1. careers
2. resume writing and advice

LETTERS
THAT
LAND
ORDERS
OR
HOW
TO
MAKE
LETTERS
SELL
GOODS
JOHN
YYTLE
HORACE
1-11
Published
THE
BUSINESS
MAN'S
Detroit.
by
PUBLISHING
Mich.
CO.,
LTD.
Entered
according
Act
Congress,
of
to
in
1911.
the
by
year
JOHN
HORACE
LYTLE
DETROIT.
ID
office
the
MICH.
of
the
All
Librarian
rights
of
Congress
reserved
."
\.*vj^
X/"J
A
-I)
t
I
tMl
M
V
"
A
CONTENTS
CHAPTER
PRINCIPLES
FUNDAMENTAL
SALES
HANDLING
I.
OF
7
CHAPTER
II.
LIVE
PROSPECT
THE
PERSONAL
29
III.
APPLICATION
CHAPTER
ENCLOSURES
71
POSTAGE
AND
FOLLOW-UP
V.
FILE
85
CHAPTER
PARAGRAPHS
VI.
PUNCTUATION
AND
CHAPTER
COLLECTION
53
IV.
CHAPTER
THE
THE
LETTER
CHAPTER
THE
PAGE.
LETTERS
91
VII.
AND
ENCY
PERSIST105
CHAPTER
MISCELLANEOUS
SAMPLE
VIII.
121
LETTERS.
,
380290
INTRODUCTION.
On
value.
*
Chalmers
wrote
there
what
but
book
The
is
my
files, and
not
merely
been
fictitious
be
not
of
at
my
here
any
question
no
for
a
successful
or
office.
firm
(in
so
flooded
with
all
reproduced
selling price of the
of
aggregate
total
book.
letter
cases)
that
many
many
for
this
tuted
substi-
The
letters
fees
in
clients
my
inquiries.
these
theories.
of
each
most
names
directly
actualities.
reports
price for
a
The
is taken
retrospective
only
and
book
hence
a
paid
have
and
book,
this
for
material
I have
will
Hugh
country
Letters
Sales
Mr.
is
this
in
ble
inestima-
Letters."
Business
It
need
is
of
1911,
There
:
successful
on
from
me
it is
public,
found
be
15th,
May
the
to
it will
that
belief
firm
my
work
this
presenting
IN
inals
origon
are
the
times
file
work
the
Letters
6
led
I
That
how
followed
would
when
possible
teach
they
method
of
struction
in-
my
here
forceful
Orders.
that
believe
to
was
Land
it
Law
be
the
explained
was
to
Harvard
at
most
me
what
by
"
they
students
and
the
the
law.
involved,
in
the
you
the
samples
that
"
"
submitted.
letter
have
you
meat
you
theories
addition
theory
specimen
so
actual
are
cessful
suc-
even
the
ciples
prin-
pointed
expected
to
of
exhaustively,
quite
each
in
the
given
writing
before
explaining
their
however,
the
is,
of
reports
develop
have,
letters,
specimen
the
these
I
That
System."
study
from
letter
to
Case
simply
cases,
of
"
the
term
to
out
find
CHAPTER
I.
PRINCIPLES
FUNDAMENTAL
SALES
THE
OF
LETTER.
WHEN
first began
men
they
another,
friends
limited
were
neighbors.
and
printing, with
of
strides
And
of
the
birth
few
the
business
by
his
ways,
took
to
using
as
is the
one
one
say
as
many
possible.
that
best
in
until
been
his
thing in
ness.
Busi-
outside
gave
the
fully
past
ciated
appre-
the
ago
letter
and
penmanship
as
different
different
many
words
Nowadays,
gets
of
and
But
Years
men.
communicati
interwhich
spread
necessary
never
pride
great
ability
has
and
science
activities
Letter.
letter
invention
made
were
one
between
the
travel
great
it made
Business
the
years
writer
business
as
community,
to
the
developed
gradually
with
for
facilities
with
dealings
to
But
rapid
trade
to
directly
the
to
and
pressions,
ex-
best
ter
let-
the
point.
That
Letters
8
The
thing
one
Land
be
to
Orders.
of
sure
and
is accuracy
clearness.
There
are
kinds
many
ordering goods; letters
pacify
to
Sales
an
cellaneou
mis-
important of
most
that Lands
the Letter
"
ters
let-
accounts;
Order.
It is
the
be
Letter
"
letters about
but
etc.,
letters
letters
collect
to
irate customers;
matters,
all is the
of
as
great
such
a
late years,
that
that
it is
"
Mail
Order
great
factor
since
be
ideas
words
has
not
that have
been
to
write
to
for this
to
put
voiced
Of
realize
letters
considerable
been
simply
to
come
today.
begun
science
the subject, and
careful
have
in business
big, broad
a
letters that
of
Houses
people have
pull," there
on
must
result of the power
a
reason
into
again
erature
litone
new
and
again.
As
must
the subject, however,
be
certain
governing the
is
a
science, there
underlying, fundamental
success
of
any
letter writer.
rules
It
Letters
is in the
pull
these
rules that there is
the
on
must
expect
of
"
letters that
differ from
to
ideas
of
to
as
tion
applica-
generally accepted, fundamental
the
which
"
treatise
one
in the different
only
the readers
so
subject of
"
another
rules
Orders.
for difference, and
literature
9
Land
applicationof
the chance
any
That
are:
Attract
attention,
2.
Arouse
interest,
3.
Create
desire,
4.
Induce
resolve.
1
.
Every
four
successful
things
although
"
natural
effort adhere
still be,
who
writers
their
agree
have
not
may
these steps
to
these
writers, with
some
possibly,
does
turn
;
and
successful
some
a
by
there
letter
classified the rules for
never
success.
Possibly
a
in
for letter writing,
instinct
conscious
may
letter
two
no
letter in the
on
the
same
of
us
would
same
wording
way;
go
no
for the
about
two
same
ing
writ-
would
points.
That
Letters
10
orders
cash
"
actual
an
already given the four steps of
be
to
feel
reader
him
"see
Will
your
in your
I
what
to
am
to
desire, have
I made
and
induce
clear
to
Satisfied in
too
prospect
sure
you
little.
remember
saying
eyes
he reads
as
Will
tion
atten-
arouse
enough
I have
created
this
If
your
yourself:
to
enough
attract
resolve?
mind
your
have
to
directly in the
simple
ordering sufficiently
Rather
it is
you
think
"
your
though
as
imagination
point
letter.
make
"
desire?
create
"
Write
cedure
pro-
breathe
style
letters
your
interest?
arouse
interest
by
these lines.
upon
your
truth.
point after
letter
make
have
into
your
looking
were
'
soul
very
successful
style in building
letters should
your
in the
followed
own
your
Your
"
test.
I have
Use
is results
of the best is
only proof
the
"
Orders.
only object
the
Since, however,
Land
said
on
"
the above
neither
too
indefinite, am
be
your
letter.
much
I?
I
points,
mean,
nor
Well,
sim-
That
Letters
ply don't tire
would
omission
reader
your
describe
don't
force; and
description is
truthful
with
undertake
be
to
well
"
know
worth
to
(if
it.
you
hope
not
merit
think
he
you
offer
is
him
at
must
you
once
be
benefited
feel that
"
make
he
man
'
it is
lose
writing
any
word
(and
never
to
to
the
this
must
letters): that
letter
on
$5,000
use
is
you
Make
what
by mail
expert
means
things
fellow
is
how
he
your
known
It
says:
the
for
order.
One
What
sympathy
claim
you
successful) anything that will
repeat
to
hazy
a
subject, therefore,
that
sell
to
your
forceful,
strong,
feel in
not
Your
all
actually be
Never
do
you
only
or
medium.
good,
a
subject.
your
must
a
letter if
strength
leaves
the happy
write
cannot
whose
sentences
briefly that
so
and
clear
not
impression. Strike
You
by
nothing of
cost
11
Orders.
Land
of
one
sight of
the
by the
should
that delay is
'
you.'
in
other
chase.
pur-
have
harming
him
costing him
"
yourself
keep
wait
"
heat
white
then
I
can
step
supply
you
*
you,"
We
Have
you
right, yes,
want
"
We
interest
to
the
think
to
*
gins,
letter that be*
You
doubtedly
un-
proves,"
success
Make
etc.
beginning,
Keep
"
This
your
osition
prop-
benefit that
any
far in the
so
you
a
Your
value,"
in the very
is
thought,"
ever
aware,"
know
the reader
background
may
that
will think only of the proposition as
letter writing
is the
This
it affects him.
think
We
forceful
is for me."
We
possess
their letters,
start
*
more
are
accrue
to
to
once."
at
make,"
much
"
reader
can
is fanned
All
say,
in
"
prospect
resolved
"
in and
gain
your
"
your
has
Writer,
etc.
How
You
Mr.
his desire
firms
many
sell,"
when
he
when
"
you
How
'
interest
when
longer
no
You,
money.
your
"
Orders.
Land
background, and
the
"
That
Letters
12
greatest
secret
of
success.
mortals
are
all
first of ourselves
naturally inclined
and
our
own
to
interests;
That
Letters
thinking in the
and
find it hard
writers
that almost
easily worded
"
or
to
we.'*
if
forceful
of
the exclusion
of
when
the
from
used?
"We"
MR.
a
the construction
that
be
I
"
more
heed
take
littlereconstruction
so
habitually
of the following
paragraph
no
"
begins with
until the sixth:
J. J. SMITH,
Ohio.
Somewhere,
Dear
by
to
be
will
of the
most
stereotyped forms
Note
letter, and
"
you
letters will
of the opportunity offered
be just
can
"
isn't it time
worded,
so
realize
to
seem
letter
a
the
And
keep self in
and
don't
letter
most
person,
that
so
13
Orders.
write
to
sentence
any
prominent,
first
They
background.
the
as
Land
Sir:
Have
business
papers
They
you
in the
will be
will
which
durable
ever
than
thought before
evening,
"
I wonder
perfectly safe?
be
safe
are
wood,
and
your
if those
"
if filed in
much
leaving
stronger
won't
vices,
steel de-
our
and
burn.
more
Even
14
That
Letters
though
in
is done
fire-proofbuilding, if
a
wooden
in
might rob
You
save
can
You
firm
certain
steel, and
to
third of the
deal
will find
The
is
on
roll
our
readily to
day
one
You
as
We
steel
wood,
in
our
by climatic
swell.
or
the curtains
always
will work
respond
the
to
be
cleaner
and
same
more
and
being dust, vermin
of
send
you
for
immediate
Filing Devices, Card
Flat
and
made
etc.,
we
stock, ready
manner
Cases, Roll
Boxes,
No.
in using
proof.
shipment, all
May
will
touch, and
will find
carry
Index
filing.
another.
sanitary than
rodent
for
files,and
our
one-
was
shrink
any
desks,
top
your
recently switched
affected
not
never
working parts of
by using
space
satisfaction
goods, for since steel is
changes, there
of
the economy
great
a
blaze
papers.
formerly used
space
filing
your
interior
an
valuable
great
a
A
wood
devices,
of many
you
steel files.
from
Orders.
Land
Top
fer
Desks, Trans-
entirelyof steel.
our
catalogue?
Ask
800.
Very
THE
truly yours,
FIREPROOF
FURNITURE
Co.
for
Letters That
Have
power
of
"
weight
carries
"
desired
than
end
quickly and
if
filingdevices,
could
you
putting forth good
using
wouldn't
"
hit him
right between
with
sentence
feel that
"
value
merits?
them
judiciously and
have
a
very
him
much
and
a
him
make
question.
value
"
in the
eyes
just
as
if you
"
Do
safe
as
you
their
but
"
When
care.
first
use
you
knotty problem of explanation
proof for the reader,
up
harder
like this:
with
by
papers
question marks
Use
by
fire-proof. But
are
are
papers
As
pective
pros-
your
his
protect
the
something
your
your
letter
your
point strike home
your
more
gains
"
why
arguments
steel files which
your
has
completely"
begin
should
customer
the
"
offering for sale steel
are
you
force
paragraphs.
argumentative
example,
an
conviction
more
more
dozen
a
the
often
It
question?
a
15
Orders.
thought of
ever
you
Land
on
see
if you
convince
cannot
sum
himself
ability to
ask
it all
by asking
almost
Personally, I put
the
or
a
as
judicious
16
Letters
question
*"
the
on
as
That
Land
Orders.
ability to
the
use
word
""
you.
After
having, apparently with
their stock
the
a
avail,
no
of arguments
on
a
prospect,
following list of questions, incorporated
letter,produced
Mr.
splendid results for
hausted
ex-
into
firm
one
:
J. J. SMITH,
Somewhere,
Dear
Sir
Were
:
told that
you
they need
That
Ohio.
to
our
cases
better than
are
be?
other files are
"
good enough
"
?
Is it true?
If Steel
the best
Why
locked
the
"
Compressor
where
file in
not
a
even
that
complete
not
buy
lock, why
you
at
one
that stays
fire resistance
"
(Also
compartment?
each
venting
pre-
dropping down.")
if the floor is
warns
but the
maximum
papers
a
why
"
place it?
you
"
If
material
construction?
any
Why
best
not
uneven
a
that stays
one
"
and
glance if case
a
in order
"
locking knob
is open?
18
Thai
Letters
proposition is
your
expect
not
need
of the
close with
series of
a
and
to
and
it is up
to
induce
you
to
resolve
a
educative,
reply
The
to
complish
ac-
attract
interest
then
letter,and
your
the interest into desire, and
fan
order
signed
meaning
"
than
more
interest.
follow-up letters and
your
by
a
will
essentials,namely,
arouse
means
do
to
must
You
letter.
one
letters that will be
the firsttwo
aroused
purchaser, you
intended
possibly not
attention
involving considerable
one
the part
on
expense
Orders.
Land
by
"
literature,possibly
call.
The
above
letter is such
a
one,
catalogs being visited
possible date by
after the
a
those
"
the
at
salesman, while
personal visit,if
an
earliest
not
cured,
se-
sent
at
was
personal follow-up letters
and
before
order
were
questing
re-
different intervals.
I do
not
believe
firm in
one
intelligentfollow-up.
granted that the list of
circularizingare
all
It is
names
ten
to
uses
be
you
the
taken
have
most
for
been
possiblepurchasers. The
Letters That
of
then,
possibility,
is
Land
getting
lost, though it
never
19
Orders.
order
an
be
may
day
some
months
or
even
years.
This
being
why
true,
drop
futile attempts?
few
Why
the length of the date
Increase
failure
to
get
doing this
By
but
order;
an
of possible purchasers, all of
had
familiar
with
fear, orders
they need
fellow's
take
does
when
vanity when
pains with
"
not
Never
in
he
have
you
whom
are
day,
never
keep them
You
from
day
comes
play
remember
likes it
of
fact
very
on
him
a
and
if he
even
let on."
reply
a
"
right.
out-
long list
a
of
inevitable
you
him
drop
some
goods.
your
don't
whom
will
the
with
The
result.
each
ahead
all
"
and
"
will
forgettingyou
that
line
your
forgetting them
not
your
were
with
correspondence
hurry
to
and
an
inquiry
anxious
to
a
indefinitely?
up
will have
you
a
simply file
not
keep this
ahead, and
long time
after
prospect
a
as
get
though
the
you
matter
20
Letters
off
hands.
your
will
prospect
the
Use
this
if the
much
to
a
tell all in the
Make
reminders
merely
ordered
he
for
the
knows
Note
following
how
this
is
follow-ups:
expect
one
goods.
your
a
follow-ups
give
should
accomplished
ter.
let-
tunity
oppor-
no
contain
recipient
do
to
requires
by
for
your
that;
he
sell
overlook
letter
the
to
is, hammer
not
allowed
argument
let
why
reason
could
case,
an
to
to
sition.
propo-
forced
are
trying
space
your
appear
your
that
you
"
new
neglect
You
are
Don't
argument.
you
"
follow-up
every
if
method
short
advance
to
also
you
being
and
be,
time.
explanation,
interested,
not
are
will
article
This
not
you
bull's-eye
at
Orders.
Land
to
he
point
one
If
cease
him,
neglect
in
That
that
he
him
an
new
be
has
tirely
en-
order.
in
the
three
That
Letters
Land
No.
LETTER
21
Orders.
1
.
LUMBER
Co.,
"
Jonesville,Ark.
Gentlemen
:
check
If your
to
for
us
If
less than
the quality of the
than
could
Then
we
business
care
the
regard
before
to
you
of the
Why
Will
would
you
have
grade; and
(surely
not
you
give
do
as
report
not
ter
bet-
"
anxious
give
us
least)
as
to
at
it?
story
inspect the lumber
you
it, which
us
to
"
price list tells the
of
matter
elsewhere
with
price; and
for
if
to
trial order
a
inclosed
pay
equal
be
you
be favored
to
Well,
in
lumber
secured
be
wouldn't
are
of the lumber
cent
inspection of the stock would
your
your
payments
your
per
for similar
else
anyone
certain
a
be
to
use
you
pay
least
at
showed
book
surely will take
quality.
a
trial order
right now?
it?
Yours
THE
very
truly,
ELM
LUMBER
Co,
22
That
Letters
Land
No.
LETTER
LUMBER
Orders.
2.
Co.,
"
Jonesville,Ark.
Gentlemen
In
:
last letter
our
quality of
We
travel
lumber
give
hotel
no
lumber.
our
Let
give
us
the
you
the wherefore:
and
why
spoke of the price and
we
no
in the
the saving
you
bills
and
men,
railroad
or
price of the
make
we
fare
to
by having
pay
to
"
say
nothing of salaries.
Stamps, stationery, and
stenographic help
very
And
by the
when
transacted
Now
that
our
prove
we
order?
find
our
We
A
customers
direct
with
much
are
we
littlein comparison.
our
way,
correspondence
their needs
cost
report
our
that by
headquarters
better taken
of than
care
through salesmen.
have
claims
explained ourselves,
may
by shipping
trial
you
price list is enclosed.
You
a
will
rating in Dun's.
shall await
your
early commands
with
interest.
Yours
very
THE
truly,
ELM
LUMBER
Co.
Letters
That
No.
LETTER
LUMBER
23
Orders.
Land
3.
Co.,
"
Jonesville,Ark.
Gentlemen
Did
:
Will
letters?
we
adjust
may
that
of
our
records, which
and
how
why
We
have
up
show
not
give
such
for
you
that
know
short
as
a
the
you
use.
you
trial order
product.
lasting and
a
not
the best
you
to
our
certainly must
(and we're
in
lumber
quality of
possibly build
do
particularmention
can
we
also appealed
the
You
made
we
possible prices on
prove
that
received?
best
to
former
our
in order
kindly advise
last letter
our
of
both
or
you
reply has been
a
In
either
receive
you
could
we
not
ness
busi-
successful
sighted) without
ing
giv-
well
bargains in quality, as
as
price.
