him forgets the when particular. He Improved: helped him when in particular. he was gratitude poor and that he those to owes uninfluential, and that John Smith in The the forgets the he first sentence gratitude that he was and poor might owes gratitude to be he to to owes uninfluential, and construed those that mean that helped him those to John that and he that Smith forgets helped John 23 CLEARNESS Smith. The he to owes in Smith second sentence and him helped that those that means gratitude the gratitude forgets the he he John to owes particular. connected by a conjunction are such as to require different prepositions after them, both prepositionsshould be expressed. When two Original: Improved I had 2. confidence no I had : When 3. words two to should or than a they are to hear the bark the is to reference would a leaves. gleaming through the of bark the of leaves. more wise other- not shall be treasurer elected for a period years. Improved: period of The wildcat a secretary and The Original: and surprise no thing, if the meaning or same clear. be of three been of eyes the surprise to hear the gleaming through no article when the person one a in be repeated when wildcat have the see Repeat 4. . to or raccoon, been of eyes It would Improved: a the see used are intervening words. of have It would Original: raccoon, number a respect for him. or infinitives more or construction, the sign separated by in confidence no respect for him. or The three implies while the that second and secretary one persons, the shall treasurer be elected for years. first sentence treasurer, and secretary the one shall person other be both that implies sentence secretary there are two treasurer. \, that, who, when, where, if, etc., introduce before each member series of clauses,repeat the connective When 5. a of the series. Original: take the matter Improved then take the is a there, and matter We native who a have native there, and he there of that would us and soon, he would then be here the territory to himself, is familiar for sometime the to that he would there for Stillson, Mr. our with the conditions come. territory to himself, who will remain and soon, in detail. more assigned state here be in detail. assigned state have who would more with of that We us that up will remain Improved: is said He he that with up : Original: who said He is familiar some Mr. our time with to come. Stillson, the ditions con- 24 Repeat the 6. word any I shall with 7. I shall be : with me, Do not and the form expressed in the other. Original : Improved I shall them other arrangements. fulfillhis ments engageother arrangements. not make to fulfill his engagements not auxiliary verb an is the same feel, as in one the form as always have, that he is I have always felt,that I feel, as I shall : endeavor understood unless clause does if he does principal or a write make to disappointed shall / omit if he disappointed will endeavor and me, Improved be to subject of several verbs when that is capable of being a subject. common between comes Original : how letters: BUSINESS in the he wrong. is in the wrong. Original: Improved: a flowers The Repeat 8. as The flowers principalverb verb of the in and grass green. grass was the to he when and clause one the and bloom, in bloom, were form any in were it is used auxiliary in an as green. another. Original : She She Improved: by every one in admired and by every the was of cynosure and- all eyes, admired w;as present. principles."Express clearlythe subject of Miscellaneous in of all eyes, cynosure present. one a the was participle. Original: opposite Improved: opposite Standing the on seashore, two vessels are Standing on the seashore, / saw two vessels moving directions. subject consists of a series of phrases, or clauses, force is gained by using some word, such as thesCyall,etc. 2. moving seen directions. words, the When Original: Cotton and populous cities are Cotton Improved: and populous cities " and not and these gold, banks the elements gold, are banks not the rizing summa- and railways, crowded that constitute a and ports great nation. railways, crowded elements that ports constitute a great nation. 3. the comparison in the comparative degree, thing compared, should always be excluded In making person or a 26 BUSINESS 15. You letters: depend can how his on to write whatever doing them he undertakes do to well. 16. It is notion prevalent a on a 18. on The the adds 1. The earth looks to went Britons 5. The meaning if it as directly turn to received by least at flat one any conducted during the day fought boys to Clauses on the who met flock a of map. him sheep, bravely as is unmistakable Twenty " and were driving town 4. The 6. Wanted all checks of Phrases taken be might 3. He is determined machine. adding He true nearer is only profitable when of amounts Position 2. mainly scale. large an of sugar manufacture He be character around. statement 17. man's a It would by his environment. this that as horseback. on the as of his presence weed Romans. here. from onions, robber. a ten fifteen to old. years received 7. He 8. He bought 9. He could 10. Wanted reward a the house the see praise in which by of all for his lives, for his he who legal firm, a bravery. residence. own through full sail under ship gliding stenographer A " the and a glass. spy- also can do collecting. as Nature 12. Teachers far as 13. Please 14. Everybody twenty 15. to of his should the am of God, image the try to repress a father, if he is tell my well as of practice the as Scriptures. throwing stones that thought this I shall home, at destined was not to be back. hurry great a city ago. years went the on stage, for which she had strong a inclination, living. the When work 17. I me possible. She gain 16. my tells 11. and You can future 18. Did 19. I called 20. He you cat began to tell what course, by take the at is like the a talk to the book room, feeling tired, aside I laid her. will be man's beast the into came the direction to home of prey, the higher level, whether in which who visited who is devoid us lower, is headed. he library,that or I lent sometime of you? ago. compassion. 27 CLEARNESS spectacles,that no not can boots, that nor see; can walk. not has him with Life 22. in ended which mistake, sad a with began bright prospects. such This 23. to needs He 21. will take way 2. We neither give you not only think must 3. I not 5. You can with for hope neither also of ourselves, but the writer but only speaks English, 4. She favors. nor money acquainted neither am skill hath of Correlatives Position 1. I will that house gentleman's a burdens. off these take to you success his works. nor also of others. French and in this in abundance, course German. nor in but silver quick- the other. 6. California only produces not gold also. 7. It will not merely interest 8. This merely intended is not children, but interest to people grown-up people, but too. instruct to them. good 9. The of his 10. They from from only drew their wealth not 2. the boy promised If fresh milk 3. The farmer 4. The lad does told respect, but can experience knowledge of the Personal also the love he not with the neighbor that leave his the key, locked that if he did actual ment, govern- history. Pronoun that agree of of past his father his not their of Antecedent 1. The deserves beings. fellow but only not man would his debts. pay child, boil it. his father, for cattle if he were in his should, he corn. would die. 5. He putting he at last it in his 6. He told would return. found 2. I his friend 3. He tried the never may door, and went away, pocket. of Repetition 1. He the have, old and nor not feel better Important Elements new be successful method. will agree never in in half politics,as to such he has a proposal. in business. an hour, 28 BUSINESS 4. We have 5. He letters: large and a has, and never to how small write them dictionary for the probably will never of students. use forgive me for deceiving him. 6. Our editorial 7. The council will page it as " always has support " worthy any cause. such has not nor now, had never the make to power law. a 8. The question has not, and probably will be never satisfactorily settled. 9. He belongs of water 10. 13. will 15. and the no said the no make him trying in would i only 5. All had once word not reparation had what see befriended once party. he to owes Robert peril. to see us to go Exercise day. a it. again. over sentences like to of subsistence, will make pleasure of hearing from is wrong; word 6. I should 7. He the means who whole decided hardly endure not the was and business, not are go it out. erase with scarcely a correct. you moment when he returns to fully. more have you the recite 3. Repeat has, never unjust, and city, at his home able be the matter over hope that 4. That ever genuine friend. same he the and country the have to preserved him that go can can any. man the who said may 2. I or drawers done. disposed toward use of the apologizes and Review 1. have, was purchase to if he has in the We and prevail; it measure destitute was which him he well Both that will truth naturally grateful to the was He that that he with pardon was It is we notion man money city,and 19. and old will find him 18. the misfortunes of wood organization of labor. the friends 17. you the to and 16. greatest hewers the prevail. damage I the strongly insisted I will the caste, and one one. ridicules The had of any He 14. me, one He opposed for is never 12. and another. to 11. and to It happen to very to much. spare. ahead you the work, return mail. with by 29 CLEARNESS is 8. Iron He 11. Detroit 12. The 13. There 14. This picture is 15. It is a seems is 17. This 18. I 19. We 20. Please 21. The The 24. I have seemed not report child a have and saw my They soon never friend when I ill until other the place in the into cashier. Chicago parents. any such a measure. afternoon. Saturday m. city. the to without boy at 2 p. in firm forced be men. yesterday. waiters orphan was friends. opinion of all of will will take performance us of any little poor his than been inattention any was never had you other. beginners. new universal the largest business the of the in faith welcome. more with adopt that aware be facsimile more be to nearly alike. dressed would to business. city in Michigan. be exact an plan to do 23. his any to who man good was We seemed no seems 22. largest of is the children He city in Michigan. any clearly to understand 10. 16. metals. all the than is larger than Detroit 9. useful more walking down State whole trade of the Street. 25. had entire an of the monopoly country. horses 26. The go held being tired, they council a decided and to farther. no 27. In evening I counted one a large number of meteors sitting on piazza. my 28. As they about were leave, they began to collect to their things together. 29. before next he 31. 32. cast gravel walk he heard nothing, and had better ground on I not expect to carriage stopped to the house merely intend this half an that graves scattered were horizon. our in New agents which York, premises daily. at amidst as in better home. a small the gate nods party. 34. did feel not the on through the did go the above coffee our if he that pale light a appeared and The friend that import is roasted 33. his moon which We had he week. thought The around, that told He 30. hour said He a suggestion. which and led smiles by of the a short whole 30 BUSINESS LETTERS: HOW TO WRITE THEM Effectiveness Parallelism. similar Parallelism " requires that two or more ideas be expressed in a similar way ; that is, if one idea is expressed with an the other should infinitive, be; if one is a participial phrase, the other should be ; if one is should be, etc. Parallelism is a a relative clause,the other great aid effectiveness. to The Original: Improved students The : students and to began clapping their hands began clapping their hands' and shout. ing. shout- Or, The students and to shout. began to clap their hands who have Original : Pupils partly completed their and having satisfactoryevidence of the fact will be advanced put in the classes. have Pupils who partly completed their have satisfactoryevidence of the fact will Improved: and the where else- course who advanced classes. where else- course be put in Or, Pupils having partly completed satisfactoryevidence of the fact will their be course elsewhere and put in the advanced classes. having Repetition for emphasis. Do not hesitate to repeat a ness clearto secure word or phrase if the repetitionis necessary or emphasis. In fact,one of the most effective means at the of securing emphasis is by the repetitionof a word beginning of each of a series of phrases or clauses arranged " in cumulative order. perhaps in that pile of discarded behind the desk is missing something of value, mail, the man would in his business, something which help him something which would, if he availed himself of it,enable him to turn out better goods Our Emphatic: at the same next thought was that cost. With automobiles, Emphatic: emergency my and with modern supply rooms, repair men, garage my and what is more good important quick service, " Repetitions should 1. Avoid phrase within to be avoided. " Such with I my can give you the lowing fol- work. repetitionsas carefullyavoided : the unnecessary repetitionof the expert be a short space. same word or EFFECTIVENESS rule in such one Improved rule in such one hut we you, but we have but have only cases. the hope We Poor: like to accommodate should the repetitionof Avoid 2. you, cases. We : accommodate like to should We Original: 31 - note wrote we of similar sounds. succession a a you few days has ago been received. that We trust Improved: few days ago. a you Avoid 3. repetition of hut, and, frequency. the noticeable with Original: I am examinations, and I made that sure as, letter wrote we for, since, etc., pretty good grade a past, and for sometime studied I have the received have you all my on I resting am now. Improved : examinations, would able be Improved: would able be letter. I have no attractive / at said that to carry the thank will for the you which have me magazine Your as and to no doubt congratulate to to express I can get a that concession, he the you little time of have you or our or struction con- paragraphs. ing interest- recommendations, sales. / congratulate I hope your proposition extended. pleasure in receiving your kind mendations, recomheartily for your you sales. our materially increased of your the good circulation upon my hope that to word magazine, and expectations. considering your your express thank to concession the same kind your your pleasure expectations. your proposition will receive overreach soon and to agree increased of courtesies hasten complex a pleasure in receivingyour my overreach the I Improved: letter interesting the restingnow. plan through. materially give myself early date. Allow would we circulation good number / thank if heartily for you shall an to agree all my on plan through. to express doubt the upon He would we the carry I hasten Original: you to that if the too at which as frequent use of the the beginning of sentences Avoid 5. am repetition of that in the object of a verb. said He Original: past, I careless the clause used noun pretty good grade a for sometime studied I have as I made that sure am and Avoid 4. he I my give your earnest to it. attractive number consideration will just as 32 BUSINESS I thank letters: for the you how courtesies to write have you them extended. of the essentials of a Brevity. While brevity is one business letter,it is to be secured, not by omitting subjects, articles,auxiliary verbs and prepositions,but by leaving out all unnecessary matter and by stating concisely and to the point what has to say. The one following cautions " should be observed Do 1. : omit not the subject of a when sentence it is in the first person. Poor: Better: have We Note. and received Have " When received the "We when the have it is the received of the as order 15. of November compound a of subject same your of November order your members closely connected, omitted order your the 15. sentence second member subject of the of November 15 and are be may first member; will short give as, it prompt attention." 2. Poor Do I : omit not not was I Better: the articles a, an, was of terms aware not on which of the terms aware the. and goods which on were the sold. goods were sold. 3. As Original : Improved The rule,do a Your Your : not note omit prepositions. falls due note conversational May falls due on style. One " 10. May of 10. the best means of increasing the effectiveness of a business letter is to give To acquire it the conversational style the personal touch. style, imagine your respondent coran natural, conversational easy, " across the desk from you and talk to him on possible,just as you would in a personal interview. The judicious use of such contractions as Fll, we've, well, you'd, etc., help to give a letter the personal be used touch. In the sales letter,such contractions may in the collection letter or with good effect,and sometimes the letter answering a complaint; but in letters of application, be introduction, and recommendation, they would out of place. paper, as far as 34 BUSINESS its name have "We ; as, how letters: to write them letter of June your 5," "Your not letter of the 6th instant," Kind. See esteemed. " A Oblige. " weak, meaningless close origin,and with other words of Latin form; as, Use a with week, day, month, year, etc. Per. ^A word to " Same. "We of Latin Incorrectly used " regret the inconvenience," has caused not used when the are a you has not error inconvenience." is understood (prices)as Stilted and " per regret the any after it ; quoted we diem, used only annum. per Say, pronoun. caused you any and hope same Same is correctly prices as, "These last week." you overworked. be should personal a hope it "We not noun same Stated. and error as letter. a Inform, say, tell is or usually better. Valued. See esteemed. " Would say, wish to etc. say, Say, "We regret that request," not "In reply to regret,"etc. Writer. " Undesirable it is awkward that as and a we " ^Wordy and generallyuseless. not can comply with your letter would your substitute fixes attention for on say that I, for the the we reason writer even Say, "In reply to your letter of the matter," not "In June carefully over 5, I have gone reply to your letter of June 5, the writer has gone carefully than more the use the matter." over How a how way. to Begin a Letter emphatic places in a letter,just as in a sentence fore, paragraph, are the beginning and the end. It is,thereshould study carefully important that the student effective to begin and close a business letter in the most In many letters,especiallyin sales letters and letters The or of /. most HOW A BEGIN TO 35 LETTER be complaints, the answering utilized to put opening paragraph may attitude in the right mental reader the to that follows. receive the message While it is usually desirable to make, in the first sentence, reference some is being answered, that letter the to by referringto its contents or its date, it is much better to make thank this reference incidentally. Thus, "We for the you in your letter of June 25;" "We suggestion contained not satisfactory, regret to learn that our last shipment was letter of the 15th, which has just reached as you say in your us;" "The goods ordered in your letter of September 12 will be shipped the first of next week." Avoid such weak, stereotyped opening phrases as, "We beg to acknowledge receipt of your valued favor of recent esteemed favor of the 15th date;" "Replying to your instant ;" "In reply to your favor of the 20th ultimo." The following paragraphs illustrate both the weak, overworked of beginning openings and the easy, natural way a letter : Poor: giving same Improved this valued Your Thank Improved reply In Original: beg to advise to beg 6th instant, with order Improved : bags of peanuts, We your to favor in of your acknowledge for your and are been of order of June give respect. been instant, shipped. reply to shipped. favor your thanks. order shall 25th for which your our in you, have receipt please ac'cept thanks the already informing orders We in every of have orders just in receipt of are our hand, 10. please you to for 50 bags of peanuts, for which accept is at of June esteemed pleasure both 25, that We instant order hope of your take We : letter of March Please and that" both Original: for your you attention prompt our 10th attention. prompt our : of the order accept of June your of the thanks. 