KEY TO  SHORTHAND

 

(The material is counted in groups of 20 standard words or 28 syllables for convenience in timing the reading or dictation.)

CHAPTER 1

Assignment 3

23. READING PRACTICE

1. He drove the car at 30 miles an hour. The car can go at least 60 miles an hour.

2. Dale will accept a post in1 Italy. He will live in Rome.

3. He had a bad fire at home.

4. He made a low grade in his?tory. He may not pass2 the course.

5. Our whole sales staff will meet here in May.

6. If I can cancel my trip, I will teach the history class.

7. He gave3 me a fine tie. I gave him three shirts.

8. Sam had a flat tire. He can?not drive the car.

9. If it snows, she will cancel the* meeting.

10. He read the magazine in an hour. I cannot read so fast. I am a slow reader.

11. She will leave the firm.5 • She has served as my secretary since 1940. I will miss her.

12. My red jacket will not fit him.6 Will it fit Harry?

13. I cannot accept the cam?era as a gift. I will buy it.

14. I am not feeling well. My7 head hurts. I am staying at home.

15. Ray can vote at the polls. Will he vote? I cannot vote.

16. Larry plays checkers well. I8 cannot beat him. My neighbor can beat him.

17. If I can get help, I will open my clothing store in three days. I need" at least three girls.

18. My neighbor will take a boat trip. (189)

Assignment 4

27. Dear Tom: There is a slight chance I can ship on or before March 18 the Model 6 desks, which are made in our Fall1 River factory. Having these desks ready on or before March 18 will not be an easy task, as I lost3 three of my staff. I could have had the desks ready by March 5 if these people had stayed on the job. Harry (59)

28. Miss Paul: On May 15 Helen Potter will reach the age of sixty-five. She will retire as dean of girls. She has1 served as dean of girls since the fall of 1939. She tells me she is sailing for France on the "Paris,"2 which leaves on the evening of May 30. She is taking her daughter with her. It would be nice if the staff could3 give her a small gift before she sails. Shall I arrange for the gift? Alice Collins (74)

29. Dear John: On May 5 I shall put Henry Stone in the opening as cashier in our Akron hotel. I cannot' supply his home address, but I shall get it in a day or so.

Put his name on the payroll as of May 5. Bob2 (40)

30. Dear Don: I am sorry I cannot go fishing on March 10. My boss has made changes in my plans for March. He is' put?ting me in charge of his factory on the East Coast.

I shall be back for our May fishing trip, though. George (39)

31. Dear Nora: Could I leave my dog with Harry for five or six days? As I shall be with my sick daughter in Dodge City,1 I can?not take the dog with me.

Call me at my home if Harry will take the dog. Rose (36)

Assignment 5

35. Dear Fred: My sister says she saw a notice in the papers by Cox's store saying prices on fine glasses are1 going to be slashed. The sale on these fine glasses will take place on March 12. As I shall be in the city on March2 12, I plan to visit Cox's to buy a supply of these glasses for my own home.

Would these glasses make a good3 birthday gift for Mary? If so, I will ask Cox's to ship her a supply. Ned (74)

36. Dear Max: I am sorry to say I shall miss the meeting of the tax people in Phoenix on May 10. On May 10' I shall have to see John Cox to plan for the case of Cox versus Dix, which will be tried on May 15.

As John Cox2 is canceling a meeting of his own to be in Phoenix to see me on May 10, it would not be fair for me3 to change the day.

May I have my secretary take notes of the meeting for me? David (76)

37. Dear Lee: Can Mary sup?ply me with the home addresses of the people I am listing on the attached sheet? These' people are college teachers on the staffs of the colleges in the East.

I shall mail each of the teach?ers on the2 list a copy of "The History of Taxes." Teachers may adopt it for their classes in the fall. The price is3 low.

I need the addresses by May 8. Harry (69)

38. Dear Ethel: I plan to have the dancing classes meet at my home starting May 10. I shall fix the hour of the day1 later.

Make a note to be here on May 10 for a dancing lesson. Mary (34)

39. Dear Jane: My sister is leaving the Smith tax people. She is getting a better job at a fine salary. Would! Mary care to fill the vacancy left by my sister? Helen (31)

Assignment 6

40. RECALL CHART

1. Can, going, hours, willing, in-not, am-more.

2. At-it, would, a-an, the, I, he.

3. Putting, being, but, for, hav?ing, shipping.

4. Which, could, of, with, his-is, their-there.

5. He can, he will, he may, I am, I could, I have.

6. In the, in our, in these, of the, of our, of their.

7. Will be, would be, could be, to be, to put, to have.

8. For me, for my, for the, with our, with the, with which.

9. Arm, arms, arming, own, owning, owns.

10. Change, changes, changing, heat, heats, heater.

11. Show, shows, showing, showed, thin, thinner.

12. Throw, throws, throwing, lock,locks, locked.

13. Cause, causes, caused, tax, taxes, taxed.

14. Kisses, guesses, faces, vases, classes, addresses.

41. Miss Harris: The baseball coach tells me our team is going to play its final game of the sea?son in Dallas on1 May 29. As the game will start at four, the team will leave here by car a little be?fore three. Therefore, the play?ers2 may leave their final classes a little before three. The team will meet in the gym. Rex Small (56)

42. Dear Fred: My private sec?retary, Miss Dix, is leaving in the fall to be married; but she says she will stay with! me till I can fill her job. My staff, as well as I, will be sorry to see her go. She is a fine, sincere girl.2

Is Miss Harris ready for the job as my private secretary? If she is, ask her to see me. Paul Fox (59)

43. Dear Ted: I am making plans to be at the signing of the lease for the Davis premises on East Main.

Three of1 the clauses in the lease are not clear. Before the final signing of the lease, the clauses will have to be changed.

I2 shall take the train leaving Akron at 11:45 in the evening of March 10, arriving in Lynn the3 following evening at 6:00.

Meet me at the train. James (69)

44. Dear Neighbor: On May 15 I am opening the Meade Dress Shop at 16 East Broad. The shop .will carry high-grade1

dresses at low prices. It will be in the charge of my sister Mary. Visit the shop on our opening day.2 Helen Meade (42)

CHAPTER 2

Assignment 7

48. Mr. Fox: Your expense sheet for March reached my desk on May 4.

As you must realize, your ex?penses for March were1 excessive. Your expenses were so high that I hesitate to pass your expense sheet on to the Chief.

Could you have2 made an error in preparing your expense sheet that might explain your extra ex?penses for March?

I will not give3 your expense sheet to the Chief till you write me. E.H. Mason (71)

49. Mr. Gates: I am planning to take off the market our Model 6 easy chairs. As you know, these easy chairs were1 placed on ex?hibit in our stores a year ago. I thought that these easy chairs would sell well, but our stores have had to2 take an excessive loss on them.

My files show that you have twelve easy chairs in stock in our main store. Sell the chairs at3 a low price so that you will have storage space for the supply of Model 8 easy chairs that I shall

ship to you4 on May 18. John Green (84)

50. Dear Sir: A good appear?ance is a real asset in your job. You can have a good appearance if you buy your1 clothes at Har?ris's Clothing Store. Our clothes are smart but not expensive.

Before you leave our store, our expert tailor,2 Mr. Peters, checks with extreme care to see that your clothes fit well. If a change must be made, it is made at no extra3 expense to you.

Harris's Clothing Store is open till eight each evening. If you de?sire, you may charge the clothes4 you buy. Yours truly, (84)

51. Dear Sir: Are you going to exhibit your dresses at the excit?ing style show at the Hotel Stev-ens on May! 10 to 15?

Here is your chance to get extra sales at no extra selling ex?pense, as space is free to exhib?itors.2 If you care to exhibit, you must write to the secretary, tell?ing him the space you desire.

A year3 ago there were fifty stores exhibiting at the style show in the Hotel Smith. I am hoping that there will be4 even more at the Stcvens. Yours truly, (87)

52. Dear Sir: I am shipping to you by express the three expen?sive clocks that you left with me for cleaning on March 30.1 The clocks are in fine shape.

There will be no extra charge for our service. Yours truly, (35)

Assignment 8

59. Mr. Dix: It is essential that I have 300 copies of our mailing piece, "Efficiency in Store1 Operation," at the Hotel Davis by five o'clock on May 12. I am addressing a special session of2 national clothing-store own?ers at six o'clock on that day.

If I have these 300 copies by five o'clock, I3 can place them on the seats in the meeting hall be?fore the official meeting starts.

Can you take care of getting the4 300 copies of "Efficiency in Store Operation" to the Hotel Davis? Harry Blair (98)

60. Dear Sir: You will see by your files that I stayed at your hotel on the night of May 9. As my train left at nine o'clock1 in the evening of May 10, I asked your efficient day clerk, Mr. Murphy, to give me a day rate for the2 five hours before my train left. He gave me a special day rate of $4.

You can imagine my vexation3 to have the night clerk tell me at the expiration of my five hours that Mr. Murphy had no right to give me4 a special rate of $4 - I would have to pay for a whole day.

I paid the $6, as I could not stay5 to talk with the clerk.

I, know you will agree that the night clerk had no right to cancel the action of the day clerk.6 I know, too, that you will mail me a check for $2. Yours truly, (132)

61. Dear Sir: I am sorry you were charged $6 for the space you desired. Our check for $2 is attached.

It cautioned our clerks that the special day rate would not apply starting at five o'clock each eve?ning; but, as you are a2 physician, Mr. Murphy made an exception.

It is my hope that you will visit our hotel again. Our staff3 is ready to give you for the dura?tion of your stay the efficient service for which our hotel is so well4 known. Yours truly, (83)

62. Dear Sir: The preparation of your fashion catalogue will not be an expensive job. If you sup?ply the special1 paper, I can take care of the job at the following prices: 15,000 catalogues, $2,000;2 40,000 catalogues, $4,000; 100,000 catalogues, $8,000.

The finished3 catalogues will be shipped to you at my expense, which will mean a financial sav?ing for you.