Suffice
future, and
it
to
not
always
And
we
couldn't
alone
"
to
satisfyingyou
that's
well
as
get
building for the
are
for today.
"
one
know
hope
we
say,
your
in every
as
"
Once
motto
our
you
do
a
and
that
tomer,
cus-
aim.
we
out
regular business withway
with
the stock
24
That
Letters
for
in
lumber
have
asked
not
passes
Again
enclose
we
for such
Surely this
since
until after the
pay
stock
reply, and
a
as
you
asking
is not
as
well
are
too
not
we
trial
a
even
in need
now
much,
of?
especially
pleased with
the
sult
re-
ourselves.
as
Let's get together.
that
now
to
as
fullyprotected,
are
price list. May
a
of
will be
you
remember,
inspection.
your
the courtesy
order
And
first letter,you
our
are
you
Orders.
Isn't it logical?
shipped.
stated
Land
have
we
bring about
a
It all remains
done
all in
with
our
you,
to
power
mutually pleasant and
profitable
connection.
Yours
truly,
THE
Never
them,
apologize
write
nor
product has
in
an
ELM
to
for
anyone
Co.
addressing
apologetic strain.
real merit, you
attention
LUMBER
from
have
anyone
who
a
If
your
mand
right to de-
ought
to
be
interested.
The
following weak
letter
(note
in
particu-
That
Letters
26
with
for
you
Land
season's
next
your
Orders.
supply of
fillers.
We
also
and
excelsior
cases,
gum
standard
handle
Remember
that
"
coated
cement
nails.
in line with
prices will be
our
all manufacturers
cottonwood
of first class goods.
Very truly yours,
THE
The
do
firm, however,
same
for good
and
*'
letter
has
SMITH
JOHN
proved
"
a
it would
that the
and
winner
pay
ing
follow-
has
kept
"
the jump
on
willing to
were
they report
Co.
CASE
after being told what
copy
for them,
them
EGG
GEM
:
Co.,
Chicago, 111.
Gentlemen
:
Don't
crack
That's
"
many
the aim
and
of dollars
You
so
can
of everyone
naturally
and
eggs
so,
"
in the egg
for it is
a
vital
ness
busimatter
cents.
very
greatly reduce
using the right fillers.
such
loss
bj"
There
of
the consideration
largely due
It's
held
by
locks.
and
need,
and
yours
In
lock.
fillers
our
Fillers,which
of
is back
experience
Long
Lock
Double
our
claim
tion
substantiallyin perfect posi-
the stripsare
two
time
our
can
essential feature.
one
the
to
we
want
you
in this letter will confine
but
to
be just what
fillersto
our
why
reasons
many
are
27
Orders.
Land
That
Letters
protected
are
by patents.
the
See
hand
corner
lock
holds
and
gives
the
to
board
straw
the
which
and
tell you
they
about
made;
are
cases
gum
many
quality of
fillers;about
our
from
wood
cotton
crushing
given weight.
a
and
on
go
double
the
"
firmly together,
other fillers cf
tempted
left-
upper
bracing strength and
things about
more
letterhead
this
filler stripsmore
more
are
the
fillers at
our
of
than
resistance
We
of
cut
handle
we
;
but
you're mostly interested in the fillersthemselves.
Furthermore,
need
of
no
know
you
explanation if
ours;
Simply
so
enough
you
see
fillers to
about
and
handle
one
listen
"
ask
us
samples of
to
our
immediately.
send
you
fillers.
Could
by
They
we
paid,
pre-
express
back
will
our
go
ward
for-
goods
That
Letters
28
with
We've
attaches.
Our
S.
addressed
an
a
prosperous
GEM
EGG
representative
will
Year,
CASE
call
"
personally
made
by
if
mail
your
obligation
no
New
for
THE
P.
Mail
reply.
your
Yours
faith?
enclosed
even
for
envelope
our
remember,
And
today.
request
of
proof
stronger
Orders.
Land
Quotations
desired.
or
wire.
always
Co.
on
you
gladly
II.
CHAPTER
HANDLING
IN
reply
about
to
goods,
your
explanation
an
as
question, explain
extra
asking
letter
any
PROSPECT.
LIVE
THE
besides
always,
other
some
point
tion
ques-
clear
as
the
give, of
can
you
special
a
point in
throw
in
an
"
argument.
Not
long
their
to
I
wrote
to
product,
and
ago
the
reply which
ended
and
Could
then
have
they
"to
throw
in
would
convince
Wouldn't
firm
that
I
Mr.
It is astonishing
Yours
inches,
truly."
opportunity
argument
an
me
more
better
a
of
"
boot
you,
took
had
"
with
there
and
must
have
Reader,
my
edged
acknowl-
number
the
letter, stated
my
gard
re-
dimension.
simply
back
came
a
in
to
answer
question required only the giving of
The
firm
certain
a
so
or
to
that
their
product?
buy
from
the
pains?
how
some
firms
and
"
many
30
of them
so
in
This
apparently flourishingcondition
an
being alive
lack
letter
We
dozen
a
at
equip
to
entire
our
especially to lower
bidder.
insurance
our
will
is in your
line,please let
the earliest date
us
firm replied
very
"
as
rate.
to
the
of
this
go
hear
from
possible.
truly,
JONES
JONES
plant with
If installation of work
Yours
One
firms in
Sprinklers to give protection against
character
you
about
else being equal, the work
lowest
opportunity.
every
Sprinkler business:
going
Automatic
All
to
"
:
are
fire,and
their
to
sent
was
the Automatic
Gentlemen
Orders.
Land
That
Letters
"
Co.
follows:
Co.,
Dayton, Ohio.
Gentlemen
:
Referring to
inst, would
to
we
take
up
shall be
say
the
very
your
esteemed
that when
matter
much
of
you
favor of the 1 3th
are
in
a
position
Sprinkler Equipment,
pleased to hear from
you
and
advise
then
for
to
as
you
Thanking
awaiting
your
us
further advices,
we
been
have
exceedingly
an
was
COMPANY.
JOHNS
It certainly should
prospect
immediately in the market, and
particularsfrom
and
might wish
who
of the other firms got the
Some
time
ago
in the
bid
the
work
not
Manager
club
a
large country
was
turned
believe
was
to
firms
one
to
club
submit
was
pany
com-
plans and
of all steel lockers.
what
of full
say,
Furniture
Metal
asked
out
one,
*
a
what
"
contract.
replied that he did
realized
hot
competing
*
was
construction
on
Sales
east
"
desirous
*
being constructed, and
that
evident
Suffice it
bid.
to
remain,
truly,
very
THE
and
in mind
for bearing
you
Yours
details
figuring
ability on
our
contract.
your
the
will
specifications,
receiving plans and
on
31
Orders.
Land
That
Letters
not
Their
believe
high class, expensive
by his firm, which
they
were
he
did
looking for,
32
That
Letters
of
expense
make
having
the club
whom
in several
to
dollars
large order
treat
is
by good
foregoing
that
of
anything
and
to
say
who
of goods by mail
or
both,
Business
the
used
rest
to
of
know
us;
and
has
and
no
backed
right and
me
prove
sands,
thou-
yes
exception
to
sold
to
the
wrong.
to
sell
certain
a
failed, as
sure
as
line
fate
else his selling copy,
or
they should
rule
a
of
try
tried
what
as
men
be
can
hundreds,
take
has
not
were
a
such, that if they know
any
plan of campaign,
his
is
I know
copy.
statement
someone
though
as
*
almost
will
I shall
But
struction.
con-
business
of
prospect
*
persons
of
of steel
kind
to
put
contract
worth
by mail if the sellingplan
up
firm
stake.
at
*
I believe
the
poorest
every
the
to
go
their draughtsmen
later awarded
thousand
not
to
specifications.The
It is the
policy
while
of
one
and
plans
up
Orders.
be hardly worth
it would
and
Land
are
very
just because
other
way
have
much
been.
like all
their fathers
of
getting
an
34
Letters
That
Land
Orders.
the right track; but, since
postage,
stenographichelp, etc.,
much
hotel bills,railroad
fare, and
cheaper than
big salaries,you
eventually be doing business with
should
mum
/
are
stationery,
mini-
expense.
Some
Ohio
and
and
few
city took
they
now
years
firm
a
ago
located
all their salesmen
of overalls
They
mail.
an
off the road,
sell their entire output
shirts direct
in
make
the
highest class goods in their line, and
protect
the
buyer absolutelyby offering to
freight and
drayage both
not
with
meet
by
on
ways
provided he makes
complaints, and
of all those
confidence
such
of
the buyer
the
by
to
They
the
no
the
help but be
cannot
full benefit of
even
they sell. With
whom
men,
five
doing win
so
firm makes
by traveling
mer,
custo-
within
advisability of buying
The
company.
expenses
of the
his claim
protection, the buyer
convinced
this
approval
the arrival of the goods.
days from
solicit
shipment that does
any
the entire
pay
a
great
and
from
cut
in
they give
this, both
in the
Letters That
Land
Orders.
35
Why
buy from
price and quality of the goods.
a
competitor, and
help
better goods
be
can
when
of their salesmen,
fare
railroad
bills,and
salary, hotel
the
pay
bought for less
by
money
mail?
Another
firm
in this
iron castings, dies, and
grey
travel
no
wonderful
special machinery,
and
whatever,
men
of
city, manufacturers
are
building
business that is growing
up
a
rapidly each
year.
The
firms
wonderful
has, in
interests
one
of
the
have
been
believe
that
anyone
bad
business.
Sam
then
few
is very
is
no
such
in
hours,
existed, but
it
mail
work,
on
It is
rapidly making
them
the
easy
starting them
has
for the grafters to
There
misguided
rich
get
can
this condition
Uncle
for the best
Many
project that is basicallywrong.
that
order
fleeced, after making
business, working
capital, and
no
mail
some
been
sense,
persons
order
of
success
a
some
shame
happily
ble
impossi-
operate.
thing
as
"the
Mail
Order
Letters That Land
36
"
Business
but
;
horse-shoes
mail
order
asked
"
they
often, when
that's
fact is,
"
tell what
you
of
order
mail
you
wringing
another
cleaner; another
simply
business
say
"
means
combination
selling
nothing
"
in
"
The
hatchet
a
"
they
vacuum
etc.
But
the mail
order
are
sellingtheir
I
respective, definite, different lines by mail.
trust
I make
the point clear, and
I relieve the minds
regarding the mail
Not
all articles
of
order
can
many
that in
of
my
so
ing
do-
readers
business.
be sold
I
patented, self-
new,
are
Oh,"
ordering.
sellingv/hiskey,etc.,
these firms
plied,
re-
nothing
means
mail
are
sellinga
mop;
"
business
by mail; another
to
"
thing, isn't it?
firm sellinga
one
with
business, simply
my
great
a
the
strangers
I'm in the mail order business."
"
know
about
a
mysterious
some
means
I have
me
say,
unless
"
people think
many
"
business
investment.
have
so
It is
for getting rich quickly, easily,and
scheme
no
mail.
golf sticks, by
to
thing that
curious
anything, from
sell
can
you
Orders.
by mail accord-
ing
the
to
introduce
If
inquire about
consumer
might
you
out
map
to
at
order
of
the
articles that
is
make
"
ads,"
the
popular sellingplans for
most
through
canvassing
different
thus
you
mediums
to
can
pay
good
I
am
you
at
well, and
all, and
you
interested in
a
the
firm
more
no
A
or
of
tional
na-
less of
mediums
your
other
have
your
interest the dealer
always
half of
uncertainty; one
an
using.
are
to
answer
the worth
gauge
you
is
consumer
This
agents.
who
agents
publicitycampaign
through the
derstood
un-
popular all the time, for
more
direct sales
and
and
easily demonstrated
are
plan is becoming
you
mail
in the
are
you
erful
pow-
selling collars.
business
One
Then
letters.
his
put in your
line, securing the orders with well written,
sales
a
make
to
collars
your
then force the dealer
dealer's, and
wish
you
publicitycampaign
magazine
national
the
make,
new
a
the
Take
plan of campaign.
same
stapleline of Collars, for example.
to
37
Orders.
Land
That
Letters
half
way
do
may
you
no
of knowing.
sellingentirelythrough
That
Letters
38
the
each
"
ad,"
the
However,
agents
are
article
work
about
orders
"
your
than
to
this, you
nation
expla-
no
nature
a
household.
every
and
mand
usually de-
least
can
you
count
who
on
answer
higher percentage
a
lucky, and
are
only
of those
get
you
self.
profithim-
50%
simply
much
so
the good.
The
"
new
at
10%
about
If
a
profit. It is absolutely essential
is because
ads."
cess
suc-
have
that is of
commission,
50%
from
and
a
must
you
sale in almost
on
make
to
so,
zine.
maga-
canvassing
that needs
one
that the seller make
This
of
to
made
in each
run
business,
in the hand,
find ready
Agents
month,
general
device,
or
almost
profithas been
net
each
agency
when
to
will show,
fickle lot, and
a
in the
new
much
how
penny,
from
their records
and
agents,
Orders.
Land
International
comfort
Garter,"
idea
and
Mfg.
"
Co.
in their
these
have
entirelythrough canvassing
have
splendid
a
patented
been
agents.
sold
"
ton
Dayalmost
The
fol-
"
lowing
"
ad
and
AGENTS
WANTED
for
Sells
"
the inquiries received
Then
"
have
not
MR.
HENRY
ialty
spec-
cost
and
weeks
two
big
"
territory.
Ohio.
from
apart,
mand
de-
"
the above
the following series of three
get
intervals of
letters,
provided they
the first letter:
answered
JONES,
Xenia,
Dear
small
sight
on
new
customer
a
man
Co., Dayton,
Mfg.
International
at
sell
to
today for sample
profit. Write
ad
magazines:
Every
men.
created.
"
in the classified columns
is used
newspapers
of
39
Orders.
Land
That
Letters
O.
Sir:
Your
"
Garter
has been
his attention.
therefore
we
proposition.
and
"
inquiry in reference
Your
referred
You
to
make
will find
illustration of
in the enclosed
our
new
booklet.
"
The
a
ton
Day-
the writer
to
territory is still open,
able
are
to
a
most
for
and
liberal
tion
complete descrip-
Dayton
Garter
"
40
That
Letters
There
points about
two
are
will interest
Orders.
Land
this garter
you.
In the first place, it is the Best
agent
man
his first pair of
with
show
pair
a
show
don't
"
50%;
The
doz.
per
doz.
interest
when
you
ever
less if
100%
costs
you
take
you
offered.
been
of
40%
commission
sellingprice is 25
"
Money
commission
a
you
pairs
pairs,or
you
man's
talk
to
that has
give
we
sale.
every
$3
need
firms give the agent
Most
a
moment
place, it is the greatest
for agents
Maker
the
have
every
the office boy
to
"
to
any
it sells itself.
this article
In the second
Seller that
It appeals
socks
will
you
You
aroused.
to
of.
President
Bank
from
"
hold
took
ever
that
c
but
on
pair
a
$1.50
or
per
of the
advantage
special quantity offers.
Even
day,
a
if
would
you
month,
get
a
better
few
sold
only 4
make
$6
$2,000
over
much
do
you
sold
a
than
each
year.
customer
a
pairs
that would
;
that
pleased that he will be
dozen
be $ 1 80
You
because
ought
after
will be
continual
per
so
booster
to
you
well
for
you.
We
want
an
agent
in your
community,
who
42
Letters
And
Land
this follow-up
the firstletter has
MR.
That
HENRY
answered
later if
:
JONES,
Xenia,
Dear
weeks
two
goes
been
not
Orders.
O.
Sir:
Subject: "Salesmanship."
Your
letter has been
after
Immediately
it
gave
as
to
would
take
weeks.
it, Mr.
James
hold
at
county
your
about
it, I
this
of
thoughts from
why
I believe
with
us
"
write
to
want
Manager
few
a
to
ter
Gar-
Dayton
James has
although Mr.
Sales
you
after receiving his letter.
once
Now,
"
the sale of the
up
"
you
to
me
two
territory,it being his opinion that
open
as
desk
my
answering
told
and
me
on
it is
come
to
now
thing
any-
and
give
experience
advantage
that is, as
"
said
this letter
you
Company
my
your
not
to
soon
to
as
come
as
you
finish reading this letter.
you
I have
a
If
had
you
like
Doesn't
to
pointed questions for
few
be
no
doubt
with
of
your
success,
you
:
would
us?
the fact that
we
have
been
in busi-
fifteen
over
ness
of
Could
the
show
that
make
we
as
of
sure
make
do
not
no
profiton
is workers
want
we
most
successful agents?
without
are
we
who
Agents
least
fact, therefore, that
Doesn't
you,
us,
succeed
we
at
succeeded?
have
agents
our
that
prove
years
43
Orders.
Land
That
Letters
"
success?
your
good
want
we
are
loss
a
What
first orders.
those who
give
to
repeat
us
orders.
Did
it is
be
to
what
consider
ever
you
Of
salesman?
a
necessity of salesmanship is
goods
are
them
market
not
;
ever
you
take
prominent
said,
with
*'
The
to
success
that
consider
to
man
tunity
oppor-
now
he
proved that he
of all business?
necessary
meant
was
of
science
recently
supply has caught
It is
What
the
manufacturer
automobile
the demand.
has
our
manship.
learn the principlesof sales-
automobile
automobiles."
since
experienced
an
salesmanship is the foundation
A
goods
the
nevertheless, a mighty fine
is offered
Did
have
to
first
selves,
that they practically sell them-
such
it does
the
course,
Furthermore,
right goods.
"the
high calling
a
was
to
up
SELL
(and his
right) that there
44
That
Letters
Orders.
Land
people who
not
thought seriouslyof it. This
believed
and
can
have
manufacturer
that by good
demonstrated
these
who
buy automobiles
are
people courd
be
manship
sales-
interested
in
machines.
The
cook
expert
when
salesman
expert
something that
about
of
reality very
had
you
The
of
art
buy
to
much
very
"
is the
"
The
eat
the
salesmanship
salesmanship
the
want
thought
not
to
hungry;
you
phase of business.
is about
want
you
make
can
before.
the science
in
not
are
you
make
can
or
esting
inter-
most
successful
man
sales-
highest-paidbrain worker
in
the world.
