CHAPTER VII
SECOND LETTERS
Discussion.
The debtors who ignore the first letters may have legi- timate reasons which prevent immediate payment, or they may have adopted a sort of policy of “watchful waiting” to determine how insistent the creditor will be and how long they can withhold payment. It is frequently difficult for the correspondent to frame a second letter, especially with the newer accounts, but he must, above all, remember to still be courteous.
Perhaps the debtor is dissatisfied with the merchandise, perhaps it arrived in poor condition, or was not shipped promptly, but he has not made any complaint. Perhaps he has been lax in the extension of credit to his own customers, and does not know what methods to pursue to collect his outstandings without giving offense. Perhaps temporary sickness has prevented him from giving his business the necessary attention and making his collec- tions as he should. Or, perhaps temporary local condi- tions make his own collections impossible. There are numerous reasons which may explain non-payment just as there are with the retail debtor. The larger corporations which extend a larger line of credit, generally have their
travelers making each town periodically, and can thus
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