Our presses are4 not busy in May; so I can give you good serv?ice. Yours truly, (91)

63. Dear Neighbor: On March 16 Mr. Harry Ellis will take charge of the tire section of our store. Harry has played! an essen?tial role in the preparation of our plans for expansion. He has a thorough knowledge of tires, hav?ing2 had charge of a tire factory in Akron for five years. He can,

therefore, help you in the selec?tion of the3 right tires for your car.

If you have occasion to be in the city, stop in to see Harry. He will be happy4 to tell you of his plans for taking care of your tire needs. Yours truly, (92)

Assignment 9

70. Dear Ted: When I was in Fresno early in May visiting my family, I finally had a chance to meet1 Max Harper, the man you have been hoping to hire as a salesman. I was with him for more than three hours on May 5,2 from five o'clock to eight o'clock in the evening. I was ex?tremely well pleased with him, especially his fine3 appearance. Then, too, I liked his eagerness to get on the road to sell our line. He should be able to fill the4 vacancy on the Coast nicely.

Please make him an offer by airmail. You should be able to get him for $6,0005 a year. Fred (104)

71. Dear Dad: I know you will be highly pleased when I tell you that I was placed on the honor roll in May. I have been1 fairly close to it for more than a year, but my grades in typing have been a little too low. With spe?cial help from2 my typing teach?er, I finally have been able to reach a speed of more than 60, which gives me an A for3 the course.

You will recall, Dad, that you said you would be extremely pleased to write me a check for $10 the day4 I was placed on the honor roll. Start writing that check, please! Sincerely, (92)

72. Dear Neighbor: Your little girl is safe in your kitchen when it has a Gates Range. You see, on a Gates Range the burners1 have been placed safely at the back of the range so that your little girl cannot readily reach them from the floor.

With2 the burners at the back of the range, you have more space, especially for dishes or pots, as you prepare the3 family meals.

Your Gates dealer has been carrying our line for years. He will be happy to show you the models he4 has on his floor. I » know you will be able to get a range that you would like if you visit him.                        /*

These ranges sell5 from $250 "" to $350. They are really a fine buy. Yours truly, (119)

73. Dear Sir: Are there places in your home that you cannot heat easily? Are your floors drafty? Has your heater been burning! a good deal of coal but not heating your home efficiently? Then you should ha,ve your heater checked by our expert.2

He will give your heater a thor?ough checking. He may be able

to help you lower your heating expenses as3 he has been able to help your neighbors lower theirs. Our fee is small. Yours truly, (74)

74. Dear Sir: On March 12 I wrote you telling you that it is essential to spray your apple trees thoroughly in the1 early days of May. I have not had an answer to that note.

By occasionally spraying your trees with our special2 spray, you will be able to get a fine crop from them.

Would you like me to take care of the spraying? If so, please3 sign the attached slip. Yours truly, (66)

Assignment 10

84. Mr. Doyle: I was naturally happy to receive your description of the changes you are planning in the1 revision of your text, "Vi?tal Debates in History."

The changes are fine, except your decision to omit2 the pic?tures at the beginning of each chapter. I feel that it would be a mistake to omit these pictures. These3 pictures, with the brief descriptions below them, are ac?tually a sales feature of the text.

Can you tell me when4 you will finish revising "Vital De?bates- in History" so that I can plan our own operating sched?ule?6 Harry Joyce (102)

85. Dear Helen: It was nat? urally a source of delight for me to receive your note saying that you actually1 made the honor roll in May. Here is your check for $10. You richly deserve it.

If you are still on the2 honor roll at the close of the year, you will receive a check for $20. Dad

. (55)

86. Mr. Royal: It is my hope that the annual revision of our operating schedule will not have to1 be delayed. There are eight or nine mistakes that should be changed. These mistakes have been causing a good deal of an?noyance.2

Before I make final decisions on the revised schedule, I should like to talk with you; I need your advice. Are3 you free on May 10? I am reserving that day for you.

At that meeting I shall briefly describe my plans as well4 as the reasons for the revisions that I feel should be made. Fred Joyce (92)

87. Dear Sir: I see by the re?vised schedule that I received that you will be in Akron on May 16 to lecture1 at the annual meeting of college teachers. If I am not mistaken, your lecture will be finished at four2 o'clock, but your train will not leave till eight o'clock that evening.

Would you be able to talk to the research class that3 I am teaching at six o'clock? I know it would be a special treat to the people in my class because they

have4 read your essays with de?light.

At seven o'clock I will drive you to the depot; so, you may dis?miss your fears that5 you may not catch your train home.

Please write me your decision as early as you can. Yours truly, (116)

88. Dear Sir: If you are an average taxpayer, the chances are that you are paying more taxes than you need to1 pay simply because the tax law is not clear to you. For example, if you have had a good deal of sickness in2 the family, that has a bearing on your final tax.

Before you begin figuring your tax for the year, secure3 a copy of "Our Taxes," which has been revised to agree with the tax law passed in March.

A reading of "Our4 Taxes," may save you from paying a larg?er tax than you should pay.

"Our Taxes" sells for only $1. Yours truly,5 (100)

89. Dear Sir: It is easy to relax when you have a Royal Boiler in your home. You need not fear the frost because1 you know that your Royal will give an even sup?ply of heat to each floor of your home, from the cellar to the attic.2

The Royal supplies clean heat because it has a special feature that captures the dirt before it leaves the boiler.3 That feature saves hours of cleaning. If you burn coal, our Model 18 will meet your needs. That mod?el deposits4 coal in the boiler as it needs it. It sells for $360.

If you burn oil, you should see our Model5 20. That model burns oil so efficiently that you will actually save half your heat?ing expense in6 the course of a year.

If you will place your signature on the attached slip, I will see that you receive literature7 de?scribing our heaters as well as our repair service. Yours truly, (153)

Assignment 11

95. Dear Lydia: My sister, Mrs. Ryan, and I plan to be in Miami for the annual business meeting! of the National Asso?ciation of Science Teachers, which begins on March 15 and ends on March 18.2 After the meeting, Mrs. Ryan and I have decided to go to Miami Beach for a little3 vacation.

Can you tell me at what hotel you stay on the occasions that you have to be at Miami Beach? I4 shall appreciate your advice. Diana Myers (89)

96. Mr. Lyons: As you know, on March 8 Mrs. Roy asked me to ship to her home on the east side a Norse Piano1 and a Royal Radio and mail the bill to Mr. Roy at his business address.

The piano and2 radio were actually shipped via express on

March 8. So far, I have not been able to get a check from3 Mr. Roy in spite of my three notes.

Please call on Mr. Roy and try to learn the reason for his delay in paying4 our bill for the piano and radio. I know I need not cau?tion you to avoid creating ill will.5 The Roys have bought a good deal from the store and the loss of all or most of their busi?ness would be a discouraging6 blow. Leon Jones (123)

97. Dear Sir: On March 20 our buyer had a chance to buy a large stock of fine rayon shirts - 50,000 of them.1 Naturally, he bought all 50,000 of them.

If your supply of shirts is get?ting low, here is your chance to2 replenish it. Fill in the sheet that is attached, giving the data for which it calls. Then clip to it your check at3 the rate of $4 for each shirt.

Fifty thousand shirts seem like an ample supply, but I can tell you that the4 shirts will sell rap?idly. If you make the mistake of delaying, you may be too late. Yours truly, (97)

98. Mrs. O'Brien: I am attach?ing the special diet that you should follow for twenty-one days. Give the diet! a fair trial by not deviating from it. You may, though, omit the milk in the evening occasionally.2 After twen?ty-one days on the diet you should feel better.

At the end of the twenty-one days, stop in to3 see me so that I may see what changes should be made in the diet. Julian Ryan. (76)

99. Dear Sir: I am writing to tell you that I have bought the Pioneer Auto Shop on the east side of the city1 and shall open for business on May 10. For years I have been hoping to own my own shop; and when Mr. and Mrs.2 Barnes placed their busi?ness on sale, I decided to buy it.

I am ready to give your car the same efficient3 service that I gave it when I was at the Smith Ga?rage.

If you should need accessories like tires, a battery,4 a radio, or even a radiator cap, I have a large stock from which you can make a selection.

When5 your car needs cleaning or the motor needs a checking, call me on the telephone, tell me what repairs have to be6 made, and I will have a man get your car. After all repairs are finished, your car will be driven to your door. There7 is no charge for that final service. Yours truly, (149)

Assignment 12

100. RECALL CHART

1. That, right-write, writer, must, desiring, them.

2. Years, marketing, to-too-two, you-your. Yours truly, been.

3. Please, should, from, they, when, than-then.

4. Was, like, and-end, ending, bill, side.

5. Business, after, all, what, most, Mrs.

6. At that, for that, by that, to the, to that, to them.

7. You are, you will, you may, from the, from that, from them.

8. He was, I was, it was, I have been able, I have not been able, to be able.

9. 400, 5,000, $8,000, $7, 3 o'clock, 6 cents.

10. Misplace, displace, replace, create, creates, creation.

11. Decide, beside, reside, se?curing, secures, securely.

12. Actual, actually, express, expresses, expression, expressive.

13. Initial, initialed, initially, alliance, appliance, reliance.

14. Noise, toys, patch, page, sought, fought.

15. Health, healthy, fix, fixes, gain, game..

102. Mr. Royce: As you may have read in the papers, I was placed in charge of all our busi?ness operations on the1 East Coast. That means that I must travel a good deal from branch to branch. I am afraid, therefore, that I shall not be able2 to carry on efficiently as secretary of the Science Research Associates. In all fairness3 to the Association, I feel that I should resign at the end of the year.

After all these years as secre?tary,4 I shall sorely miss my close association with you and your as?

sociates. If I can be of service5 to you after I resign, please write me. Samuel Boyle (111)

103. Dear Sir: I have tried for more tlian three years to grow four or five simple crops - corn, carrots, and beans, for example - in1 the plot back of my home. I have fertilized the soil and put in the seeds with care, but each year the crop has been a2 dismal failure.

I am mailing you a sample of the soil, with the thought that you may be able to analyze3 it and tell me the reason for my crop failures.