Be
Let
be
me
this Company
in
fail
to
earn
failing. This
to
let
and
men
turn,
on
and
his eye
I have
the road.
am
ever
you
eye
I watch
on
to
I
agents
our
results,I
get
intention
no
going
not
am
by
fail, I fail.
constantly
my
to
I have
that
means
fail, for if
has
James
employed
am
If I fail
salary. But
of
you
I
"
be of assistance
goods.
my
Salesman.
confidential
to
sellingour
a
upon
me
for
constantly
upon
their work
at
the lookout
Mr.
sults,
re-
the
each
for openings
Letters That
help
to
turn
sale.
a
fits me
long and
A
do
to
successful
You
this.
make
for
money
the
only have
not
yourself
the
at
time.
same
large school
A
offers
salesmanship in Chicago
for $50.00.
course
a
of
of the
principlesthey
work,
you
$50.00
teach
of
course
will be of
value
more
giving
you
theories, I tell
a
actual
difficulties
work.
What
and
Don't
you,
Come
Salesman's
make
money
you
"
of
to
$50.00.
pay
learn in this
same
a
while
our
up
of
what
what
to
in
way
a
I
you
of
overcome
own
your
never
you
manship
will be learning sales-
making
time
at
Mr.
with
big
be one."
men;
Reader,
Outfit
getting
now
an
but
order
us;
money!
advertisement
prominent
merely look
applies
how
you
they arise
as
the
at
headlines
This
mere
you
forget. Just think
than
all
school, for instead
from
"
taking
salesmanship, and
get
read,
By
studied
practicallyget the advantage
you
The
I have
teach.
could
a
perience
ex-
have
can
benefit of all this experience, and
it free, but
45
Orders.
Land
"
do
plete
Com-
your
today
not
"
and
experience worth
lifetime's study.
It
occurs
to
me
that possibly
you
might be
Letters
46
That
sale is the
how
to
I may
four
four
successive
steps.
later will
tell you
be
arise in
may
classifications :
Attract
attention.
2.
Arouse
interest.
3.
Create
desire.
4.
Induce
resolve and
1
ing
of mak-
process
difficulties that
overcome
of these
any
result of
which
Anything
Orders.
that the
interested in knowing
a
Land
.
I have
Now,
one
only
reason
and
to
be born
do
me
"
I will make
be
You
You
say?
have
an
you
not
to
that
let you
born
are
has
salesmanship has
science
any
already been
expert
need
us.
fellow
a
science, and
a
with
you
Salesmen
I will admit
to
be learned.
you
hear,
but nowadays
first,
proved
and
want
guaranteed
sometimes
made."
not
been
can
You
I
length for
such
at
you
because
"
I have
Remember,
fail.
written
get the order.
not
What
salesman.
hesitate
born,
to
write
confidentially.
Very truly yours,
THE
INTERNATIONAL
MFG.
John Smith, Sales
P. S.
blank
sent
Since
you
you,
I
may
am
have
mislaid
having another
Co.
Mgr.
the order
one
en-
Please
closed.
Land
That
Letters
this
use
envelope
And
if neither
of
letter reaching
your
the
HENRY
MR.
sent:
O.
Sir:
We
want
You
have
interested
ask
want
to
know
to
letter of
in the country,
reached
lot of
the
money,
it proves
you
and
Perhaps
the garter
year
NINE
what
say?-
"
told
we
chance
to
money
get your
and
share
a
mand
de-
you
A
MARK.
Of
in
it is,
course
last letter
our
(copy enclosed), that the
make
gotten
don't know
you
good garter has the right line and
to
be
for which
DOLLAR
you
liberal
a
sales in this country
MILLION
did
get
you
25th.
May
article that can't
already exists.
last
You
why.
you.
ment
advertise-
our
our
in any
it, but
in
to
proposition, but
and
store
Cents
the
commission
an
and
enough
about
replied
not
We
talk Dollars
to
were
to
and
letters get
two
JONES,
Xenia,
Dear
first
final letter is
action, this third and
a
closed
en-
desk.
my
to
the
also
and
one
insure
to
47
Orders.
selling
agent
is in
lots of it. This
of that Nine
a
tion
posi-
is your
Million.
Letters That
48
True
profiton
your
"
is small, but
when
that
you
sell
and
land
with
can
$2.00
a
make
can
greater
a
more
20
then
*
While,
The
with
Dayton
will have
you
with
average
with
minutes
can
the
giving you
Make
us
first letter
our
offer of 6 dozen
can
should
you
work;
or
lose
but
have
you
the
of
we
agency
that
course
even
dozen
per
made
and
"
thus
and
antee
guar-
Back.
special
a
you
to
you
;
the
to
we
have
understand
if
you
dozen
a
because
many
10
over
half the time.
one
Money
for $8.50,
have
article like
spend
ordering
or
sure
make
to
of 1 5 interviews
out
of Satisfaction
that
win
"
this by
prove
can't
you
an
and
15
you
for $3.00
profitin
same
for
the sellingvalue, subject
out
In
"
Garter
of
out
sellingan
are
12 sales
average
test
if you
on
prospect,
1
minutes
prospect
a
you
gives you
spend
to
each
over
profitof $1 .50,
a
than
that
see
article which
sales; taking in all 300
$1 .50.
of prospects
than with the latter. For
minutes
can't
you
article in less time
article,you
$3.00
a
c
into consideration
percentage
profitof $1 .50
average
good 25
money
example, with
a
take
$3.00
or
pair of the garters
one
you
a
Orders.
Land
want
believe
a
day's
that
to
you
start
50
Letters
lutelynothing
That
Orders.
undone
remain
that would
boost
along.
you
I said in
first letter
my
show
the
fail.
And
I won't.
I
YOU
want
the
last ditch
in such
do
I
if you'll let
"
I
WIN
TO
ure."
fail-
fight it
I just
me.
LIKE
"
you
Til stand
and
and
you
you
let
not
that word
HATE
with
fight,because
a
that, if
you
hate it,too;
to
shoulder
to
to
I simply will
spirit,
proper
shoulder
"
to
glory
and
so
YOU.
Don't
life we
fight,and
of
that in
the
or,
live,every
if
if you
you
is
means
know,
you
too,
crucial point
one
a
"
hesitate
strike strong
broad,
tion
is in the exhilara-
don't
And
fightthere
every
opportunity
glory of life
victory?
point where,
lost ;
that in this great,
know
you
wonderful
a
Land
an
with
instant, all is
courage,
thing
every-
is won?
Are
you
I
at
hope
pair of Dayton
top
"
you
are,
believe
and
I
strength of
today with
and
I would
that
Garters
that is, if I have
courage
You
that point
not
you
ples?
sam-
your
bet
come
out
overestimated
purpose.
And
new
a
on
your
I don't
have^done that.
see,
eleven
out
of
every
twelve
I
pick
Letters That
to
represent
That's
to
hear
and
in you,
about
I wish
could
personal talk of
meeting
frank
am
talk about
confident
into
come
half
a
even
my
that
I could
and, if I should
show
results achieved
by
of the country,
the
office for
a
I find
a
hour.
mutual
help
face in
to
a
the details of this business.
difficulty
you
any
anxious
so
am
representativesface
our
been
have
deal of solid satisfaction and
great
in
I
it's why
success.
work.
your
you
big
a
I should
I can't believe
why
mistaken
make
company
my
51
Orders.
Land
discover
have
may
salesmen
our
would
you
wonderful
come
over-
encountered;
of the
some
you
and
I
realize
all parts
in
as
of
possibilities
splendid
fore
be-
never
your
new
position.
But, inasmuch
write
now,
I expect
I
want
a
as
all about
me
deal
great
you
disappointme,
to
what
from
"
here
come
you
have
in that
you
and
WIN,
well,
just
done.
territory.
you
won't
will you?
Yours
THE
can't
you
for
success,
INTERNATIONAL
MFG.
Co.,
John Smith, Sales Mgr.
CHAPTER
THE
A
PERSONAL
"
"
mail."
showed
lot of
the
was
he
to
get
"
said,
him
KNOW
I've
tried, and
quoting
to
all his
with
at
all
to
"
let them
and
do
he
the
at
simply
"
wrote
could
have
furnish
prices."
heart-to-
a
before
possible purchasers
get
to
which
him
know
his
KNOW
mediatel
im-
see
following
to
was
I could
he
wrong:
lumber
needed
talk
heart
"
customer.
your
telling them
firms
following
What
mail
by
"
his letters, and
me
what
a
he
that
me
"
him,
Can't/*
sold
be
not
told
work."
it won't
to
dealer
know
to
I told
well,"
He
"
had
you
Very
by
could
lumber
said
APPLICATION.
lumber
WHOLESALE
hardwood
he
III.
ers,
custom-
he
could
"
do
just
think
letters
as
well
as
by
what
for
a
the
by
mail
personal
wonderful
fellow
(for all business
thing
who
(In
call.
does
fact,
truly
are
not
poses)
pur-
possess
just
strong
an
54
Letters
attractive
personal
is, the
really
utterly
and
The
only
know
the
the
merely
letter
a
and
quently,
conse-
business
great
using
ardly,
haphaz-
it
when
occasions
on
trouble
what
chance;
ignores
offers,
it
opportunity
Orders.
doesn't
if given
do
he
Land
appearance.)
man
average
can
That
other
no
presents.
means
The
lumber
to
get
their
KNOW
in
$20
$700
to
this
sending
worth
before
gain
you
but
business;
could
letter
following
success
be
their
must
you
be
not
he
was
plished
accom-
mail.
the
wrote
remarkable
made
and
supposing
by
right, that
was
customers
your
confidence
wrong
I
dealer
well
out
of
the
proves
business
point
Before
taken.
this
him,
for
letter, he
as
a
he
had
developed
result.
and
I
its
have
spent
over
That
Letters
THE
BROWN
BROS.
Tonawanda,
Gentlemen
Land
Orders.
55
Co.,
Y.
N.
:
You'll
find it to advantage
in the firstletter who
I
for
and
am
tell you
to
me
what
I have
to
offer.
After
number
of
whose
connected
years,
name
embark
that
being in the Lumber
for myself.
interests
your
direct with
postage,
with
I travel
no
the office by
stationery,and
the
TO
of
stenographic help
The
cost
the
saving thus
the benefit of in the price of
you
QUALITY
building for
am
I know
full well
"
well, suffice it to
tomorrow
that only
quality of the lumber,
price, can
And
care
lumber.
As
I
taken
correspondence; and
salary of high class salesmen.
effected I give
to
believing
less than hotel bills,railway fare, and
much
a
with
decided
men,
better be
can
for
firm
a
familiar, I have
are
you
business
I hope
it'syour
granted, may
even
for
your
continued
I have
a
as
well
as
by keeping
continued
chance?
today.
up
the
reducing the
while
business
that
say
I
want.
business.
Point
56
Letters
PRICE
GOES
On
of
to
as
lumber
You
you
I shall expect
convenience
I
prove
UP.
first
my
price list enclosed.
well,
"
inspect the
you
for it.
pay
hear
to
trial order.
can
the
the second
before
KEEPS
grounds only, I solicit a share
by referring to
And
Orders.
QUALITY
business.
your
Land
DOWN;
the above
claim
a
That
am
from
with
you
at
enclosing for
even
least
your
addressed, stamped envelope.
an
Yours
truly,
very
J. R. KlNNARD.
*
A
me
certain
Boiler
*
Compound
rightlyso
"
sell Boiler
buying,"
letters
for
the
some
behalf.
can
be
But
used
actual
following series of
Boiler Compound
be brought
again it
as
the
to
reason
ground
gaining, the
manner
to
were
being able
by gettingon
of the engineer
influence
in your
in
or
about
"
by mail, for the
Compound
that usually this is sold
"
called
company
analyze their proposition. They
in to
skeptical and
and
*
was
bear
proved that
business
three
to
getters,
letters sold
(an article thought prohib-
58
Letters
That
special letters follow
and
up
Orders.
the real prospects
eliminate
entirelyany
definit
in-
expense
the positivelyhopeless ones.
on
With
the
folders you
two
the
With
to
ones
second
With
It is
done
of
averages,
you
many
and
and
;
also with
only
a
results of similar
on
all the laws
on
letters will bring
you
can
develop
indifferent
"
business, and
many
a
returns
"
number
a
into
positivelythe third and
you
AND
STAMPED
direct orders, along with
will give
orders;
last letter
good, bad, and
fair proportion resultingin
the balance
further
this
in firstletter.
that the first two
most
of
Laboratory
for others, and
inquiriesthat
save
reproduction
neat
firm belief, based
work
I
envelope.
return
my
which
price list,which
the Chemical
third letter send
ADDRESSED
and
me,
a
a
price list as
same
enclosing
prepare.
University of R
letter the
of
given
letter send
of the letter from
the
have
also enclose
return;
are
you
firstletter I recommend
your
herewith
to
Land
expense.
giving
you
a
some
chance
That
Letters
Wishing
success
you
I
commands,
59
Land
Orders.
and
awaiting
am
Yours
truly,
very
LYTLE.
J. H.
FIRST
Gentlemen
LETTER.
:
bills,if
in fuel
upwards
is
1
as
boilers
your
37
compared
to
that does
water
kind
some
when
under
steam
plant
raised
pressure
and
use,
of
be
will
your
according
spect.
re-
boilers,
to
the
of the scale.
thickness
The
fuel
in
waste
in this
iron
Thus, if there is scale in
your
solutel
ab-
are
of heat,
practicallya non-conductor
to
15%
scale.
free from
Scale
from
anywhere
saving will be
Your
being
ther
fur-
your
scale
not
to
does
leave
deposit of
a
of
the temperature
not
exist for power
the inevitable result is the formation
on
the
tubes
and
plates of the
boiler shell.
Properly
is the
surest
your
Compound
using the best Boiler
and
also the cheapest
boilers
will
not
from
only
scale.
remove
Compound
way
Our
what
of
tecting
pro-
Boiler
scale
That
Letters
60
formed, but will also keep the
have
may
soft and
further
prevent
Chief
John Smith,
Mr.
plant in this city, has
as
I
sending
am
hand
my
Boiler
which
using
that
have
matter
written
have
a
like
to
But
since
and
I
must
I
compound
over
testimonials
the
files
our
the part of many
continuous
every
in
trial
orders
repeat
shipment
are
best testimonials.
very
the enclosed
a
feel
as
stenographer
now
soon
Blank
year
other
any
good feeling on
least
at
one
now
large
as
by
compound,
your
that invariably follow
Look
follows:
as
removed
It is
of similar
customers.
really our
us
big
a
used."
ever
indicate
En"kxeer of
were
I prefer it
Hundreds
to
forming
pieces of scale
you
Compound.
I began
say
scale
water
getting into the boiler.
from
"
Orders.
Land
trial order
Mr.
BLANK
"
Smith
while
Yours
price list,and
very
BOILER
you
then
you
does.
are
Call
let
sure
your
think of it.
truly,
COMPOUND
us
Co.
Letters
LETTER.
SECOND
Gentlemen
If
:
boilers
your
scale,
have
you
the
explosion, or
Thus
it
be
assured
brought
to
are
you
collapse,
for
shut-down
a
boilers, you
in your
are
this
for.
In
former
our
is
letter, we
Blank
our
you
feature
important
attention
which
to
money
offers
the
best
of
the
letter
Boiler
safeguard
have.
could
Enclosed
find
from
received
of
copy
Mr.
Blank.
that has
no
the iron, and
have
we
S. A.
Brown
of the University
You
should
use
ill effects
otherwise.
valves, or
Ours
will prevent
on
a
pound
com-
boiler, packing,
will
even
corrosion
preserve
and
pitting
nature.
any
We
guarantee
charge
"
sent
and
time
that
your
Compound,
as
necessity of
both
means
properly cared
of
sudden
a
from
safe.
never
you
that
right to believe
scale
With
repairs.
to
a
absolutely free
are
of
the possibility
from
safe
61
Orders.
Land
That
give 30
with
A
our
satisfaction
days trial.
former
trial order
or
Same
make
price list
letter is herewith
will guarantee
no
us
closed.
en-
your
Letters
62
That
business
continued
this, and
hence
of
courtesy
with
await
BLANK
LETTER.
the respective dates
and
Boiler
please use
envelope and
advise
Right here I take
the
trend
of modern
much
business
you
addressed
mail?
+
and
*
occasion
in many
to
say
that I do
not
tive
apprecia-
am
cases
personal salesman.
business
by letter
Co.
COMPOUND
thought that I
"
Will
or
respectfully,
*
of the value
either,
you?
return
BOILER
BLANK
it
by
us
Yours
of
regarding
stamped and
the enclosed
address
your
Did
Compound.
neither, of these letters reach
"
to
important communications
very
want
of
mailed
we
not
Co.
COMPOUND
BOILER
:
Under
Blank
truly,
very
THIRD
two
the
interest
great
early reply.
your
Yours
Gentlemen
quite positive of
are
we
"
Orders.
Land
is towards
as
the
sity
neces-
But
doing
possible, and
the
as
the
That
Letters
salesman
Orders.
Land
There
fall in line.
must
the
be, however,
always
63
will
ably
prob-
place for the
salesman.
I do
But
send
so
proper
thought and
having
gone
proper
way,
in
about
letters
can
calls.
Such
be
often will
these
have
in
those
salesmen
keep
you
orders.
the
their salesmen
IN
home
send
show
MIND.
the
true
such
never
in the
possibilities
businesses
essential,
are
effectivelyused
many
to
orders
of
before
between
tomers
cus-
your
thus
visits,and
Some
firms send
office, and
letters direct
trade
as
given
not
them), and
the salesman's
letters from
KEPT
Even
that
letters
save
intervals
aware
very
between
to
not
are
this direction.
it is found
have
securing mail
they
where
BEING
study
just
write
men
they
(because
be
this is
reason
business
many
letters
poor
The
houses
many
letters could
used.
advantageously
that
stand
where
salesmen
is because
the
take
that
at
some
lar
regu-
they
are
That
Letters
64
One
why
reason
results from
dictator
the
have
them.
to
all, be clear.
make
not
and
make
to
head
Recently
I
in
are
receipt of
of the 1 3th inst. and
disappointed with
through
magazine
have
of
above
"
"
firm
paying,
was
in
out
reply:
far
people who
own
publication. We
always
more
the undoubtedly
to
Not
in
from
expect
or
are
far,
so
coming
only that
answer
know
a
at
in
the
no
ders
or-
the only letters which
to
that ad,
that
lottery,but
large circulation,we
that
much
very
desire advertisements
less
favor
advertisement
resulted, but
so
we
results
mention.
you
esteemed
respectfullyinform
that
attractive
our
received
reason
tail
certain
a
your
would
in strict confidence
we
the recipients
or
wrote
I
Sir:
We
you
clear.
yourself well
express
here is the letter I received
Dear
is
himself
inquire if their classified "ad
to
ter
bet-
get
of letters where
able
Learn
not
their correspondence is because
does
not
were
firms do
some
hundreds
seen
Orders.