6 for 50 Or, 6 for 50 of bags peanuts. We Original: to loss have bill to on orders receipt of #412 Harwood property given in are to have a your favor of the Street, and carpenter make 7th inst. relative beg to advise the repairs and that we forward us. Improved : We are pleased to inform you that we have given orders 36 BUSINESS have to a how carpenter make the forward the bill to and Street letters: to repairs on the them property 412 at in your requested as us, write Harwood letter of the 7th. We Original: favor of recent shipped we doz. be Improved of these We be The best price which to We that state our the brushes best very esteemed your price for }/2 best very letter of November price for of your contents refer you the were of these would acknowledge to that refer in your one-half dozen Or, the dozen beg advise you and you our each. 50c for one-half Original: in which to which carefully noted brushes 10. brushes large size, and would have large size, of contents each. The the noted in reply thereto, would the were 50c : were carefully date, and you would 10 have the second letter of November large size, and be receipt of which we coat our very each. 50c your sent favor recent you also was small. too We Improved: November In Original: would is the the The having matter matter careful our Your Original : to esteemed much very second reply that state Improved: 20th regret 19, that coat we is having which of favor careful our refer you your letter also too was you esteemed your to learn, from to sent recent of small. date, we attention. in your letter of the attention. favor of the 18th inst. to hand and tents con- noted. Improved letter It is : regarding furnish regarding How a our pleasure 1916 to model to me and acknowledge to note be so information you car. your to Close a Business Letter Since the closingparagraph occupies so it should the personally your constructed as to add to important a place, the effectiveness of closing paragraph gives the letter a istic finished touch. It should be a'natural conclusion, characterof every-day life,and consistent with the preceding any parts of the letter. A closing that is used without best of the very of its appropriateness will weaken sense letters. The beginning with participial constructions inherently hoping, thanking, trusting,assuring, etc., are that they weak, often meaningless,and are used so much the letter. A good HOW be can constructed so but Often separate closing paragraph, no paragraph is desirable a letter a to prevent direct statement a usually better to make thank the participialphrase; as, "We use you order," rather than "Thanking you for your order, is abruptness, it than need to as such when 37 LETTER strengthen the letter. than rather weaken A CLOSE TO to for your are," etc. we careful study of the A student the enable following closing paragraphs will of the cut-andonly to avoid many not expressions that lessen the effectiveness of so many but to close his letters in a natural,effective business letters, dried way: Hoping We Improved: Weak hear to : from you thank would soon, we are, to write us you etc. by Wednesday, the 25th. Weak: Trusting samples, some Improved : that We Original: Thanking from again in you able to : serve Weak: desire to serve desire earnest Weak serve we samples. some you trusting that we may etc. are, order and inquiry your for your you it will be that Won't Improved: you trust that we be may and assuring you of our inquiry and assure you of our you. early date, an sending etc. are, thank Trusting : at to of future. near for you order, and for your in the we We pleasure send us future, near you again you, : the let you for the you the thank Thanking Improved the We you that suggest hear Improved have may etc. are, we we we for you to make tance remit- etc. are, please you convenient make a us remittance by Tuesday, 15th. Weak : again, and are, Hoping that assuring you we that the the order opportunity of serving you will be filled satisfactorily, we etc. Improved again, you : We hope in which case that we will merit your Original: Thanking you that manner reach have may you in good season and you are will entire us the an opportunity order will be to serve filled in a approval. for the open give certain order, and up hoping the goods satisfactory,we remain, etc. will 38 BUSINESS Improved reach it will have Improved you We : send may Weak : our order with and prompt promise WRITE in every favored our TO for your please you be to HOW you and Trusting : that you thank We : promptly you Weak LETTERS: and very hope the goods will way. early your careful best THEM order and attention, attention to we assuring etc. are, any order beg to that us. that Trusting we have may order, your we remain, etc. Improved shall We : appreciate your Original: Thanking with favored order an We Improved : pleasure of being in advance you from shall appreciate of service rule, words to used for in the you and reply a future, near the kindness we of hoping etc. are, reply, and a be to the you. Words Compound As order. in their tion regular grammatical relashould be written and construction separately, but when they are used together to express a specificmeaning, they should be joined with a hyphen or written solid. Take, for example, iron fence, iron-saw, and ironwood. of iron, which is clearly exAn iron fence is a fence made pressed words. made when written as two Iron-saw, a saw to cut a connected iron, if not idea the wrong kind of hard a with the hyphen, would made convey of iron. Ironwood, the meaning when wood, clearly conveys be said that no expression written solid. In general,it may be changed from two or in the language should ever more solid without either hyphenated into words or a one that " it is saw a " " change of sense. compound Many through long usage, While there compound is a words, have once come written to be written lack of uniformity in the words, the with manner following rules reflect the as hyphen, one word. of writing general the usage: 1. Vice and ex used as parts of titles are the other part of the title by ex-President Roosevelt a connected hyphen. Vice-President Marshall with When 2. and noun a participleare be connected by modifier, they should money-making The hyphen 0 used a as adjective an hyphen. a order-producing ideas good-looking lines plans labor-saving machines 3. 39 WORDS COMPOUND prefixes co and when compounded should re be followed by the beginning with words with e. or co-ordinate prefixesselfand The 4. re-enforce are followed by the hyphen, all-important should numerals Compound 5. all self-control self-confidence re-enter re-elect co-operate be all-seeing with written the hyphen. fractions When 6. should When a three-fourths seven-eighths with is compounded numeral adjectivemodifier,the parts should with the hyphen. to form an forty-footlot six-storybuilding to form an by a in the 9. words " When are when 11. note 56-inch ill-bred tread these words are is not so-called well-informed used merely required ; to as, modify "He half-hearted quarter-pound participle a is well informed.'' prefixed half and quarter when generally followed by the hyphen. words half-dollar 10. four-legged animal predicate,the hyphen The be connected 30-day rule word hyphen. above-mentioned Note. two-foot another above,ill,well, and so are used with a participle ciple adjective modifier,they are joined to the parti- When 8. hyphen a parts. two-thirds one-half ninety-seven expressed in words, are the two connect 7. seventy-eight thirty-five twenty-one to other half-witted second-rate,etc., First-class,second-class,first-rate, used as adjectives,require the hyphen. Certain combinations of words are sometimes used 40 as adjectives,and when made-to-order Today, tomorrow, " solid. the omit hyphen or the hyphen. The so to write them be hyphenated, used, they should out-of-the-way place ready-made suits well-to-do man I-told-you-soexpression garments end-of-the-year rush Note. how letters: BUSINESS In following words and tonight business are may be written correspondence written with the either tendency the hyphen is to : above-mentioned good-will,noun post-office,adj. bird's-eye,adj. hard-hearted brand-new high-class,adj. high-grade, adj. right-hand, adj. rock-bottom, adj. by-laws by-product with so-called ill-bred short-lived card-index ill-natured car-load, adj. labor-saving left-hand,adj. stepping-stone well-known, adj. well-informed, adj. wide-awake, adj. cross-examine cross-question every-day, adj. first-class, adj. make-up, noun old-fashioned whole-hearted out-of-door, adj. whole-souled with the prefixesover, under, ajter,non, Compounds fore,semi, sub, counter, and out are written solid. 12. overdue nonpayment subagent subcommittee overcharge nonresident underestimate foretell countercharge undercharge foresight semiannually semimonthly counterbalance afternoon afterthought outstanding outside ending with house, room, Compounds ship,side,maker, mill,work, holder,keeper,man, generally written solid. are 13. Each one word of the : following expressions should be shop, hook, and woman written as 42 BUSINESS letters: how to write them Syllabication In often order to divide to necessary uniform a preserve word a right-hand margin, it is the end at of a line. The between always be made syllables,never elsewhere. The following rules, while not exhaustive, will in determining where the materially assist the student division must division should 1. Do Wrong: 2. Right: Do or syllable. one brou-ght sle-ight letters together represent more one be divided. not telep-hone tele-phone not of stren-gth two must : word a thr-ough sound, they 3. divide not When Wrong: be made separate arit-hmetic mec-hanic arith-metic me-chanic a syllableof toi-ling toil-ing letter from one the rest of the word. Wrong: a-lone man-y Right: alone many 4. the When, division e-nough enough u-nite bus-y busy unite in forming derivatives,a consonant usually be should made between is doubled, the double letters. Wrong: Right: 5. it is Do Right: Right: 6. not separate ed from pronounced Wrong: shipp-ing ship-ping permitt-ed permit-ted a as ship-ped shipped rat-ed Usually a remitt-ance blott-er remit-tance blot-ter of the word the rest unless separate syllable. refer-red loan-ed laugh-ed referred loaned laughed profit-ed remit-ted commend-ed prefixor a suffix may hop-ed hoped present-ed be separated from the rest of the word. Right: il-legible annual-ly ante-cedent fiU-ing sing-er syllablestion,sion,dan, dent, tient,dal, tial,tious,dous, gious,geous, and gicn. 7. Divided so Wrong: nat-ion Right: na-tion as to preserve permiss-ion permis-sion as optic-ian opti-cian effic-ient ofRc-ial effi-cient offi-cial USE Exercise Divide in doubt dictionarywhen Use abbreviations Use the letter. they save of sparingly, especially in the all-important,they require readilygrasps a word written in doubt When, the word of reader, whose time, more in full than whether interests the as when more abbreviated. abbreviate to eye are or not, write in full. abbreviations 1. An in usage regard to : abbreviation Abbreviations capital letters. begin body of the letter ; the appearance second the part of the a on following rules reflect the best The 2. to as a Abbreviations the part of the on syllables. Consult into : They detract from only a fraction of writer, while 7 following words the 43 ABBREVIATIONS OF should of proper Abbreviations always be followed a period. titles,etc., always nouns, of by other many with such words begin with and phrases words and though phrases do capital letters, even letters in full. when written The capitalization begin capital is entirely a matter of abbreviations of usage. For instance, free on hoard is usually written with small letters ; thus, /. o. 6., while collect on deliveryis always written with capital letters; thus, C. O. D. abbreviate 3. Do the names of the days of the week not the or of the months in the body of a letter; as, *'I will be at home names with not on Monday, Note. " January Observe 5," that not when "I will be the at home month on Mon., Jan. 5." the day of precedes the 44 BUSINESS month, d, st, or when the May," 4. not liartof 5. Do The E. when not the unless state a it is used as a do you the in full and the following addressed person that signature the page may be greater presents a abbreviated for railroad,Ry. of part are a not "The the matter," a railway, nor name proper R. Co. R. ; is at "The not Co. for company "The Thus, fault." Co. is railroad "The willing to company arbitrate matter." #5, abbreviation the not number 5. in the or do of varies usage No. But number "a as 8. While not sign # the use people." writing participleand the plural forms of good authority: O. K'd or the K.d; figures; abbreviation past of 0. K., the O. before and tense following have O. K'ing O. or as. No. 5 No. in such the present the sanction K.ing; 0. K's be in the O. K.*8. Note. of body a. But instant." 10th of name fault," arbitrate expressions or the on title out R. R. for use is at 7. Use or 5th. precede the day of the month, goods will be shipped by the 5th not "The that are Titles words willing to the March not requires it. these company is this appearance. 6. Do 5, THEM Virginia," not "He lives in Va." abbreviate titles a rule, designating official positions ; Coulter, President,''not "Prof. E. M. Coulter, Pres." by writing space unless WRITE lives in "He as, ; for courtesy better as M. reasons does the TO thus, March ; falls due abbreviate not, as, "Prof. used month note address an HOW required. Thus, "Your Do th is not of the name th is d, St, or of LETTERS: While, " the m., p. m., while often as a rule, abbreviations letter, the have following i. e., viz.,etc.,f. o. b.,and abbreviated, the not sanction C. O. D. better are should of used good usage : Instant, ultimo, proximo, spelled out in the body of the letter. Abbreviations of the Names of January Jan. September February Feb. October March April August May, Months Sept. Oct. Mar. November Apr. December Nov. Dec. Aug. June and July should Abbreviations The the United abbreviations not of be abbreviated. the States Official Postal of the names of Names of Guide the the States gives the following states, territories,and 45 ABBREVIATIONS postal authorities be used in addressing that these abbreviations and packages intended for transmission through possessions of recommend all letters United the The States. the mails. Nev. Alabama Ala. Arizona Ariz. New Ark. New Jersey Cal. New Mexico Colo. New York Arkansas Nevada Hampshire , California Colorado Connecticut Delaware : District of Columbia Del. North Carolina Dakota C. Fla. Ga. 111. Illinois Indiana Ind. N. Y. N. C. N. Dak. Oklahoma Okla. Oregon Oreg. Porto Kans. Pa. P. Rico Rhode Island. Ky. South Carolina Louisiana La. South Dakota Maine Me. Tennessee Maryland Md. Texas I. ..P. R. Kentucky Massachusetts Mex. Pennsylvania Philippine Islands . Kansas N. J. . D. Florida Georgia H. N. North Conn. N. R. I. C. S. '. S. Dak. Tenn. Tex. Mass. Vermont Vt. Michigan Mich. Va. Minnesota Minn. Virginia Washington West Virginia , Miss. Mississippi Missouri Mo. Montana Mont. Nebraska Nebr. Alaska, Idaho, Iowa, It is generally better not Ohio, and to Abbreviations Al first-class = acct. ad. of a/c or adv. or = ' advertisement Wyoming Wyo. should Maine not and Oregon. Commercial bal. bbl. Terms Av. or abbreviated. be Avenue = balance = brl. or = barrel . Agt. amt. a. bdl.= agent = or A. or Assoc. Assn. Assist, Atty. = or bundle bg. =bag amount = m. M. Asst. attorney =ante = = meridian Va. Wis. Ave. account = W. Wisconsin Utah abbreviate Wash. bkt. basket = association B/L=bill assistant Bs/L= Bldg. of lading lading building bills of = 46 BUSINESS bot. Boul. kg. lb. bu. bushel = bushels = ct. or C.= cent, cents C. O. D. =cash (or collect) on delivery Sec. P. thousand mo. Corresponding tary Secre- A. Certified = Public No. cwt. or = dozen Dr. = ea. al. et etc. = et f. (and cetera so ford. ft. pair = Pres. = President Prin. = Principal proximo = = qt. G. F. A. reed. = G. P. Rec. Sec. r. m. General Freight Agent General = Passenger Agent or gro. gr. = gross p. R. R. Ry. hhd. Sec. hogshead horsepower h. p. = hr. hour = i. e. =id quart = hf. orhlf.=half = = (that is) St. = in. =inch inst. ult.= int. = = interest (this month) Recording Secretary = revolutions = per railroad = railway Secretary S"r. or Treas. instant received = Supt. est (next month) = = A. meridian post office gal. gallon = =post postscript pt. =pint quire qr. foot, feet = P. M. or P. S. board on forward = package = prox. = b. =free o. ounces piece m. pr. forth) exchange Exch. = payment = = p. alii (and others) "c. or number correct ozs. P. 0.= et = or pkg. each = = (note well) pk. =peck debit, debtor = memorandum ounce = pc. department Dept. doz. bene no. payt. hundredweight = = month K. =all countantoz. Ac- credit, creditor = = B. =nota oz. Cr. memo. manufacturing Manager = = N. = merchandise = or O. C. limited = Mfg. Mgr. care Cor. pound mem. , = = = mdse. = hundred c/o = M.= box = inventory jr. junior keg Ltd. bus. or THEM = or brought = c, invt. Jr. WRITE mvoice = brothers = brot. bx. Boulevard = brother = TO mv. Blvd. or Bros. bu. HOW bought = Bro. LETTERS: sr. senior = Superintendent = " Street = Treasurer ultimo Vice-Pres. = (lastmonth) Vice-President minute USE viz. vs. or V. W/B W. or B. week = yd. yard = yr. =year = waybills W/Bs.= Note. to the versus = wk. (namely, to wit) (against) waybill videlicit = 47 FIGURES OF singular; as, abbreviations of most plural The " lb.,lbs.; yd., yds.; of Use adding s bg., bgs.; pkg.,pkgs. pes.; pc, by Figures be in given that will govern should be expressed in figuresand what all cases to what as should be spelledout, the followingsuggestions will be helpful: While specificrules is formed no can dollar or more, of money amounting to one expressing sums the ^ sign and figures; as, $123.53; $25. use of money, such amounts Note. In expressing even as $25, it is better to omit the decimal tracts, point and the two ciphers,except in conlegal papers, and tables. in figures dollar may be written of less than 2. Isolated sums one or spelledout ; as, 50c, 50 cents, or fiftycents. Note. Do less than one dollar. the sign $ for sums not use Thus, 1. In " " It costs 25c, $0.25 not January 103; numbers 250; 1530; When 5. should drove miles 30 in percentages as, figures; as, bonds. 2k inches; 3% or figures; words, more use 1,51^0,310. be numbers in expressed in figures, use Monday, on mentioned are on be expressed 100 on some space, figures for all ; Tuesday, 75 short a as, Wednesday, "We and Thursday." on 6. When those x require three several of which 126 12 2^, 1916; 4. When and dates, dimensions, Express 3. $.25. or the that numbers be may to expressed in one frequent, spell out words; as, five,twenty, not are two or forty-two,two hundred, twenty thousand, ten millions. 7. As a rule, spell out hours of the day, distances, weights., ages, and measures, when be two words ; as, expressed in one or they can "All children dismissed are Note. a. a. m. p. m.; as, "I will call at 10 p. m. Spell following a not out generally are that numbers colon ; as, "$5 is too who live two miles from schoc'. three o'clock." prefer capitals, and 8. of age figures in expressing and m. at eight years Use " and under much," clock a. written m. the beginning ''Five dollars etc. is too with of a in connection 5 p. m." or in small o'clock is written at time letters, though a small sentence much Observe with that some o. or for such immediately an article," 48 BUSINESS letters: how to write them PUNCTUATION CAPITAL Rule with The 1. " a first word of every should sentence begin capital letter. Example Rule One's : 2. The " begin with first first word For God And Rule 3. lies nearest. line of poetry should marked each every secret word of sorrowing day, tear. Bryant. " direct every quotation capital letter. a Pope : hath first begin with Example that one of every numbered The " duty is the capital letter. a Example: should LETTERS dwells eternal in the human "Hope says, breast." Rule 4. The " begin with a Rule Ask question should making you time? Every " direct yourself this question. Are of your 5. of every capitalletter. Example: the most first word should noun proper begin with capital a letter. Example: Rule 6. Example: American Christian Note 1. with ; the 2. letters; as, by from Adams, proper New names should nouns America^ English from long usage, which from of adjectives have land, Eng- they are lost all associations derived, they Stentor, herculean religioussects from should are not italized cap- Hercules. begin with Protestants, Catholics, Methodists, Baptists. " York. Christ. from nouns The from from stentorian as, Note Rule When, " Quincy Adjectives derived capital letters. " begin with ' John Martha, capital north, south, east, and west should begin with capitalswhen they refer to sections of the country, but not when they refer simply to directions. 