I shall be happy to pay all charges for the analysis.4 Yours truly, (82)

104. Mr. O'Brien: The officials of the corporation had a meeting and finally decided that each1 salesman is to be paid 8 cents a mile for the operation of his car on corporation business. The fig?ure2 was reached after a good deal of thought and research.

At 8 cents a mile the salesman will be able to pay for3 all his gas, his garage, and repairs to the car. At 8 cents a mile he will be able to trade in his car after4 two years of operation.

I have checked on the opera?tion of my own car; and I can actually5 drive it at less than 5 cents a mile, in spite of driving in heavy traffic.

Please see that each salesman on your staff8 receives a copy of

our decision. Leo Knox (129)

105. Dear Sir: Our salesman in your area, Mr. Roy Myers, writes me that he stopped in to see you and had a fine1 visit with you. He and I both appreciate the chance you gave him to show you our goods. Even though Mr. Myers2 has been with our firm for less than a year, he knows the paper business from beginning to end. He has actually3 been selling paper for more than fifteen years. After you know Mr. Myers a lit?tle better, you will4 realize that you are making no mistake when you rely on his expert knowledge of paper. What is more, you5 will realize that you can rely on all prices that he gives you on our paper.

When Mr. Myers can6 be of help to you, please call on him. Yours truly, (129)

CHAPTER 3

Assignment 13

110. Dear Sir: Do whistling, humming, and talking annoy you while you are trying to dictate? Does the noise of business ma?chines! and telephones stop you from operating at top efficiency? If so, we have just the answer for you2-a Ridgewood ceiling.

The Ridgewood ceiling is made of a special tile that absorbs irri?tating noises in a3 room. A Ridge-wood ceiling is extremely easy to take care of. You can wash it with soap and water, and it will4 not lose its efficiency.

A Ridgewood ceiling ca'n be put up in a room in a couple of hours at a low5 price that will truly surprise you.

May we mail you a copy of our catalogue, which gives the full story of what6 a Ridgewood ceiling can do for you. Yours truly, (129)

111. Dear Sir: Have you been waiting for the day when you would have the pleasure of flying your own plane? Well, that day is here1 because on May 5 the Budd family plane was placed on sale. The Budd can carry four people plus the luggage that2 they would take on a normal trip. The Budd flies so smoothly and is so simple to operate that after eight or3 nine lessons you will be ready for a solo flight.

The Budd has a cruising speed of 100 miles an hour. It4 is so small that it can actually take off on a golf course.

The Budd is on display at your dealer's. Do not5 wait to see it - visit the Budd dealer in your area and have him take you up for a trial spin.

The price8 of a Budd is not too far above what you would have to pay for a fine car. Yours truly, (136)

112. Dear Sir: Your note ad?dressed to Mr. Cook was placed

on my desk for reply. Mr. Cook has not been with us since March1 10. He left to take the post of treasurer of the Woods Drug Corporation. The man who has taken Mr. Cook's2 place is Mr. Max Swift, who will be able to see you on May 18 to discuss our service with you.

I am3 asking our chief repair?man to look at the water cooler that has been causing you annoy?ance. If he is not4 able to repair it, we will replace it.

Naturally, we shall make no charge for the days that the water cooler5 was broken. Yours truly, (105)

113. Dear Sir: I must tell you of the fine service we have had from our Cook Truck. We have been Cook Truck owners for years, and1 we can sincerely say that our truck has not given us a bit of worry. It has stood up well on the rough roads2 on which we must drive.

As you know, our truck must haul wood to the city on roads that have not been paved. That truck is on3 the job day after day, but thus far our repair bills have been small. Yours truly, (74)

Assignment 14

117. Mr. White: I am enclos?ing with this letter a clipping from the local paper showing the ad featuring! our leather goods. I am pleased with it. I think that the ad should help us move our large supply of traveling bags, wallets,2 and other leather goods.

I think it would be worth our while to check very closely on the sales that can be traced3 to this ad. If it pulls well, we can repeat it in either March or May.

You will be glad to learn that so far this4 year business in all our stores has been very good. I think we are about to, have an?other banner year. Arthur Welsh5 (100)

118. Dear Neighbor: The Thomas Cooking Range actually gives you more for what you pay than other ranges do. It gives1 you more heat, together with faster and safer cooking.

You can cook a full meal on this range for five people for2 about a penny apiece, based on average rates.

Before you decide to buy an?other range, ask your Thomas3 appliance dealer about our spe?cial family model. A picture of this model is enclosed with this letter.4 I think that you will be very well pleased when you see it. Whether you plan to buy or not, it will be worth your5 while to visit your dealer's display rooms. Yours truly, (109)

119. Mr. Roy: My father and mother are planning another trip to the Coast to see my brother. They hope to be1 able to leave this area about May 6 and drive leisurely when the weather is

good.

You may recall that2 for the trip they took about a year ago you gathered a lot of road data for them and gave them a map on3 which you marked the roads they should take. They tell me that your help made their trip a pleasure.

I know that you are an ex?tremely4 busy man, and I do not like to bother you. If you could mark on a map the roads my mother and father5 should take, though, and send the map to them, I should be glad to pay for this service. Yours truly, (116)

120. To the Staff: You will re?call that in my letter of May 10 about our book, "Retailing Prac?tices," I said that1 I thought this book would sell for either $2.40 or $2.80. That was a mistake. After2 gathering all the produc?tion figures on this book, we have decided to charge $3 for it.

This is3 more than we are charging for other books with 300 pages; but the price of leath?er, cloth, and paper is going4 up.

We are very sorry to have to raise prices in this way, but it is a thing we cannot avoid. This5 revised price is given in the price list that I am sending you. Wal?ter Swift (114)

121. Dear Sir: The average man takes about 18,000 steps a day. Feet that take about 18,000 steps a1 day deserve shoes that are easy to wear. Bright Shoes are easy on your feet because they are made of very soft leather2 and have the feel of bedroom slippers. That explains the reason we have patrons who have been buying from us for3 thirty years or more.

Enclosed is a list of our stores. We shall be glad to have you visit the store that is near you4 when you need a pair of shoes. Whether you have a wide foot or a narrow foot, a large foot or a small foot, we have5 a pair of shoes that will fit you. It will be worth your while to drop in. Yours truly, (114)

Assignment 15

126. Miss Yale: I was glad to learn from your note of May 10 that you have been able to secure a locker for my room.1 You do not know what a relief it will be to have my books in my own room so that I can reach them quickly when2 I need them.

I was sorry to learn from your note that Miss Dwight is away because of illness. Could you let me know3 the name of the hos?pital in which she is staying? I should like to drop her a line. Edwin Irwin (78)

127. Miss Dwyer: Miss Helen Quill is, I am sure, quite well known to you as the head of the Yale School of Sewing and as1 the author of a famous series of books on sewing. In the five years Miss Quill has been teaching at the

Yale School2 she has taught more than 5,000 girls her easy and quick method of sewing.

A year ago she was away3 vis?iting the fashion cities of France so that she might stay abreast of changing fashions.

Her classes start on May 10.* Our quota is 200 girls. Therefore, if you would like to take the course, register quickly. If you make the mistake5 of delaying, we might have to send you away because our classes are full.

The fee for the course is only6 $30. Yours truly, (125)

128. Dear Sir: Are you aware that you can quickly do away with the annoying weeds on your lawn simply by spraying1 Smith's Mixture on them? Smith's Mix?ture is a yellow liquid that is easy to apply. All you do is pour a little2 of the yellow liquid in a bucket and then fill it to the top with water. Spray the mixture on the lawn3 and the weeds will die quickly, especially if you apply the mixture on a hot day.

Yes, the discouraging4 days of pulling up weeds are ended if you get in a supply of Smith's Mixture. The dealer in your area5 who has Smith's Mixture is John Quinn, whose store is at 36 Park Square. Yours truly, (114)

129. Dear Sir: I have received your Battering letter about our book, "Selling by Mail," together with your check for1 $8. I know that it will be a real pleasure for the author to learn that you have been able to adapt his2 plans so easily to your business.

It was good of you to show the book to Mr. Dwight. A copy has been shipped3 to Mr. Dwight at 400 Broadway. We are quite sure that, after he has read it, he will feel that it is well4 worth having.

I might say that each salesman on our staff is far ahead of his an?nual quota for the sale of5 this book. Yes, it looks as though the author has given us a fine seller. Yours truly, (115)

130. Dear Sir: As an official of the Erie Railway, do you have to affix your signature to all the checks that! leave your premises? You will be extremely happy to learn that you can do away with this task if you buy a2 Quinn Check Signer, a machine that signs all your checks quickly, qui?etly, and safely.

The operation of a Quinn3 Check Signer is quite simple. A plate is made from your signature and is placed in the machine. To "sign" a check, you4 place it in a slot in the machine, press a lever, and that is all there is to it. The machine signs more checks in5 an hour than you can sign in a whole day.

Do away with the fatigue of signing checks by getting a Quinn Check Signer.6 Yours truly, (122)

Assignment 16

136. Dear Doctor Young: Late next spring or early next summer we shall open our "motor bank" at 500 Franklin Square,1 in Jack?son.

In this motor bank you will actually be able to drive right up to the bank teller's cage during2 banking hours and carry on your routine banking business.

If it is necessary for you to go to the3 bank for some reason, you will be able to leave your car in the large parking area next to the bank. In either* case, you will receive the same satisfying service that has been the special feature of our bank since it was6 estab?lished in 1902.

When this motor bank is final?ly finished, we believe you will agree that banking6 with us can be a real joy. Yours truly, (129)

137. Dear Sir: If you have not yet tried motion pictures in your sales campaigns, the chances are we can be of real help1 to you. Here is a brief summary of what we will do for you:

1. We will write a script for your sales campaign based2 on the strong features of your goods.

2. We will make the movies and run them in ten large cities during the summer.3

3. We will let you judge whether the campaign is working satisfactorily by the returns you receive after* each showing of the movies.

