9. Nathaniel Sears, a dealer in general merchandise at Joplin, Mo., writes to you asking for an open account.

He says that he did a $10,000 business last year and that, apparently, sales this year will be larger. He gives no references. You refer the matter to Mr.

Haddon, who looks up Mr. Sears in Bradstreet and then writes to one of your salesmen at St. Louis, asking him to investigate the financial standing of Mr.

Sears. Write to the salesman.

10. After three days the salesman reports that Mr.

Sears seems to be doing a good business, but he thinks the dealer is living beyond his means. He owes two wholesale houses $500 and $850 respectively; his property in Joplin is heavily mortgaged, and yet he is making extensive improvements on his residence; his son and his daughter are at expensive boarding schools. Write the letter. Be exact in your information.

11. As Mr. Woodworth, write Mr. Sears a courteous letter, refusing him credit but attempting to secure his cash business.

12. Charles Freeman, 141 Park Place, Newark, Ohio, writes in answer to (5) saying that he is unable to pay his account of $500. After the harvest his outstanding bills will be paid by the farmers, and then he can remit. He says he is willing to give his 90 day note for the amount he owes.

13. Mr. Haddon writes, accepting the note.

III.--THE MAIL ORDER MERCHANT

=Exercise 266=

_Oral_

1. Suppose you were starting a mail order business.

Would it make any difference in possible profits if your center of operations were in a large or a small city? Give your reasons.

2. Would you try to be near good transportation?

3. What kind of stock would you advertise princ.i.p.ally: bulky articles or those easily handled? expensive goods or those of more moderate price?

4. Your catalogue is your salesman. What would this statement suggest about the cost of running your business as compared with that of Peabody, Harper & Co., who employ five salesmen?

5. How would you bring special attention to your leaders in your catalogue?

6. Why is it advisable not to give your catalogue away free, but to charge a nominal sum for it?

7. Would you sell as cheaply as you could or would you try to sell for as high a price as possible even if you sold less?

8. Is it profitable for a mail order merchant to sell one spool of thread or one pocket-knife? Consider the handling and the packing.

9. Why can the mail order merchant sell more cheaply than the country dealer?

10. _a._ How is the parcel post favorable to the mail order dealer?

_b._ Why did the country merchant object so strenuously to the pa.s.sage of the parcel post law?

11. Some distributors who handle only one kind of article sometimes pay the freight. Would this plan be advisable for a mail order house to adopt?

12. Since the purchaser pays the freight, is it advisable for him to buy a large or a small order at one time?

=Exercise 267=

_Written_

1. A customer who wishes to buy some furniture complains that he can purchase what he wishes from another firm that will pay the freight. Write a letter meeting his objection.

2. You have just added a new clothing department and have published a special clothing catalogue, which you will be glad to send to your customers free of charge.

Write a letter telling of the new department and drawing special attention to your three-piece serge suit for $15. Enclose a sample of the cloth.

3. Write, especially to farmers, saying that with the facilities now offered by the parcel post you are able to supply their wants quickly; as, for example, for a broken part of a piece of farm machinery. Write a fairly long letter in a friendly tone.

4. In the fall write a letter, addressing the farmers'

wives, saying that, as winter is at hand, it would be well for them to put in a supply of groceries when prices are reasonable. Enclose a folder giving some attractive bargains. Write the folder.

5. Write a letter, saying that you have just put up a new building. Invite your customer to come to see it.

Explain that every afternoon from 2 to 4 o'clock there will be a band concert in your large visitors' hall.

=Exercise 268=

1. Let one pupil be chosen to dictate to the cla.s.s each of the letters outlined below. He is to use no notes. The cla.s.s will represent stenographers.

2. Discuss and improve the letters that have been dictated.

1. Borroughs & Brown, a mail order firm at N. 11th and Callowhill Streets, Philadelphia, send you their catalogue and an advertising letter. Write the letter.

2. Write, stating that in their catalogue No. 6, page 673, Borroughs & Brown list a washing machine such as you wish, called the "Pride Swing" washing machine, No. 4-A-459. The measurements as listed are: depth 13 inches, diameter 21 inches. The price is $5.25. This is too small for your purpose. Ask if they can supply you with the same style 30 inches in diameter. Ask the price.

3. Borroughs & Brown write that they have no such machine in stock, but, since there have been many requests lately for a larger machine, they have decided to consult the factory, and if it is advisable, they will reproduce the "Pride Swing"

machine in larger size. (Letter head.)

4. Borroughs & Brown, Dept. 18, House Furnishings, write to the W. F. Wiggins Mfg. Co., Saginaw, Mich., stating that they have had several orders for a larger "Pride Swing" washing machine which the Wiggins Company manufacture. Burroughs & Brown ask concerning a 30-inch machine. Write the letter.

5. The W. F. Wiggins Mfg. Co. telegraph Borroughs & Brown that before they can state a price on a 30-inch "Pride Swing" machine, they must make samples, calculating cost of materials and workmanship. Write the telegram. Confirm by letter. Write the letter.

6. Borroughs & Brown write you, giving the information contained in (5) above.

7. The W. F. Wiggins Mfg. Co. write Borroughs & Brown, stating that after several experiments they find that the coil springs by which the "Pride Swing" machine is operated are too weak for the larger sized tub. The manufacture of suitable springs will cause some delay in their final report.

8. Ten days later. Telegram. The W. F. Wiggins Mfg.

Co. to Borroughs & Brown, stating that they have now perfected a "Pride Swing Special" machine; width 30 inches, depth 18 inches; price $8, with a discount of 50%.

9. Borroughs & Brown write you that they have perfected a "Pride Swing Special" washing machine, No.

4-B-459, 30 inches in diameter, 18 inches in depth, price $7. Add a courteous close.

10. Order five machines. Give full shipping directions. Say that you will pay according to the offer made on page 25, catalogue No. 6; viz., $20 upon receipt of the goods and $5 per month until they are paid for. Give two references.

11. Borroughs & Brown telegraph the W. F. Wiggins Mfg.

Co. ordering 100 machines, five of which are to be sent directly to you. Write, confirming the telegram.

12. Two weeks later than letter (10) write again, explaining that you have not received the machines you ordered. Ask the reason for the delay.