7. " The words 50 BUSINESS letters: Example: He God has reserved has Rule 16. how write given the land them but to man, the sea Himself. to Common " to when nouns, vividly personified, should begin with capital letters. Example: Come, gentle Spring. THE Series Rule Words 1. " of Words or should construction COMMA Phrases or phrases used in a series in the be separated from another one same by- commas. Examples: cleanse our and Note. Honor, affluence,and pleasure are his. To opinions from falsehood, our hearts from malignity, actions our When " by is used in the to same modifies such In " elevates separate no the expressions the 2. in the is concern. construction same required; cation "Edu- as, mind." "A as beautiful adjectives, for the red Red rose," that reason modifies and Clauses phrases and clauses Phrases Transposed " chief comma grammatical construction. the expression red rose. Rule our phrases used or Transposed by vice is conjunction, a and expands Note. words two connected are from no comma they rose; are are not beautiful off set commas. has not a good reason one Examples : When for lettingit alone. thing, he has a good reason by familiar faces, he breathed freely again. Note. the When " comma may element transposed a be omitted; "At as, is short noon and we for doing a Surrounded closely connected started on our way home." In the natural clause, and phrase or a a order, the phrase subordinate subordinate follows the clause word clause follows it modifies; precedes the word the hence, principal when it modifies, it is a a transposed element. When a sentence begins with conjunction, it contains a a ordinate preposition, a participle,or a subSubordinate transposed element. clauses introduced usually are 51 COMMA THE while, if, when, by since, where, as, though, until, etc. Words Parenthetical 3. Rule set off by Example the on phrases should be commas. seemed clouds The : it were, float,as to lazily breeze. summer following The and words Parenthetical " Phrases and are the among words and phrases used commonly therefore, indeed, perhaps, too, of course, parenthetically: However, the in to he sure, firstplace,generallyspeaking, on the other hand, beyond question. Remark. so used, they not are hard "However Note. he used are off by improves and phrases standing like it?" do you used thus words of the the when sentence, slightly,"however but the at a whole as referringto the sentence word, though not strictlyparenthetical, Some in Thus, commas. and as, "Well, how modifiers, and as is an hard. Words " set studies, he modifying adverb words of these Some " "To are be sure, now, beginning rather set are than of the tence, sen- to any ticular par- off by commas ; it is of little importance." well, why, again, further,first, secondly, etc. Intermediate Expressions expressions should be separated from the rest of the sentences by commas, Examples : The soldier,from force of habit, obeys. No of congress, the consent state shall,without lay any imposts duties on or imports or exports. His story is, in several improbable. ways, Intermediate 4. Rule " Intermediate related parts and the the verb expressions are of was since sentence; predicate, between and If, however, should a be struck used. as, the for parts between come instance, between of a verb the phrase, or closely subject between its complement. the intermediate Thus, in the by lightning," the it restricts,or object expressions that limits, the of its kind. expression sentence, phrase by meaning "The is restrictive, no tree the garden of the comma by the garden word wall wall is restrictive, tree to one ticular par- 52 letters: BUSINESS how in Nouns Nouns to write them Apposition in their apposition, together with be the modifiers, should accompanying separated from rest of the sentence by commas. 5. Rule " Example: ordain and Note 1. from the address establish by delivered was 2. "the United States, do it, no "W. E. W. M. a should person Wheeler, Mitchell, D. noun in apposition comma is required; Secretary." alone "Paul "The D." D., LL. stands as, be separated has only Apostle;" or the Milton." poet Note by Rev. of name as, ; the When " article before an comma a the this constitution. A title following the " name Note people of the We, 3. emphasis, could When " in direct or have not is used pronoun a address, done no better." in apposition with is required; comma "Ye men a for noun "He as, self him- of Athens." of Address Nouns address, together with their accompanying modifiers, should be separated from the rest of the Rule Nouns 6. " by sentence of commas. must not forget that talent Examples : Young man, you not must is only long patience. You forget, young man, I. that talent is only long patience. Yes, sir,it was Compound 7. Rule and short " Sentences sentence, when compound separated by commas. closely connected, are The members of a it spans tunnels Science tinents, conmountains, Examples: it weighs the stars. it bridges seas, and Every would be old. desires to live long, but no man man ' Note. " the work efface upon When, however, the should be members marble, it; if we rear have members within commas separated by semicolons; it will perish; if we work temples, they will crumble upon into as, selves, them"If brass, time dust." we will COMMA and Relative and relative Adverbial ^Adverbial 8. Rule " the will be He matter Relative commas, and in here be work the well, which days, few a set off. when is all will take we him. with up done have You Examples: Clauses ive, restrictclauses,when but when they present thoughts, they should additional I ask. off by set not are 53 THE clauses adverbial of two are kinds restrictive and : non- restrictive. restrictive A "Bring as, on desk my the me book as, clause Success me clause, which The it adds an you additional "Bring thoughts, that lies is one Success me on desk." my do that lie not you clause The that lies limits, the antecedent table. the on introduces which Magazine, will find on fact, the limits, its antecedent; restricts,or it restricts,or that all books nonrestrictive "Bring that one is restrictive,because book, by excluding A is clause an additional will find on thought ; desk." my desk, is nonrestrictive, because my being equivalent will Magazine," and "You sentence the to find two it on desk." my Omission Rule 9. the verb When " sentence compound takes its place. a Example r Our second, to make of the and is expressed in omitted proper with a 10. " When verb, or from the one member others, a obtain of comma knowledge ; our application of it. Complex Rule in the first object is to a Verb Subject the complex subject of is of considerable predicate by a a sentence length, it should be ends arated sep- comma. Examples : All that you do, do with your might. That in youth, and who has ever a man thoroughly educated since been in the habit of composing could make so a gross mistake through ignorance, is almost incredible. 54 letters: BUSINESS how to write them Quotations Rule A quotation, or anything resembling a quotation, should be preceded by a comma. Patrick Henry began his great speech by Examples: to indulge in the illusions of saying, "It is natural to man shall we know which is, How hope.*' The question now book 11. to " select? Ambiguity 12. Rule ^A " ambiguity. Example: mind is sometimes comma To in remain Words of things. in Pairs Phrases or prevent spot always, prevents the one taking comprehensive views from to necessary phrases are used in pairs, should be placed after each pair. a comma Examples: Honesty and sincerity,truth and candor, The enviable traits of character. morning and are sunny the gloomy night, the bleak winter and the balmy spring, 13. Rule speak alike words When " to us of the 14. should Words " We Examples: few in the voices live Rule " of members a by semicolons. The Example: the to in deeds, not blue kindle. each There years. other are echoes. many SEMICOLON the great watch-stars began with conjunction is omitted compound sentence, they should When 1. Phrases or commas. world, but THE power. phrases contrasted or separated by be Creator's Words Contrasted Rule or sky shut now up turned their more holy between be the separated softly gray; eyes; the east Note 1. they should subdivided are by ; and as, closelyconnected, very "The fire burns, the water buries." earth members the When " short are commas the air consumes, 2. Rule separated by be the drowns, the sentences When " 55 COLON THE of sentence compound they should be separated by commas, a semicolons. their Under the fierce winds, the pines bend Example: is swept away, snow forming heads; and the mountain immense heights, and hiding everything from sight. 3. Rule expressions namely, as, i. be preceded by semicolons The " viz.,etc., should by commas. We five have Examples: hearing, smell, and feeling. e., that is, or and followed namely, sight, taste, senses; a common expressions have dependence on a principal element, they should be separated another by semicolons. from one Examples : If we think of glory in the field ; of wisdom in the cabinet; of the purest patriotism; of the highest stain; a integrity,public and private; of morals without and intolerance without of religiousfeelings without travagance, exthe august figure of Washington presents all itself as the personation of these. Rule 4. When the at comes element the from sentence, it should as, ; in which upon beginning of the separated dash; several When " it by "Science that seeking that a be each when comma; separated from declares, that has atom place, each followed 1. " expressions depend be expressions should it is placed at the end of the the obeys series by particle of no its the place in the certain fixed a and comma matter universe be can ; and a stroyed de- that, laws." COLON salutation in business letters is usually by the colon. Examples: Rule The several sentence, THE Rule the 2. " Dear ^A colon Sir: Gentlemen: should be placed before a quotation, 56 BUSINESS letters: how to write them introduced specificationof subjects, etc., when expressions as this,these,that,as follows,etc. Declaration The of Independence Example: by such a follows: "When in the for necessary bands which assume, have people one connected the among of course them of the powers equal station to which the laws God entitle them, etc." THE Rule " comes events, it be- dissolve with as the political another, and to earth, the separate and of nature and of nature's PERIOD ^A period should 1. to human reads be placed after declarative and imperative sentences. Example : In every life the post of honor duty. Rule 2. The " period should is the post of be placed after every viated abbre- word. Ult., inst., prox.. Examples: D. D., LL. D. Note the first syllable of When 1. " for the substitute full name, no Rev. a L. John Christian period is used ; is used name as, Dwight, Ben, Tom, as a Dan, Will. Note The ordinal adjectives 1st, 2d, 3d, 4th, 23d, etc., not strictly abbreviations, and they do not, therefore, require period after them. 2. " THE work POINT INTERROGATION a " done? 1. " questions have question should several When clause, each principal point, letter; shall 1. was Note on the Every direct question should be followed by interrogation point. in which the satisfied with the way Are you Example: Rule an are as, and "Shall assassination? the word following it should treachery triumph shall a be murder?" common followed dependence by begin with in this decision? shall rogation inter- an a small robbery? 58 BUSINESS letters: how to write them PARAGRAPHING A of sentences or a paragraph is a sentence nected congroup in meaning and developing a single phase of the subject. Each^phase of the subject should be treated in in the paragraph sentence a separate paragraph, and every should aid in the development of that phase of the subject. Object of Paragraphing. The objects to be obtained to separate the different phases first, by paragraphing are: of the subject; second, to make reading easy for the eye into short units; third,to make by breaking up the matter reading easy for the mind by giving it a resting place and fresh start; fourth, to make the letter more attractive a " in appearance. The that function letter has a to perform determines, the paragraphing. in many For instance, the sales cases, letter has four functions to perform: (1) to attract attention; desire; (3) to convince; (4) to stimulate to action. Each function requires at least one paragraph. than one to devote more It will often be necessary paragraph to the development of a single function. (2) to create Length of Paragraph. " The first and the last paragraph three or four than rule, not more than lines. Other seven paragraphs should not be more or eight lines in length. To avoid monotony, paragraphs in length. Business letters should should somewhat vary be broken into easy-reading, eye-pleasing paragraphs, up when there is but a slightchange in the subject. even should be short " a as be given for Paragraph. While no rules can paragraphing that will apply in all cases, the following suggestions will be helpful: 1. Every change of subject matter requiresa paragraph. 2. Every idea that is to be emphasized should have a When to " separate paragraph. 3. Make the page a new paragraph whenever requires it. the appearance of THE THE No MECHANICAL MECHANICAL matter how MAKE-UP important letter is unattractive aside with The of the letter on message Neatness the letter what first essential the OF appearance little attention. to are in 59 MAKE-UP it is and A LETTER it contains, if likely to be taste a cast in arrangement is to the person. of artistic appearance is the arrangement the appearance page. It should be so placed that the left and right-hand margins are of equal width and that the top and bottom margins are also equal. The margin is to a letter what is to a picture; it gives to a letter the mat a balanced appearance. left and be less right-hand margins should never inch. If the letter is short the margins should be than one The margins at the top and bottom correspondingly wider. should be a littlewider than the side margins. Special care should be taken to see that the right-hand margin is kept as even as possible. Nothing gives a letter so unattractive Do not an as a ragged right-hand margin. appearance The crowd letter too the far toward the top of the page. If the letter is across short, instead of writing three or four lines entirely the page, write seven the middle or eight lines near of the page. Another page is should an in a tj^Dewritten essential of artistic appearance that all tjrpe impressions touch, which means even have the degree of density. To secure an even be clean and good ribbons must be touch, the type must used. be given to capital letters, Special attention must and care should be used to see that the punctuation marks struck lightly. are Except in the case of very short letters,a better display be secured can by single spacing, with double spacing between between the paragraphs. Always double space the introductory address parts of the letter;that is,between and the salutation; between the "salutation and the body of the letter, etc. same 60 BUSINESS letters: THE how BERGER to write them MANUFACTURING CANTON. CO. OHIO October 9h* C"le MfG* 16, 1915, Co.. Albion, Mlohigan. uontleaan: *" arc catalogue, 23rd, nor for of why correct, quote aro to our enclosed a Filing best convenience fllo so that and Auk* favorable expect sideration con- had probably you If in view fron the lfl" Is supposition our specifications your doing, this In envelope awaiting open would Interested in Furniture which we prices? our stamped IZtb Sept. may Steel our Devices. with us we oqulpment. disposition your longer no inquiry koeplng are relatlvo your favor not you *o Furniture Stool a of whether Steol from Judged stallatlon can our lettera our to as of acknowledcfflent an to reply a Inquiry making Wo without yet aa thank with for to you of ours do we and mattor In the event for 13th Sept. to annoy you that you having advise, so wish not from espresslon an your you with essary unnec- lotters. Trusting you for we may yet attention, your have the we of pleasure serving you and ing thank- remain. Yours truly, THE BER"ER UPO . CO. ELPiAdr This the narrow; high illustrates on a poorly displayed right-hand margin the page. letter. is ragged; The and side margins the letter is are placed too too MECHANICAL THE THE 61 MAKE-UP MANUFACTURING BERGER CANTON, CO, OHIO October Gale The 1916. 15, Co., Mfg. Michigan. Albion, Gentlemen: We are as of our Steel ment reply August to a may Steel had Steel Filing best favor not which from that you of with your quote can a supposition our us we our devices. If equipment. why correct, we installation the and for inquiry your view nor 13 whether to as Piling from in catalogue, September consideration and judged probably is inquiry making Furniture We of letters favorable expect acTcnowledg- any Furniture our 23, without yet ifications specour you prices? We keeping are that are you thank matter so with for your convenience not wish to annoy and your the in event would enclosed having a 13 September for doing, of ours in you to interested, longer advise, envelope awaiting open relative you this no to you stamped in file our from expression disposition an so with do we ters let- unnecessary . Trusting of serving we you attention, we have yet may thanking and the you pleasure for your remain. Yours truly, THE BERGfiR MPG . CO. ELP:AGW This illustrates the side margins and the letter properly same evenness that the letter is centered on displayed. of the right-hand margin. the page. Note the wider Observe also 62 BUSINESS LETTERS: HOW LETTERS inconvenience cause of serious 1. Each item item This letters ordering goods delay, and in many and mistakes. of the In order be should checked off are a of source instances,the letter ordering goods, the be carefullyobserved : a occupy facilitates arrangement then THEM GOODS following essential points should itself. WRITE ORDERING Carelessly written much TO the line a fillingof it is gotten or sentence a the order, as by each for as ready shipment. other quantity, quality, style, size, color, and any fications specithe shipper to fill the order to enable necessary correctly, should be given. When ordering from a catalogue in which the goods are and the date of the designated by number, the catalogue number catalogue should be given. 3. The of shipment, whether manner or by freight,express parcel be specified; also the route if this is important. If the post, should can 2. The is specified and of shipment manner instructions,the no be and route own The loss, if any shipping directions method destination, if given. 4. In the the shipper falls upon occurs, given, shipping without the are of different from the covering the cost lesponsibility. of the goods, LETTER or contain a ship GOODS 10 17 reams Bond, than 4 cases 9 reams x 22, following: the freight ty us white x 22, 24-lb., Scotch 17 x 58, 36-lb., Old 38, 11, White 17 Johna- Brother 20-lb., Linen Ledger Hampshire Bond 20 15 25 x " 8^ X put up reams in packages Yours Old 36-lb., of truly. Norse Bond Mimeograph, Laid 500 sheets also financial to as his remittance Gentlemen: Please such liability. any address, should satisfactoryreferences ORDERING choose may incurring writer's observe ever, shipper. If, how- shipper of the first order, the letter should case fails to the each ORDERING LETTERS letter 5. A as our further a relative Letters 6. if it correspondence to duplicate of the originalorder, received not or lost, the was in in ORDERING mation infor- same "Please duplicate first order, and tails en- found. order the case should contain original order filled from be can the say, the fillingan that so to up be not order LETTER the was duplicate. GOODS Company, Grocery National looking can delay a contain instance, For 15th," necessitates of the 63 " should order duplicating an the previous order. order GOODS 111. Chicago, Gentlemen: ship Please Freight Central Michigan by us following: the 15 doz. pint 10 mats F. "bgs. Ice 6 75 1-lb. 6 As cases 50 "bxs. 10 pkgs. we wish Salt Cocoa H. 0. N. Molasses #1 Mackerel Baking Royal Soap Sunlight S. of stock our low, with pails 10 Coffee Cream cans brls. 15 Olives cans J. Cakes Yeast would is goods these of some you Powder this follow ting get- shipment tracer. Yours truly. very Notes 1. No punctuation mark is required at the end of each item of the order. 