4. We will fit the expense of the films to your budget.

Our experts will gladly5 rush all the necessary data to you if you will return the attached blank. Yours truly, (116)

138. Dear Sir: On March 12 I was a passenger on your train from Halifax to Bangor, Maine. On the evening before1 my trip, I asked a deliveryman to pick up my trunk and deliver it to the depot. When I arrived2 there to check my trunk, the trainman could not put his finger on it, and it was necessary for me to leave before3 I could check it. The baggage master said that the trunk might have been put on the train and not to worry. When I4 reached Bangor, the baggage master there said that the trunk had not been put on the train in Halifax.

This evening the5 trunk arrived by express, and I was obliged to pay a $5 delivery charge on it. I think some mistake6 has been made. I do not believe I should be asked to pay this sum as only my clothes were in the trunk, and therefore7 it should have come through with no charge.

I believe that this delivery charge should be returned. Yours truly, (159)

139. Dear Doctor Lyons: Your letter about the $5 delivery charge on your trunk has been placed on

my desk.1

Before we can do much about your claim, it will be necessary for us to have a full description of the2 trunk and the name of the firm that delivered the trunk from your home to the depot.

Please fill in the blank that is enclosed3 and return it. When we hear from you, we will take this up with our man in Halifax. You may be sure that we4 shall do all we can to satisfy you. Yours truly, (89)

Assignment 17

144. Dear Sir: As I am sure you are aware, keeping a mailing list in good shape is a long and hard job. To keep our1 mailing list "live," we must have your help and that of other builders in our field to whom we send our literature.2

Therefore, would you do us a favor by looking over the en?closed card to see whether your company name and3 address are accurately given.

Even if your company name and address are accurately given, we4 should greatly appreciate it if you would initial and return the enclosed card. Just drop the card in the mailbox;6 it does not need a stamp.

Thank you for your help. Yours truly, (111)

145. Dear Sir: All of us have been under so much strain these days that it is hardly surprising when we make an annoying1 mis?take. Frankly, I am puzzled as to whether I have made a mistake in my records or whether you failed2 to send us your remittance for $10 for the Christmas cards we prepared for your children.

Toward the end of the3 year our company moved to another building, where we have more room; and our records are still somewhat scattered.

If4 you failed to send us your remittance for some reason, please mail us a check. You will be helping us greatly.

Thank you5 for your co-opera?tion. Yours truly, (107)

146. Dear Patron: Do you think that your old fur coat is too worn and soiled to be re?paired? If so, bring it to the Dwyer1 Fur Company, where we will give you a generous sum for it to apply on another coat. Prices on our2 coats are lower than they have been for over a year. Among the coats on our well-filled racks, you will surely see a3 coat that will especially appeal to you.

You can make a great saving if you buy your fur coat before cold weather* comes. We will have your coat cared for and stored till you need it.

A partial remittance will re?serve your selection.5 Yours truly, (102)

147. Dear Neighbor: On May

10 our children's store is sched?uled to open. We think that you will like shopping in our chil?dren's! store even better than in our old store.

It would have been so easy for us to open just another chil?dren's2 clothing store, selling chil?dren's clothes that could readily be secured; but then we would have had just another children's3 store.

From the day that we under?took to build this store, it was our dream to build a really fine show place where it4 would be a pleasure to shop.

Come over on May 10 and just visit. No clothing will be sold on the opening5 day. Yours truly, (103)

148. Dear Neighbor: We know that you will pardon us if we say that you displayed extremely good taste when you decided1 to build your home in our great city. Our company has been in business here longer than thirty years, and we think2 it is a good place to live and to bring up young children. We know that you, too, will think so before

long-When you are3 thinking of buying hardware, ask your neigh?bors about our methods of doing business and our long and hon?ored record4 for fair dealing. You will learn that, when your neigh?bors need hardware, they come to the Field's Hardware Store, where they are given5 the type of service they like.

When you are settled in your home, please pay our company a visit. Yours truly,6 (120)

Assignment 18

149. RECALL CHART

1. Ring, spring, bring, ink, sink, rink.

2. Quiet, quietly, nature, nat?urally, rejoice, rejoices.

3. Rush, brush, crush, fail, fail?ure, failed.

4. Awake, awaken, awakens, yell, yells, yelled.

5. Appeared, reappeared, dis?appeared, appreciate, appreciates, appreciation.

6. Rebate, debate, taxation, re?laxation, gather, gathered.

7. Exchange, special, mistake, annual, because, 50 cents.

8. This, satisfy-satisfactory, de?livering,  delivery,  remit-remit-tance, remitted.

9. Thing-think, very, return, where, company-keep, doctor-dur-ing.

10. Enclose, about, work, un?der, worth, next.

11. Send, letter-let, long, great, yet, believe-belief.

12. Glad, gladly, among, over, necessary, thank.

13. We can, we are, we will, in this, with this, by this.

14. If you, if they, if this, to believe, I have been able, you have been able.

151. THE WOLF IN SHEEP'S

CLOTHING

A very hungry wolf had been lurking near a flock of sheep for some days, but the old shepherd guarded his sheep so1 well that the wolf was becoming very des?perate. Then, quite by chance, the wolf came across a sheepskin that had been2 thrown away. Quickly he slipped it over his own hide and made his way among the grazing sheep. Even the old shepherd3 was deceived by the disguise; and, when night came, the wolf was shut up in the fold where the sheep were enclosed for the4 night. That evening, though, the old shep?herd decided to kill a sheep for his supper. He returned to the fold, reached in6 among the sheep, and seized a fat-looking animal. As you must have guessed, that animal was the very hungry6 wolf in sheep's clothing. Mistak?ing the wolf for a sheep, the old shepherd killed him on the spot.

The moral to this tale7 is: Ap?pearances are often deceiving.

(147)

152. THE FARMER AND THE STORK

An old farmer who was tired of having his corn stolen by the cranes set a special net in his fields. When he looked1 at the net the next evening, he saw that he had captured about half a dozen birds; and among them was a2 young stork. "Please, Mr. Farmer," begged the scared stork, "do not kill me. I am not like the greedy cranes who eat all your corn.3 I am actually a good and pious bird. I take care of my old mother and father."

The old farmer stopped4 him quickly. "All that you say may be true. Yet, I caught you among the cranes who were destroying my crops. I am very5 much afraid that you will have to suffer the same fate as the birds in whose company you were captured."

The moral6 to this tale is: You are judged by the company you keep. (135)

153. THE SWALLOW'S ADVICE

A farmer was sowing his field with hemp seeds while a swallow and some other birds were quiet?ly watching liim.

"Beware1 of that man," said the swallow. "He is sowing hemp seeds. Be sure you pick up all the seeds that he drops."

The birds paid2 no heed to the swallow's caution. Before long, the spring rains came and the hemp grew up. Finally, strong cord was made from3 it. In the end, all the birds were caught in the cord nets made from the very hemp that was grown from the seeds that they had4 failed to pick up.

The moral to this tale is: If the seed of evil is not destroyed, it will grow up to destroy us.6 (100)

CHAPTER 4

Assignment 19

158. Dear Sir: For quite a few years my hobby has been flowers, especially those flowers that grow in the South. Every! summer, for more than five years, I have been taking special color pictures of flowers in every section2 of the South.

Without a doubt there is now a large and important market for a book on the flowers of the South.3

I am now ready to prepare a book of that type, in which I would use a selection of my pic?tures. I have4 prepared for your review a few pages outlining how I would actually put the book together. Those pages6 are en?closed.

I should appreciate it if you would let me know how this plan appeals to you. Yours truly, (119)

159. Dear Sir: You can now learn in your spare hours how to get a more important job in busi?ness. You can do this at home1 by setting aside a few hours every evening to read the "Business Review."

This is a unique course on how2 to run a business. It dis?cusses virtually every phase of business that one must know about to be3 able to handle a more important job.

Without this training, you run the risk of being tied to a small job* while others, who are pre?pared for more important work, move ahead to better jobs and better pay.

The training you5 get from the "Business Review" can be used at once. Every single unit out?lines plans that you will be able6 to use every day.

Decide to send for a copy of the "Business Review" now. The price is only $8,7 plus tax. Yours truly, (144)

160. Dear Sir: To get ahead in business, a girl does not have to be a beauty; but it is a matter of extreme1 importance that she have good grooming. The same thing is true, without a doubt, of your important business letters. It2 is a mistake to save a few pennies on your letters by using poor paper.

People often judge your firm by3 the appearance of the paper you use for your letters. Your business will get a better rating if you use a4 high grade of paper -Ryan Paper, for example. Ryan Paper has been specially made for business letterheads.6 It is strong and it looks well.

Give those important letters of yours "good grooming" by using Ryan Paper. Frankly,6 you will be proud of your letters when you see them typed on our paper. Yours truly, (135)

161. Dear Sir: Our bookkeep?er has just told me that we shall

soon have to take your name off our mailing list because you have1 not paid your bill.

Whenever our bookkeeper tells me "no more copies," this is the distressing outcome: You will re?ceive2 no more of those handy reviews on movies and humorous plays. You will receive no more tips on unique places3 to dine and dance.

If you will mail us your check for $6 right now, though, you will receive our magazine for* one more year without an annoy?ing break. Yours truly, (90)

162. Dear Sir: It really is not necessary for you to get all tired out looking for special gifts for your father,1 your brother, and uncles because it is an easy mat?ter to give each of them a Hughes Gift Slip.

Let the Hughes Gift2 Slip come to your rescue whenever you are looking for gifts. Yours truly, (53)

Assignment 20

169. Dear Sir: Many large stores are members of the United Credit Bureau. Before the credit manager of a1 store passes on any credit application, he usually gets in touch with the local branch of the2 United Credit Bureau. If the man or woman wishing credit lives in this area, the chances are that the3 United Credit Bureau has a detailed record in its files. It usually takes less than a week for the4 Bureau to secure all the necessary data.

The United Credit Bureau does not decide whether a5 man or woman is to receive credit. It merely supplies the record and always lets the local credit6 man?ager make his own decisions.