Land
least
some
are
in their
advertising
in view
had
of
every
genuine in-
trying
the
customer.
can
the value
I know
there
good letter
the
something
say
can
only the
then
argument,
clever
"
you
trying
are
a
goods.
that leaves
home
and
though
is
could
attract
your
all well
cleverness,even
the article
who
Never
anything but
"
fellow
Nothing
attention, if the attention
great
to
to
to
pose
sup-
of the goods driven
memory
abstract
But
is the
goods
who
many
clever.
something
say
clever
the
are
writer
very
prospect'sattention
you
of said
the real truth.
be further from
If
Orders.
on
sell, or
to
Land
That
Letters
66
by
good.
it attracts
confined
not
sell, is wasted
to
effort.
Here
is
number
of advertisers
solicitingthem
was
Dear
lest
considered
Let
him
which
time
some
to
I circularized
ago,
their
prepare
when
a
I
copy:
Sir:
Beware
are
letter with
a
your
"
your
clever.
prospect
something
ads
"
Avoid
remember
and
sales letters
cleverness!
that
you
exceptionally clever, and
wrote
he'll
Letters That
remember
had
message
You'll
"
"
"
kind
the
with
of
General
we
Simply
j
(or
mentioned
write
you
the
at
or
by
plan
a
Would
you.
enclose
then
"
c
in
booklet
for the
circular
25
we'll
fully.
for $ucce$$ful
SALES
always
I believe it is
could
form)
in the enclosed
THE
but
direct
envelope when
time
same
other
any
Yours
Almost
for
of
ness.
busi-
especiallyyour
addressed
our
use
replying,and
stamps
for the
for the details?
care
you
to
solicit your
we
in mind
have
now
down
the ground
on
will be greatly enhanced
"
even
and
"
sales
but
"
be
claim
we
you
"
Don't
get
"
is all
write
results
truth.
Men
pull dollars
to
power
mail
FORCE
cleverness
by
logic, and
we
copy
your
mission.
Business
tacks."
forgettingthat
"
dollars
get
force,
fancy
brass
another
not
by
can
cleverness
your
67
Orders.
Land
should
use
a
results,
LETTER
BUREAU.
sale is pretty hard
true
that almost
your
goods
can
to
anyone
close
;
who
be sold if
68
Letters
find the right point of
you
of
contact
must
the
"
the
crust
all try
to
under
It is
of
to
his undivided
his
but
special dictation
One
firm shows
heart
items
And
for in
to
offers
match
given
a
will
complish
ac-
"
follow
if
in form
letters,
advantages.
more
that it has their trade
to
a
personal touch
form
your
form
This
gives
letters,and
five
aim
or
to
is what
letters. If
ten
is of
make
a
a
names,
each
think he
one
just
people will claim
some
send
you
multigraphed letter
to
it
him.
that
on
a
strive
must
you
thousand
special letter addressed
that
sale.
value.
great
a
a
we
penciling especially certain
real personal touch
your
is what
"
enclosures, price lists,etc.
on
down
get
Specific points of
used
customers
by blue
point
attention
interest
easily be
cannot
to
approach
to
proposition has merit.
contact
at
how
"
making
way
this, and
your
That
indifference
find when
get
Orders.
contact.
approach
simply the
best
party
a
Land
That
you
form
ter
let-
must
be
is getting
I know
cannot
typewriter.
Letters
I know
But
it
Land
Orders.
be done.
I have
That
can
tigraphed letters with
filled in
I would
that
defy
that the letter
I have
put
for firms for whom
and
I have
seen
deceive
me.
with
the
a
I have
for
one
so
lightletter with
If
a
then
and
more
an
known
no
to
Of
old
they could
new
ribbon, and
match
vice
to
respond
cor-
course,
have
"
one
operators
that
even
for
to
a
versa.
vitally
match
form
letters perfectly,
for this work
hire
only high class,
to
thoroughly reliable typists,who
that
and
perfect
their touch
employers will only appreciate how
important it is
and
effect
multigraphing.
heavy work,
expert
fact
perfectly as
typistscan
lightmatching; but I have
become
the
work,
important factor is the ribbon
most
new
the
done
so
of fill-insby gauging
match
typewriter
of letters for myself,
letters matched
Expert
tation
salu-
typewritten throughout.
not
thousands
out
a
detect
to
anyone
was
mul-
seen
address, and
name,
perfectly on
so
69
work
performed
on
will appreciate
the
typewriter is
important than theirs,if they will but de-
70
Letters
speed
velop
usual
will
for
the
from
of
form
can
for
employer,
importance
hiring
help
much
poorly
with.
attention,
the
Orders.
matching,
away
matching
my
of
Land
expert
waste
done
poor
to
door
in
deadly
be
That
of
who
matched
Much
of
letters,
be
not
this
will
laid
himself
item,
not
in
the
of
letters
the
blame
ing
com-
cases
right
at
the
ing
appreciatand
quently
conse-
appreciate
it.
CHAPTER
IV.
ENCLOSURES
is often
IT
to
reading
thing
Try
don't
time,
reader
the
have.
less than
testimonials
better
to
you've
send
to
understand
in
nature
It is
not
get
one,
there
your
required
are
or
the
of
reader
It's
give him
and
of
more
many
you
have.
you
few,
a
let
always
or
all
to
what
many,
him
the
At
a
similar
files.
always
attention
too
sent
only
under
not
send
your
absolutely
are
"
don't
think
will
is
he
whole
of
vitals
understand
thoroughly
but
the
pertain thereto.
"
value;
that
such
only
as
send
Proofs
the
much
so
man
throw
at
get
send
enclosures
necessary
same
to
and
proposition
send
not
and
disgusted
away.
Do
enclosures
busy business
the
to
matter
what
to
as
letters.
form
become
will
question
a
with
send
POSTAGE.
AND
well
separate
at
the
to
send
for
cover,
same
important
time
as
they
the
closures
en-
may
letter,
72
Letters
That
Orders.
Land
this destroys the chain.
and
rules, there
exceptions
are
for instance,
Of
to
this.
usually be
must
in all
as
course,
A
catalog,
under
sent
arate
sep-
cover.
But
be
though
loaded
down
but
gets
a
in this line.
get
would
(3)
be:
Canvassing
often
with
little mail
enclosures, the
In this class, with
(1)
Farmers,
agents,
(4)
envelope; and
return
not
who
man
usually relishes all he
advantageous
very
letter should
Man's
Busy
to
tions,
excep-
(2) Women,
It is
Children.
enclose
printed
a
order
handy
a
few
can
blank
is
often essential.
How
make
to
mailing department
confronted
a
of the
One
paste
is
printed
very
most
on
well
in any
firm with
each
to
are
that all the proper
unfailingly be put in
would
the
sure
"
was
which
a
small
was
connected.
to
seems
sticker
plan
for the ordinary business
where
event
few
enclosures, and
be
which
on
This
ENCLOSURE."
that
problem
popular methods
letter
letter in
every
the
I
ures
enclos-
is all
there
usually
74
Letters
That
Garter
"Dayton"
Land
Orders.
Circular; and
Tool
a
Kit
Circular.
The
is not
read
find
do
must
the
out
I do
that have
right in actual
within
come
any
of the
my
notice.
will work
system
any
she surely
as
of using almost
case
believe
not
partmen
mailing de-
letter carefully
enclosures,
proper
in the
other systems
the whole
over
is that it
system
for the girl in the
necessary
to
to
advantage of this
great
practice where
the
read
letter carefully if she would
rightenclosures
And
we
know
we
have
at
letter
in every
a
any
check
clerk is following the enclosure
not
shirking her duty.
check
mark
makes
each
opposite the
enclosure,
the letter,and
enclosures
would
She
on
really have
have
nothing
that
not
the
make
a
abbreviation
this will tell at
indicated
or
so
indications and
must
carbon
the
any
been
to
the
time.
every
whether-
time
over
get
this system
on
all
girl in the
mailing department positivelymust
the whole
out
time
sent.
as
copy
little
she
of
that the
A
clerk
gain by checking
Letters
the
enclosure
by
themselves,
trouble
this
the
as
of postage
item
Often
one.
whether
know
And
of
is
act
as
if
course,
find it
soon
whom
to
actual
an
who
then
It
out
have
we
means
must
you
of
expense
will rival the red
2c
sure
Certainly
business
with
man
though there
done.
letters under
why
less than
one
one-cent
is because,
proper
returns
the
of the cheaper
use
is
to
of
rate
a
the
dispute
seldom
reach
two-cent
stamp
having been
greatest
postage
hand
and
postage;
of its
instances
are
Possibly
can
you
way
ities
high author-
known
use
no
again others, equally renowned,
this claim.
ter
let-
a
good deal, then,
a
I have
important
most
a
I believe there is
test.
say
is also
Ic postage
in results.
stamp
"
one
than half the
more
is in the stamp.
a
making
not
for the
those
75
writing.
The
but
and
would
we
complaints from
to
Orders.
two.
being done,
were
been
Land
abbreviations
the enclosures
much
That
reasons
fail
to
in hand
of postage,
cheapen also the whole
the
get
with
dency
ten-
thing, sta-
76
That
Letters
Land
Orders.
all.
The
tionery, printing, and
that if
one-cent
a
few
years
wished
and
cent
to
The
of merchants.
So
it would
and
the
much
the
one-
five
sent
to
stamps
of
answers
those
list
a
desire
a
to
were
addressed.
carried, and
message
of
amount
that
postage
try
postage,
out
and
postage,
results.
going
are
you
names,
cent
he
product, and
one
of
not
so
the
carries
that really counts.
message,
If
up,
that it is the inside appearance
seem
of
merit
one-cent
all but
from
and
letters purported
buy the merchant's
received
put
turer
prominent manufac-
a
postage,
letters under
of
message
the relative value
test
are
of those addressed.
ago
two-cent
hundred
a
the letter is well
it will find the attention
Some
carries
stamp
importance, and
real
chances
Then
compete
expense
500
if
1 ,000
or
another
and
circularize
to
500
check
you
with
1 ,000
or
in half in
two-cent
with
carefully the
find that the
favorably,
list of
a
you
cut
can
sending
one-cent
out
your
one-
keyed
ters
letage
post-
the balance.
Letters That
I
Now,
advocate
simply
am
individual
each
individually; and
send
out
large batch
a
careful
having firstmade
Stamps
into
run
else pertaining
devote
much
too
I have
for the
the postage.
with
impossible to
it is
attention
this point.
to
If
reply.
make
you
furnish postage
to
your
anxious
pains with
to
Take
answer.
letter, and
your
lettingthe other fellow
We
that it takes
as
this is
a
stamp
It is likewise
stamp
get
postage,
your
his.
use
two-cent
man.
one-cent
doesn't
a
extra
to
as
ings
sav-
It is quite universally granted
in postage.
business
save
only
little
a
all continually surmising
are
message
will be
sufficientlyattractive, the reader
too
anything
letters,and
thought it well
never
letters without
quicker than
money
to
tests
to
attempt
ever
form
of
I
be treated
must
case
should
one
no
to
denomination.
either
of
postage
say,
attempting here
far from
very
77
Orders.
Land
much
great
will
reach
"
quite
the
Knowing
mail.
thing
reach
to
it
saves
the
sure
busy
that
a
farmer
who
such
things
thousands
upon
78
of dollars
thousands
and
more
what
not
interest
what
For
a
many
be lost
can
or
to
by
have
wasted
be
of
may
of postage,
injudiciouswaste
cent
of
by elimination
send
should
have
one
to
Just think of what
you
would
one-cent
lots
readers.
letters under
thousand
and
of mine
saved
instance, if
do
to
all have
we
coming
be-
are
little test
an
be
can
of what
sure
However,
still,and
learn
We
in postage.
more
do.
to
Orders.
Land
That
Letters
two-cent
out
waste.
hundred
a
where
postage,
given equal results, you
each
on
letter,or
total
a
of $1,000.
I recently circularized
and
enclosed
an
was
only
There
to
that
with 250
the other
I put
each
I put
I did
250
a
to
whom
quotations.
request
went
quotation in
one
not
littlecheck
of the 250
names
post-card for reply.
addressed
those
I wanted
"
list of 500
a
a
I addressed
On
the
one-cent
stamp
mark
that I did
tion
solicita-
my
not
ters
let-
post-cards
and
stamp,
at
all.
with
my
stamp,
ever,
Howpen
so
on
that
I
That
Letters
could
did
not
those I did
rather
a
get
so
paid the postage,
and
"
who
marked
the card
and
returned
repliedat
my
the letter
It only
the
goes
postage
show
to
that should
write, and
them
and
nice
a
reply card.
to
as
way
their desire for what
arouse
replies,and
the
sides
profitbe-
have
interest those
a
cost
the recipientof
the
on
tab
those who
to
that if you
tell it in such
will get
you
made
across
paid for the
replieswhere
paid the
"
careful
a
sales
no
I have
letters and
of
out
made
expense.
of the 500
I kept
it.
I
merely
was
interested
not
I
replieswhere
the difference
in those
have
not.
more
many
paid
result followed.
unusual
very
of results,and
I
"
from
the postage
Now,
replies those where
the
assort
79
Orders.
Land
a
whom
to
osition
propyou
interest
have,
you
replieswill result
in orders.
I well
know
that the great
that is written
tends
do
to
recommend
it all
"
even
nowadays
amount
on
that the sender
of literature
the
subject
of the letter
sign the other fellow's
name
80
That
Letters
reply postal, as
the
to
mind,
my
reply
easy
well
do
to
absolutely nothing
your
prospective buyer, how
your
addressed,
back
comes
the part
on
what
of
have
you
little effort
little,whether
name
using
or
will be pretty
When
a
the reply will bring
do
well
send
the
should
a
make
it easy
letter does
as
to
not
of
for
this
matter
no
Such
replies
direct
Course
you
quote
force
you
him.
(or is
close the deal
that
will
customer
your
case
so
(sending the money),
for
to
"
you.
money,
In
action
make
nature
pay
sire
de-
or
signing his
merely
stamp.
it easy
money.
to
customer
your
to
post-card
his part,
on
solicitation qucles
your
fact that
Oblige the recipient
it be
to
the
by
returning it, in
person
one-cent
sure
done
interest
any
if
be
prospective buyer
your
"
some
how
the
offer?
to
letter
your
make
of
to
stamped
indicate
you
make
to
all; but
does
signed, and
to
deal
almost
To
it.
stamp
as
great
a
do
must
you
"
leave
you
have
you
Orders.
Land
with
But
not
one
to
the
and
suppose
of
such
letter).
E.
H.
Gentlemen
Your
City, Mo.
:
problem
The
should
"Who
will
"Who
can
you
put
had
many
How
call
them?
buy?"
would
in the
chanced
like
you
of
way
each
by
This
list would
pects
pros-
to
address
Couldn't
name?
listed
"
cost
you
personally
be
to
sell
you
$5
able
neatly
alphabeticallyaccording
names.
Sign the card
or
write
Very
today
"
now.
truly yours,
J. H.
is the
"
think of before.
to
Purchasing Agents
the Railroad
This
stamped
lists.
typewritten and
to
buy?"
you
not
Railroad
600
buy?"
signing of the enclosed
post-card may
"
is:
"Who
mere
I have
Orders.
Land
Co.,
MFG.
JAMES
Kansas
to
That
Letters
82
post-card that
the foregoing letter:
was
LYTLE.
enclosed
with
Letters That
83
Orders.
Land
Date
Dear
Sir:
Can
furnish
you
lowing
mailing listof the fol-
a
us
:
?
How
the list?
on
many
the
Would
list cost?
other liststhat appeal
to
be
Will
Yours
you
betical
Alphasuggest
you
for
the
would
arrangement
Geographical?
or
What
business?
our
truly,
Name
Address
Remarks
:
.
But,
rules.
always, there
as
The
was
found
and
orders
omitted.
and
.
.
Kinnard
you
with postage
of
afford
before
to
on
bring
return
steer
not
my
to
make
going ahead.
55,
replies
postage
clear
was
hard
of
train
a
readers.
of
ber,
Remem-
careful
I
all
to
page
more
merely awaken
in the minds
can't
to
the
tried
fast rules, and
thought
test
when
I have
exceptions
letter,shown
by actual
than
are
sent
tests
2,000
84
letters
utter
That
Letters
under
Land
one-cent
failure.
postage
The
two-cent
that
letter
same
with
Orders.
stamps.
gave
proved
good
an
sults
re-
CHAPTER
THE
IT
steps
two
"
With
to
could
of
if
reach
by
means
an
order
reach
of
neither
and
of
and
for
only,
nor
are
story
your
as
the
best
plan,
appeals
interest
this
you
up
to
wish
to
class
adaptable
you
everything.
travel
the
to
arouse
course
you
amount
same
If
no
itself, of
advertise
letters
and
plished
accom-
follow
and
letters.
classes,
letters
upon
that
attention
offers
the
generally
it is
means
special
publication
Co.
for
advertising,
by
cases
people
many
letters
attract
to
masses,
as
selling something
are
you
times
Thus
money.
tell
usually
can
with
most
advertising.
newspaper
"
twenty
In
four
are
advantageously
or
you
there
that
sale.
a
most
magazine
ads
about
make
be
can
by
stated
been
to
necessary
first
the
FILE.
FOLLOW-UP
already
has
V.
pend
de-
must
Segler
salesmen
"
ters,
let"
the
medium
by which
86
Letters
they market
That
Land
their entire
splendid line of overalls
working shirts.
and
The
of
matter
with
whether
or
not
bringing
a
nevertheless
you're
to
sure
dollar.
you
have
a
This
There
The
and
will enable
hope for
are
10%
number
of
five
to
vertisi
adcents
knowledge,
to
anyone
as
to
to
arrive
whether
And
success.
exceptions
this,
after
good article,plan, and
fairly definite conclusion
*
letters
According
from
anywhere
cost
one
sellingcopy,
can
of
of the proposition, repliesfrom
will
up
is
than
on,
reckoning basis.
figure
success
known
be counted
your
oping
by devel-
higher percentage
it cannot
nection
con-
selling
should
your
I have
If
your
money
If not,
returns.
proper
nature
each
make
can
you
much
and
right, you
are
Although
doubtful.
the
legitimateone,
a
copy
10%
is the
always be thought of in
doing business by letter.
proposition is
plan and
of ultimate
in view
expense,
must
possibilities,
he
Orders.
or
again
I
at
a
not
say,
all rules."
follow-ups
to
use
must
be
That
Letters
largely based
offered
few.
very
then
and
what
his resulting views
the point of
use
use
should
you
tell
tell
prospect
which
are,
for
contact
accrue
others who
the
make
article
firms
many
Personally, I think
story,
you
seen
follow-ups, and
your
the
profitthat will
I have
sale.
endless
almost
the
87
Orders.
price of
the
upon
for sale, and
each
from
Land
will
give
subsequent special
follows.
