Business Correspondence, Vol. 1: How to Write a Business Letter

BUSINESS CORRESPONDENCE VOLUME I - PART I Preparing to Write the Letter CHAPTER 1: What You Can Do With a Postage Stamp 2: The Advantages of Doing Business by Letter 3: Gathering Material and Picking Out Talking Points 4: When You Sit Down to Write - PART II How to Write the Letter 5: How to Begin a Business Letter 6: How to Present Your Proposition 7: How to Bring the Letter to a Close - PART III Style—Making the Letter Readable 8: "Style" in Letter Writing—And How to Acquire It 9: Making the Letter Hang Together 10: How to Make Letters Original 11: Making the Form Letter Personal - PART IV The Dress of a Business Letter 12: Making Letterheads and Envelopes Distinctive 13: The Typographical Make-up of Business Letters 14: Getting a Uniform Policy and Quality in Letters 15: Making Letters Uniform in Appearance - PART V Writing the Sales Letter 16: How to Write the Letter That Will "Land" the Order 17: The Letter That Will Bring An Inquiry 18: How to Close Sales by Letter 19: What to Enclose With Sales Letters 20: Bringing in New Business by Post Card 21: Making it Easy for the Prospect to Answer - PART VI The Appeal to Different Classes 22: How to Write Letters That Appeal to Women 23: How to Write Letters That Appeal to Men 24: How to Write Letters That Appeal to Farmers

PART I—PREPARING TO WRITE THE LETTER—CHAPTER 1

THE LETTER SELLS GOODS DIRECT TO CONSUMERS TO DEALERS TO AGENTS - INDIRECT BUILDS UP LISTS SECURES NAMES ELIMINATES DEAD WOOD CLASSIFIES LIVE PROSPECTS - OPENS UP NEW TERRITORY THROUGH CONSUMERS CREATES DEMAND DIRECTS TRADE - THROUGH DEALERS SHOWS POSSIBLE PROFIT INTRODUCES NEW LINES - AID TO SALESMEN EDUCATES TRADE - CO-OPERATION INTRODUCES BACKS UP KEEPS LINED UP - AID TO DEALERS DRUMS UP TRADE HOLDS CUSTOMERS DEVELOPS NEW BUSINESS - HANDLES MEN INSTRUCTION ABOUT GOODS ABOUT TERRITORY ABOUT PROSPECTS HOW TO SYSTEMIZE WORK - INSPIRATION GINGER TALES INSPIRES CONFIDENCE SECURES CO-OPERATION PROMOTES LOYALTY - COLLECTS MONEY MERCANTILE ACTS - RETAIL ACTS - INSTALLMENT ACTS - PETTY ACTS PERSUASION EMPHASIZE HOUSE POLICY EMPHASIZE ADVANTTAGAE OF GOODS ESTABLISHMENT OF FORCED COLLECTIONS COST OF FORCED COLLECTIONS CASH-UP PROPOSITION EXTENSION OF ACCOMMODATION - PRESSURE THROUGH THREATS OF SUIT OF SHUTTING OFF CREDIT OF WRITING TO REFERENCES THROUGH LEGAL AVENUES THROUGH LEGAL AGENCIES HOUSE COLLECTION BUREAUS REGULAR COLLECTION BUREAUS THROUGH ATTORNEYS - HANDLES LONG RANGE CUSTOMERS SUPPLIES PERSONAL CONTACT SHOWS INTEREST IN CUSTOMER WINS CONFIDENCE DEVELOPS RE-ORDER SCHEMES BUILDS UP STEADY TRADE - HANDLES COMPLAINTS ADJUSTS INVESTIGATES MAKES CAPITAL OUT OF COMPLAINTS WINS BACK CUSTOMERS - DEVELOPS PRESTIGE GIVES PERSONALITY TO BUSINESS BUILDS UP GOOD WILL PAVES WAY FOR NEW CUSTOMERS

PART I—PREPARING TO WRITE THE LETTER—CHAPTER 2

PART I—PREPARING TO WRITE THE LETTER—CHAPTER 3

SOURCES OF MATERIAL:

PART I—PREPARING TO WRITE THE LETTER—CHAPTER 4

PART II—HOW TO WRITE THE LETTER—CHAPTER 5

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