It is actually easier today than ever to buy on credit in7 our store. We are not giving away any secret when we say that 99 applications out of 1008 are ac?cepted.

We suggest that you come in any day this week and talk with the credit manager. He will9 be delighted to discuss several of our credit plans with you. Yours truly, (194)

170. Dear Sir: Here is a sug?gestion for a special Christmas gift that your family will always welcome-an album1 each month of the world's most-loved songs.

You can get this album by joining the world-famous Album of the Month Club. By2 becom?ing a member, you will not only get the records that you would usually buy anyway, but you3 will be able to save money.

Here is the way the club works: Each month the selec?tions of our editors are listed4 on a sheet that is mailed to you with a detailed description of each selection. If you wish to receive any5 album that is listed, simply return the card that comes with

the sheet, marking your choice. You can get several6 of the al?bums listed if they appeal to you. If you do not like any of the al?bums, you are not obliged7 to buy an album for that month.

All you do to become a mem?ber is to fill out the attached blank and return8 it. The May album will be mailed to you the day we receive the blank.

May we suggest that you join the club today.9 Yours truly, (182)

171. Mrs. Young: If you are unable to get away to shop dur?ing the next several days, we have a suggestion1 for you-do your shopping by phone. Call our wo?men's adviser, Mrs. Ryan, and let her do your shopping for2 you.

If you will call her today, she will choose your gifts just as you would choose them - with discriminating care and thought.3 You simply tell her in some de?tail what you wish and how much you wish to pay. She will carry on from there.

You will4 be taking no risk nor making a mistake by doing this. You may always return for credit any gift Mrs.6 Ryan picks out that you do not like.

Call our women's adviser to?day at Quincy 4-3131 before6 all the choice gift selections are gone. The Rex Store. (130)

172. Dear Sir: Doctors and ministers must always have strong tires on their cars so that they can drive in all types of weather1 and on all types of roads. That is the reason so many doctors and ministers use United Tires on their cars.2

I suggest that you see your United Tire dealer this week and have him put a set of special United Tires3 on your car. Yours truly, (64)

Assignment 21

178. Dear Sir: Did it ever oc?cur to you that taking care of your clothing wants would be a much more pleasant task if1 you could always deal with the same individual? Many of our friends do just that.

It generally begins2 when a client takes a liking to a salesman because he has rendered excellent service. On his second visit3 the client asks for the same man. Eventually, he calls from his of?fice during the morning to be sure4 that the salesman will be in the store that day.

This kind of plan can easily be set up for you. When a member5 of our trained sales staff serves you, he will be delighted to give you his card. Thereafter, you can ask for him by name.6

If you prefer, you can stop in to see our general manager in his office any weekday morning. He7 will see that you are promptly assigned a salesman, who will welcome the opportunity to look

after your special8 wants. Yours truly, (164)

179. Dear Friend: One morn?ing recently our office received the following letter from a man named Smith, who uses Flint1 tires:

"I just took off my car a Flint tire that had run 105,000 miles without a puncture. It seemed as2 though I just couldn't wear that tire out. I have three more Flint tires that are still on the car and that I shall apparently3 be able to use for even more than 105,000 miles. I did not take any special care of* these tires."

We have got to admit that 105,000 miles is an excellent rec?ord even for Flint tires.5 While we cannot guarantee that all Flint tires will give equally good serv?ice, we can assure you that our plant is6 building the most solid tires it knows how it build.

You won't make any mistake if you equip your car promptly with7 Flint tires. You can buy a set today at a big saving from your friendly Flint dealer. Yours truly, (157)

180. Dear Rex: We are seek?ing a sales manager who has a thorough knowledge of retail sell?ing in all its phases1 and who will be able to handle our big nation?al sales campaigns.

. The man our company wants ,' 'must be able2 to outline general selling policies and carry them out. He should have some knowl?

edge of ways and means by which3 our brand of goods can be sold to all kinds of retail stores, especially in large city cen?ters.

As you know, we4 are a young company that has made big strides in recent years. The man we choose will work with me and will be given6 an entirely free hand to carry out his plans.

We plan to pay him a good initial salary plus a bonus6 based on the business that he creates.

You mentioned recently that you are acquainted with a talent?ed young7 man who seemed to be ready to change jobs. If he hasn't made a change, I should appreciate an opportunity8 to dis?cuss this opening with him.

I am at the office every morn?ing promptly at nine if you should9 want to call me. Yours truly, (185)

181. Dear Sir: We are sorry that we cannot reserve a room for you for May 11, as you ask in your letter! of May 4. We find that our hotel has been booked to capacity for that date.

The spring is generally a2 busy season in this city, and reserva?tions are so heavy that we cannot assign individual3 rooms to any?one before May 25. We are dis?appointed that we cannot help you on this occasion4 but hope that you will give us another op?portunity to serve you on your next trip. Yours truly, (98)

182. Dear Friend: If you can pay rent, you can generally own your own home. Our loans on homes are so planned that the sum you1 would normally pay for rent takes care of the principal and all expenses. You can be your own landlord, with no2 lease to worry about.

Come to the office any morn?ing and give me an opportunity to tell you all3 the details. Yours truly, (64)

Assignment 22

189. Dear Sir: As the makers of men's suits, we naturally feel that it is our duty to take care of the hard-toi-fit man. We think we have come up with the ideal answer for the hard-to-fit man-a store that specializes in2 unusual sizes.

In our New York store, which is situated on Fifth Avenue and Broadway, we have gathered3 a wide selection of unusual sizes of men's suits in various styles and colors. Among the4 numerous suits on our racks the hard-to-fit man is sure to find the ideal suit for him.

Our New York store will be open5 on Monday and Friday nights during the months of Oc?tober, November, and December. When you need a new6 suit, come in to see us. Our staff is always ready to give you prompt and courteous service. Yours truly, (138) 190. Dear Frank: The ideal day for you to bring in your new and revised manuscript would be Friday, November 3. During1 the week of October 23, I shall be in New York, Boston, and Phila?delphia; but I shall2 finally return to Chicago on October 31. By November 3 I shall be ready for a3 serious discussion of your new manuscript.

There is one factor you may wish to be thinking about before you4 come in on November 3, and that is the need for reducing the size of the book so that we can keep the expense5 of produc?ing it to a minimum. Our rev?enue fell off quite seriously in the previous year,6 and naturally it is my duty to reduce expenses wherever I can to keep the com?pany from7 going into the "red." Yours truly, (147)

191. Dear Sir: In June we un?dertook to push seriously a low-priced washing machine in Chi?cago, Illinois.1 We are sure you will be genuinely pleased to hear that our ads in the Chicago News on Monday, June 8, and2 Wednesday, June 10, have helped us greatly in our campaign.

When the June 8 ad appeared, dealers in all sections of3 Chicago were overwhelmed with sales. Other dealers in the Chicago area, after seeing our ad, quick?ly4 placed the washing machine in stock. By June 29 we had over 100 dealers handling the machine

in5 the Chicago area.

Because of the ads we have carried in the Chicago News dur?ing the current year,6 the sales of our units have been much great?er for January, February, March, and April than they were for7 the same period in previous years.

The Chicago News is an essen?tial factor in our selling plans for8 the coming year. Yours truly, (165)

192. Dear Sir: It may be hard for you to believe, but your boy will be able to play the piano after only1 one lesson. Most teachers today actually start their young pupils by teaching them simple pieces. Children get2 ahead more rapidly because they find their study a pleasure. Their practice is not a tedious and strenuous3 task. The child learns to play by playing.

Talk with our Bryant Piano dealer at 316 Eighth Avenue4 in Philadelphia and find out how easily and quickly a young child can learn to play the piano these5 days. You will find our dealer genuinely eager to discuss music with you.

If you need a new piano,6 he will be delighted to show you the various models that we make.

Drop in to see him soon. The store is open7 every Tuesday and "•Friday evening till nine. Yours truly, (152)

193. Dear Sir: Enclosed is a pair of tickets to the seventeenth annual printing exhibit that is being held1 at the Art Club, 416 Eighth Avenue, New York. The exhibit is open to guests from nine to five, Monday2 to Friday, September 30 to October 4. In this exhibit you will find some 300 books chosen3 for their fine printing from thousands of books that Were examined.

It may be said that this is the most dramatic printing* exhibit ever produced in this area. It is our hope that you and your friends, as well as all the other8 members of your company, will come to this exhibit. This exhibit earned much genuine praise while it was6 in Los Angeles dur?ing the month of July. Yours truly, (131)

Assignment 23

201. Dear Friend: Perhaps you have an acceptable reason for not having made any payment since October on your1 account amounting to $250, but you haven't told us, what it is. If we knew the reason,2 we have no doubt that we could make some equitable arrangement or adjust?ment that would relieve you of the worry3 of an overdue account.

Please write us promptly what the trouble is. Permit us to help you solve what must be4 a per?plexing problem for you.

If it is possible, send us a small payment with your letter. Yours truly, (99)

202. Dear Sir: You will be us?ing sound judgment if you buy your overcoat now rather than wait till the snow flies.

Our supply1 of overcoats this year will be limited. For that reason, you will be sensible to come down and choose your2 garment now, even though you may not use it for another month or six weeks.

If any special changes are3 de?sirable in the garment you choose, they can readily be made for you by our reliable tailors so4 that you will have your coat well in advance of the early cold days.

Our prices are reasonable - from $305 to $60. If you wish, you can make arrangements to use our easy-payment plan.

Come in to see us6 when you are in town. Yours truly, (126)

203. Dear Sir: On Monday, July 10, a young woman giving her name and address as Mrs. Anna Lyons, 4411 Franklin Ave?nue, New York 16, New York, approached us to open a personal charge account. She gave your2 name as her lawyer. While mak?ing a routine check, we permit?ted her to charge goods in the amount of $30.3 We have not been able to secure payment, and our letters to her have been re?turned marked "Not found."

It is our4 thought that perhaps you may be able to tell us where we can find her. We shall appre?ciate any help you can5 give us with our problem. Yours truly, (107)

204. Dear Sir: We are trying to secure the names of reputable factories that make a line of brief cases that1 would be suitable for our sales staff. We should like a brief case that is equipped with a zipper and that will hold 92-by-12 documents.