One
firm
telegram
a
uses
Night letters offer quite
up.
in this line.
three
or
prospects
and
In
four form
drop the dead
In
filing your
vertical files.
it is
cards
a
If
can
be
firm
opportunity
out
to
make
all the real
perpetual follow-ups,
on
altogether.
ones
*
*
business
your
to
file just
offers
is
from
use
mostly local,
alphabeticallyaccording
Alphabetical
name.
furnished
set, which
an
only follow-
correspondence, always
usually best
to
its
usually try
letters weed
these I put
"
I
case,
any
+
in
as
25
up
to
guide
over
plenty of subdivisions
1 00
to
Letters
88
render
easy
That
Land
reference.
Too
make
of the index
it
Orders.
subdivisions
many
susceptibleto
errors.
Geographical filingis by far the
business
for any
this plan,
given territory. By
card
is the State.
furnish
be
may
in your
set
a
to
If in
of the
a
if
certain
you
state
state
file
cities will often
and
often
the city is
a
would
very
tle
lit-
letters
your
desire) immediately back
In other
in addition
to
require
a
states
the
an
phabeti
al-
guide
state
Large
access.
guide card,
separate
large. States
can
even
counties, if in certain
give readier
access.
offers the
most
be
cases
divided
subthis
Geographical filing
with the alphabetical assistance
"
in the
supplementary alphabetical index if
very
into
it
or
cards
states
have
you
will give sufficiently
ready
card
drawer
or
can
you
guide card.
state
index
"
the
record
cabinet
folder
a
chief guide
your
the outside
have
to
filingcabinet firm will
Any
correspondence,
(in
confined
not
of geographical guide cards;
well
drawer.
that is
factory
satis-
most
expansive
for sub-headings
system
in exist-
if
That
Letters
90
nothing
is
will
card
up
heard
come
systems,
to
my
the
from
the
on
but
Orders.
this
date
attention.
the
bring
I
attention.
is
the
party,
proper
for
correspondence
other
Land
finest
follow-
the
up
have
that
seen
has
ever
CHAPTER
PARAGRAPHS
book,
to
stated
of
one
be
clear
of
case
the
the
letter, the
there
You
should
choose
that
one
for
for
not
is
will
the
read,
the
Outside
of
tend
paragraphs
the
of
the
ter,
let-
make
to
at
it
short
punctuate
;
of
meaning
of
points
sentence;
discrimination;
unnecessary
development
in
punctuation.
proper
with
letter is
a
to
construction
prefer
word
your
it is
results.
that
make
cleavage;
natural
not
like the
of
this
in
especially
easier
produce
nothing
is
read
to
easy
to
times
essentials
psychological
proper
of
specific; and
likely it is
more
number
a
greatest
and
sales
a
PUNCTUATION.
AND
I have
As
VI.
admit
and
alone,
italize
cap-
and
display.
Business
letters
bald
formula
goods
to
influence
that
men
vary.
adequate
more
to
They
for
elaborate
certain
courses
range
the
from
the
ordering
of
epistle intended
to
of
action.
On
the
commercial
write
it
to
be
cannot
be
while
taught
to
These
clefts
Where
no
tired and
on
as
to
dividua
in-
some
a
It
style. Style
task.
the
serve
be divided
the natural
It
as
points of
into
can
graphs,
para-
change from
general subject
rest
to
one
another.
for the mind.
paragraph exists,the reader becomes
confused.
Many
are
thus becomes
the firstline of
THE
The
is able
one's-self.
should
the other hand,
which
he who
PARAGRAPH.
indicate
of
give heed
from
matter
subdivision
hang
may
of the field.
master
learned
or
THE
to
letter
a
only in the style generally
be the
slowly evolved
Written
such
the occasion, but with
may
is then worth
Orders.
interests; and
fitly,not
appropriate
Land
of
wording
proper
great
to
That
Letters
92
comma,
an
paragraphs,
equal blemish
choppy
every
short
and
in
style,
dent
teasing. In-
paragraph.
COMMA.
semicolon,
colon, and
period
indicate progressive degrees of separation,
Land
Letters That
The
chief
the
from
of the
purpose
the
of
rest
is
comma
its
sentence
to
off
cut
particlesand
members.
minor
Particles
( 1 ) Each
words, such
indeclinable
are
Use
the
93
Orders.
of
after
comma
series of words
a
verbs.
ad-
as
phrases
or
in
construction.
same
*
Examples
The
:
the
peerage,
the
gentry,
bishops, the clergy, the universities, every
yer,
law-
stood
aloof
trader,
every
from
farmer,
every
him."
(2)
Words
Examples
or
phrases in pairs.
or
**
Sink
:
perish, I give
swim, live
or
hand
my
and
or
my
die,
vive
sur-
heart
to
this vote."
(3)
Inverted
expressions.
"
Examples:
Higher
there
like swallows
humble
figures."
(4)
Nouns
Examples
to
in
"
:
in
case
His
the estate."
up
on
the walls, stuck
their nests,
sate
other
absolute.
father
dying, he
ceeded
suc-
94
Letters That
clauses;
Coordinate
(5)
Examples
"
Despair
:
hope, words
place
gave
gratitude and
of
the
and
exchanged,
were
Orders.
Land
to
exultant
congratulation
turned
were
prows
up-stream."
Use
Contrasted
Examples
between
comma
words
*
We
:
phrases.
or
going
are
not
to-morrow,
today."
"
not
It is all done
from
from
motives,
philanthropy."
Use
Examples
of
charity,I
*
and
become
am
off
cut
conditional
and
of
clauses.
speak
with
the
angels, and
have
not
Though
:
men
to
comma
( 1 ) Dependent
tongues
business
pure
I
as
sounding brass,
or
a
tinklingcymbal."
(2)
clauses
Relative
presenting
an
tional
addi-
thought.
Examples
saw
"
:
lately,is
Du
now
Maurier's
turned
into
Home."
(3)
Nouns
in
apposition.
house, which
some
sort
of
I
a
Letters
"
Examples
into
Introductory and
"
Examples
Now,
:
have
Nouns
(5)
You
:
Short
Examples
sume
as-
suitable
most
employed."
speak,
my
friend, with
quotations.
*
:
The
attack
the center," said Lord
the cool
it,"was
will be
made
on
"
Fitzroy Somerset.
I
reply of the duke.
Participialphrases.
Examples
"
:
strongly to
Another
us
in the interest of the
Note
when
the
to
earnestness."
strange
(7)
entitled
are
and
passage
independent by address.
'
Examples
(6)
been
selected
a
we
the best words
constructions
see
went
parentheticalexpressions.
in
author,
selected
a
that
a
of Jacob,
son
Egypt."
(4)
from
Joseph, the
:
95
Orders.
Land
That
"
The
is very
which
pealed
ap-
the Hotel, conducted
working men."
participialphrase is
the connection
it modifies
was
feature
between
close.
it and
not
cut
off
the word
Letters That Land
96
THE
A
compound
least
at
complex
least
is
sentence
is
sentence
clauses,
two
Each
be
SEMICOLON.
containing
one
at
clauses of equal value.
two
A
Orders.
part of
a
in which
one
depending
one
sentence
semicolon
between
are
the other.
on
compound
there
itself
may
complex.
Use
a
members
( 1 ) Complex
sacred
*
'
Examples
:
What
truths; but
of
compound
a
I delivered
what
you
to
tell
me
tence.
sen-
were
you
is
mere
fable."
(2)
but
not
Short
connected
sentences
grammatically.
"
Examples
:
Her
needlework
the ruff of the Governor;
on
their scarfs, and
on
Clauses
another
Examples
was
seen
military men
wore
the minister
on
on
it
his band;
baby's littlecap."
the
it decked
(3)
in meaning,
having
a
common
dependence
clause.
*
:
They
have
forgotten that in
98
That
Letters
Use
( 1 ) An
a
Land
colon
additional
Orders.
before
clause
introduced
by
the practice of
the
not
conjunction.
'
Examples
Grecian
was
Terence
But
stage.
in the
This
:
Roman:
all his
made
tion
innova-
an
plays have
double
actions.*'
Complex
(2)
particulars in apposition
to
general terms.
"
Examples:
three writers
Flower,'
of repute
*
Romance,
has
Indianapolis is the home
When
been
ington, the author
very
Was
widely read; Booth
of
*
in
Tark-
Beaucaire
Monsieur
Riley, whose
poems
'
;
are
popular."
THE
Use
are
Major, whose
Knighthood
James Whitcomb
and
Charles
:
of
not
PERIOD.
periods after completed
interrogativeor
sentences
exclamatory, and
which
after
abbreviations.
THE
Use
PARENTHESIS.
the parenthesisto
enclose
words
which
Letters That
add
something
the
to
of the
"
We
:
registercovers
of
improved
a
the
them
*
Use
(2)
less strong
dash
Thus
the
than
Examples
Manchester
which
the
"
ping
dip-
waterproof."
mark
to
abrupt
an
thought.
or
but
"
I
world
take
how
place, it
mark
a
of that world,
"
began,
"
as
interest in the
an
of
of
my
serves
cares
am
my
rate,
any
rolled
pair."
punctuation
two
dictating;and
for
at
the weeks
letter
to
the
it
purposes:
being absolutely clear
I
exclusion
increasing portion of the
always dictate
me
as
parenthesis.
An
:
This
and
for
the plot thickens
dash
buys books
to
I
machine
you."
weary
on,
ment
equip-
DASH.
change, either in construction
:
sary
neces-
our
wash
new
make
to
THE
Examples
not
are
wringer, apparatus
new
( 1 ) Use
99
statement.
have
by the addition
(all brass),
Orders.
the thought, but
to
sense
Examples
Land
in
as
the
to
nographer.
ste-
sures
as-
what
second
being properly
Letters That
1 00
punctuated according
that
recommend
Orders.
Land
to
dictator learn
every
possible to dictate his punctuation
letters and
your
in every
it will
"
making
And
your
stenographer, who
thank
soon
for her
it easier
*
The
shortest time is in
and
sentence
counts
needed.
"
where
may
order
of the prospective customer.
Mr.
day
I cannot;
as
and
Reader,
another,
so
paragraphs which
any
is where
must
where
"
one
destroy the attention, the interest,the
you,
one
big
word
every
way
portant
im-
more
is where
Here
word
Can
notes.
letters in the
most
exactly the right
in
put
her
same
*
selling. Here
ever
are
for
the
at
read
to
stronger
you
phase of business
no
in the
ideas
new
every
be
*
best handling of the
than
help
better and
taking this off her shoulders, and
time
as
soon
them
first,will
at
as
I
make
way.
object
may
ideas.
own
my
day
and
dictate
give
every
in and
year
I have
prepared
me
good
as
at
day
a
a
year
a
system
moment's
ter
letout?
of
tice,
no-
alike, the best
regard
correspondence
The
time.
and
have
I
system
is
the
throughout
"
much
as
in less
benefit
Start
to
today,
all the letters
over
you
will find that in the great
there will be
well
as
follows:
as
go
You
majority of them
might just
twice
of much
be
may
in the evening
dictated.
handle
can
formerly, better and
as
readers, and
many
to
points that repeatedly come
to
this method
By
able
been
work.
in my
up
10 1
Orders.
expressions I have
thoughts and
collect in
Land
That
Letters
have
letters
paragraphs that
been
exactly the
as
whole
a
better if similar points in each
had
would
been
same
be
covered
by the best paragraph dictated during the day.
"
Make
up
a
best paragraph
oft-repeated point
or
"
making
"
your
arguments
When
possible.
that
have
you
point, have
on
your
a
as
on
have
you
exhausted
your
different
using
ways
as
satisfied yourself
material
stenographer write
separate
graphs
para-
and
statements
many
certain,
a
several
compose
your
in
"
sheet of paper
your
on
this
graphs
para-
of uniform
102
Letters
size, and
make
That
a
these
paragraphs
on.
Be
sure
copies the
Now
covering
another, and
your
paragraphs
that
will
so
of
take
all just
on
have
you
another
up
compose
in your
as
point,
getting
turn,
have
you
done
the best lot of
each
on
letters.
graphs
para-
point that
Number
where
paragraph, starting from
new
her
good paragraphs
another, in
yet
can
you
often
occur
number
a
the first,
until
so
yours.
point;
and
on
stenographer numbers
as
one
Number
three, four, and
two,
one,
have
you
for herself.
copy
your
same
Orders.
Land
each
left
you
off before.
But
want
you
reference,
so
know
to
that
what
you
really serviceable.
Index
point that has been
touched
paragraphs.
should
(which
record
number
item.
Then
go
be
opposite each
of
If
a
each
certain
in
how
to
have
done
ready
get
will be
alphabetically each
upon
in the
list of
through the paragraphs
numerical
item
paragraph
in
order)
your
bearing
paragraph touches
index
upon
upon
and
the
this
some
That
Letters
point other than the
Land
103
which
of this
it deals
ready, simple, and
an
ever
of
each
and
index
paragraphs and
the first page,
now
complete
paragraph.
every
in
paragraph should
opposite both headings. You
be recorded
as
with
one
particular,the number
have
Orders.
dex
in-
Clamp
together,with the index
and
dictatingencyclopedia
your
is finished.
The
give
of these
use
the
you
but
also aid
will
your
out
best
paragraphs will
expressions
time
save
can
stenographer in getting your
will
paragraphs by heart, and
only
mand,
com-
dictating;it will
in
time, for she
on
you
not
write
so
know
soon
them
ters
letthe
more
readily than otherwise.
As
complete
"
with
paragraphs
in the
except
will be
able
with
becomes
system
your
of opening and
dictating can
"
of
case
to
number
a
go
pencilon
a
perfect and
more
few
through
be
ing
clos-
eliminated,
special letters. You
your
mail
and
cate
indi-
each letter the paragraphs
1 04
you
turn
Letters
wish
to
the
mail
That
the
constitute
over
Land
to
your
Orders.
reply,
and
stenographer
then
just
to
swer.
an-
cents
owes
give
jollying
"
his every
to
a
creditor
bad
to
do
accounts
;
on
but if
have
you
grin and bear it; and if you
suspect
shame
nine
out
be
of
of
some
might
you
for
him,
into
well
will
you
paying.
will
following specificexample
as
let the debtor
never
ten
every
I
paid.
let yourself get
feelingstowara
true
your
for
thing in the world
books,
your
courteous
dis-
a
excuse
an
will
you
eyes
write
you
"
claims
beat
this is the hardest
know
your
you'll find in the end that
dead
if
just keep
blinding
thus give him
I
you,
claim
can
make
fellow
a
beat
to
if you
to
attempt
getting mad,
"
If
your
along, and
letter,and
your
for
But
him
Orders.
his mind
up
nickel
a
mad.
him
make
makes
and
you
Land
in collections.
times
many
wouldn't
"
That
Letters
1 06
The
illustrate
my
point.
A
very
down
which
firm with
doubtful
the usual
not
"
connected
am
looking, unpaid
The
in Tennessee.
he could
I
stall
debtor
but would
pay,
"
to
account
wrote
when
gain time and
had
a
of $50
in that
he could
"
gradually
give
to
cease
to
true
beliefs, I
my
of
best
the
make
to
was
wards
to-
only thing for the firm
The
payment.
do
whatever
encouragement
any
1 07
Orders.
Land
That
Letters
job; but,
bad
a
to
the following letter:
wrote
J. P. JONES,
MR.
Tenn.
Somewhere,
Dear
Sir:
Of
disappointsus
it
course
letter of
April
account
just
that
28th
this
at
cannot
you
time,
for
produce the goods, and
long before
money
your
to
as
we
are
to
advise
longer
Of
anxious
just as
are
you
to
have
that
customary,
confidence
time
at
and
to
least
pay
a
the
and
so
had
believe
we
account
pleasure
it is my
short time
a
that
only because
that
in you
we
Will
account.
partialremittance
then the balance
But
to
have
to
you
understand
it is
long
payments.
your
you
and
;
you
have
liquidatethe
shall allow
we
arrange
course
this.
to
your
the workmen
ought
we
your
pay
we
paid for the material and
ago
learn by
to
as
I shall personally
you
count
as
this is
have
we
allow
you
soon
you
not
plicit
imextra
please send
as
possible,
can?
upon
you
to
do
That
1 08
Letters
this, and
shall be
to
reply
your
Land
Orders.
looking forward
later than
not
Yours
with
est
inter-
the 28th.
respectfully,
COWAN-SMITH-BROWN.
The
mail
return
and
account,
brought $20
the balance
towards
the
eventuallywiped
was
out.
This
where
is
I have
when
fatal.
of
one
secured
hundreds
drastic methods
to
made.
of
settlement
In collection
measure
be
only
examples
by such
a
might have
proved
letters it is usually
specificdate
set
a
Of
course,
there
ter,
let-
wise
a
for payment
to
exceptions
are
to
all rules.
*
I know
fail
to
of
they give
up
any
an
quickly.
too
is
order; but
if
you
if
than
If
a
annoy
him
firms
some
the fact that
man
interested in
not
will simply
headway
why
reason
results by mail
that he
you
*
greater
no
achieve
*
tively
posi-
says
your
tion,
proposi-
without
making
just keep pestering him
you
keep hammering
for
away
tellers Thai
with
bulldog determination,
and
resource,
from
standpoint, of
customer's
find that many
The
of the
not
are
bad
so
able
avail-
every
proposition
your
the
from
(always
course),
will
you
apparently hopeless
pects
pros-
after all.
following series of dictated correspondence
offers the best
point; and
used
were
using
arguing
possible angle
every
1 09
Orders.
Land
they
to
of
examples I know
the letters verbatim
are
produce the final
on
as
this
they
gratifying
very
result indicated:
12/31/10.
THE
5 "
lOc
STORE
SYNDICATE,
Blankville, Pa.
Gentlemen
Our
:
Dayton
which
Garters,
through the canvassing agents
houses
for 25
at
you
retail them
About
at
a
of various
pair retail,can
per
figure that will allow
a
only 1Oc
dozen
throughout the
in the country
c
at
that
"
Supply
and
"
are
be
ply
sup-
nished
furto
you
pair.
per
Agent
country
selling
are
the
Houses
largest ones
handling these
gar-
1 10
That
Letters
selling them
and
ters
25c
retail price of
that
hinder
will
stores
by house
no
hesitancy about
figure which
to
the
in great
counters
lOc
ing
sell-
are
so
have
we
bottom
rock
direct
pair retail,
per
their present
to
will merely
price the garters
retail
various
sell them
to
your
the benefit of the
consumer
profitaccording
scheme, which
a
you
you
only
at
the
and
canvass,
quoting
consumer
in
houses, who
will allow
thus giving the
of
that
mean
will
a
lieve
be-
not
them
put
success
agency
house
to
to
you
do
We
pair.
the
representativesof
large quantities at
in
per
allow
to
Orders.
