iv
CONTENTS
| Irresponsible and Unreliable | 41 |
| Classification of Merchant Debtors | 42 |
| CHAPTER V | |
| Collecting the Account—Continued: | |
| Personal Collections | 45 |
| Requisites of the Collector | 46 |
| The Personal Call | 47 |
| The Time and Place | 50 |
| Tracing Debtors | 54 |
| Collecting by Letter | 57 |
| Structure of the Letter | 60 |
| Postal Cards | 64 |
| CHAPTER VI | |
| First Letters: | |
| How Soon Should Letters be Sent? | 66 |
| Multigraph Letters | 68 |
| Confidence and Good-will | 69 |
| Notification | 70 |
| Twenty-Two Specimen First Letters | 72 |
| Fifteen Stronger Reminders | 78 |
| Three Reminders Before the Due Date | 82 |
| Petty Accounts | 84 |
| CHAPTER VII | |
| Second Letters: | |
| Discussion | 88 |
| Sixteen Specimen Letters | 90 |
| Eight Stronger Second Letters | 98 |
| CHAPTER VIII | |
| Third Letters: | |
| Three Specimen Letters | 101 |
| Re-Selling Credit | 103 |
| Seventeen Specimen letters | 104 |
| Circulars on Credit | 113 |