If you can provide us with the names of a few reputable fac?tories, you will be helping3 us a great deal. Yours truly, (66)

205. Dear Sir: I am enclosing an announcement that appeared in our magazine recently describ?ing a brief case! that in our judgment will meet with your ap?proval. Many professional men use it because it provides ample2 space for documents of all kinds and sizes.

The brief case is made and promoted by the Hughes Equip?ment Company,3 125 Fifth Ave?nue, Chicago 6, Illinois. The sell?ing price is around $10.

Perhaps you4 will want to write to all the dealers listed on the enclosed sheet before you actu?ally reach a decision.5 Yours truly, (102)

206. To the Staff: The County Trust Company has approached us with a plan for opening and building up thrift accounts1 for our staff.

The plan is to have us with?hold amounts from your wages each month and deposit these

amounts in accounts2 to be start?ed in your names at the County Trust Company. In this way you will be able to get your3 deposits to the bank promptly without having to go there personally.

We wish to work with you in every4 way that we can in setting up a plan that we think is sound and that will be profitable to you. On the other5 hand, our cashier now has a heavy working sched?ule, and we are not desirous of adding to his problems6 without good reason.

Many of you have accounts. Those of you who do not and who approve of this plan, please sign your7 names on the attached sheet. If the plan is acceptable to ten or more of you, I will make an appointment with8 the bank officials and arrangements will be made to put the plan in operation. Frank Russell (177)

Assignment 24

207. RECALL CHART

1. How-out, use, used, those, ever, every.

2. Soon, one-won, matter, im?portance-important, several, any.

3. World, suggest-suggestion, unable, usual-wish, always, gone.

4. Week-weak, weekly, did-date, morning, want, individual.

5. Office, got, opportunity, gen?eral, generally, big.

6. About those, among those, any one, any other, several days, several months. 7. I did, he did, into the, into that, to find, I have been able.

8. Appoint, appointment, "dis?appoint, suit, suited, suitable.

9. Person, persons, personally, count, miscount, discount.

10. Examine, examines, exam?ining, await, awaits, awaited.

11. View, viewed, review, pow?der, powders, powdered.

12. Yield, yields, yielding, sanc?tion, sanctions, sanctioned.

13. Quiet, quietly, quieter, fix, fixed, fixes.

14. Nature, mature, miniature, prompt, promptly, promptness.

15. January, March, Friday, Philadelphia, New York, Cali?fornia.

16. Delay, scheduled, partial, become, 10 cents, $3,000.

209. TIPS FOR THE BEGINNING SEC?RETARY

No man hires a secretary who can get along without one. He hires a secretary because he hopes that1 with the secretary's help he will be able to get out more and better work. If you wish to help him do this,2 you must learn your job quickly and reach the point where you can work alone, with only occasional help from him.

If3 the letters you write are not acceptable - if your spelling is bad, if your typing is poor-you are of little4 help.

The person who holds his job and gets ahead is the one who

helps his boss can-}' his business load. He not only5 knows how to work when the boss is in the office but is able to look after the boss's business affairs6 when?ever he is on a business trip.

A secretary who can do this is worth his weight in gold. (138)

210. BUSINESSMEN'S LIKES

In a recent survey, 500 busi?nessmen in Chicago were asked to tell what factors they espe?cially1 liked in their secretaries. The answers may actually sur?prise you. Here are the top ten replies:

1. She doesn't2 bring her pri?vate life into the office.

2. She is neat. I am not ashamed of her when I have im?portant3 visitors.

3. She is at her desk at nine o'clock every morning.

4. She is always anxious to help.

   5.4 She is smart and makes few mistakes.

6. She saves company money as she would save her own.

7. All my clients think5 highly of her.

8. She is reliable and always tells the truth.

9. She can find any papers I need in6 a moment or two.

10. She is extremely quick to take suggestions. (133)

211. THE PLEASURE OF WORK

I know a young man who married a woman with lots of money. He tells me he does not know how to keep busy.1 Every day he goes to the movies. He often goes to several movies. He is so bored with life that he2 can?not wait for each day to end.

The person who has to work can thank his lucky stars that he has something to live3 for. When a man has all the money he needs and loafs the days away, he is not happy. True happiness comes from4 creating something, from going out to meet the day with its new challenges, its new trials, its new problems. To5 be happy, keep busy.

(104)

CHAPTER 5

Assignment 25

217. Dear Doctor Strong: The most important asset that any person can possess is real friend?ships. A friendship is a1 treasured possession.

What is true of our personal lives is equally true of our busi?ness relationships. In2 our com?pany there is more to a business relationship than selling and de?livering medical, surgical,3 and chemical supplies. In our com?pany, we not only want your business but your friendship as well.

We deeply4 appreciate the op- portunity you have given us to supply you with medical, sur?gical, and5 chemical equipment in years gone by. We appreciate, too, the promptness with which you have always paid your bills.6 Most of all, we appreciate your friendship.

You may be sure that we shall do all we can to keep up this friendly7 relationship. In that way, we shall not only be serv?ing you, but we shall be serving ourselves as well. Yours truly,8 (160)

218. Dear Henry: Approxi?mately 5,000 folders arrived on the afternoon of Friday, April 10, and are1 now ready to mail to the membership of the United Chemical Association. They are good-looking2 folders; and if I am not mistaken, they will help us sell lots of our chemicals. Mr. Banks did the art work3 himself as a gesture of friendship.

To be sure that the folders are mailed without delay, I shall take care of the4 matter myself. It .will be no hardship.

I am enclosing a copy of the folder for your files. Harry Lyons5 (100)

219. Dear Friend: Have you been able to keep up your phy?sical exercise when the weather was too cold to indulge in1 your favorite outdoor recreation? Med?ical experts will tell you that a person should have a reasonable2 amount of physical exercise through the entire year to keep in good physical shape. In the winter you3 can get this exercise right in your own home, no mat?ter how small your home may be.

Come in any afternoon and* let me show you our choice dis?play of exercising articles adapt?ed to home use for all members of your∝ family. You will find bicycles, rowing machines, punching bags, and other articles all at reasonable6 prices.

Take steps to keep yourself and your family in good physical shape by following a sensible and7 logical exercise schedule all year round. Yours truly, (150)

220. Dear Sir: Many people in your township get double use from their special checking ac?counts. To begin with, they use1 their checking accounts as a prac?tical and logical way to pay their bills. Then they use their check?ing accounts as2 a family budget. The checkbook records all the money deposited and paid out, so that from day to day3 the fam?ily knows how much it has with which to work.

At the end of the month it is no hardship to check the figures4 in the checkbook with those of the bank. If you yourself do not have a checking account in the County Trust5 Company branch in your township, by all means open one this very afternoon. Yours truly, (116)

221. Dear Sir: Now you can

put in that mechanical mail me?ter you have wanted so long. Our new Model 561 meter sells for only $250.

See this mechanical mail meter for yourself this afternoon.2 Yours truly, (43)

Assignment 26

229. Dear Sir: Ever since you opened an account with us in June, 1945, we have been receiv?ing1 fine orders from you for our carpenters' supplies. Upon exam?ining our records, though, we find that these orders2 have re?cently stopped coming; and the purpose of this letter is to ask you whether something has de?veloped to3 destroy such a pleas?ant business relationship.

We urgently need and want your business. If we have failed to4 satisfy you in some way, you can depend upon us to take de?finite and positive action the moment we5 hear from you.

Won't you take a few minutes to write us what has happened? You will thus enable us to take all6 necessary steps to win back your friendship. Yours truly,

(130)

230. Dear Sir: There is noth?ing wrong with your carpenters' supplies. I have always found your goods definitely satisfactory! and your service quite depend?able.

I just happened to give a few orders to a salesman from an?other2 firm who called upon me. He seemed to be such an intel?ligent and progressive fellow that I thought I would3 try to help him get ahead. As your company did nothing to resell me, I fig?ured that my orders made no4 difference to you. Thereafter, when I needed carpenters' sup?plies, I gave my orders to the other firm. If5 my orders do-make a difference to you, I shall be delighted to see your salesman again. Yours truly, (119)

231. Dear Friend: Your busi?ness definitely makes a difference to this company-a big difference. I am asking1 the manager of our Chicago division to get in touch with you himself without delay. You can depend2 upon him to take positive steps speedily to re?gain your business and friend?ship.

We appreciate your writing3 us so frankly. Yours truly, (66)

232. Dear Doctor Sergeant: I am afraid that I shall not be able to get you the piece of property on Nelson1 Street that you wish for the purpose of opening a downtown office. While I was speaking to the owner of the2 property Friday afternoon about another matter, he told me defi?nitely that he would not sell the3 property. He was so definite and positive that I do not think there is any point to my speaking to4 the owner about the property again.

I think, though, that you will find the piece of property on Regent Street5 quite suitable for your purpose. That property is available at such a low price that it is actually6 a bargain.

Would you like to see this property on Regent Street next Thursday or Friday? Yours truly, (138)

233. Dear Sir: Some people think that the Financial Daily is a paper just for millionaires. They are definitely1 wrong. The Financial Daily is a practical business guide for every person who earns a living. The Daily2 brings you every day a positive analysis and review of what is happening in business. It3 is a guide that enables progressive executives to reach the right busi?ness decisions because it helps them* to avoid mistakes.

The Financial Daily is a busi?ness paper, with an intelligent staff of writers on9 business and financial matters. Because it is reliable, this paper makes it eas?ier for you to keep6 abreast of news and its bearing on your business and your properties.

Try it for the next three months. Just mail the attached7 blank now with your check for $5. We will then send you the Financial Daily for a trial period of8 three months or seventy-seven issues. Yours truly, (170)

234. Dear Sir: How would you like to get a new 9-by-12 Oriental rug for your living room for only1 $299?

If you would like to get a rug at this low price, come down and place an order this afternoon.2 Yours truly, (43)

Assignment 27

241. Dear Sir: You will be de?lighted to learn that your Inter?national Accounting Machines have actually saved1 the United Electrical Equipment Company more than $100,000 in the short space of2 six months. The Inter?national Accounting Machines paid for themselves less than four months after we introduced them.3 The International Ac?counting Machines are of great importance in a large enterprise like ours, which sells millions4 of dollars' worth of electrical appli?ances each year.