2. The 3. If of the articles should be capitalized,but such words as barrels, dozen, gross, etc., expressing quantity, and cases, reams, such words as white, hard-finished,etc., expressing quality, should not be capitalized. to the names an and the requires two lines, the second line begins a little right of the first line. 4. The to item items composing right of the at the the paragraph right of the items order margin uniform. should to make be indented the space far enough at the left 64 BUSINESS LETTERS: HOW TO Exercise Order from the Standard 4 from Furniture Company, from their 2 #39 ; Grand 1915 Rapids, catalogue: dining tables ; #75 office chairs. 12 Co., 14 N. Franklin 6 #94 Request St., Chicago, Illinois : #853-^ berkshire reams record typewriter paper, 83/^ x 13; 4 dozen purple typewriter ribbons, star brand ; 2 dozen black and underwood typewriter ribbons, 0. K. brand ; 3 boxes multi- underwood red record kopy carbon express, black, 7-lb.,8J2 paper, oil. Instruct whichever Assume order F. S. Webster THEM 8 Michigan, the following goods, selected 4 #42 fancy rockers ; 8 #426 hall stands bookcases; 12 pairs #91 lace curtains; that the goods be shipped by freight. Order WRITE that and 11 ; 4 dozen the goods be is the cheaper. it has that of the that x have you order. been now not Write to shipped by since bottles writer type- parcel post or placed the above received the goods nor ment acknowledgany the F. S. Webster to Co., asking them a week 2-oz. you hurry the goods along. Acknowledging acknowledged entitled to whether it orders. as soon know An " should, it is received. as whether be order his order The been has as rule, be purchaser is a received and precisely as given and within the A person required time. placing an order naturally follows it with interest,and a courteous will go acknowledgment far toward relations. business establishing permanent can filled Subscriptions. When " it is best to state newspaper, of subscribing for a magazine : (1) the specifically or a amount is enclosed; (2) the form in which remittance the subscription is to begin; and (4) the made; (3) when of the publication ordered. name money Facine, Wisconsin, 5, 1?15# October The Co., Publishing Pa-, Philadelphia, Curtis Gentlemen: You fl.SO, will for find which for one year, enclosed send please beginning Yours post-office me with very money "Ladies' the the truly. January order Home number. foi nal" Jour- 66 BUSINESS remittance letters: and receipt or a to write them the purpose for which it was designated by when required, the letter should be accompanied the sender, and by how the letter should In addition, receipted statement. an appreciation of the remittance. a express The following letter from the office of the White Star is a good example of a courteous Steamship Company acknowledgment : Dear Sir: This of is be 140 We your daughter. to you We should very much for send us call your to and apply 2. Write of the Solon, " your from Howard $53.75. to city, enclosing your " Solon " Cole, Lynn, They Write them listed in either of names Ohio, who Columbus, of some some Be careful Mass., send failed to payment with firms that this is not as to a whom would rule of for check receipt do you your give offense. of to error, ences. refer- find to them furnish business financial which letter ing amount- furnish done their house, goods necessary they have know a the to not you owes Write to or Bradstreet's, it will be or bank order an you enclose letter, stating that a Dun's Explain that adhere. a acknowledging by mistake, a check for $59.25. call attention receipt of the payment; check for $2, the amount overpaid. your $216. to name our credit. 10 Evans, Henry customer, enclose Wood the of name check. acknowledging the and deposit full bill of $57.25, sent, and Berth truly. grocers, account. on letter a 3. Your a Howard the and attention of Exercise to this which secure of rate the letters Yours 1. Write the at ter let- your $50, to deposit daughter your kindly like of for a for yourself checks for $12.50 to receipt enclosed as 132 you ask travelers' applied for thank will the check Room of Room in with to reservation 1 acknowledge yesterday note we will you or ing. standmust LETTERS OF Letters classes RECOMMENDATION OF LETTERS recommendation of 67 RECOMMENDATION be may divided into two general and personal. The general letter of recommendation It usually opens with the salutation "To Whom It is given to the person May Concern." requesting it,to he sees fit,and must, in courtesy, be delivered to him use as unsealed. He with keeps the original and sends a copy his application. The is addressed to personal letter of recommendation individual or firm, and is mailed directlyto the person some : addressed. The first essentials of is truthfulness. It should a letter of recommendation conceal not facts any the abilityof the applicant. A few nor estimate over- brief,pointed ability of the and concerning the character applicant will have more weight than a long letter filled with stereotyped expressions. statements GENERAL To Whom It Miss the is LETTER E. Mary in past two years. Her work has and accurate and is reliable, as are been of in and She and We the is displays pleased recommendation a of* this bearer employ our stenographer as high very a both especially punctuation. and initiative. this Burns, has spelling, RECOMMENDATION Concern: May been rapid OF and in She She grade. shorthand strong ter, letfor writing, type- English, is oughly thorpunctual, marked a of degree possesses of woman pleasing young sonality pertact in callers. meeting to and be able to have to her give use Miss our Burns name reference. STANDARD MANUFACTURING By CO., 68 BUSINESS LETTERS: HOW TO WRITE THEM Notes 1. The though letter general prefer to some salutation 2. The WHOM IT whom it may does Yours use be written CONCERN, To may MAY require a complimentary truly,Respectfullyyours, etc. not in any of the Whom It three May close, TO ways: Concern, or To concern. SPECIAL Messrs. LETTER L. R" OF Harmon " RECOMMENDATION Son" fla. Jaolcsonville, Gentlemen: It is a pleasure as inquiring 25 May John Mr. of Mr. U. Williams. Williams has for him in but not warrant We take because efficient you OF letter of introduction few words not, of course, a should it has reason interest and A lose to offer is really he does worth, to you, to der ren- purpose of truly, is a letter written of the advantage to letter of introduction one introduction recommendation. be given unless by It should person. Such the person to believe that the introduction to the person his to have INTRODUCTION another, introducinga third merely stating the charge disest inter- service. LETTERS to the keen regret what Tours A in a found him recommending he is qualified in that sure keeper "book- as have we shown we him paying pleasure feel we we position the our has and business, our services, employ reliable He ability and and "yf letter your our years, duties. his in been thoroughly and of to character the three nearly accurate reply to to person be short, and a who taining con- letter gives will be of mutual introduced. the persons is left unsealed, and generally introduced, who presents it to the person addressed. The word Introducing,followed by the person's is written in the lower left-hand corner of the envelope. name, given MP. LETTERS OF INTRODUCTION LETTERS OF INTRODUCTION S. Carlton winner, Waterloo, Dear of looking strict desirable a up to mond, Ham- wrote you the for location that Waterloo will be for a in glad know to that favors Any be will you He is to welcome the be may him location has tesy, cour- built kind of and a up man whom you personally. introducing suitable uniform Hammond here. pleased either business, Mr, dealing, business successful will able to show him assisting appreciated or be him, to by find him both me. Yours Mr, Staige Dear Mr. Va. Any to introduce who is to He is legal sound you visiting there. excellent favor W. will Hall, locating ability, and my your a young a courtesy by him me al exception- strict that and you will show may be integrity, him will considered a be preciated ap- personal yours. 11 general letter of recommendation has She is rapid, accurate, position. E. view a . who of office work, of man Mr. morals. Exercise been friend, with city training, Sincerely Write , Davis: This Connor sincerely Davis, Charleston, to G. I Waterloo in now attention fair and and is Garnet whom store. By a man He ago. Mr. you about to business young weeks purpose branch introduce will the few Iowa. Winner: Mr. This a 69 employed coupled as stenographer and reliable. with her for Miss in your Her Carrie I. Wood, office for two knowledge initiative,fits her for of a the years. details responsible 70 BUSINESS Write letter a Mention letters: Mr. recommending has because he has to write Harold them Lansing salesman. as in your that his employ for three years; that he is of excellent a man entirely satisfactory; habits, conscientious, and aggressive; that he is leaving your employ work that how been been of the dissolution Write letter to a Wheeling, graduate from a is about who Dental the recent of Minnesota, in Secretary of the Chamber friend, Mr. John Va., introducing your W. Commerce, Crane, Mr. of your firm. M. J. Thomas, to of the Department of H. versity Uni- begin the practice of dentistry Wheeling. OF LETTERS letter of The letters that you APPLICATION application is will have of the one important most to write. It affords you an yourself to the notice of business men. occasion opportunity to bring It is your personal representative,sent in advance to create You favorable a impression before the interview. should, to therefore,devote to it all the time and effort necessary it represent your While set form no best self. make in all given that will answer the letter of application should usually contain four cases, paragraphs. It should be can " position for which of the opening. the 1. Name heard 2. State qualifications your 3. Give your 4. Have an " you age, tell how applying and are education, and you experience. references. appropriate closing. writing a letter of application,the followingsuggestions should be carefullyobserved: In 1. Use a good quality of plain, white paper, writing on side one only. 2. Be sure that should the paper and envelope letters containing blots are or clean. erasures Under be sent no cumstance cir- out. typewritten if possible, unless requested to handwriting. If applying for a position requiring apply in your own penmanship, enclose a specimen of your writing. doubt to your ability no as 4. Write frankly and modestly ; express answering an to fillthe position for which are applying. When you in the advertisement. all the points mentioned advertisement, cover 3. Have your letter In references your are so the give event, any salary you expect. possible,give 5. If instructor the speak of and If you unless to idea never be that state after unbusinesslike take into 8. When in the Dear omit Sir to name give a employer, friend some who can reference, as person permission. Always the give full enclose carefully written the word "Signed" with bottom, a salary, willing are has had nothing say that the of matter If asked to that on opportunity an services. your occupy point, salary be form to name no and on such salary, a same the envelope, and This position gives a 263, Tribune "A personal address, the as the better Office," salutation should be than to appearance salutation. The following opening paragraphs will suggest some of beginning a letter of application: of the various ways I wish to apply for 'the position of stenographer advertised office,as Please in this consider me an which stenographer you morning's Tribune. applicant for advertised the in this in your position of morning's Tribune. I have G. just with Beach, of need a learned whom through you stenographer, are and my friend, Mr. acquainted, I desire to that William you apply are for in the position. The Employment Company need an of an that as as the Gentlemen. or the or impersonal address, letter or name would "Salary object," salary," When name a probably insincere. salary, you ability and experience, and the salary your in the locality where are applying for a you services an Never or and is used, it should both of consideration paid for such position. top employer "Moderate say taken, former a so, signature. you the value the to as his of name do to references. the at the asked not are determined ability. secured "Copy" before parenthesis 7. and or if requested letters of recommendation, have copies, marked have you of your addresses 6. If you in courses have the reference as character until you however, names in the your single,and experience, and single,unless you your married are you obviously to be as young whether state ; preparation, your age, your 71 APPLICATION OF LETTERS Department has of the just informed an experienced stenographer. applicant for the position. me Underwood that Please you writer Typeare consider in me 72 BUSINESS letters: how LETTER OF to write them APPLICATION Muncle, Indiana, August 5, 1916, G Office, Hews 52, Indiana. Indianapolis, Gentlemen: Names Please position States consider me quail I of fications Cass the that had three years' 4 Harding I 125 words typewriter other Gives I enclose references Principal and I refer you First Appropriate If closing at as to to Mr. Bank, I desire, you office your for a shall Exercise fifteen 430, Record Give address. city; years Co. that you " Cashier be of Indiana. pleased interview call to at respectfully. Permanent, and office boy, bright, with fine opportunity telephone. Address an concern, education, age, Assume are the Answer the that seventeen high school ; during your last in further ability, Herald. INSTRUCTIONS. own of age. years and President 12 manufacturing a advancement. for H to By eighteen " ing, Brown- " Yours WANTED. A. High Huntington, personal convenience. your ing fil- B, A. Gaines, For College. character my H. M. Jaraes, National with Technical H. Business information the Mr. from to accurate work. Prof. from Cass the of office city. 100 familiar am of letters Blank the of I details this from rapid, a have Jennings, of at am operator. and School, and minute, a Blank the I grocers readily a am School, of with wholesale dictation take can High Indiana. experience Co., and age, also and Indiana, Indianapolis, College, Uunoie, Business the advertised you of years Technical twenty-two am graduate for applicant an of position stenographer In Tribune. today's that years ; and advertisement, using is published in your had two Herald of age; worked you vacation above Record that for the that your you Smith have your Manufacturing telephone is 1244-M, 74 BUSINESS letters: how LETTER C write them APPLICATION OF Herald, 24, 111. Chicago, Gentlemen : Your advertisement salesman a to and paint like to thorough a varnish have in has who business of interests consider you Herald yesterday's knowledge I me. should for application ray for the the position. - clency, to my of the ^^^.^^ ^ and Emerson the the applying work. daily My to seems that me, to value special interest a deep taking of I have intense an Manager me that He is of the he will you in broader If in the have there ambitious an you character my desire my that is refer Sales assures tion informa- any and to young interview have you ability. secure a I man, with is offer to for opportunity real a should be an pleased you. Yours have I action. position which earnest, to of on my because who give ing, train- services my depend business, above, to to as the reliability, A. W. Jones, Mr. glad knowledge your to advance. and to with sympathy courses may mentioned be wish may field one desire firm "both make You in honesty my permission, by yon, would you. to As of Effi wide me a given "business--Just varnish manship Sales- ^.. Personal in principles has experience and paint it Course very respectfully. thorough culation, training you have had, which included business arithmetic, rapid calpenmanship, as well as modern practice in bookkeeping, has fitted you to the principal to fill the position acceptably. Refer of the Commercial of the school are attending, Department you had no and to and ability; until you some have experience, but actual business state had that an man you who are has that to believe to leave demonstrate the of your knowledge a willing opportunity you the matter what you character of salary can do. THE successful The 75 LETTER SALES LETTER THE SALES sales letter be must constructed upon principles. It must accomplish through what the salesman the written word accomplishes through It stands to reason, the spoken word. then, that tt must be built upon the principlesof salesmanship. It must carry mental the mind of the prospective buyer through certain fundadoes. just as a good salesman processes, certain fundamental There These law four are distinct steps that apply whether They are what the enter solicitation is might well be into by letter termed sale. every or "the in person. mental of sale." Memorize these four fundamental in every apply Note sales letter you 1. Attract 2o Arouse interest. 3. Create desire. 