Land
at
selling
this low
from
move
vasser's
can-
your
quantities.
""
You
gross
f
Dayton
b.
o.
10
gross
or
;
glad
to
also itemize
us
days
hear
forward
interest
the courtesy
$10.80
per
b. destination
o.
in
.
point. Terms,
each
net.
from
completely the
We
to
f
or
you
samples
of merit.
at
garters
to
more
days, 30
Kindly let
be
the
.
lots of 5
1%
have
may
shall look
of
we
of the garters
many
forward
an
and
shall
and
sellingpoints
with
much
early reply, and
Letters
wishing
compliments of
the
you
111
Orders.
Land
That
the
season,
are
we
Yours
THE
truly,
very
COMPANY.
MFG.
INTERNATIONAL
'
*
*
Jan. 6, 1911.
Co.,
MFG.
INTERNATIONAL
Dayton, O.
Gentlemen
:
Referring
to
Garters, would
that
say
would
interest
kinds
listed, which
with
of the 3 1 st ult.
yours
having
us,
do
we
a
not
regarding
think
same
large line of various
have
satisfactory
proven
trade.
our
Yours
5 "
truly,
1Oc
*
STORE
SYNDICATE.
*
1/20/11.
5 "
STORE
1Oc
SYNDICATE,
Blankville, Pa.
Gentlemen
:
Your
indeed
lines of
letter of
we
have
garters
satisfactorywith
Jan. 6th
no
you
your
is before
doubt
have
that
the
listed have
trade.
us,
and
various
proved
1 12
letter of
Our
explain what
the
Garters.
much
where
other
Garters
scheme.
When
to
papers
stores,
and
on
take
are
on
up
get
we
sale
certain
a
on
proposition.
making
are
We
proposition,
so
in which
each
shall be returned
have
your
store.
The
above
to
to
our
shall write
of his friends
a
to
credit of
apply
make
least
on
our
evidence
as
actually been
plan will
more
a
tain
cer-
other
that
the
your
store
by
a
part
of the
is
packed
that
bought and
than
that
sure
pair of garters
us
tising
adver-
of the garters
counters
at
a
many
number
that
the
use
premium
as
we
actually bought from
it necessary
on
personal letter and
a
would
towns
customers
reply
a
will be given
amount
garters
your
those
our
counters
your
that if he will get
to
of
proposition will
prospective customer
advise
tisements
adver-
other
our
run
outlined
have
we
daily
the other
on
and
order
mail
Dayton
at
not
is connected
writer
will
we
have
you
garters
did
in addition
you
The
success,
the
in
box
31st, however,
will give
plan whereby
each
Orders.
mail order enterprisethat is meetstrictly
ing
a
with
our
Land
Dec.
we
Dayton
with
a
That
Letters
so
many
paid for
advertise
the
That
Letters
1 14
Land
that although this sounds
would
we
that
be
not
refrain from
we
like
good
a
tion,
proposi-
interested from
the fact
advertising.
newspaper
Yours
truly,
1 Oc
5 "
Orders.
*
STORE
SYNDICATE.
*
1/30/11.
5
1 Oc
"
SYNDICATE,
STORE
Blankville, Pa.
Gentlemen
It is
see
:
have,
you
Jan. 23d.
In
that
no
former
our
proposition aside from
would
be
in
put
glad
to
mail-order
branches
it
as
a
mail-order
a
that if
Garters,
located, and
proposition free
simply told
on
place
to
premium
of
where
offer
to
in
stores
and
Garters;
prove
buying
that these
had
Dayton
your
who
persons
interest their friends
going
actually been
our
other
our
would
you
should
we
some
towns
to
to
tising.
adver-
this firm, and
advertising in the
are
meant
we
letter, we
point
a
we
letter of
your
newspaper
Dayton
our
make
use
carrying
were
we
by
have
way
should
you
the impression
correct
indicated
as
In
that
suggest
you
to
necessary
to
and
your
to
purchased
frorri
(or
box
us
least
at
before
we
sale
the
credit
gave
that
over
returned
to
counters,
your
so
garter
had
garters
many
purchased.
been
Of
course,
but
you;
to
have
sending
place
on
this started
get
these
pairs, which
counters
your
from
ask
we
Blankville
at
sell
today
are
we
less
un-
will
garters
stimulating,
dozen
order
sized
good
that
any
one
you
not
a
prove
without
even
could
we
should
we
to
portion of it) be
a
of
evidence
as
the
require that
should
we
you,
1 15
Orders.
Land
That
Letters
you
as
a
test.
If
this
chance
to
know
from
to
all
about
that
reason
according
to
Yours
THE
INTERNATIONAL
them
except
store,
your
the
we
it
by
given
ually
cas-
certainly
sale
is stimulated
have
in mind.
respectfully,
MFG.
at
fast generally
go
if their
plans
enough
being
even
they will
branches
your
fast
go
people
through
passing
stands
pairs
without
Blankville,
a
dozen
one
COMPANY.
1 16
Letters That
Orders.
Land
Feb.
Dayton,
Gentlemen
the results
were
of which
your
telegram inquiring what
from
the
what
received
time, and
the
sale
on
of
quantity without
to
not
would
be
be
to
shipment, which
of
most
to
good
very
we
can
to
you,
numbers
order
order
would
especially in Men's
explained
orders, and
at
in
this small
do
want
Garters.
we
now
in
have
Men's
along with
other
feel
not
a
be
to
gross
more
to
it
sure
doing.
so
least
quantity would
stores
our
til
un-
regarding this
sold
advantage
our
necessary
letter
your
be of sufficient interest
place additional
would
due
in
special effort,we
any
think this item would
us
have
we
one
suggested,
as
satisfied ourselves
Although
matter.
dozen
sample
placed them
had
ters,
Gar-
Dayton
the sale would
success
deferring acknowledgement
we
of
test
sample shipment of
sent
you
determine
to
We
be.
O.
:
Just received
dozen
Co.,
MFG.
INTERNATIONAL
10, 1911.
It
for
than
order, and
As
previously
listed several
Garters,
items
which
required,
That
Letters
in that way
and
this item
be
may
We
end.
clear
trust
to
if
1 17
carry
to
a
large
and
us,
also
take
to
time
you
not
in
see
individually;
our
the
position
future
you
might be
they will always
consideration.
Yours
5 "
do
cannot
we
offer which
to
assure
careful
our
that
explained
items
we
satisfactorilyin the
this item
up
any
us,
large sale for
but
one,
much
very
at
good
interest
receive
to
a
out
have
clearly, and
of
good
work
we
other
promote
a
regret
way
have
to
it would
believe
have
not
advantage
an
scheme
Your
and
is
Orders.
delivery charges.
eliminates
our
do
we
stock, which
Land
truly,
1Oc
STORE
*
SYNDICATE.
*
2/22/11.
1 Oc
5 "
STORE
SYNDICATE,
Blankville, Pa.
Gentlemen
:
Your
and
good
noted,
pains
clear.
But
you
and
have
We
will
letter of
we
taken
Feb.
certainly appreciate
to
understand
you
allow
is received
10th
make
your
us
to
the
standpoint
your
position clearly.
send
one
gross
of
That
Letters
1 18
of
each
to
garters
positivelynothing
all sold
are
forward
may
will
order
send
to
us
and
give them
and
We
the
but
"
have
our
to
fightfor
garters
"
a
and
and
Yours
THE
P. S.
store,
"
and
the
If
to
very
they
are
let
us
we
are
to
recognition for
get
back
them
shall
we
confidence
enough
as
up
gested.
sug-
truly,
INTERNATIONAL
you
risk,
that
have
in the garters themselves
littleunusual
a
know
chance
we
display
on
simply that
is
just getting started
signment,
con-
on
taking all the
we
reason
store
be sold.
to
proposition is
"
ficial
of-
an
will allow
you
place them
opportunity
an
this
know
will
if you
give
not
each
to
sell, you
not
if
you
"
quotation
our
Do
gross
its one-sidedness
by
etc.
a
garters
until then
just simply advise
"
the
per
cent.
a
us
as
signment?
con-
gain and
to
When
if they do
And
owe
never
all
not
remittance
31st.
Dec.
of
lose.
to
strictlyon
have
you
then, and
"
Orders.
stores
your
this
By
Land
send
a
disposed of,
procedure if desired.
Co.
MFG.
gross
we
to
shall
each
cate
dupli-
Letters
That
Land
Orders.
\ 19
Mar.
INTERNATIONAL
Co.,
MFG.
Dayton,
1911.
8,
O.
Gentlemen
:
Yours
but
your
proposition,
would
we
Blankville
Store
1
Should
pleased
to
than
take
gross
find
we
better
same
matter
Yours
"
allow
of
this
1 Oc
In
regard
is
entirely
as
same,
number
ship
you
to
numbers,
further.
up
truly,
STORE
tion
atten-
to
you
other
our
the
5
absence.
to
hand,
to
receiving
in
say,
willing
are
duly
came
delayed
writer's
to
and
much
ult.
the
owing
fair,
22nd
somewhat
was
to
the
of
SYNDICATE.
to
gest.
sug-
sell
shall
so
be
122
That
Letters
2nd
follows
The
carfare,
firms
salesmen,
taught
A
you.
that
us
of
salesman.
a
stenographic help,
maintain
a
thus effected has
lumber
our
And
to
another
we
better direct
even
in the
of
way
keep
doing
fire insurance;
given the benefit of in
of
course
it
our
us
the
reduce
our
to
saving
the
cost
stocks moved
save
an
charges;
storage
All
deal
great
a
this
reduced
reverts
again by bringing
less than
possiblefigure.
handling; interest, etc.
extra
through the
and
to
us
thing,we
so
perience
ex-
negotiate
can
salesmen,
the lowest
in
travelling
successful
much
cost
enabled
closely,and
that
Postage, stationery,
etc.,
of
crew
:
etc.,
maintaining
headquarters by mail, than
medium
out
bills, salary,
possibly
customers
our
from
of
to
the wherefore
and
into
give
has
with
hotel
put
we
Orders.
Better quality
"
the why
Here
most
Land
are
you
cidenta
prices. In-
back
to
our
increased
ests
inter-
volume
of business.
With
we
business
reference
wish
for
to
a
to
remind
day, and
the
you
we
ber,
quality of the lumthat
we
well know
are
not
in
that your
That
Letters
continued
giving
come
want
we
for
hope
can
assurance
take
possibly have
can
We
and
lumber,
our
Our
Enclosed
the
behind
will find
you
Please
city)
make
.
requirements
a
list of
and
let
commands
in
you
will
b.
f. o.
are
what
prove
being looked
closing that
have
always
best attention, and
we
us
and
stock
order
an
up
stock.
for
your
we
can
for you.
Assuring
is
quality of
this guarantee.
prices (which prices,bear in mind,
do
we
is, the highest grade standard
motto
your
which
the stump
from
guarantee
stand
well
this score?
on
product direct
the
the dealers.
to
under
are
quality), the best
(price and
it
you
We
Isn't the
business, and
your
after)
result of always
a
as
way
of the only conditions
aware
we're
the best possible quality.
you
fact that
our
1 23
Orders.
(which is what
business
only
will
Land
that
forward
your
to
your
orders
prompt
and
reply with
order
our
with
much
interest,
are
Yours
THE
ELM
very
truly,
LUMBER
and
COMPANY.
124
Letters
That
SECOND
MR.
N.
Sir
get
you
didn't
prices
our
Y.
N.
:
Didn't
Or
LETTER.
DEALER,
Y.
Somewhere,
Dear
Orders.
Land
letter?
our
make
we
it
f. o. b.
are
clear that
sufficiently
city via
your
cheapest
route?
Bearing
prices,and
mind
in
that the
also
is unexcelled, may
instructions
the
per
Mr.
B.
has written
"
covering
us
Please
a
of
I doubt
product
our
Washington,
one
me
I refused
little above
order
your
and
as
N.
Y.,
follows:
as
different agents
lumber
our
list?
ship
S2S"S/L.
of
some
Vinson
F.
have
delivered
are
quality of
not
we
enclosed
these
that
to
car
1x10
give this order
this morning, because
prices, and
your
Roofers
their claims
that
to
they
two
are
cause
especially be-
they will ship
better stock."
That's
just the
way
you
also will be feeling
Letters That
after
you've received
hear
not
we
Land
from
you
Yours
THE
your
first order.
at
early date?
ELM
Y.
Sir
Here
*
LETTER.
N.
Y.
r
is another
third we've
list of stock
sent), and
also
envelope,which
in
advising us
failed
to
if our
reach
that these
would
like
There
you.
it and
know
duplicate either, or both,
We
await
the courtesy
chance
a
stenographic
trace
is the
it up.
former
our
of
please use
to
is just
a
an
dressed
ad-
and
communications
if such
and
prices (the
stamped
a
former
letters through
to
and
ask you
we
two
misaddressed;
were
COMPANY.
DEALER,
Somewhere,
Dear
May
truly,
LUMBER
THIRD
N.
an
very
*
MR.
1 25
Orders.
error
we
case,
We
can
letters.
early reply with
interest.
Yours
THE
respectfully,
ELM
*
A
about
great
what
many
COMPANY.
LUMBER
*
persons
*
have
is essential in order
mistaken
to
ideas
be successful
Letters
126
with
That
order
the mail
followed
for
the
same
Business
sun.
necessity of working
business
lines
more
in the mail
so,
The
other.
a
right track, will
could
as
and
"
der
un-
the
order
make
possibly make
business
than
example
idea
in any
of how
put
was
on
the
than
point clearer
my
it
possibly
necessary,
mistaken
a
ness,
busi-
along strictlylegitimate
following actual
with
party
be
must
order
mail
judgment
is just
"
tain
cer-
other business
in any
as
are
rules that
the
in
success
just the
There
business.
business
fundamental
Orders.
Land
I
by merely commenting
abstractly:
THE
SALES
LETTER
Dayton,
Gentlemen
Enclosed
latter part
Powder."
May
use
to
BUREAU,
O.
:
the letter
of the week,
I
7th, and
am
going
would
to
upon
them
Lima,
like
the firstof that week.
impress
Please
find $10.00.
to
send
"
on
the
me
Baking
Ohio, Sunday,
have
it
ready
for
I think it advisable
the fact that it is
a
legiti-
Letters That
proposition and
mate
baking powder
or
as
be made
with
other
any
Would
the
make
"
made.
make
to
Also
the
Price's,
that it
of
cost
can
Royal
it clear to them
be made
can
desired
"
Dr.
tartar
powder.
by
with
a
minutes
The
to
ingredients
and
form
how
member
any
few
a
quantity.
all in powder
mixing
of
Royal,
family, only taking
are
127
cream
pure
as
pure
also like
any
used
Orders.
saving of %
a
easily it is made,
of
a
baking powder
any
or
Land
is made
by
sifter (any fine sieve)
.
call their attention
Also
sample powder
Write
idea
this
that
advice
May
8th,
I
up
as
have
you
Trusting I
at
trial of
a
the
sent.
may
that
to
you
wish, using
to
come
receive
Lima,
any
give.
may
may
giving
or
you
new
any
Ohio,
by
same
Monday,
livery,
De-
General
care
am,
Yours
truly,
J. R. JONES.
P.
S.
"
This
baking powder
It is
simply guaranteed
and
is made
at
home.
to
be
has
no
name.
absolutely
Money
refunded
pure
if
1 28
Letters
found
not
That
Orders.
Land
satisfactory. (You
the price, $1.00
for
will please
use
recipe.)
*
*
+
J. R. JONES,
General
Delivery,
O.
Lima,
Dear
Sir
We
:
have
been
thinking
proposition since
your
1st, and
May
that
will be
you
baking
your
recipe,and
receiving
have
we
unwise
have
for the
article than
sale
of
which
the
a
market
selling the
this definite
at
clusion
con-
reasons:
couldn't
have
much
a
baking powder
good
The
article itself.
Baking Powder
Royal
to
simply
arrived
following
letter of
your
attempt
by
In the firstplace, you
better
to
about
deal
the conclusion
to
come
powder
we
good
a
wi*S
success
has
is
met
for
proof
in itself of the truth of this statement.
And
in the
that is
dwarf
a
second
winner,
your
we
place, having
do
believe
not
you
possibilities
by lettingany
know
the recipe by which
Any
business
you
in this country
big proportions has done
so
as
make
should
one
else
said article.
that has
a
article
an
reached
result of having
1 30
to
is
prevent
to
"
the
mention
pens
it
That
Letters
Mrs.
Land
matter
Orders.
Mrs.
to
'"
Jones from
beating you
sellingthe recipe under
and
Jones, what
to
price
your
or
"
giving it away?
even
We
believe
that
meritorious, and
promptly
if
course,
from
reconsider
give
us
could
making
customers
trust
of
you,
and
you
and
do
But
just
do
and
decision
letter
recipe,
so
we
you
of
will
shall
as
trust
guaranteed
the
very
to
write
we
soon
to
then
do
to
about
you
decide
yourself, and
THE
as
will
make
have
all that
lines towards
thoroughly digest the
then
await
let
with
us
hear
interest
reply.
Yours
will
prospects.
this letter,and
we
us
truly
is
go
from
expected along these
be
We
a
you
see
sell the
to
the baking powder
up
to
tunity
oppor-
say
really want
you
you.
your
you
right way
ahead
go
hear
we
the
letter just
a
you
it in
Of
start.
want
we
great
a
this article,which
with
marketing
have
you
very
SALES
truly,
LETTER
BUREAU.
tents
con-
from
your
THE
BUREAU,
LETTER
SALES
O.
Dayton,
Gentlemen
:
I received
in order
to
letter addressed
your
in due
Lima,
131
Orders.
Land
That
Letters
and
season,
get
at
me
delayed writing
have
prices and
to
tion
produc-
the
figureson
fore
of the article,that I might lay it plainly be-
profitable,are
not
be
not
be
be
a
separate
of baking
be
would
sheet
you
make
to
get,
ment
induce-
an
though, should
would
20%
sale
the business
10%,
solicited,it would
investment.
Upon
to
better proposition and
proposition. 10%
prospective
If the sales should
buy.
to
than
to
high
too
profitableone,
the orders
to
selling the recipe, if
not
customers
greater
a
the
to
prices I will have
the
for
to
of
willing to take
am
samples
view
a
instead
powder,
think
send
with
customers,
it
and
advice
your
I
for further advice.
you
would
it prove
of
bring 20%
then
be
good
a
only bring back
give
I give
a
nice
cost
the
profit.
and
figures
of shipment of order.