A feature that we especially like about8 the International Ac?counting-Machines is that it is a simple matter to train operators and keep6 them happy. Since we introduced the International Ac?counting Machines, we have had no disappointing7 interruptions because of help shortages.

As the business of the United Electrical Equipment Company8 is expanding, we plan to open another division shortly in Bos?ton. When we do, you may be sure9 that we shall enter our or?

der for more International Ac?counting Machines. Yours truly, (197)

242. Dear Sir: Recently we sent the usual expiration notice to a typical reader who has been1 receiving Electrical Appliance News for many years. When he returned his renewal, he took a moment to2 write us the follow?ing short letter:

"Here is my check. Hereafter, do not bother to send me a card -just send me3 the bill. If any?one in the electrical line cannot get more than his money's worth from Electrical4 Appliance News, he is in the wrong business."

Your own renewal will be due shortly. To avoid any interrup?tion5 in the mailing of your cop?ies, you must take action prompt?ly. Yours truly, (114)

243. Dear Sir: When you build your new home, be sure to pro?vide for sufficient interior elec?tric wiring. In a1 few short years there will, no doubt, be many new electrical appliances that you will want to introduce into2 your home; but if you do not have sufficient interior electric wiring, you may not be able to3 use them.

What do we mean when we say, "sufficient interior electric wiring"? We mean plenty of out?lets4 with electric wiring of the proper size to carry electricity without interruption for all the5 needs of the home. We mean plenty of outlets so that there will be one handy for every elec?trical6 appliance and every read?ing lamp.

It is wiser to put in sufficient interior electric wiring7 when you originally build your home than to try to add to it after your building is finished.

Our staff of8 electricians will appreciate an opportunity to see that the interior electric wiring9 of your home is shipshape. Our fees are reasonable. Yours truly, (192)

244. Dear Frank: This letter will introduce Mr. Harvey Smith, an official in our township and a personal friend1 of our family. He is spending the week of June 10 in Philadelphia. While he is there, he is planning2 to buy an electric stove for his farm. As you are in the electric-appliance business in Philadelphia,3 I sug?gested that he stop in to see you next Friday afternoon and look over your line of electric stoves.4 Yours truly, (82)

Assignment 28

250. Dear Doctor Carpenter: I realize, of course, that you are busy at this season of the year. I hope, though, that! you will be able to do us a favor.

Several days ago Frank Ryan applied to us for a job. Before2 we decide to add him to our staff, we want to be sure that he is

equipped to do the work that would be assigned3 to him. It is my feeling that there isn't a bet?ter person to advise us than the principal of his4 high school.

We are aware, of course, that scholarship is vitally important;

but we want to learn whether he has5 those worth-while traits that cannot be expressed in grades.

Won't you let us have a short note from you about Frank? As we want6 to take some action promptly, I hope you will write us as soon as possible. Yours truly, (136)

251. Dear Sir: Thank you for your order for three Dixie Pens which you gave to our salesman, Mr. Young, several days ago.1 When Mr. Young took your or?der, he apparently did not men?tion to you that the pen is avail?able2 in two models, the school model at $5.50 and the special executive model, with three gold3 bands on the cap, at $7.50, less your discount.

I shall appreciate it if you will let us4 know on the enclosed card which model you want and re?turn the card to us. We will then enter your order, and ship5 the pens promptly.

I hope that you will pardon this slight delay in filling your order, but. I want to be sure that6 you get the pens you want. I am sure that the friends for whom you ordered these pens will de?rive great satisfaction from7 using them, as there is not a pen made today of finer workmanship than the Dixie. Yours truly, (158)

252. Dear Sir: To move your goods where you want them and when you want them at a reason?able price is the unique, practical1 service that the Los Angeles Air Shipping Company  provides. This company was started eight months ago.2 Since then it has moved without a mishap thou?sands of tons of different types of goods all over the country.

By3 using our service, you save in two ways. To begin with, you cut many days off your shipping schedule. Second you4 save your?self a good deal of money.

Another important factor, of course, is that we handle any type of5 goods, from dresses to hardware, from fruit to electrical machinery.

This worth-while service is built around a" staff of able men. There is not a man on our staff who has not flown at least 100,-000 miles.

I hope you7 will let us describe the special features of our service by arranging an appointment with, our salesman. May I8 sug?gest Friday afternoon, April 16. Yours truly, (170)

253. Dear Sir: For a few pen?nies a day you can rent at the Smith Bookstore all the new books you want to read. You can rent! them, read them, and then place your order for the ones that

you want to buy.

The Smith Bookstore has as fine a rental2 library as you will find in any city. Thousands of persons in this city get their books from our shelves.

Start to3 catch up on your reading right now. Read all those good books you have always wanted to read.

I hope you will visit the4 Smith Bookstore as soon as pos?sible. After you have been at our store once, you will realize that you made a mistake5 by not visit?ing us months ago. Yours truly, (110)

254. Dear Sir: If you want to avoid the crowds when the Christmas holidays arrive, we suggest that you start thinking of1 your Christmas shopping now.

If you want to be sure that your Christmas shopping is real?ly a pleasure, come to our2 Main Street store some afternoon in November.

Plan to do your essential shop?ping as soon as possible and to3 place your orders while we have a large selection from which you can choose. Yours truly, (74)

255. Dear Friend: No doubt you have spent many profitable hours reading your copy of The Children's Friend every month.1 Wouldn't you want to share this pleasure with other parents you know, especially when it means that you will thus solve2 your own Christmas shopping prob?lem? Of course you would.

The Children's Friend will be welcomed and appreciated by all3 parents. What is more, it is inex?pensive. For example, you can send it to three friends for twelve months for an4 expenditure of only $1.50 for each friend. Yours truly, (93)

Assignment 29

264. To the Staff: The at?tached manual was prepared to help build friendly relationships with our patrons through the let?ters! that we write. It was pre?pared by a qualified authority on business letter writing.

As you know, the2 majority of our patrons enter their orders by mail; they do not deal with a member of our staff. The3 major?ity of them must judge the re?liability of our company and our facilities by the4 quality of the letters they receive from us. It is important, therefore, that we write helpful, tactful letters that5 ring with sincerity.

We have divided this manual into two helpful classifications-one6 classification for the dictator and the other classification for the secretary. If you will read both7  classifications  carefully, you will have a better apprecia?tion of the desirability of8 team?work in letter writing. I shall be grateful for any helpful sugges tions you may have for making this9 manual more useful. Frank Jones (185)

265. Dear Sir: Do you realize that your most useful and pow?erful asset is being destroyed? This is a terrifying1 thought, isn't it?

As you know, we filled your order for five electric razors sev?eral months ago. We2 have since sent you four letters and two tele?grams asking for payment.

 I am bringing this matter to your personal3 notice because of the possibility that these letters and telegrams have not been coming to your desk.4

The delay in payment of your account is casting a shadow on your integrity and reliability.5 This shadow can eas.ily be re?moved by sending us your remit?tance for $120 at6 once.

I hope that we may shortly be able to mark your account paid. Yours truly, (134)

266. Dear Sir: It is a pleasure to notify you that your check for $1,000 in settlement of my claim1 arrived on Wednesday afternoon, April 10. I wish to tell you with all sincerity how grateful I am for2 the efficient and prompt manner in which you handled my claim.

Recently, one of my friends in Philadelphia3 had a personal loss and had a good deal of trouble getting his claim settled by the company that issued* his policy. I am sure that he would have had no such trouble had he given his business to an enterprising5 firm of your reliability and in?tegrity.

You may be sure that I shall keep on using the6 excellent faci?lities of your company. Yours truly, (130)

267. Dear David: I am sorry I was not able to prepare sooner the special feature article you want for! the printed program of your meeting.

About a week ago I received an urgent telegram from our Bos?ton2 manager telling me that there was trouble in our chem?ical plant and that it was neces?sary for me to3 take care of the matter myself.

I wrote the article on the plane this afternoon, and I am enclos?ing it.4 I hope that there are no mistakes in it! Joseph Ryan (90)

268. Dear Sir: Here are a few powerful reasons for joining the Chicago Auto Club:

1. You receive free emergency1 service in any locality in this country at any hour of the day or night. All you have to2 do is to notify our office in that locality, and that office will see that a skillful mechanic3 comes to your rescue. In the event of his inabil?ity to repair your car on the spot, you will receive4 free towing serv?ice.

2. Your membership carries

with it a policy that provides pay?ments up to $4,0005 in case you are hurt in a mishap.

3. You or any member of your family can promptly secure6 bail up to $5,000 in case you are in a wreck and are held by the au?thorities.

4. You can buy7 tires of high quality at a discount from the retail price.

There isn't any justification for waiting8-join the Chicago Auto Club right away. The annual dues are only $15. Yours truly, (178)

Assignment 30

269. RECALL CHART

1. Property, progress, pro?gressed, purpose, purposes, pur?posely.

2. Order, ordered, orderly, dis?order, enable, enabled.

3. Upon, speak, speaker, such, street, streets.

4. Upon the, upon that, upon those, I hope, I hope that, I hope to see.

5. I had not, I had not been, I had not been able, I was not, it was not, there was not.

6. Years ago, days ago, hours ago, I want, you want, they want.

7. Of course, as soon as, to him, to our, let us, to us.

8. Faculty, royalty, loyalty, no?tification, modification, justifica?tion. 9. Notify, modify, justify, au-' thority, majority, minority.