4. Induce action. for they principles, It must write. must " attention. how closelythese principlesparallelthe construction of a good salesman's sellingtalk. You will see, then, that of writing a sales letter is simply talking to your the matter would face to as prospect as good sales talk on paper you face. be done in the This may First,you must get attention. opening paragraph by appealing to some emotion, such as curiosity,ambition, surprise,vanity, desire,or self-interest. It should want be to know After you interest. This of your of profitin put in a striking way so the rest of your story. have secured attention that you the must reader will awaken be done through a descriptionor explanation proposition,or by some specificsuggestion may it for the prospect. The salesman can show his 76 BUSINESS LETTERS: Dear HOW TO WRITE THEM Slrt Opening Have tention at- secures by an interesting continue If Description be without that's the surprised service of the into give you forerer conyenienoe look that say kitchen, just at it, will we where will you put sixty a our dle-power can- it want you flatiron eleo- of install lamp electric an house your must you you we your Uaeda because the way when sition propo- that electrioity for doing lights? trio question thought you wired not was and $12. for arouses interest This, for the without given the Argument And per- suasion service a desire create you needn't entirely the Only neat they Doesn't Close action tes this 1 wil We believe to make call from of will be and ceiling* The workmen their of with no nail box work so we that the drop He has to salesmanship an the that you will each enclosing to request be to glad been not month? clear made a a plain ex" you. card into the handiest all. that's by are for Smith. Mr. and does, you--a twelve and dollar a convenient everything obligation " interest $12 for it--Just it it our of electricity into elements wall proposition for card letter used a These show. Tours is kitchen your idence ev service pay Sign Here house in the small any with up will not electricians ires. w within kitchen to duces in- minu this put go. OOmplete aonths Your oon-i having to The fixtures up in you great are electricity. of have muss. necessary concealed clean the that will few a the sure enjoying fear lot tremendous a make benefits and only in is to mutilated. or spend will want you trouble of putting as wonderful disturbed will doubt, we of and installed lot be a opportunity venience and but money, electric homes have of been truly. very company nonusers. outlined. to the secure It contains From duction introall the the opening, in the mind house of point through owners, upon the description of the proposition, the logicalarguments in its favor, the persuasive answer fear of "muss and to the trouble," the reader action is lead irresistibly close and the inducement to the to take which touches a vital " to ask "Mr. Smith" to call. THE Dear Attention secured picture A of be them kept big Interest aroused to are it in works fan there times and a got The the most loves lot With a yours There's The the live the Good for object Housekeeping and draw a Service ting. set- it. your moving snappy has Department for exclusively It's you. life" besides with out ple peothem keep seeks windows fine Dealers' object. and "still motion stand redDecember* to more glass beautiful of your everybody during do plate ef then display. will the need to competition eye make is because moving to fellow's attention get window your other There his on display than own, crowd? holiday in put the from to window to going big Something right up Argument backed by suggestion of what to do creating in dealer a electric an unusual overtime hot but you the draw window condition Handkerchiefs different eoraething an important around. with may live the extraordinary, flying make and window your watches audience. What by dwelling crowd the moves not are in turkey a but attractive, that turkey a 77 LETTER Sir: window upon SALES too. Stores " desire to do it $4 at bought one to you at we pay the the of Action is urged and then it is made to take easy all at the They word every advantage displays the Fill folder. out it letter is Service introduces so that the will of good of Bureau the solution letter model standard a more of window problem that is-logical and reader bear will be careful salesmanship. very for its purpose. subject of the on a a It was magazine. effective window trimming attractive. induced study, and for to it take in the are last mail page today* it truly. sent Note trims ers' by the Deal- out how ; close immediate cleverly it it elaborates how general, and The part before They up. on is folder; offer good coupon Yours This This Stores. enclosed this snapped are Use fast. the of over besides, And Housekeeping of plays dis- when them $4. charges. Good to |25 turn we pay, transportation take the But we motion hundred worth are time. a price Read moving of each. service the several bought have We then is made offers strong, action. consistently observes the This rules 78 BUSINESS how letters: to write them tell about his. He goods, but the sales letter writer must that will make must the reader paint a picture in words about his goods and their value to him. to know want more been Once interest has awakened, desire will follow This can be done by giving quickly if you point the way. the reader facts and figuresshowing why he should have goods. Tell him what they will do for him, how they your be utilized to effect a saving, increase efficiency, save can time, ad(} to convenience, promote health or happiness service they will render. whatever " in the fourth Then Make action. some prospect is to take. it easy today, and to act make The first step in The This of strong it how matter There 1. By asking a 2. By making a 3. By making method same your time down furnish attention. secure of important step of your all,for is message lost, The of of an interestingfact. strong assertion. it is very a install to that man Attention direct statement a matter garage in the question. that know you inexpensive in Here following opening paragraphs illustrate of securing attention : "Do means be. may ways the most following are handy securing attention. commonly employed : several are a coupon. letter is to a remainder the attention without now action. well be called the most may The a Securing writing the ress progready to take on Tell your insistent that he do so. it very Art in" Provide form, a postal card or immediate the letter,urge close of no Your order an " made. have you "cash must step, you will an automobiles, warm a small little water of hot for other question comparatively heating building, the ample supply and and the water and outfit at the ing for wash- cleaning purposes?" THE "How most people many or even line? many look to many stop after looking? of "Do this very the invest you in time he will "Who the Note find way your at of the many it would knew yield months?" sales for March, your foundation for and bigger, better, a back draws the least work polishing your how to the milk more a man to you a for more when have he wants in from money shirt do you shirts feeling again?" a business your and it?" to get rid of continually cleaning floors?" question method interest. and biggest salary like you that practically every placed on your table is dependent on refrigerator?" sell you think to get to come "Wouldn't is that want you "Every and part your college minded re- schools?" if you double a stop ever you efficiencyof 'Do the build time article of food does help us on were window?" in your your public first six they business?" "Did that to your How step inside many effort vigorous a $214.84 the let you same future the that will bring for display? because buy girls finishing the $401.75 at How Are day? customers by the goods shown realize "Would "Will your window? many need moment and you possible window at the at How some you boys look each store your pass of them many How 79 LETTER SALES As you of read opening over a these yourself subconsciously asking whether letter paves queries or not you the is true in your case. Thus point that has been made your interest is at once aroused, and a train of thought is started that makes to know about the proposition. want more you While this method of securing attention is good, it can be easilyoverworked. You will observe that the ''you" element in is much evidence any in these letter that It is almost questions. purports to be a personal an axiom communication that 80 BUSINESS must start reader. LETTERS: at HOW address to once TO WRITE THEM its message direct to the A salesman, after his salutation, immediately begins addressing "you." A letter,from the start, should talk "face There face." to exceptions are to remember wrong the most to all times at have we the that not can go the direct statement method illustrated by the following paragraphs "All you "you" element letter writing. in important element Next rule, but every is of opening, : from the minute mind takes the day long your trail early in the morning until you the late at quit game to sell more night you're figuring on ways goods, to win " " trade." more "You face would value moment of your be contained in this letter it up put we the little baby, "The is man and care " erasers cost you "I was at any losing exchange." the over sition propo- the first manufacturer to treasure will spare you you yourself on earth no pains feeding." at the mean as yet fire doubt, no dearest and only difference production." "Look this for the to." "Unquestionably is your in its make enthusiastic, as And policy. to you business steady-going insurance force may "You'll sell your not lead that between $5,000 a in your pencils used mistakes have and man been $10,000 a The store. worn Mistakes made. money." want make to this you short, straight business proposal." "Your where point Then rooms The " home new the you change will be but woodwork will direct statement and select it into a a floors the home, method cold structure are finishes different is the up to the ing. ready for finishfor the from various others." type of opening the It is businesslike,starts employed. off well, and leads easilyand naturally into the body it suggests. the arguments are presented which commonly most letter where 82 BUSINESS letters: how to them write writing a letter you can make no mistake in using this will take action man on a style of opening. The average for him. If you proposition that has been half formulated "You cut your can printing bills in half," you have say, established a premise which he will accept if you follow it fying why. Do not lose sight of the qualiup with logicalreasons word using the statement "direct," however, when reader with sufficient form hit your must of opening. You In force to command type of opening third The attention the by these examples stenographer "Your a " after. are you strong assertion : half of her time." wastes the watching pride yourself on to 75% are paying 25% business, but you "You stationery than blame "Don't to go out time. on "Get You of the out when clerks your are buzz leaks in your for your more to." need you is illustrated " as much class in at fail statements your fault writing as the your system." letters." style of opening is difficult to handle and should of your abilityto follow sure are not be employed until you the "sting" or shock that will turn it up with statement in it to your advantage and leave the reader in a receptive This of mind. frame opening, for of what When it makes it is properly used the reader "sit a up" and very take strong notice say. you emphasis can not be placed upon the importance sent Thousands of letters are of the opening paragraph. standing that fail through the writer's lack of underout every year to start them how properly. Imagine how much much Too interested "We want furniture to you to and would be in a letter that started out like this attention call your This line has rugs. install." You do not care to cost our us what complete thousands they want : line of of dollars to do THE much how or 83 LETTER to install their line. they have in is what that this merchant better much How you. them it cost interested are SALES What you will be of profitto puts it: "This is You can save bargain week at our store. 25% on ahead the cost and you'll be 50% the quality. Here's on ." An opening like that induces you to read further. why furniture " trade solicits your this will never get it : "We merchant The hackneyed as This solicit your patronage. We have just the furniture and By his sends out makes desires to for serve service ? This in any Are "We : haven't this tunity opporneeds your want." you our store merchandise our learn if to in you seen dissatisfied with you letter is written have we or offended way." watchful Be once you time. some you feel at you as he is not letter to a rugs form a succeeding. Another merchant but he accomplish the same purpose, that he is interested in you and really admission own take store to trade. with who threadbare at all times avoid to openings handed the timeworn and down by the past generations of business to inform "We have the honor men. you," "In compliance with your esteemed favor," "Agreeable to valued similar trite expressions of request," and your senseless meaningless solicitude and formality have no art of letter writing. place in the modern The manufacturer received and pleasure in noted, and sending you quite obvious and "yours of the 14th" for his catalog? But book ways. knows who the agreeable a you It is written of to your for asked. with who if he writes: It's all the a of the request we catalog," says our could he have manufacturer for which copy unnecessary, how "Yours writes: had noted not enthusiasm take what is received it or the request "Here wonderful 14th is the book of a little in many man through actual experience what our system accomplish for the office manager," has the sales instinct does not waste any words in placing his propositionbefore who will and you. 84 BUSINESS Similar Make run a across If you LETTERS: instances could HOW TO be cited WRITE THEM almost indefinitely. practice of studying the openings of the letters you and then analyze what their effect is upon you. find that the writer wins attention your with his opening paragraph, apply what you have been told here and you will see that he has employed some of these one principlesand practices. Interest Arousing We next to have know how how to fraction a attention turn that We must interest. arouse but seen of and can Holding be secured, but attention do It this advantage immediately, too, for to our " minute our elapses between opening that follows, and the mind of the a paragraph and the one first statement, demands reader, excited by our satisfaction,or it will turn to other things. There two are distinct kinds is the first of these must we " interest is difficult to "human further of interest elements. interest" describe. element. It is that thing The Human in a story, the characters to live with us example, that causes It is a direct appeal to the through their adventures. It is to '*you," of "you" and for "you." emotions. Remember that every is interested in himself, his man in but seldom, if ever, in you or business, his problems for " your If you affairs. want to in your sition, propoanalyze his needs, interest him carefully weigh and him the locate the real cause of his troubles,and then show between vital connection proposition and his interests. your business E. St. Elmo writer, Lewis, the well-known brings this point out very clearlywhen he says : must you ing that the interestto understand finallycome in all advertising is the human element element, the which reduced to a general principle personal element "When simply men that means than in both sense we in things, the of the sense man men we of the or woman are always will make writer who our and interested more advertising personal his business is to in read it. and in the THE other successful he be selling goods in his copy, them writing about de Sevigne Madam in very vision, whether a 85 LETTER simple human principle involved advertising, and always practiced by the "The with SALES as gave is the the on simple man road or principlethat recipe for good conversation: a 'Always talk about your listener's interests, his pleasures, his business, his hobbies, or his loves.' " let But show us by interest" "human of illustrations means and element the just how element "you" this work together. "If are or keeping Your your the wire on know we " you self your- by the clever would you as thought of yourself unconsciously rise in your never you the suppose had writer introduced of yours. appealed at all : to you "We believe of your book we some how problems "Do does it to have? the Are adversary has beaten said can through increase knowledge our income." your " you snap you in the thing the wrong the critical moment?" at not questions,hence make what a forced ever you " win for to business more than but way a placed you and " imagined that of wits perhaps used natural say admit satisfactoryanswer is Are you? have planned to and persuasion you always what say always have it would word you can you arguments your always able you show can publisher pictures to you in a very human that you can instantly recall having been time or another, when he writes : condition You parison com- represent subject from his point of view instead such a paragraph as this would not have in at are you " make to same Some A what You Now, ment invest- $60,000 $60,000 man." a excited and before. way live in which once Perhaps estimation. own at of a a postage our instead income are for ways open man imagination is just that use are you year, If you cent. eyes of your investment. an a wouldn't we $80,000 an $3,000 five per at you draw you " your because one wrong to these pertinent that should you 86 BUSINESS to what eagerly turn farm head prospects write these hits five nails advantages on farm? your could stop to think ever you run could If you could you only had separator cream your what from day, what was use " 12 might have told how been in business, how had A of materials man ; what "We want in every to The early reply? been, how said if he had "Two a your sales stimulate trade live manufacturer learned of merchants Never lose ; he no ested inter- it would business. We have We of merchants certain are that we can for means you cause write to himself How it would can the kind and give in helping build in every part hat your you. asking. We'll gladly satisfy your quality and price, and give you have a : mentions more out was him, how only twice. much long he but, ; thus and letter to of could five better much have an appealed : things will right goods for a " and " how thing. we manufacturer thought are you have to you, hat more an grain you was, of hundred and country, expect such you and make to you, hat your just that do to departments of the part help you profits." it would farmer water the farmer dealers to help stimulate hat the developed times writes right goods the Would with machine do for the manufacturer have do of he put into them he realized that what was hat his the on engines he turned many engine would solve his labor proJ)lem. in to all the bushels 25 to big his plant kind wise a of horsepower one a pump " grind fanning mill, grindstone or washing run a while your engine was doing this work for be busy at other jobs to be done." He the solution : engine you them and to say manufacturer sketches he "Did you to he has next machinery when how he will offer. that the matter A letters: hat of the of Both keen the business " the good co-operation are yours business benefit businesses for the instinct of what on we for hundreds country." sight of the importance of presenting your " SALES THE the proposition from well summed by up "When writer who mastered have you of the of view point one 87 LETTER This reader. is : says the facts of the case, then you might give your attention to the importance attaching to The keenest facts do not the point of view. make an unless they can effective appeal to the mind easily and is already one naturally be applied to something in which which edge. knowlinterested about or one already has some Of what is it for you use try to interest to in the me the vital facts by telling me purchase of an automobile about cylinders,tires,engines, coolers, and the like, when talk is pretty all your have machine a something "No, view. you no I show, his his has facts "In me of the such do find him, else you your whom facts you along to the place where must meet, as ground to before you conclusion some must the be never you as established yet your you on choose those present knowledge that place where to go. Your say, him. you on follow to the seeking to impress. ings. colorentirely new him to right from to that range turn chance him new great a get the want expect and mobile auto- an Later them see in at the lawyers would can to are taking got to start will poor. then must you best It is up to you to pick and relate themselves to the other man's have to family, the if once. acquired of view point same and and things, at me have you man sick man his efficiency, of his matters, to busy inclined mechanism. the be, and will find the feelings. You one, know point of a not health the serve line will interest your point of view to increase to the application own how me machine a in such words, after around, if need better a wrong pleasures, and use all about of facts from You can interested any other me the show time, promote along' that tell can If I already supposed from is to friends, and already am do must for additional save be ? me sell to do, for I would things. approaching me you extravagant entertain trying to those are time like Greek are you might about What with and that dpubtless much A can will and you pull him some minds common your reasoning point of discover contact only by taking the right point of view." Our the first interest element 'yoM" element; is " human essential in interest " coupled with addressingthose who are 88 BUSINESS unfamiliar letters: with to write proposition and your class is another There them. how them what it will do for of prospects, however, to second interest element will more whom our strongly appeal. These are the type who are as familiar with our proposition or product as we ourselves,perhaps. They might be termed "know." To this class,obviously, it is unnecesthose who sary What interest element. to inject the human they are interested in is the plain, practical details. They already in a general there is in the proposition for them know what What they want, and the only thing that will interest way. quality, service, profit,price, them, is something about delivery,terms, and the like. In writing this class we must second interest element nical "techuse, as a general rule, our " interest." to business. gets right down element This It paints no It takes facts. pictures,but presents plain, unvarnished what he can do with for granted that the reader already knows the only thing he is interested in is whether a proposition and he can do it with the specificproposition presented. not or dwell not interest Such appeal, for instance, would an automobile, the pleasures or benefits of owning an upon into a description of its mechanical launch but at once construction, the bore and stroke of the motor, the lighting and startingsystem, immediately goes into facts and figures it was sent : interestingto the engineer to whom this letter how Note that etc. are in "Early the 1914 Chamber of Building, Commerce $142.61 for Nonpareil Insulating Brick and Covering, to replace for Nonpareil High Pressure Detroit, spent $72.23 other 30, 1913, September consumption For new amounted the 537.785 the directly due to 136.185 of coal tons their tons, old insulation, their costing at $2.95 had installed, the been tons, costing $1,586.46. Nonpareil at $2.95 Insulation per ton, or per coal ton, in 1914, after corresponding six months insulation to with 673.97 was $1,988.21. the six months the In room. and boilerengine, pump beginning April 1, and ending in their of insulation forms was, coal The used saving therefore, $401.75." 