I
received
their list,which
If
you
from
seems
the
to
addressing
be O.
still feel confident
company
K.
of the
success
of
1 32
Letters
the
cost
use
of
the
in
addressing
article, then
advice
any
you
wish
Ic
I
including
2
for
the
Also
lock
will
please
box
advise
and
not,
or
if
please
that
unsealed
weight
I
for
and
sample
my
to
as
local
at
sample
would
preciated.
ap-
mail
learned
that
you
be
should
that
under
come
I
letter
find
I
and
also
will
the
typewritten
letter, for
customers;
if
send
the
upon
the
me
having
may
ounces.
letter
figures
of
advise
class,
postoffice that
give
think
may
second
or
the
prospective
Please
first
Orders.
having
after
enterprise
Land
That
nicely.
postoffice
use
anything
suggest
needful.
I
trust
think
a
the
chance
I shall
and
any
I
business
for
go
shall
a
ahead
advice
hear
from
O.K.
and
profitable
with
that
Yours
you
you
prices
letter
that
you
right, and
of
percentage
your
if
soon,
you
orders.
send
give.
truly,
J. R.
JONES.
Letters
MR.
1 33
Orders.
JONES,
J. R.
O.
Lima,
Dear
Land
That
Sir:
last here
At
is
letter
a
believe
we
can
you
profitably use.
Send
and
it
We
operations.
and
of Grocers,
do
whom
them
if those
Here
pleased.
U.
using
Lima,
I have
of
know
whenever
name
and
your
I
suggest
get U.
want
address
Signed
Address
it
is
letter and
I should
powder.
if I could
really
are
ing:
enclos-
Ohio.
received
your
we
can
you
Co.,
POWDER
S. BAKING
list
after later and
samples
card
gested.
sug-
good
a
surely
"
of
it in
once
you
go
your
is the
send
getting
buy
to
field
you
as
can
you
names,
your
that
will be
you
Ohio
broaden
in the country
compel
so
list of
a
suggest
not
that
Notice
almost
to
gradually
then
towns,
first
out
at
be
S. Baking
my
the
ple
sam-
glad
to
Powder
grocer's,whose
That
Letters
134
We
also suggest
used
conducive
it makes
to
the
and
You
"
good
"
You
and
Or
cheap
in
and
Wishing
nothing but
will
the
to
might please
have
may
put
a
we
cil
pen-
make
three
name
we
closures
en-
have
be
would
better
much
a
a
than
better
you
package
;
sure
the
Yours
THE
in fact
depend
to
filled-in
you
and
on
particular. Have
any
be
sample
your
up
largely
will
and
graphed
also,
either.
should
"
ways
al-
envelope.
for instance,
you
attractive
letter
"
and
than
name
stick
American,"
S."
U.
be
can
the letter.
not
name,
should
return
have
This
with
need
used.
You
need
go
that
probably because
"
addressed
money.
to
blank
easy.
an
customer
a
order
order
an
ordering
think, enclose
Orders.
direct; this is somehow
ordering
in
Thus
an
Land
have
to
very
very
SALES
a
your
in
neat
a
whole
your
being
not
good
tionery,
sta-
letter multi-
perfect match.
best
of
luck,
we
truly,
LETTER
BUREAU.
are
THE
O.
Akron,
Madam:
Dear
Although
will
you
actual dollars and
always
plea
prospective customers
to
of
Quality.
sample
will find by using the enclosed
You
in
S. Baking
by using U.
the ground
on
considerable
save
cents
stillour
Powder,
is
LETTER.
SMITH,
HIRAM
MRS.
1 35
Orders.
Land
That
Letters
(two teaspoonfuls) that U. S. Baking Powder
is
it is
as
"
of
cream
absolutely guaranteed
slightestadulteration; and
the
the
hygienic
most
'
the
Talk's
reason
"
send
about
it.
We
are
as
believe
this
test.
with
You
this much
After
with
should
this
is
not
it is made
by
that, and
it is
of
some
you
of
merely
sending
use
about
a
powder
telling you
teaspoonfuls,
two
will be
amount
the
plenty for
a
of flour
quart
baking powder.
you've
eaten
sample, and
it direct from
know
we
"
itself for trial, instead
we
pure
process.
cheap
we
a
"
There
baking powder.
tartar
be
to
us
at
something good
want
only 35
more,
cents
you
per
may
baked
get
pound, in
1 36
Land
Orders.
The
5-lb. lots.
less than
not
That
Letters
powder
to
comes
prepaid.
you
will make
We
for
pounds.
ten
For
ask
grocer
will
closed
it is
convenience,
your
your
So
specialoffer of only $3
a
you
handle
to
and
the
return
this
do
Please
card?
to
baking powder.
our
please fill out
you
intention
our
at
en-
before
once
forget it.
you
Trusting
enjoy whatever
may
this sample, and
with
the
you
powder
a
thanking
trial,we
U.
for giving
you
are
Yours
THE
bake
you
truly,
very
Co.
POWDER
S. BAKING
Manager.
,
P.
S.
"
And
tell your
you
opportunity affords, will
when
friends about
U.
S.
der?
Baking Pow-
THANKS.
*
It has
separate
a
proper
*
*
already been stated that there
and
distinct steps
sale; but it
function
cannot
necessary
in all
of the letter
four of these steps.
In the
to
to
cases
four
are
plish
accom-
be
the
accomplish all
following examples,
1 38
time, for
a
That
Letters
visit
feel
we
to
Land
sure
will be
you
for
store
some
Orders.
considering
Spring and
Summer
shoes.
don't
Now,
not
an
appeal for
you
to
invitation
to
come
an
HAVE
You
HERE.
and
will be
shown
you
buy
not.
do
we
or
the
the form
of
a
Ladies'
of
comfort
Here's
know
you
the
have
set
to
most
How
We
in the
since
to
we
aside
a
certain
in
the wherefore
advertising,
for this end.
judiciously spend it is
that
is
a
"
lem.
prob-
our
the best advertisement
satisfied customer."
satisfy every
also let
we
and
sum
the
doesn't it?
"
"
believers
Firm
know
world
of the how
secret
customer,
Now,
the best
way
spend this advertising appropriation for
will be
in
some
in
out,
us
heart
at
patrons
we
store
our
will bear
something entirelynew
of the offer.
we
to
have
we
Indeed
fact that
The
friends and
our
WE
welcome,
as
this?
mean
Parlor
that
what
see
attention, whether
addition
an
it is
"
it is simply
"
just
same
SEE.
surely shows
and
HERE
and
we
AND
recently made
have
BUY
will be
Do
COME
"
this invitation
misconstrue
way
to
make
sults
re-
it attractive
Letters
for
customers
new
to
for sending
cost
plan
credit of
enclosed
placed
NOW
on
ANY
You
our
books
the
SHARE
to
OF
for 25c.
Check
THIS
same
of the
As
us,
ored
will be hon-
would
as
part
of
bought
this check
just the
will, without
pair of Oxfords
accept
check
a
Our
tan,
we
fine
McPherson
But
want
us
and
to
see
from
them
see
AA
E,
to
we
and
can
the enclosed
styles of the
famous
is the
THESE
SEEING
;
appreciate them.
whether
Customer's
Check
will be
good
as
by all who
but
"
will
upon
new
a
Spring shoes, in both black
various
Shoes
to
call
perfectly. Notice
showing
way
to
all widths
certainlyfit you
only
shortly,and
very
admired
are
carry
booklet
doubt, be ready for
invitation
our
line.
and
as
tellingof
bank.
a
our
so
the
minus
today in the form
TIME,
this store
at
our
pair of shoes
any
AT
OR
on
YOUR
Customer's
payment
meaning
"
letters
3,000
is forwarded
AMOUNT
us
"
patrons.
our
to
appropriation
out
been
has
"
1 39
Orders.
come
whole
the
Hence
Land
talking advertisements.
walking and
many
on
That
see
you
or
ten
not,
years
immediate
DON'T
from
for the
use
MISLAY
now
IT.
as
It
today.
140
You
would
reason,
cause
or,
you?
Will
Very
call?
THE
"
btUnee
"
OB
our
it AT
use
ROBERTS
booto
CREDIT
due
.-.
JBBfcTtl..
Account
DoUm
Ho
-
will.
same
invitation
our
COMPANY.
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"!l*rf
259
N?
CHECK
to
_-
j"nd._r_
.
_C"94
of
no
Will
ONCE.
SHOE
"
"
the
and
"
for
c
respectfully,
CUSTOMERS'
TV*.
not
least accept
at
you
25
away
guard carefully this
to
you
better still,to
check;
Orders.
Surely
you?
logic should
Land
simply throw
wouldn't
to
That
Letters
rfce "mown
"
o"
r
.
.2^
._"""".
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.AfeirXlliog
8"_!o
_
THE
THE
SALES
LETTER
ROBERTS
*
VAN-LANE
SHOE
CO.
BUREAU,
Dayton, O.
Gentlemen
:
Here's
another
Now,
here
start
ever
on
store,
You
Wednesday,
what
in this
seen
and
can
order.
need
must
June 28th,
be
mention,
want
the biggest shoe
city. We
some
we
are
to
sale
opening another
money.
we
have
purchased the
bankrupt stock of
bought
down
him;
in the sale
Women's
toe
patent
stock of
entire
our
LADIES:
Oxfords,
Pumps,
and
etc.
Ties,
late
Choco-
Pumps,
regular $2.50, $3,
"
lines
$3.50
some
even
Oxfords,
Kid
Oxfords,
Tan
Oxfords
Patent
Pumps,
wear.
summer
of all solid leather, 88c
made
cap
the
on
including
are
Dongola
pair; regular Ladies'
and
cents
Independent of this,we
dollar.
per
66%
at
closed
creditors
his
this
got
we
named
lovely stock, but
a
heavily, and
too
on
had
He
Smith.
A.
L.
merchant
Blankville
a
14 1
Orders.
Land
Letters That
all
"
price,
one
$1.78.
MEN
:
extra
strong,
98c.
All
Oxfords
Leather
Solid
Blucher
regular $1.75
that
Shoe, the Monarch
Brandon
Shoe
Frank
Slater Shoe,
don't
Now,
DRIVE
to
I
IT
cash
make
profitor
and
will be
$6
makes
McPherson
the
as
made
Shoe
Kid
by the
the
Shoe,
etc.
the
Any
HOME.
sell goods,
want
Co., The
lines,
Vici
Metal,
famous
Packard
$2.00
$5, and
$4.50,
were
including such
$3.28,
and
Patent, Gun
Tan,
shoes, soles
cut
letter
too
long, but
suggestion you
no
profit,I
lots of it.
I
want
am
can
offer
game
to
have
for.
to
142
That
Letters
Land
squad of police
order
a
order
for the opening
I
Now,
want
to
Orders.
to
keep the crowd
in
7,000 letters,so
get
day.
send
out
busy.
Yours
truly,
ROBERTS
J. F. VAN
Per
THE
ROBERTS
COMPANY.
SHOE
LANE.
Co.,
SHOE
Blankville, Quebec.
Gentlemen
:
Thanks
We
for your
have
order
of
immediately put ourselves
and
the result is the enclosed
feel
positive will
and
will be read.
to
come
sale, and
we
June 6th.
to
pay
Your
your
have
It is
object is
store
work,
letter, which
well.
you
to
on
the
to
we
snappy
get
mers
custo-
day of the
built this letter with
this object
in view.
We
think it will be well, and
touch, if
you
send
only enclosure)
a
size, with
following :
give
a
personal
along with the letter (as the
card,
some
a
little smaller
such
wording
than
as
velope
en-
the
That
Letters
Orders.
Land
Brantford,
To
Our
dune
23rd.
1911
Glerks:-This
Mr
Who
143
at
comes
entire
will
T-Tayl
special
my
line, especially
Please
offer.
present
o r
"
to
request
look
in consideration
him
show
over
of
our
Sale
our
attention
every
possible.
Signed,
Trusting
only
week
glad
too
which
this will
send
to
be
shall
we
July, we
in
pull
P.
card
S.
"
in pen
very
check
your
"
in
filling
typewriter.
This
special attention
and
cheap clerk
easily be secured
this O.
K.
can
for
for $10,
the
first
truly,
LETTER
suggest
or
will be
you
are
SALES
We
well,
expecting about
Yours
THE
us
so
you.
add
BUREAU.
"
the above
will
attract
personal touch.
who
can
A
do
144
Letters
Land
That
Orders.
/
MR.
PROSPECTIVE
SHOE
Quebec,
Quebec.
Dear
BUYER,
Sir:
WEDNESDAY,
Now
JUNE
that
remember
191 1.
28TH,
date, for it marks
opening of the biggest shoe
sale
ever
the
in
seen
Quebec.
"
It's
Of
it
course,
too
was
of Blankville
Smith
his creditors
he
that blows
ill wind
an
bought
such
But
the fact that
cents
going
LOOK
fine
the dollar
on
to
give
HERE
good."
Mr.
L.
A.
heavily, causing
too
on
him.
(And
stock.)
we
got
means
this stock
gain, for
your
66%
at
we
are
the benefit of the bargain.
you
"
Women's
be
that
close down
to
had
a
bad
nobody
only 88c
Ladies'
Patent
per
Tan
Oxfords
Oxfords,
$1.78
per
$2.50
to
Men's
Kid
Dongola
Pumps,
pair.
Oxfords
will
pair.
Oxfords,
and
Ties,
Chocolate
Pumps,
etc.,
will
(Regular
Pumps,
go
for
only
prices, from
$3.50.)
Solid
Leather
Blucher
Cut
it is
amiss
not
and, while
style, which
*
the
Co.
sat
town
to
to
Brown
order
Head
"
firm
letter
and
"
"
I wired
Thus
of 2c
a
rush order
letter found
postage,
you
at
was
this
"but
and
convincing
hurry for the goods
ten
entree
sold $700
ready
quotation from
attractive
not
in
do.
to
10:05,
low
in such
are
the Big Salesman
Do
Brown
"
else
one
be about
must
contained
we
No
nothing else
was
Co., in such
"
Morehouse
from
Brown's
morning's mail
o'clock."
tillten
you
see
till 10.
said
"Sorry,"
Jones
viction
con-
"
Salesman
simply
"
give
to
*
8:30
from
see
is
Co.,
in?
Yes, but can't
So
loses
minute
a
Ohio.
Cleveland,
Mr.
*
SUPPLY
AUTO
"
peals,
ap-
truth:
a
*
THE
always
for
never
track of the fact that its mission
of
letter
lutely
catchy, it is abso-
it is very
the point, and
to
The
it here.
reproduce
to
conversational
is in
Orders.
Land
That
Letters
146
ago."
minutes
and,
worth
at
an
expense
of goods while
waiting outside.
fully appreciate the
power
reallygood letter in these busy days?
of
a
Letters That Land
Surely
do
you
attached
circular and
enclosed
to
original of the letter
or
Yours
for
THE
SALES
for the
vitallynecessary
that the
the fact
that
and
*
letter
straightforward in
than
letter that
sincere.
"
to
pays
the
is
be
honest
attention
your
Smith
Novelty
but
note
dollar
than
that
"
and
"
the
Co.
fee almost
A
true.
ter
let-
being honest
respect
better
but
will
complish
ac-
constructed
feel is
I want
There
is
brought
very
by
to
following letter
its absolute
this
letter than
a
as
cannot
sales argument
other
a
more
not
old saying that it actually
an
to
ring
every
even
reader
There
of
success
must
point
one
any
reader
impresses the
more
BUREAU.
*
there is
believe
not
copy
criticized.
LETTER
*
I do
day
to-
orders in 1912,
mail
more
carbon
wish
you
blank
forward
either
and
only $ 1 0
with
just sign order
then
"
147
Orders.
direct
to
really no
out
the
ticular
par-
ter
in this let-
straightforwardness;
thing brought
return
mail.
a
ten
I
Smith
Co.,
Novelty
for the reader
whole
the
reproducing
am
would
that
"
showing
I
their order.
as
I believe
to
learn
the letter itself that
dollar
only
not
the
at
it
was
attention,
the
that
difficult
This
from
a
careful
fail
the
but,
"
to
you,"
are
comment,
Novelty
of
to
attract
as
is the
have
I
to
be
sellingwould
most
before
have
to
necessary
duce
in-
single letter
such
derived
not
mit
ad-
out
long follow-up. With-
a
I
reproduce the file with
Co., and
it is my
belief that
study of these real specimens
be of marked
all
example
an
steps
profitpossible
you
expense
further
the Smith
The
order.
to
prepare
the article
of the
"
ten
desire, and
accomplish all four
letter when
lar
particu-
of
letter
one
interest, create
stated, it is absolutely
a
on
for the
written
letter is
in
necessary
resolve
to
in
the prominence
it.
arouse
must
written
was
the beginning of the letter,but
through
way
where
Notice
fee.
was
a
simply by
notice
to
you
thing
some-
the file as
gotten
letter that
want
there is
from
be
the
file with
entire
not
the
you
Orders.
Land
Letters That
148
benefit
to
cannot
the reader.
THE
BUREAU,
LETTER
SALES
O.
Dayton,
Gentlemen
I
:
enclosing
am
would
like
be
sell
to
enclosing
could
placed.
profitsand
The
of how
also
I
give them
to
I
"
be
writing
Hoping
out
the
card
to
by
salesman's
a
for
about
one
instructions
you
price for writing
bring
from
in the
F.
NOVELTY
ter,
let-
I
Smith,
a
business,
am
truly,
C.
SMITH
soon,
you
a
I realize that
for information.
you
hear
to
Yours
THE
lOc.
card, and
per
cut
your
letter is necessary
am
sell for
buttoners
follow-up letter "?
a
sell the cards
is to
can
also
am
buttoners
24
sending
am
I
the buttoner.
use
would
What
good
them
to
($1.00).
dollar
I
idea
My
gives the retailer $2.40
selling direct
so
which
upon
I
which
through the mail.
card,
a
shirt buttoner
a
you
through the mail.
This
1 49
Orders.
Land
That
Letters
Pres.
COMPANY.
Letters
150
That
Orders.
Land
20/11.
May
Pres.
F. SMITH,
C.
MR.
Co.,
NOVELTY
SMITH
Smithville, Tenn.
Dear
Sir:
reading
After
carefully considering
very
is
there should
seems
should
you
We
always
writing
us
prospects
not
us
to
admit
turn
in this
seem
propositions
hope for
that
are
not
under
made
We
to
our
simply explain
show
heart
be
that
and
we
can
soul in
write
our
to
to
for
"
and
do
write
cannot
pay.
in this
copy
work
to
believe
ourselves
to
office,and
orders
we
circumstances
tend
in the end
letters for propositions that
any
Of
success.
our
solicitous of
to
seem
this might
it pays
with
courage
often dis-
and
manner,
whose
firmly believe
We
so.
tion
proposi-
your
possible business from
away
we
make
it
why
candidly honest
very
of much
it would
course
we
idea, and
whatever
reason
to
that
success.
are
anyone
no
able
be
not
great
a
be
advise
to
in your
merit
great
see
we
12th, and
proposition, it
your
pleasure
great
very
our
think
yet
letter of May
your
manner
you
with
this will
That
Letters
certainly count
Land
series of
15 1
materially toward
very
results attained.
