CONTENTS
| CHAPTER I | |
| The Credit Department: | |
| Responsibilities of the Credit Man | 1 |
| Qualifications of the Credit Man | 2 |
| His Attitude toward Competitors | 4 |
| Following the Accounts | 5 |
| CHAPTER II | |
| The Granting of Credit: | |
| Basis for Extending Credit | 7 |
| Investigating the New Customer | 9 |
| Assets | 11 |
| Liabilities | 15 |
| CHAPTER III | |
| Selling Credit: | |
| Diplomacy | 18 |
| Selling Credit through Salesmen | 19 |
| Selling Credit through Letters | 20 |
| Six Specimen Letters | 23 |
| CHAPTER IV | |
| Collecting the Account: | |
| Psychology of Collection | 29 |
| Classification of Debtors | 33 |
| Prompt Pay | 33 |
| Slow Pay | 34 |
| Careless and Bad Pay | 39 |
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