90 BUSINESS point on, good work letters: have you Interest to proceed with must you how write them lest you care, undo the done. ripens into desire. But you can keep the up the reader's interest only by continuing to give him of information that kind he will find interesting. You how it is yourself. When know are really interested you in a thing, you all about want to know it. Suppose you are sustained baseball a "fan." about well-known know some a ground and is simply a Desire three methods of matter be them, been the in are you the writer that I glad to you same are with way on common established, creating desire leading the created become and show I talk way to it. number a of ways, pretty well established as but the these standard : and 1. Through argument 2. Through persuasion. 3. Through inducement. In many used ; but form has I when It's much say. reader the interest may have to interest when your about facts I have After letter. arouse players, and intimate listen to what I letters all three every proof. appear; good letter contains in at some least only one two or are some of it. proof to create desire,bear in mind must that always be logical and sound, argument your Here you are dealing with hard, and your proof conclusive. be presented so that the reader cold facts, and they must such without will accept them as question. is quick to detect Remember that the average man claims. One misstatement and susbombastic picion slip one In fact, no fastens on everything else you say. to the average matter how true a thing may be, if it seems, should modify it so that too good to be true, you person, it will be accepted without question. In using argument and " " THE It not IS claim to necessary 91 LETTER SALES for your everything product man expects you to have proposition. No fair-minded Overlook a few something that can not be improved upon. adjectives in describing what you offer and you'll find that than reader will be inclined to give you credit for more your or have. you When advantage some presented it should tend toward To illustrate be gained by the reader. is argument an to "Diamond qualitiesof the best nonskid . of their makes tire. like features. good as tires The on have the on all of the design slippery a as smooth a nonskid any tread none Tread Squeegee street good with market of the they ride like Moreover, one Here bad them Tires Tread Squeegee : and wear only longer." " presented leads to an advantage that the reader will receive if he buys these tires. And a offer to mileage guarantee is the proof the manufacturers back argument every their claims. up But that instead suppose tires "Our the are of materials. Any another at make the best very in the largest factory of this the writer had world tire tires made. and we only use make We the have best will outwear said : the quality tire of any price." same would firstRight away as a put the writer down you water be true, but they do braggart. All his claims may not indicate that you will gain anything by believingthem, and they are nature for you to so put that it isn't human believe them claims and writers is the to think who that of, "What the is there that make an make. So, you must never gain by purchasing not is to " " but what letters filled with day. every fellow the in this for me?" question that he applieslike you see who general Some claims letter the most gets the business. always in mind Keep we like these arguments seem one Yet anyway. he will get out reader loses never It is the one sight recurrent acid test to every statement overlook what the prospect how much profit you of the deal for himself. will 92 BUSINESS A varnish LETTERS: manufacturer the "Try enclosed finished and morning test same keep on he goes you is have wilhng to if you is to and or Try this You will next. finish. that his varnish need not make you be told to has for is waterproof a this. The convinced you varnish of this a test that he it is. character, order. a claim to up It has been the reader found get the prospect to participatein instance the on this early in the the wax little a place it Do and day Take spots. Finish. all fiat finish to state do an will prove above Flat THEM result." Putting the proof of is a popular sales stunt. that water in the market are answer to it with it moist the on varnish, but the water Hilo WRITE : panel for other any surprised at Then And with TO writes of cloth, saturate piece surface be HOW a claim is only or ratify a line of many for decision to be ness good busiconducting a test of argument. The similar propositions. In using argument and proof this injunction is a good one remember and straightforward. : be sincere, be honest The second persuasion. with common one method employed persuasion must But and sense to tempered be courtesy desire is create or it becomes at through all times offensively assumptive. We by are not given the right " the other fellow " or to offer him at least any advice or to step for the his affairs. with offeringsuggestions in connection this opportunity and you "Fail to grasp advise and "As your friend,let me lifetime,'' familiar in important right accepted become unduly will regret it you to take a this business of your future," of persuasion that you should never welfare examples of the kind be guilty of.using. See how persuades you that tactfullythis insurance man : be a good thing for you to investigatelife insurance it would are joy in just being alive. is a wife, There lives entirely for himself. "There is a But certain a no child, man some THE ahead those carry out what then?" Often worthy What father sentiment and is Here a What and one the skin came would mother skin a " who world click of the shutter cute that infornial group pose gestion; sug- but was acts the a as voiced who one pleasured along or so things that have had camera.' a only you " a it? powerful persuader. and only fingerslove to touch will it that evening keep way." " and have you of the youngsters of such to responsive chord this strikes through of the delights of photography! that " artful an a "A to don't subscribe not the each work the into feel kindly towards minutes of form some able be may of those ning plan- could be afforded." as suggestion that a "Your few child a cart a lives, he if he is take may "Never good as If he But plans. persuasion as, those himself. besides person in and " living. He is ever plans is always included life worth really makes that one 93 LETTER SALES you jolly good or any often preserved for alftime have always wanted " friends of its suggestions that " those brought the bit of road people, places, thought : *If I " Persuasion you all-powerful incentive an will appreciate that it is skill. with The is Never manufacturer assume who method a : action, but be handled that must injured attitude an wrote to "Seven times in using it. have I written distinct opportunities to take advantage offeringyou seven of this really remarkable times have offer,and seven failed to give me the courtesy of a reply," thought he you was using persuasion,but he did not realize that he was only persuading the recipient to throw his letters in the waste you basket. The third and may but argue, if you nothing. method ment, creating desire is through induceinducement is the most important of all,for you and heart's content, persuade to your prove don't of induce your prospect to act, it will avail 94 BUSINESS You have letters: how to write them been of times nearly sold hundreds on many But ? because didn't the things. why Simply sary necesyou buy inducement was lacking. The one thing that would crystallizeall that had gone before and leave you no loophole for escape Inducements there. not was take forms, but they must all appeal fundamental to one motive be financial, gain. This may of many other kinds physical, mental, social,or any one but it is always gain your gain if it is successful. of gain is probably the most What ment commonly used form of induceis something along this style: many " " " "To we going are you any found the to full both A to prove the you make to " confidence this you have we in proposition " our refrigeratoryou exactly as represented, we will purchase price, but we McCray will not stand will ship we if it is not select, and be product refund only freightcharges ways." offer of of this is the variation trial for a a certain days, or a trial which takes the form of actual five and return consumption of the product; as, "Smoke and try the remainder if not satisfied,"or, "Order a case three bottles at our expense.'' inducement The offered,however, must always be open number and of aboveboard. be It may clever to trick your reader inducement, but if that inducement into believing that he is going to get something leads a man than you are going to give him, it is bad business and more offer plain ; state exactly what bad ethics. Make you your will do and there will be no misunderstanding to clear up. into "fallingfor" your It isn't necessary The action. is to public business; give valuable away to induce ness appreciates that busialso appreciates that misrepresentation is reasonable but presents it ; it is fraud. The been would who man elected he an received honorary a letter announcing member please sign and return of an the that he had important society " enclosed acceptance THE Dear Mr. logical A Blank: The man Is fired. work point and conclusion that wins attention The profit A Argument and man the tire doing S-V will. If It The tire; it Argument The proof- less It's S-V truck works. S-V tire 25 Explanation and way has easier This start to is a to wheel with when It creep. strengthens one truck on, the you owners a it's the worth Yours very the ning run- riding out and interesting to series sent to ing' chang- is spots. letter,filled with of until not truck EconoBy"--an about your it month--that rough on are your just is ring forget you that per Tire there left; often--that more convincing educate work. that hoop a story--malled you It is it's the over "Truck very wires, don't so " no discover hours worth-while finish. bands, the on it--llke apply as more tell all ing graft- bolts, They as right, no to tires " It's nothing pressure, can't wheel it work. them. forced slip your When finger. suddenly yon Inducement read the booklet is for Intermediate for tons the do " It one sion persua- is scrapped. can't it will wedges, place expense. simple. power. are no than barrel is There flanges, has S-V earn. not, are capacity tire will hauling they the more earning home reducing are, 20% has strengthens a same that one If they staples, crosspins--all Business by iall its on strength the in are get that? keps, no tire and earns yours Argument and the tire Are better. proofsimplicity increase . Fire and doesn't that tire doesn't who roll pay grafter. a The that arouses interest your on truck l3 class 95 LETTER SALES today, you of advantage ity. simplic- truly. argument by S-V will a and proof leading tire of S-V truck from facturer manu- tires. 96 LETTERS: BUSINESS flattered HOW and TO induced WRITE THEM quickly oblige. But when he discovered shortly after that this was simply a in a set of books the society to interest him "clever" scheme and had gusted. a expected to publish, he was right to be discard was " to " The of a and end action inducement an postal card. coupon or contain the exact The A of conditions Close How " fault of many common or to of the offer. terms Action Get is that they lead their salesmen point of signing the order, and of closing. And lack the knack then to the prospect right up "fall down." These generally in the form should be simple in form is They the sales letters have many fault. same faithfullyyou comply with the rules of successful letter writing as given in preceding chapters, if to do the thing that reader to act fail to induce your you before was all that has gone simply leading up to your No how matter " " will be work You the aroused attention; " himself A created done are NOW. trailed interest; created your at that The writer a writer your keen desire seemed then, somehow, the off to conclusion, expressed a vague generalitiesor suggested that his interest out He to must do the tell the it,and you must always keep must well in hand. it is to suit your have venience. con- strong a situation reader then to he what insist that has to do, it be once. On accomplished by threats, force or blows. desire for gain and contrary, persuasion, inducement The employed. the action-compelling elements pect prosthe reason is shown why it is to his interest to order This the he in failure. sales letter to be well rounded climax. why goods, and the weaken utter received have readily recall letters you vital spark of action. They attracted can lacked for an is not 98 BUSINESS LETTERS: A Dear A POOR TO SALES WRITE THEM LETTER Sir: start poor HOW We beg to If you drive call attention your to our gog- will find gles Nothing to these here interest goggles useful No reason why They which you We suggests have piece, nose We are with hundreds sure these of satis- customers. Mere of close ing nothand also are wear. We them. wearing fled generalities means will you after you They made with our patented perfect adjustment. be immensely pleased are allows that should want their goods This for automobile, an indispensable. outdoor general these aim at all goggles, and goods, which merit to well carry as assure will we stock line solicit you fullest large a full a respectfully we the to times as of tical op- ronage pat- your endeavor to extent. no Yours respectfully. action This letter neither is of a personality nor along this line would be listened Never likes a The This out second or the not communication to know or is what profit to of satisfied him not care he can be to own a point " pair of customers does paragraph is filled with not a as not writer occasion to does use have more be man beg. to not know even goggles. motor circular, for if it a were sonal per- known. the writer of sure should the would what talked No begging anything. man have letter has It read. that would the this does reader business a reader brands be letter by indicates paragraph immediately The business any Moreover, beggar. whether this letter would to than start in wastebaskets. frequently seen who salesmanship in it. A salesman would He no never bring in an order. type is sure of. What he wants why or how it will be of advantage goggles. That they have hundreds prove that he will become one if he purchases. The last nothing ; consequently the mere reader generalitiesthat does nothing. mean lutely abso- THE THE My dear it moans Mr. From Gets the reader's interest them save ing wind they the contour the motorist. thr^e midsummer from the being Other These suggested but use, where wear your will They after-effects not are and unsightly; the against adjusted perfectly designed expressly carried are in will or to prescription, order in the our not are for in stock be glass glasses equally are by head. amber, to protect nose be can are your ground uses the They to caused serious They on days. asphaltwill often your of hot strain. too. goggles shades the goggles this the dazzling, from what against discomfiture the glare of Our ment argu- goods know know you drive these on dust, lightly and they rest to eyes and temples, for the experience own your Amber-colored of understandof his needs your to from eyes an Stafford: And you reflected the by showing REWRITTEN particularly sun, 99 LETTER LETTER SAME Secures attention Good SALES made cording ac- up the lenses shop. own restricted to for satisfactory are su'bject eyes motor all to door out- undue strain. Persuasion You The is indeed is worth reader a Will is told what to do Action is down if owe protection. you town? make or Main to your up he Yours much The reader is the The is then he situation sees in the should take that as that aroused er deliv- number is driver car the they close he does will be is given is suggested are a that what made a way that motor the which letter at car. writer will be of fully appreciates to him. help is then up described. individually for definite that condition a note the letter. same him manufactured something in such And drive and goggles of the before motorist. a he truly. very version by showing of the in which manner reader And with it for granted Interest rewritten pictured immediately entirelyfamiliar takes once The is the better has to 1243. easy How are you us Our you. adage prevention when 'phone this old of store yet, them the ounce for pair a give place., the in stop better Or, to eyes if Here, any appropriate--"An of cure." pound he to can do. The him. action easilytake it. 100 BUSINESS You you or can't stand in can urge LETTERS: over card, order form blank or in your supply the return your These coax the are necting con- will we that follows it : one interested are proposition, but the this close with "If you literal sense, a is where in. comes THEM can you Here too. " WRITE salesmanship you have displayed the injunction to "sign and mail today." letter and Compare and coupon links between TO prospect in your figurativesense, a the order " HOW in what be have we grateful if you said will in and our fill out the enclosed." Now the see "But the The day. make punch in this first order blank delivery the and check 'beat' a inducement is on don't so " will tell your scoring " Here gets them enclosed for you, up : just how us will insure single a to many prompt paid pre- slow-moving your limited a delay petitor." com- You supply. must the reference to your hurry to get what is offered. And competitor is a clever spur to urge you on. This installment proposition is brought to a strong close. It summarizes in the first part the biggestadvantage offered in the preceding arguments, and introduces in the climax the suggestion of disappointment if you do not act at once : "This your does except money, cheap fuel of these for to will be you which the there out* in this way, a mail very only 100 it will be slip and enclosed are of cent a will find is you As purposes. be sent fill out to expenditure of the for gas, cooking stoves for you or call for not sary neces- at once, disappointed." logicallyand forcefullyan advertising agency closes a letter on a specialadvertisingproposition. If you have been convinced by this letter that you should have after this straightthis advertising how can escape you from-the-shoulder statement? You can't, for it is human for yourselfsomething that has been offered nature to want Note how to the other "This afford to fellow " to beat offer is not do that. made to it. him to alone. you It is for you to decide We could if your not order THE SALES JOJ., LETTER ,,,,,,,,, shall reach us first to exclusive the secure obliged to grant the territory. The price is so low; the advantages so obvious, there mail should order an right now letter carried This a advantages of immediate order be sent at overwork first " this hour." very postcript, again summarizing the action and again urging that the once. overlook Don't series, applicant from your the advertising so good; is every reason why you will be we as of this use the value of good postcript,and a don't postcript idea. Used occasiohally,it has great strength. Adopted for all letters it will have the same effect the the salesman as When used with who says discretion a "word too much." to mirror serve postcript may points of the propoup again to the reader the principal sition and perhaps turn him back from laying the letter "added aside. It might be termed emphasis," but "added emphasis" is sometimes overemphasis. An office appliance manufacturer has found that the simpler the task of replying is made the greater the returns. This close is typical of many of his letters: "Don't letter ^ This is and