$10;
Orders.
Our
terms
1
are:
letters,$18;
two
ful
success-
letter,
series of three
letters,$25.
Awaiting
we
Mr.
early commands,
your
Smith,
are
Yours
THE
truly,
very
LETTER
SALES
BUREAU.
*
*
THE
LETTER
SALES
Dayton,
Gentlemen
of 20th
you
$10.00
few
facts, from
I
guess
have
them
put up
24
has
on
the
allowing him
on
hand.
for
The
cards.
buttoners
account
card
great
for lOc
$1.00
deal
by 9
it.
on
card.
at
I
etc.
is 7
I
each,
over
to
want
of sellingby mail
buttoners
a
you
the letter.
buttoner,
a
you
sending
am
build
can
you
each
I
I will give
sells them
man
a
at
letter.
one
which
$2.40
give him
inst.
for
retail
that
O.
I mailed
inches and
him
BUREAU,
:
Yours
The
1911.
24,
May
per
we
ceiving
re-
tell
can
card, thus
100%
profit.
152
Letters
Another
That
point is that it is
good
there is nothing like it,and
for it; that
them
have
sale in
one
inorder
in
as
P. S.
a
What
I
If
can.
the
is
is
want
the business.
that,
when
the $1.00
course,
to
it
or
it
need
further
as
but
itants,
inhab-
can
use
might be put
Of
suited.
order.
accompany
good
a
You
occasion
Make
you
doesn't
1 ,000
sales.
insure
about
judgment
your
stituted
sub-
be
can
in town
of less than
to
and
new,
I thought of making
town,
a
nothing
store
every
sale.
on
Orders.
Land
letter that
good
will get
puller as
a
you
information, write
me.
I would
to
complete
get started
soon
as
greatly obliged
will be
so
will
like
it
at
your
to
truly,
C.
than
will
think
each
S.
"
"
I would
like
to
get
Smith
Novelty
Co.
The
not
come
it would
letter?
in the
be best
if you
you
earliest convenience.
Yours
P.
ble,
possi-
as
F. SMITH.
better
a
"
Guess
letter,though.
to
enclose
a
Do
name
that
you
sample with
Letters
154
The
following
is for
a
Dear
Sir
letter to
You
will
There
you
is
and
new
old
mers
custo-
"
for
yourself $1.40
take
in
our
SHIRT
of
out
"
real need
a
(every
toner
BUTTONERS
man
or
for
on
like it
It is in
class
a
and
But-
that) ;
will admit
the market,
on
Shirt
good
a
woman
fillsthat need.
ours
"nothing
to
:
counters.
your
and
and
make
place
you
both
store;
$2.40
If
dealers
to
go
Orders.
prepared for this firm
copy
attract
your
You
Land
:
will
to
every
That
by itself
not
likely
be.
Sell something that brings and
that's
the
of
secret
Giving
by
with
the
wonderful
a
you
this
mail, and
profit
"
of
We
find postage,
the
do
but
few
you
also
our
the benefit
The
part
entirelyby
stationery, etc., much
cheaper than railway fare, hotel bills,and
salaries.
"
connected
expense
business
trade
100%.
OVER
profitis possible on
elimination
salesmen.
And
success.
accomplish this for
articles that will
offer such
binds
saving thus effected
we
give
of in the price of the Buttoners.
high
you
The
card
each
of the
7
on
retail
9
x
inch cards, 24
only 1 Oc each, giving
at
retail value
a
Note
of $2.40.
printed illustration and
enclosed
the
come
They
card.
a
on
Buttoners
155
Orders.
Land
That
Letters
by the
and
Buttoner;
ber
remem-
way,
each, they will sell
lOc
that, costing only
tion
descrip-
like hot cakes.
The
price
shall
many
we
to
only $1
is
you
send
NOVELTY
the
reader
that
much
THE
read
possible by
that
SALES
were
Gentlemen
Enclosed
"
of
to
it will be
the
note
then
to
try
of value
actual
to
studying the
ters
let-
gain
as
letters of
given.
LETTER
Dayton,
your
I believe
used, and
were
as
criticism
to
COMPANY.
real specimens
some
are
letter criticism that
to
How
truly,
very
SMITH
following
card.
you?
Yours
The
per
BUREAU,
O.
:
find $5, for which
please give
personal criticism of the enclosed
me
letter
"
"
That
156
Letters
tell how
it could
Land
be
Orders.
strengthened
give
"
suggestions for improvement
that
any
present
may
themselves.
Yours
truly,
O.
Dear
BROWN.
Sir:
"
How
JUDGE
TO
of great
prove
for this
what
be
may
value
and
"
on
Automobile
15, with
illustrating
the
Telephone
AND
in,
you
do
patents
not
this booklet
course
on
claim
absolutely worthless
of such
the claims
on
claim
you
as
you
feel like
for
consign it
Trusting that
1 9,
page
future
to
will
the
"
tents
con-
the Geo.
claim
Patent
on
of
table
comparing
Patent
recently issued patent
of
and
you,
SENSE
the
over
Telegraph Patent
the Bell
ested
booklet
PATENT
2, and
page
the Morse
and
to
should
NONSENSE."
If, after glancing
Selden
interest
my
"
termed
"
PATENT
A
I enclose
reason
PATENT
can
C
B.
page
12,
page
1 4,
on
page
claim
of
a
together with
may
be
inter-
carefully
reference,
serving
preyou
waste-basket.
find the
booklet
of
That
Letters
that
value, and
real
having
it
sent
Land
to
I
truly,
*
*
O.
C.
BROWN,
Cleveland,
Dear
for your
Your
form
You
one.
do
consigned
such
Brown,
"
"
make
"
that
to
you
blame
If
do
You
of
value."
mind
have
your
for
pective
pros-
any
doubting.
had
answer
ter
bethave
the
to
come
out-
feel
customer
doubt, and
letter, you
you
Don't
as
his
not
connection
You
prospective
your
your
paragraph, where
own
your
of
be
may
must
same
of value."
prove
you
in
him
this
positive of what
are
be.
you
in
in
first
prove
will
doubt
And
your
should
say,
any
booklet
your
thoughts into the heads
criticize
say,
criticize you
must
we
is what
prospective client.
the wastebasket.
to
clients.
we
a
suggesting that
even
that
facts, and
convince
to
Brown.
exceptionally good
an
actual
Mr.
However,
order, Mr.
letter is
talk
must
you
put
O.
Sir:
Thanks
for
for
me
am
Yours
MR.
thank
will
you
you,
15 7
Orders.
is going
show
certainly
it
cannot
as
1 58
With
the
given,
further suggest
would
with
that
strong
your
like
page
12 of the enclosed
such
paragraph; then
give
a
few
page
Such
12.
on
to
booklet
You'll
out
can
and
"
letter
find
"
We
it
ahead
go
prospects
found
the
to
the
and
will be
at
on
would
by itself as
what
your
You
your
expression
an
your
very
satisfy
they will actually find
what
12.
page
Thanking
you
again for
Yours
THE
very
LETTER
SALES
Dayton,
Gentlemen
Please
your
interest,we
are
truly,
LETTER
SALES
*
THE
*
you
beginning will induce
their curiosity as
awaken
to
booklet!
about
remarks
we
letter
your
start
not
stand
sentence
a
first
on
open
your
this :
something
make
on
why
with
time
going further.
reliance
Then
this is good.
just
muster
pass
same
you
startlingexpression
some
criticism
the
at
prospect'sinterest, before
base
the
letter would
your
satisfactorily;but
most
Orders.
of
exception
think
we
Land
That
Letters
BUREAU.
*
BUREAU,
O.
:
accept
my
thanks
for
your
letter of
the 5th
to
favor
a
as
to
them
to
your
line,
stand
success
Yours
and
you,
*
offer, and
a
with
in accordance
which
letter is the second
we
to
kindly send
we
enclosed
"
as
per
offer
your
would
us
close
en-
we
like
to
ceive
re-
criticism.
your
which
BROWN.
BUREAU,
Sales Letter
letter upon
This
C.
$5.00, for which
Successful
The
you
:
enclose
We
wishing
O.
Dayton,
Gentlemen
fession.
pro-
your
truly,
LETTER
SALES
of
head
O.
THE
convinces
well deserve, I remain
so
you
anything in
criticism
the
at
thanking
Again
the
letter of
your
you
friends will refer
they have
whenever
as
suggestions and
your
clients and
my
you,
that
me
recently
you.
certainly adopt
I shall
letter
form
inst, criticizingmy
submitted
1 59
Orders.
Land
Letters That
send
be
their present
out
to
building
plants.
of
a
series of letters,
who
companies
plants or
new
In
order
are
ported
re-
additions
that
you
may
to
Letters
1 60
That
this letter, we
better understand
first letter of
of
copy
Awaiting
HUDSON
No.
notice, and
we
contemplate using
any
manufacture
Oiling
desire
Your
checked
If your
plans
notations
you
mission
TransCollarClutch
Drive
all other
on
will receive
are
the
kindly
note
should
again call
ratus,
appa-
accessories
your
the enclosed
immediate
turn
re-
tion.
atten-
still indefinite,won't
you
which
we
date
future
Yours
THE
if
complete line.
a
postal card
called
equipment.
Friction
Shafting, Rope
make
know
including Hudson
Pulleys, Gears, and
to
to
transmission
Hudson
Bearings,
Pulleys, Turned
go
1.
full line of Power
a
Machinery,
that
Co.
building project has been
new
We
CLUTCH
:
Your
our
a
this series.
LETTER
to
also enclose
remain
reply, we
Yours
truly,
your
THE
Gentlemen
Orders.
Land
upon
attention
very
HUDSON
to
our
ratus?
appa-
truly,
CLUTCH
Co.
pleased
are
we
Orders.
Land
enclose
to
a
"
Letter
Sales
Successful
of
copy
in
regard
In
to
the
for criticism, we
see
we
fail
great
very
to
have
you
us,
why
reader
letters
must
report
that
We
have
fered
ofing
be-
customers
goods because
of anything
told them
in the letter.
It
accept
your
than
simply tell them
sell
you've got
to
clearly, and
be
to
of
even
got
have
you
out
ing
tellthe
to
In these days of
have
point
value
any
offer.
you
to
seems
services,without
your
competition,
to
do
to
more
something
them
very
to
fully,
care-
psychologically, why
they will be interested in buying what
you
have
sell.
that, before
I believe
should
line up
have.
you
decide
use.
think
we
in your
it is going
to
sent
for improvement.
keen
"
have
you
for prospective
merely offer
you
two
room
reason
interested
you
The
compliance with
where, in either letter,you
see
any
to
' '
order.
your
us
That
Letters
162
Then,
arguments
to
on
when
use,
preparing
all the available
Then
which
you
decide
from
sellingarguments
all
your
it will be
ones
have
on
letters,
your
decided
ments
argu-
best
on
to
what
the order of presen-
Letters That
then
And
tation.
Orders.
Land
these
present
one
Sometimes
incorporate
in the
arguments
this be done
letters
using
can
to
But
simply
your
readers
is not
going
**
to
of the first
"
not
a
been
understand
prospects
thank
We
have
reason
for
you
formed
why
know
a
our
is
such
to
"
simply
"
reminder
be
you.
whether
any
them.
to
repetition
a
that the first
and
"
really
we
give
you
isfactory
sat-
If
circumstances.
answered
in the
first letter,
and
"
they will
simply sending this reminder.
a
firm belief that follow-
very
each
contain
prospect
should
is to his interest
Trusting
to
interested
have
letters should
up
out
will
writing
this could
how
were
they would
not
three
can
"
in
answered
results under
your
or
contemplate
be of the least interest
simply
"
letter has
letter.
often
put
"
a
contemplate using such equipment
follow-up letter
Your
cannot
desire
your
not
equipment
positively interested
very
two
you
do
who
transmission
any
If
advantage.
this, those
as
to
argument
letter,but
same
in
arguments
succession, confining
you
1 63
to
do
entirelynew
an
answer
"
why
it
so.
suggestions may
be of both
in-
164
and
terest
added
have
we
Yours
letter.
Letter
Gentlemen
Do
BUREAU.
*
is in the insurance
for criticism the
and
ness,
busi-
following form
follow:
criticism
:
feel that
you
with
and
*
*
client, who
submitted
are
we
LETTER
*
you
truly,
very
SALES
*
Another
suggested will give
of business,
increase
THE
Orders.
that letters reconstructed
value, and
along the lines
an
Land
Letters That
your
make
liable for
you
dollars?
which
car,
Have
ever
you
safe from
are
you
injure
may
dent
acci-
an
someone
perhaps thousands
thought such
of
tion
condi-
a
possible?
You
the
owner
blame
to
and
a
undoubtedly
Fire
of the
that
aware
as
a
rule
gets it in the neck, whether
car
You
not.
or
are
Insurance.
the value
know
the
What's
of Life
matter
with
Liabilitypolicy to protect you?
I
same,
can
save
and
you
give
money
you
as
in the
good
as
purchasing of
the best.
Respectfully,
H.
C.
GREENE.
MR.
H.
Orders.
Land
That
Letters
1 65
GREENE,
C.
Greensburg, Ind.
Dear
Sir:
We
the
have
way
you
sent
The
that
do
winding
drive
him
It is
other.
that
start
they ought
useless without
matter
him
the
The
chances
know
with
accruing
how
and
he
with
such
are,
to
may
a
the
ask
to
as
the
or
realize
person
you
making
"
is
policy, or
up
familiar
not
"
Tell
"
to
and
you.
don't
question anyhow
your
know
What's
prospect
benefits; that's
he
them
wish.
Liability policy?
a
answer
not
way
way
going further and
shouldn't
the
a
out
with-
something; but all this is
take the step in the direction
You
a
one
make
and
"
letter in such
do
to
ing
clinch-
all right,but then
out
to
see
we
some
in mid-air
thing
one
to
up
definite action
to
question
letter,as
your
lead
not
your
up
each
make
with
the prospect
leave
you
like
in itself.
You
argument.
We
criticism.
you
paragraph
you
the letter
the letter by asking questions.
only trouble
it, is that
for
us
start
recommend
separate
8th and
letter of May
your
you
We
a
have
"
what's
what's
the
the
"
"
matter
good of
one.
That
Letters
1 66
Land
Orders.
be of
benefit
material
very
Yours
THE
Gentlemen
my
BUREAU.
*
*
BUREAU,
O.
to
put
the market
on
I send
for automobiles.
Holder
are
:
about
am
*
*
Dayton,
I
LETTER
LETTER
SALES
THE
we
you,
truly,
very
SALES
*
to
will
made
have
Trusting the suggestions we
sales letter for criticism
I also show
a
of the trade
cut
It will be advertised
in the circular and
improvement.
mark
under
head.
letter-
on
the
by the Gem
made
draft of
a
you
and
Pennant
a
name
Mfg.
as
Co.,
Jamestown, N. Y.
look
Please
angles and
dollars, which
I might
DANDY,
appeals
use
with
My
the
car.
a
me
that the
a
rather
fully for
my
ferent
diffive
article is
a
real
JlM
vulgar description,and
the
receiver
will be
lighted
de-
it.
folder contains
of
on
write
sight and
at
proposition from
I enclose.
state
to
the
over
an
touring party
order
with
blank
and
tration
illus-
the attachment
Now,
hear
me
what
see
is
possibledate,
the earliest
at
the
ready for
it, and
with
do
can
you
1 67
Orders.
Land
That
Letters
let
thing
every-
as
printer.
Very truly yours,
S.
BURTON.
*
*
Dear
A.
Sir:
makes
Whatever
is like
motoring
The
spice to the pudding.
enjoyable
more
lies in
charm
the flavor.
flying of
The
from
automobile,
your
part of the creed.
It is
club
or
when
is
tour,
en
honor
an
pennant
to
now
town
your
fellowship everywhere
inspires good
and
home
your
you
go.
here's where
And
with
Equipped
"
HOLDER
to
and
gives
your
a
car,
feel the
you
we
a
touch
adds
double
in.
come
"GEM
PENNANT
of nattiness
interest
to
satisfaction
and
trip,
your
of
tinction
dis-
having
the right thing in the right place.
The
"
GEM
PENNANT
slipped on
to
various
with
the windshield
positions on
all ragtag
and
"
HOLDER
the
car.
and
is instantly
adapted
Does
claptrap devices, and
away
is in
1 68
Letters
perfectharmony
It combines
For
That
with
all high grade accessories.
elegance and
holidays, meets,
"
the
GEM
to
BUT
LISTEN
To
car.
casions,
oc"
HOLDER
motor
is
it
see
irresistible.
More
"
all festive
on
PENNANT
Simply
it.
want
utility.
and
indispensibleto the trim
is
Orders.
Land
wonderful
still is the
PRICE.
Handsomely
tooled
and
modeled
brass, highly polished, turned
a
1 7-inch
brass standard
coast
to
coast,
insured
and
crown
to
any
dress
ad-
receipt of"
upon
DOLLAR.
ONE
Separate attachment
25
heavy
edges, including
fitted with
rings,shipped prepaid and
from
of
c
for wood
dash,
the FOLDER.
*
S.
A.
*
BURTON,
Jamestown,
Dear
metal
extra.
See
MR.
or
N.
Y.
Sir:
Your
letter of the 9th
is received.
Thanks
for the order.
Your
form
letter is
an
exceptionally good
1 70
That
Letters
known
to
the
me,
Orders.
Land
dollar
one
is all
you
are
after.
but
there
is
think
letter is good, and
your
suggestion
one
You
make:
we
said
have
We
do
not
good
shape, but there
to
order
at
And
fit.
sees
the
"
till to-morrow
unless
"
have
made
then
to
the
rest
It's
for him.
mail
leave
that, if
you
we
the suggestions
that
you
have
made
may
be
meet
may
possible,we
get
order
an
SALES
very
good
clear; that
value
the
by
doing
very
to
you;
best
truly,
LETTER
do
order.
ourselves
some
of
run
you
coveted
with
to
sign his order
respect,
of
ficient
suf-
not
remain
Yours
THE
to
the
When
it is
fall short
in any
power,
Trusting
success
hard
wait
home
the prospect
almost
to
got
he
as
"
will
today."
mail
to
of losing the much
chances
and
it up
very
so
anyhow,
all in your
offer by
an
you've
"
now,
reader
just
"
hammer
you
as
the
he
are,
to
the price
to
up
leave
you
chances
advisabilityof ordering
you
lead
like
ORDER
procrastinate
to
or
THE
You
in
once
would
we
CLINCH
ought.
you
it is"
BUREAU.
of