. How to collect money by mail; how to write effective collection letters--testing copy--planning a series--retail, instalment and dealer accounts--credit system--collection schemes and legal steps--how creditors cooperate to cure "slow pays" and bad accounts. 157 money getting plans adopted by 43 correspondents. adPay Because HeIsDissatisfiedwith Purchase Re-sellHim by Your Accounts Must Be Kept StraightHe May Have Overlooked BiUYou Need Money for Special PurposeSmall Accounts Must Be Closed Promptly Hinting at More Drastic MeasuresThreatening to Put Him on Cash BasisFollowing Up More Closely
. How to collect money by mail; how to write effective collection letters--testing copy--planning a series--retail, instalment and dealer accounts--credit system--collection schemes and legal steps--how creditors cooperate to cure "slow pays" and bad accounts. 157 money getting plans adopted by 43 correspondents. adPay Because HeIsDissatisfiedwith Purchase Re-sellHim by Your Accounts Must Be Kept StraightHe May Have Overlooked BiUYou Need Money for Special PurposeSmall Accounts Must Be Closed Promptly Hinting at More Drastic MeasuresThreatening to Put Him on Cash BasisFollowing Up More CloselyShaming Him Offering InducemeottHolding Up OrdersShowing Mutual GainShowing His Loss inSlow Pay Using Tact and PatienceGiving New Proof of ValueRe-awakening Need for GoodsSatisfactorily Adjusting Complaint Thinks HeCant Pay J Help |_Him by BecauseIntentions |—Are Dishonest CoerceHim by Suggesting Collection . Scheme for His TradePersonal TalkExtending PaymentsAccepting His NoteTaking Rate Payments Warning HimThreatening Him ^ Using Collection AgencyCalUng in LawyerBringing Him to Court CHART I: The debtors reply to a letter denotes the kind of talk neces-sary to bring in the balance due. Begin with good pay arguments andproceed through the chart until the attitude of delinquent is determined ? II liia. CHAPTER IHow to Rouse the Will to Pay McGRAW, a newspaper man who had worked hisway up from typesetter to business manager,took a position as collection correspondent in a whole-sale paper house. Your experience in writing and indealing with paper buyers must have fitted you forthis work, said his employer. Results, however, didnot justify the conclusion; sluggish collections did notpick up. When the situation was analyzed, one peculiar cir-cumstance stood out in relief: remarkable returns fromdelinquent printers were counterbalanced by uniformfailure to collect from mercantile concerns. The hard-luck stories McGraw received from print-ers had recalled problems in his own newsp
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Keywords: ., bookcentury1900, bookdecade1910, booksubjectcommerc, bookyear1913