bother writing return it in a reply. Just enclosed stamped your the 0. K. the envelope." The more "red tape" good point to remember. require your prospect to go through the more likely you his buying mood will cool off. The idea has been worked out same by this concern; but the enclosure of an addressed have envelope would strengthened it: a "Your business needs this book. You the bottom simply writing 'yes* on addressing it to the undersigned." A of can this it secure letter by and guarantee, when the prospect who tire company "If any uses the other in cash "We S-V doesn't standard its full put rightly used, has a strong effect on has been brought to the buying point. A this inducement cleverly: it cost tire you price. in writing and you run less, mile opposite sign it." for mile, it, we'll than return , 102 BUSINESS letters: how to write them Questions, as a general rule, will weaken close. your Avoid asking them. This is a time for decision,for firmness, for taking for granted that the reader intends to act and will act. You Questions play into his hands. are put on the defensive. Keep cool; keep him in line. To illustrate: "Won't to expect you us? to ask See how and The whole the hear to from you." " threadbare even the before gone more been so is lost down handed sales letter was so from unknown an "Thanking awaiting your you for favors any you letters a past sense, guilty of. Remember, as is the and that in permit a thief of may of others him when that coined and grant interest of your to your # and equally devoid climaxes are you should of either be never nation closing injunction, that "procrastitime" in a letter as in anything else, postpone, defer, delay to Today " that sales letter " by having the right climax add them letter it is also the thief of the order. until tomorrow. conclusion a prospect your tion, genera- commands." hundred horse or we quantity, and "Assuring you of our appreciation of your further." hear from hoping that we may you sales timeworn many why business houses of today continue to use they would not think of using the quill pens them is beyond comprehension : These, and the " those are " find in expressions we They have when has to the wastebasket. inefficient Equally receive. want effect of what letter finds its way and We completely the writer has lost his grasp of the There is no inducement, no climax, no positivereader is quick to detect the uncertainty expressed situation. ness. please write us a letter tellingus whether take up stenography? Have you any tions ques- you moment when list of successful put off is at the golden moment, the right clincher you is the and he or Never conquests. and will ADJUSTMENT Mistakes are 103 LETTERS ADJUSTMENT LETTERS expensive; they cost and, in money, many business whose they result in the loss of customers be made, in advance, to is profitable.Every effort should forestall complaints. high or Every employee, however with the spiritof accurate, low in position,should be imbued cases, pleasing service efficient, to in any customers station and organization, as a whole and create a spiritof fairness,honesty and individually,must courteous service,and then rigidlylive up to that creed. how thorough the training and supervision But no matter of those employees who tact directlyor indirectlyin concome The all conditions. under with customers, mistakes will the complaint is made, you have at once relations closer than cementing your them And occur. ever when a opportunity of of severing or for all time. general principlescan be given that will apply in all cases, a letter answering a complaint must, as a rule, It must (1) impress the perform the following functions: desire to satisfy; customer with your sincerity and your of the trouble; (3) state what (2) explain in detail the cause have done, or what you intend to do, and what you you While no desire the customer to do; (4) convince it is stillto his interest to do business with that you. into consideration handling complaints must Good the conditions applying to each individual case. be used of your in shaping the course judgment must of decision. When decision is made, tell your customer a that he will appreciate your fairness. it in such a manner Complaints must be handled on the assumption that the feels that he has grounds for his complaint. It is customer to take the attitude that a complaint is basicly wrong merely a groundless endeavor to derive an unfair advantage that most Remember to be fair. In of you. people want making a complaint to you, they believe that they are in Letters take the customer 104 BUSINESS LETTERS: HOW TO ADJUSTMENT WRITE THEM LETTER Gentloment Courteous We 10 acknowledgof complaint ment States fact On facts probable referring your time required delay left March 25. 5 the happens, misplaced Tells whtt have done and tend what you into do you We the goods. the next you a know sincere regret at the delay have two shall do are been tracer a after located we this within will delay, it is occurrences Clearly blame to send Tours but we one of that are the yond be- railroad in this in our power to not occur again. does delay a times some- doubt no days, everything such that shipments the road railby understand control. is company that not are regret will our goods It has three unfortunate those your these shipment. deeply you usual latest. started they or the reach order. today If to to received this your duplicate We Expresses ment depart- delayed and with case we shipping however, company, the find records, our very unduly or the goods our have at the 22. According shipments for should city, you by April of to order April to received March on you that on not of attention our have letter your call you by for you you that ordered in the case and shows cause thank which In We instance. see truly. therefore,entu-elyfair in their attitude. that when all the must You respect this view, feelingsure of fair facts of the case are presented, the customer's sense play will grant your point if the complaint is an unreasonable the right and are, one. It is far better make him down an grant a see to appeal the matter as to the you unexplained decision. concession, show declining,and convince him the customer's do, than If you customer to fairness,and arbitrarilylay decline must your reasons of the fairness of your to for position. 106 letters: BUSINESS how claims accept the customer's to them write without question, even though not be wholly warranted. they may caustic retorts are, of course, to be strictly or Any angry in highly offensive avoided. Even ifthe complaint is couched language, unjustifiable and retain must you dignity. your reply will,in all probability,make the customer of himself for so quickly giving vent to trifle ashamed a his feelings,while a **hot" reply will only fan the flame of A courteous his temper. the complaint is based instances In many is the case, such When on standing. misunder- show must you a that you without conception of the matter the customer's intelligenceor integrity. reflecting upon has but a slight knowledge of the Perhaps the customer be used, in which in which goods may manner case, your to resell the goods, to explain and for you it is necessary the reasons why it is to his or point out to the customer have clear and a her advantage correct and to retain them. use tified. recComplaints regarding purchases should be at once Complaints regarding service should be promptly In to the guilty person. investigated and traced down is to be promptly and graciously case, the customer every satisfied. all By to be has drawn your of a let it be stand between forced If one. a promptly, cheerfully with impress the customer made desire to allow minor no business amicable your begrudgingly made concession yourself tardy concession a and reluctant allow tions. rela- is little better none. purchased man York another When to not long controversy, for courteously. It will then open-mindedness and your A A a is made, differences than into Do arguments. appearance every concession and avoid means store, and set was cut-glass set instructed city, where the a he was that it be going received, one New at Wanamaker's to of the sent by attend express a pieces was to wedding. broken. The customer particularlyput was 107 LETTERS ADJUSTMENT he wanted because out glass in time to present it before the wedding, Wanato take place three days later. He wrote which was a vigorous complaint. maker, registering in this way: been answered This complaint might have the cut Sir: Dear We to regret failed reach to This the that learn cut in its destination purchase condition first-class in was glass purchased by good condition. when you we as our receipt transportation company, them responsibility ended Naturally our the package to the express delivered company. we it is their fault" not after they took happened it to the delivered shows. from when What ours. agent, this will take If you will you matter doubt no be able local the with up obtain to express equitable settlement. the And disgusted with the As store and truly. have been of doing business. Wanamaker's from came thoroughly most its methods of fact this letter matter a would customer Yours by mail: return Dear Sir: We glass are a source of great regret to inconvenienced Please broken today another you piece to your cut- set. It is been sending make by whatever us carelessness that our on disposition you you should have part. wish of the piece. Yours very truly, the same on piece of cut glass reached the customer able to present his wedding day as the letter,and he was present in perfect condition. Notice in this letter the instant and unqualified decision regarding the complaint, and observe also that the shipping This speeded up to make the restitution in time department was demanded No proof was for it to accomplish its purpose. word customer's The that the cut glass was broken. was accepted as absolute proof. 108 BUSINESS This LETTERS: HOW TO WRITE naturally feeling angry THEM miscarriage of his plans, was so won over by this open-minded and broadgauged handling of his complaint that he at once wrote a letter of thanks would in the pledging that Wanamaker's man, future receive every the at of his trade. penny Yet, an unskilled of delay would have handling of the complaint a day destroyed the good- will of the store in this man's mind. A woman bought a pair of white silk gloves with black The clerk assured her the black stitching on the back. " would "run" when " the washed. The gloves were washed them customer according to the directions furnished with the gloves. The black "ran" and spoiled the gloves. She returned the gloves with a courteous letter stating the facts and requesting that the purchase price be refunded. not This is the Dear letter she Madam: have We received letter of the the received: the silk second, and trouble gloves at are a mention you loss to understand happened. our gloves are carefully selected when is given purchased and especial attention could of the used not thread the to stocks the ness fast- in stitching. This black is the washed. guaranteed not to "run'* when gloves are It must be that did the not carefully observe you instructions for washing them, as given on the little tag attached had used lukewarm to the gloves. If you water, would have not directed, this trouble as happened. We gloves to you, as we are, therefore, returning your can black how have All of are in your wherein see we are to letter illustrates the This for the blame Yours wrong trouble. truly, attitude in answering a the on complaint; it not only lays the blame customer, but actually casts insinuations on her veracity, letter of inasmuch as lukewarm water. She of the was she mentioned to allow content gloves was a small explicitlythat the matter amount. But she had used drop, as the price she firmly resolved to 109 LETTERS ADJUSTMENT again, and she had no hesitancy in tellingher^friends of her experience. Her husband, upon hearing the details,took the matter most wrote and vigorous letter to the store, in hand a and an apology for what demanding a proper settlement he considered a slur in questioning his wife's veracity. He into that store to go never this letter: received Sir: Dear done to As we accordance aspect of the damage alter the not regard to the liabilityfor wife's gloves. your washed previously stated, if the gloves were the instructions with given, the color will situation the does twelfth of the letter Your in in not run. However, the expense our check and had did It gladly given. Dear extracted been have letter similar a to only her husband It little good. was different would written Blank's the that by having was concession a and trade with to satisfaction How this consider to tired of relating that never disagreeable firm Such intent so a importance and rather than incur of extended correspondence, we are enclosing of the gloves. for the amount Yours truly, woman received seem you of considerable matter This as by force. willingly force. the situation if the store this: Madam: Enclosed exchange money is for when dollars, which may you the desire, or use same as just Blank in the future purchases duebill a cash for if you make you two Store. We gloves can to but it must We "run" as they as you be that are what understand not a very defective sorry in this way and transaction a did. exercised assure that you could have caused your our stocks fully, care- watch We care every in pair slipped past you have should that we strive wholly satisfactory one. a she way use not was was washing them, our inspectors. been annoyed to make every 110 letters: BUSINESS Would gloves like you that " duebill? have to is there Or write send us won't surely to how "run" else anything in letter a made as in could other in the M. ribbons Multigraph N. J. he has After hold to the Write delay. Process up getting the the He states letter for express Mr. Burlington, Wilbur that he writes has that been pelled com- because customers Wilbur dozen one Company, Mr. of his best one that ago W. the to of Neidich city, asking them to put a the American tracer after they were by write in behind to Finch goods have express that Express the days far so that yesterday. of goods They Explain of six delay a shipped were order an Company. was that fact Virginia. Write received. been there goods shipped you Wheeling, the to the Process find they due out, State days Brown, not goods, Neidich the records order orders. Several " for complaint reply from the examining with the difference a Company. Write on work by Process the ribbons. the some for days ten received not cession con- 13 Neidich the from waiting same what at Va., ordered W. Huntington, Wilbur, the friendship. Exercise J. the A instead? sen to but way, for truly, very amounted have retained and tact would pair of exchange we Yours Such another you " them the of Company Give shipment. the your sary neces- information. Write to Finch to the express due the to that to put the you delivery date); was handled the written the shipment. within the exact shipment have after tracer reports company the a (give on way that Explain Brown. company State them " two or goods that Add three dently delay is evi- by the express delivered were the asking company, that days, unless you pany. com- express the will express duplicate shipment. UMiUlMHIillMiiMlIlIlIlIi m i "The I another I the man who man greatest, 1 modern must most business can write make a a letter that personal independent world." does call to power what do, is in the write, for the letters to do that to letter is collection The; LETTER COLLECTION THE of the one that reason he is inclined which 111 LETTER COLLECTION THE to difficult of all most induce it must put off until a a person more venient con- his pocketbook are on time, or until the demands that it must, at the same less pressing,and for the reason the time, retain first essential The that each a the customer of be sent statements month will of the good out good collection system requires On the last of exactlyon time. be rendered should statement on a customer. the first or second so to reach as of the month. If there delay in sending out statements, the customer naturally feels that it is not important that he settle promptly. it is well to observe a slight In treating collection letters, is a mark of distinction between business with (1) accounts private individuals,such as the two classes of collections: concerns; (2) with accounts retailers' accounts and ment install- accounts. In the first classification, we business subject with deal with business men on a which they are thoroughly familiar In the other class,we from daily contact. are dealing with individuals not with a highly developed business sense on and the average with business not constantly in contact The method of appeal in handling the two classes matters. of readers, of course, varies somewhat. To be effective the collection letter,like the sales letter, have must interest" personality. A touch of the "human in element mere a collection letter will get next conventional forms would do to little more a where man than irritate and antagonize. Sometimes a singleletter with element effect will catch settlement the favorable a strong "human attention interest" of debtors and promptly, but often a series of three, five letters,each a little more insistent than four, or even the previous one, is required. a 112 BUSINESS The First Letter. that assume due to the that to write them first letter should failure to oversight. Do an of the doubt how The " reminder courteous to letters: customer's merely is overdue. account settle the intention that a It is weli promptly account intimate not be have you is any ability to pay. .It is often a good plan to injecta specialsales paragraph about in the first letter,tellingin a friendly way goods in the customer The which might be interested. object of sales as to appeal to make such a paragraph is not so much of a friendlyattitude,though letters for payment by means constructed often accomplish both objects. so Here is an example of a courteous, businesslike reminder to which Dear could customer no understanding? your records Our show less 2 (quantity % payable in date of invoice; that and ten but Apparently the Bookkeeping your way adjusted the so that May we again take we from up has In order has may you overdue the your before a from attention we overdue, or chased pur- $125.15, the received. are of in promptly account payment, base been possibly or appear the yet escaped to have not for you product) were net in thirty days payment it will which on of Department, which hear terms style days, or no envelope enclosed the account at fault. on we offense: Sir: Is this some take or please for some use planation ex- satisfactoryadjustment. the 25th, the day on which accounts? Very truly, how this letter presents the fully,firmly, The and opening yet tactfully to the past due debtor. makes frank and friendly but one sentence a paragraph appeal for a "get-together" spirit. The letter in no way It merely calls his the reader for his tardiness. censures has not been paid attention to the fact that the account and should be immediately adjusted. This letter is particularly the from noteworthy, because it gets entirely away to balance," etc. "remittance," "check hackneyed terms Notice " " matter 114 BUSINESS the By letters: that have we way, on how to write hand about 250 before the them of bond reams bought customers at 9c. offering this to our carefully the sample, and you will be convinced is a bargain at the price. Why include not an of this with some along reply? paper your Very truly yours, paper We we advance recent in price. Examine are And is another here short, but that this order for pointed first letter: Gentlemen: This sent will remind you October on you balance The let is have us of the you 15, amounting somewhat now check your Second Letter. If " account $87.29. to overdue, and in settlement Yours The of your statement ask that by early mail. we truly, first letter,framed the along specimens, fails to bring a remittance reasonable time, a second letter, slightly lines similar to these or a reply within a be sent. firmer in tone, should But even it is not now desire to evade has any prevent him he plans to make pride In or customer that he Here from Give the does is intend not to It is not credit convinces a stances circum- a while worth- yet time second you conclusively letter: Gentlemen: The check account has Don't you not bother this letter and Thank intended yet to mail to arrived write back a send no " us in payment doubt your us. you! Very truly of your forgotten. letter; just pin to yours, for for intending them. pay good specimen of a antagonize to customer his bills until his action be that due, although as possible,and that from making an explanation. just as soon reticence keeps him measures. to pay It may paying the amount it is very easy by overinsistence. case a that the customer payment. payment natural a such harsh safe to conclude check to COLLECTION THE This remarkably successful,due probably are gained without pOintedness, which been letter has brevity and sacrificingpleasantness. A concern dealing largely with this letter to advantage as uses to its Dear owing which that For reason as business a account have been you You of your detriment to he makes ability in court Won't let have us tell us the pay, great a have you credit lenient as not seem clude con- account that lack judgment these and is lowered things paid the court, his expenses for $119.20 not in your great a those from too, if they with been merchant's he also has greater. for your by is of confidence have we taking not standing means as Yours This without of the injustice in for it community Aiaking check your why a consider you care allow naturally a purchases his obligations. And, get to costs taking Fuller, time. man, be are not do meet should reputation we Mr. has you will have to you can one This and Uncertain his to disposed and you can we this as us, of matter business a in not a find account. whom his just least, that for it. give to doing yourself are long as open that fact in the realize you inclined it is that whenever are mailing: now are being given reason the doubted man, stand to sufficient care towns twenty-four days past taking this opportunity of is we of it. reminding you Your honesty is not to second a overlooked have you $119.20, us due. an in small merchants Sir: Perhaps but 115 LETTER return good own mail, or and at least account? truly, letter is designed particularlyto bring the procrastinating debtors to time. Many merchants, particularly in the smaller towns, merely postpone remittances because of lack of office system. Once the fallacy of such a delay is brought to their attention, they are quick to send in their money. Notice the neglect is visualized direct threats or clever to the manner reader forebodings. in which without the the danger of use of any 116 BUSINESS LETTERS: HOW TO WRITE THEM The following is another letter that serves as second appeal to the procrastinatingdebtor: an admirable Gentlemen: You have always been with so heretofore us that we If it could we is,won't If, however, will write which is fault, and our would let us today concerning it? correct charges are as they the kindly you ments settle- your is wondering what of our April 24 invoice easilyadjust if you very you making are causing you to hold up settlement amounting to $215.25. is something Perhaps the reason which in prompt send know. us us check your for the stand, by amount mail? return Very truly, Let here us glance back getting letters and what successful money- factors contributed common their effectiveness. to Up determine these over this that the debtor point, the writer has assumed intention of meeting his obligations,and rightly, has every for the customer has not yet indicated by his actions that to he is to be classified In each customer the writer payment a "dead beat." direct request for the money is made. The voluntarily incurred an obligation. When buying case a goods, he knew the as soon within they collection of as that as his the be must letters has paid for. Therefore, right to expect every becomes account province in making He due. a is tirely en- courteous, firm request for payment. But there the favor is no of," or Such should "suggest," "beg why one tance. "respectfullydirect attention to" a remitreason weakness indicates doubt a the is any collection expected other " not irrelevant be letter must asked reason. for the returns. impression that payment This is the angle from They do not create the affirmative is expected as a matter of course. which about as The written a " prompt personal transaction favor is a ment payor for matter THE of business that function collection of the expect him you within should Payment throughout. 117 LETTER be expected on a basis. business The COLLECTION to certain sl pay And certain specifiedtime. a letter is to tell the of amount there is no reader money why reason rected speak plainly. The appeal should be dibe must straight at the reader's honesty. There nothing to incite antagonism, but sufficient courtesy and positivenessthat the recipient is forced to admit to himself should you that not attitude your Third The appealing or Letter. to the While means to honesty, do still assume it should at or been least made insist a and fair play, the naturally grows with not bring letter, a tance remit- follow within a the debtor really that firmly upon third to the debtor's an is insistent more The fear. the as tone few immediate settlement when ment pay- an of honesty directed of the at letters as the controlling factor: Gentlemen: The position of it is because and your is company of this fact that we one so of responsibility, willingly extended credit. Now, that your account, totaling $215.25, has drifted for several fear that your along weeks, we rightly deserved is liable to lower somewhat in standing in credit matters the eyes We rank You Do of those are sure with whom you that you want just as high and know, from your not be have your business credit connections. standing to as possible. just as favorable own experience, the value of credit. let $215.25 credit endanger your reputation. to his series progresses. the third of a series, specimen letter,used as appeal to the debtor's pride a sense be letter should of pride, curiosity or Here second reply explaining why naming a definite time expected. Changing from the appeal sense the be may and first and the customer's it should pay, settlement, not If " reply, a third letter should a days. has is entirely fair. 118 BUSINESS Send thus LETTERS: us check a preserve HOW for that letter pictures the his pride in the THEM without credit delay, and standing. Yours This WRITE amount enviable your TO truly, very debtor's credit standing, stimulates favorable reputation of his concern, and then emphasizes the fallacyof endangering that valuable in question. position by neglecting to pay the account The following is a good specimen directed at the debtor's of shame: sense Dear Sir: What would unfairly And used another's would what when he think you of to do to money think you neglected money? wide-awake a of business that explain even merchant with? merchant, same his who for reason holding with- that honest and merchant is Be that For three days, But you promised further been allow you a used to money our using $145.20 the use of forward look letter within debtor intends bring the should Letter. your a If " to avoid you you postpone account. no your check for the full to definite definite a that for date The can fourth a be reply and taken used in to letter should As conclusion. will be letters yours, reply is received to the third time, it is probable that the payment. specificallywhat action received by that date. It is here and contract your receiving to reasonable a matter set products. longer'than understanding when week. next Fourth our thirty much Very truly The for " of of it for of Blank success the violate not settlement amount opinion your order. should You We you according to placed the to make have have you glad were help to forming yourself. months We money. in candid rule, it a should case work no state reply is upon the curiosityand fear. Of these two angles of appeal, times the more resultful,for it is the curiosity is many debtor's danger a man his curiosity regarding debtor of a be may Notice following letter: effect of the the statement mere is to be taken. that definite action the by than stimulate can against him, the pending action a affected more If you fears most. unknown 119 LETTER COLLECTION THE Gentlemen: If this letter overdue, We to is no the bought to courteous We Such cause for pass months you to you will reader effect. obligation when this of the not you terms plying ap- heeded our remittance. a this bill. pay name give your that he probable entirelyon of steps that that to you were fully aware goods. have Yet purchase. you to don't We to want for Treasurer, our will it is take instantly steps surprise and amazement. Yours truly. considerable be tremely ex- that straightforward recital of the ments puts the responsibilityfor future develop- letter,giving a the from the facts of the case, cause heard requests to three than You expect forced must we answer, more now voluntarily incurred You will have would we $145.20, an our can there bring not Treasurer. energetic and inventive allowed have understand not why you your attention. without Manifestly, drag along this not reason account, why you should pay to account or of account your does a the debtor's shoulders. And great "surpriseand cause wonder to the mention amazement" it is quite the whether will best procrastinate in remitting. When take the element of injecting fear into we up collection letters,the account must necessarily have progressed is collection through the courts to the point where of such a letter,however a near possibility.The purpose and this is an important consideration is to bring the money in, not merely to pave the way for the suit. thing further to " " And to, nor remember even that a attorney should suggested in the possibilityhas been Such the not letters,until be* resorted every other exhausted. letter should be terse and conclusive. There 120 BUSINESS should be reader may letters: air of an how to write finalityabout realize the the letter and earnestness them that so seriousness the of his position. The following is a good specimen of a collection letter that appeals to the customer's of fear: sense Gentlemen: You have informing compelled of April dislike We attend to Of 15, amounting take to to harmful court, the with court before account to us time of such failure your alternative. no will you advantage the suit a sincere attorneys our your count ac- lose in credit, your ' friendly and our step, but gives the payment costs, that Follow of step settle your to publicity, the lowering of inevitable the unpleasant $145.20. to forcible this appreciate you the neglect indebtedness your course, and of your attorneys our take to us are will cause you. advice to settle called in. It avoid to together account, such any your is distinctly like unbusiness- affair. We shall expect by the account to it reaches You in ample us Yours A and letter such definitely, yet be can as of your it to owe self your- time. truly, very this presents the case to the debtor in such that a without sent full amount of this month. 15th that see for the check your a manner humiliation any fully direct remittance part of the the on customer. function The the reader that notice Failure the on letter the this should final endeavor a a be is to account the part of the This as to debtor be met with be offer to direct settlement. of this letter is not purpose specifieddate should attorneys. merely placed with to your collect the account. to make prompt step being taken, the remittance action debtor on by the must, of legal representatives. All the principlesmentioned, while applying specifically other the manufacturer concern or catering to a wide course, to the that it is attorneys; a possible opening for every Remember serve of such deal in the future with your 122 BUSINESS LETTERS: HOW expectingtimely payments, TO which WRITE aids THEM " materially in making collections. Installment accounts, whether by a mail-order Here, instant and by a retailer or house, present peculiaritiesall their own. becomes payment handled drastic action overdue. be must The reason taken as soon makes customer a as purchase on the installment plan is to avail himself of the These "easy payments." a rule, of an payments are, as amount the customer can comfortably pay at the specified a intervals. Inasmuch does terms because so as a he can time, it is very impressive enough at made of the is no half of the than transaction understands than more pay the installment ment install- one first letter be is collected. and amount, payment the There customer is due. expected when installment buyers, following following letter is sent to the mailing of regular notices of payments The Dear such on inspire prompt action. fight is won, if in the early stages overdue each that buys to every accumulated not essential that a More who customer due: Sir: have We not received for the payment that wondering what not delay your the but in the puzzled. ^void When terms frank were matured trouble to response may on Of without a notices recent contract, and your be. our course, would you good very are reason, are naturally explanation we will less doubtof position explanation your of any misunderstanding. a we has payments absence A any contract, accepted your entirely satisfactory to with we assumed you and that that its you of meeting the expectation will surely maturity. You promptly payment that this is a reasonable assumption and that it is agree for us to expect an explanation when equally reasonable entered into the agreement each anything at occurs to prevent your paying on this basis. only fair to yourself to inform us and leave no room for any question concerning your good faith. We are not and human; are conclusions, but we hasty to draw you leave too much to our should not imagination. It is COLLECTION THE It is not should this easier for you handle the cover It would installment at and if you in the account by us fulfill your necessary. mutual our these payments to get you can at overdue our mail send or In such be can followed modes hard any Smith " In skill with discount Omaha, the to special sales a moving are you of 20% on catalogue. furniture have them must, to a of the collection tone fast,arbitrary rules that which in collections success principles and known adapted are particular to the 14 Nebraska, fact that the paragraph into new owe is account and you 10% to fact that cause be- offering a special are on the them days past twenty now all chairs are especiallyattractive constantly advancing in price. received " Wood no reply from Smith weeks two asking for a remittance. ago, These Write $128.35. call attention quarters, all office desks you values listed for the in reason is to the letter you Write them a letter. Write fact that letters. when all circumstances. and of procedure Wood, callingattention wrote and and Exercise second be for attention. up You conditions lines of endeavor, the upon no under in all other standard that efforts must difficulties multiply collection for once, There depends your yours, strenuous cases, pile up. instance, individual be due. for payments letter. case check a installment. in every great extent, control the substance As these have to as But can according to regular routine. promptly. return overdue collections. taken to this, while lengthy and quite stern in ment be used to splendid advantage in handling install- letter such tone, much than pay Very truly A ment; agree- be time a advantage regularly and write Kindly to to made payments to one pay about you accumulate; to agreement, we can It is, therefore, $10 annoy be not to several allow to insisting letters write to or desire our 123 LETTER Smith you You " Wood to the calling their attention received have of your two no previous acknowledgment understand refertheir of not can this,as the character a third letter 124 BUSINESS such were ences letters: lead to as Bank Not draft a do you account to over and direct Howard send Write W. a that states are poor, Write reply from explaining that in this instance Dublin, at He knives; gives not they willing are who the turn diately steps imme- advantage to They thirty days. tension. granting the exaccount. the National asks other letter from on them for one-half consequently half trade Mr. Grocery usually is extend do to opening Va., orders Grocery to the accept amount thirty days. has He fallen off and Jennings the to tional Na- from Co. the term to Mr. Jennings, of payment, but it. Exercise a retail hardware and the implement Barker-Jennings Co., following: 2 doz. baker P. knives; 1 doz. 4 do^. baker 3 doz. clipper mowing blades. razors; whom from order if balance and owes of the National the reference as Co., by the that Hardware Virginia, the Lynchburg, barlow the six percent at they do J. Andrews, B. extend account, on Miscellaneous store $165.25 you to $180 the them Co. Grocery a owe of payment slow. are take it is to their Iowa, who and Wood, Write will you to tional Na- suit. you interest " informing them receipt of the check Iowa, time the crops collections Write ask and (give date), a avoid unpaid. instructions thus a tance remit- First letter to Smith returned their meet receive not through the third Explain why Jennings, Sumner, extend to by with them they would do them collection. acknowledging H. that returned was attorneys Waterloo, Company, with his 60-day note and was write if you on your remittance for $75, and them Mr. to Sons, Altoona, Pa., " check a that which draft your enforce to remit the receive not them, on that mentioning city. a reply received having drew you of their them will draw you to believe to you Tell obligations promptly. by (give date), how B. 0. M. Jordan, he was J. Andrews employed to Manager for the a of the number Barker- Pulaski of years. Jennings ware HardWrite Hardware Company. to Jennings Hardware Company the to give you to O. M. Jordan, requesting him an as rity, integopinion business ability and financial standing of Mr. Andrews. Write the reply from Mr. Jordan to the Barker-Jennings Hardware for six years Give Co. Mr. Andrews was employed by Mr. Jordan. Write a the favorable letter from report of the Mr. Barker- Andrews. letter the Write glad are to Tell of him. him WANTED. and and the of the graduate Write letter a the to by ordered. as express of Must they favorably very knowledge to that State spoken shipped ing. bookkeep- be accurate for resort has you paid it calling due. remitting. and attention. that plain is received is the bill amounting a statements no tion atten- This in you them sent remittance a Ohio, owe instructor attending. are prompt City, Mo., Make of the is past been they have which Lima, Son, repeatedly unless courts school heretofore Co., Kansas to name rience: Expeence: Refer- know). you and of $114.16 account have You the " requesting payment. the to " payment, final letter of graduate attending). are firm some school High you mentioned, Williams company $96.48. to of name firm their Willis Harrington, (give J. B. that The Training: of school Department to fact first letter. quests re- Prepare will have you before the to 25th of month. A orders customer catalogue; links. No. Write 1 the letter a two, The Christmas they Co. 9710; 3 ivory R. fans. No. with the I., 1915 cuflf pair gold 1 22884; engraved He 24382. initials be he the is the and this "L. the goods. are not the subject catalogue. Remember fairness your of and B." position. or the and when delay of intended that cuff for 26, returned Baird-North it is satisfactory links, which exchange, customer a work. customer of the Wilson, December on the return that with were Explain exception to a informing customer Co. Baird-North goods, with Co. B. how be is behind purpose, the will delivered were from returning the return to letter reply from they as for Tell there Baird-North J. to order. that Departme'^t the but used addressed Co., Explain from 2 of the as shipped. ordered engraved, page No. receipt of the Engraving not the to pen, Baird-North the Write Write be presents, could that links from be as goods them. cuff acknowledging will goods or pins, No. Co., Providence, order. Flint, Mich., day fountain scarf the that Write the 2 Baird-North from waterman 8825; requests on has thorough name of the Brown, Bookkeeping the the (give with years J. M. were order. salary expected. and advertisement. above Two a man Company rapid. Answer in been with experience age, Jordan Mr. as goods have the Young " State receipt of the account, an open Hardware Barker-Jennings the acknowledging J. Andrews, B. from 125 EXERCISE MISCELLANEOUS as is to stated be isfied sat-