10. Doubtful, careful, beauti?ful, shortage, shortly, shorter.

11. Electric appliance, electric wires, electric fixtures, divide, divides, divided.

12. Depend, dependable, ex?pend, himself, herself, myself.

13. Musical, chemical, critical, judge, judgment, misjudge.

14. Reveal, reveals, revealed, long, belong, prolong.

15. Finance, finances, financial, telegram, program, radiogram.

16. Interfere, internationally, afternoon, aftermath, township, ownership.

17. Bank, banquet, yes, named, bothered, appreciates.

18. Actual, ahead, July, Los Angeles, 5 o'clock, $4.

271. THE DEERHOUND

Andrew Carnegie used to take great delight in telling a fable to stress the hazards of inherited wealth.! The fable was about an old deerhound who had lived a life of hardship, chasing and catching deer. In his declining2 days he decided that his children should not be obliged to work so hard in order to live and be happy.3

He could not bear to think of the possibility that they might have to work as hard as he had worked. So he gathered4 great herds of deer and drove them into a park around which he built a high fence. Then he took all his young ones into5 the en?closure, where they might eat deer at their leisure without hav?ing to race all over the country to catch6 them. Having arranged his family affairs in such a satis?factory manner, the well-mean?ing old deerhound7 died happy.

The young hounds lived a life of leisure in the park. There was no necessity for them to hunt. Besides,8 it was so much nicer to lie around in the sun in the win?ter and in the shade in the sum?mer and sleep and9 dream. They varied the routine program of their lives by an occasional vi?cious fight with one another. As the10 days went by, they ate too much meat, their muscles grew weak and flabby, and they were easy prey to disease. It was not11 long before they all perished mis?erably.

One needs only to scan the daily papers to realize that12 Carnegie's fable is happening in human life every day. The most satisfactory heritage that a13 man can leave to his children is not a lot of money, but that feeling of heart and soul that will enable them14 to create their own wealth and find their own happiness. Perhaps Carnegie was right in be?lieving that the only15 way in which great wealth can prove a blessing to its owner when he can use it no longer is to give it away16 so that many others who are not so lucky may profit by it. (333)

272. WATCH YOUR SPEECH

In your relationships with peo?ple, both in social life and in business, nothing is of greater importance than! the ability to speak well. Here are a few helpful suggestions that will help you de?velop that ability.2

1. Speak clearly and in a nat?ural tone of voice.

2. Express your thoughts with clarity by choosing your words3 carefully.

3. Look straight at the person to whom you are speaking.

4. Let your eyes rather than your lips express your4 laughter when you are speaking; laughter should not interfere with the clearness of your words.

5. Let your voice and manner5 of speaking be a reflection of your personality.

People often judge you by the way you talk. If you6 express your thoughts poorly, people will feel that you do not think clearly.

If you will look .at the men who are the leaders7 in business, you will find that they possess the ability to speak well.

If you want to succeed in life, you,8 too, will give careful thought to your manner of speak?ing. (170)

CHAPTER 6

Assignment 31

281. Dear Mr. Clinton: Be?cause of the large volume of cus?tomers that we are certain to have during the Christmas1 sea?son, I estimate that we shall have to make provision for about twen?ty temporary workers from2 De?cember 1 to December 30. I am afraid, though, that it is not go?ing to be easy to obtain these3 temporary workers this year.

Mr. Ashton, manager of the agency in Philadelphia that has4 always supplied us with these temporary workers, has written to me, saying that they will not have more than five5 or six per?sons available. He says that sel?dom have there been so few names on their rolls.

I shall appreciate6 your frank suggestions, Mr. Clinton, on how we can solve this shortage of temporary help. Sincerely yours, (139)

282. Dear Mr. Stockton: I am certain that you have read the typical collection letter in which a person attempts! to fool him?self and the customer by using the word "oversight" and other expressions of that type. We2 shall attempt to be different-we shall face the problem sincerely, squarely, and intelligently. Is the reason,3 Mr. Stockton, for your failure to pay or to notify us a shortage of funds? Let us have a few lines4 from you so that we may know how to figure on our collections. If you cannot send us a check for $610‘ to straighten out your account, please give me a date on which you think you will be able to make payment.6 We certainly shall be grateful for this little courtesy. It won't take long, and it will help preserve our cordial7 relationship. Please write to me personally-this very afternoon if possible. Yours sincerely (158)

283. Dear Mrs. Fenton: If you are planning to have your boy attend school in the autumn, it is essential that you1 give prompt attention to the matter of regis?tration.

A majority of the schools listed in the attached2 bulletin will be starting new programs in the next few weeks, as faculty, equipment, and rooms become available.3

If you wish guidance in choos?ing a school for your young son, write to me personally, describing in detail4 the type of school you want him to attend. I shall, of course, be glad to help you in any way I can. Cordially6 yours,

(101)

284. To the Members of the Staff: We are very grateful to those of you who have called to our attention the names of! stu?dents in your classes who were in need of special guidance.

May we ask your help again. Please fill out the short2 bulletin

that is attached, listing the names of students who have special problems of health, finance, or personality.3

It is our practice to talk with those students and to attempt to straighten them out if we can. Naturally,* we do not tell the student the source of our knowl?edge.

Occasionally, teachers do not send in these bulletins5 promptly because they feel that we must have obtained the data through some other medium. While that is often the6 case, it is not always true.

If you can return this bulletin to me by Friday, April 15, I shall be7 grateful. John Jones (143)

Assignment 32

289. Dear Mr. Stern: In a short time the cold weather will be here and you will be thinking about purchasing a new1 winter suit, overcoat, or topcoat. Here are three reasons why you should make your purchase at Eastern Tailors:

1. We2 have a large assortment of outstanding modern patterns from which you can choose. You will, therefore, have no difficulty3 finding an outstanding garment that will please you.

2. We are determined to give you prompt, efficient, and thoughtful* service. 3. Our prices are actually lower than they were two years ago.

Why not visit Eastern Tailors5 soon. With some justification,'we are proud of our store. When you are here, make it a point to introduce yourself6 to our man?ager, Mr. Sothern. Cordially yours, (130)

290. Dear Mr. Dix: There is a string attached to the unique guarantee that you will find on every piece of1 merchandise you purchase at Stern's Sporting Goods Store. To one end of the string is attached an extraordi?nary price tag,2 on which you will find Stern's guarantee, which reads: "If you are not entirely satisfied with any merchandise you3 purchase at Stern's Sporting Goods Store, you may return it in ten days for a full refund of your money. This guarantee,4 of course, holds for every article that you buy from us. The Stern's Sporting Goods Store stands back of all its5 merchan?dise."

The other end of the string is fastened securely to the sporting goods that you purchase. That is why we6 are known as depend?able merchants who do not disap?point their customers.

The next time you want to purchase sporting7 goods, Mr. Dix, come to Stem's. Very truly yours, (150)

291. Dear Mrs. Brown: Not so long ago we had the pleasure of

periodic visits from you in our modern store1 on Northern Ave?nue and Court Street. We had your business, your good will, and your friendship.

On glancing through our rec?ords,2 though, we find that it has been quite some time since you purchased any electric appliances from us. I am,3 naturally, eager to learn why. Have you had some difficulty with our service or have we made some sort of mistake?4 Has the quality of our merchan?dise been at fault? Whatever the difficulty may have been, I should5 appreciate it if you would report the matter to me.

We are determined, Mrs. Brown, to satisfy you. If6 noth?ing is wrong, we shall hope for the pleasure of seeing you shortly in our store. Yours very truly, (138)

292. To Our Salesmen: As you know, the time of the year is approaching when it is essential that we close our books. Please1 make it a point, therefore, to turn in your final expense report as early as possible.

This year our salesmen2 in the Eastern territory may close their annual expense accounts on Tuesday, December 28.3 Ordi?narily, it is not desirable to close these accounts before December 31. This final report4 should show all the expenses that you will be able to determine without too much difficulty for5 Decem? ber 29 through December 31.

If you can turn in this report by the afternoon of Tuesday,6 December 28, it will be a great help to us. Please use airmail rather than ordinary mail when you7 send in the report. In that way, the report should reach us by December 29 without any dif?ficulty.8 Earl Smith (162)

293. Dear Mr. Martin: The en?closed card is for your use only. Please sign it in ink now. It is good for a term of1 three years. It may be used only on tickets that you yourself purchase.

Simply show this identification card2 at the terminal when you purchase your airline tickets. You will be asked to sign a receipt. Cash will not be3 accepted when you use your card. Should you at any time misplace the card, please report the loss at once to our home office4 at 14 Southern Boulevard, New York 16, New York, so that the card can be canceled before any5 difficulties arise. A new one will then be is?sued to you.

All the airlines of the country stand ready to serve6 you. Sin?cerely yours, (124)

Assignment 33

301. Mr. Franklin: You will be interested to know that last Fri?day, September 10, I had a visit with Earnest! Young in Phila?delphia. At that time we dis-

cussed the mistakes in his book. I expected some resistance2 and protest from him when I sug?gested that the book be revised without delay, but he readily agreed that3 that was the best thing to do. He was not exactly happy about the revision, as it will work a hardship4 on his as?sistants as well as on himself. I am sure, though, that he will co?operate.

• He plans to begin active6 work on the revision as soon as he fin?ishes a testing program that he started last fall.

I should6 appreciate it, Mr. Franklin, if you would follow up with Ernest to be sure that we have the revised book at7 the earliest date possible. Harry Brown (148)

302. Dear Mrs. Smith: When we first announced our newest product, the Hughes Electric Dishwashing Machine, last Octo?ber,1 we received more orders than we expected in our fondest dreams. Our supply was quickly exhausted. Why? Because,2 with some justification, people do not like to wash dishes-and Hughes has the perfect answer to the problem3 with a product that does all the work except put the dishes away. All you do is put the dishes in a basket,4 turn a handle, and let the machine do the rest.

An important reason for the popularity of the6 Hughes Elec?tric Dishwashing Machine is the fact that it heats its own hot water. It does not drain off the hot water6 from the rest of the rooms every time that dishes have to be washed.

The Hughes Electric Dish?washing Machine7 costs only $240.

Come in and examine this machine today. Yours sincerely, (158)

303. Dear Mr. Best: It is a good feeling to know that, even though the cost of most necessi?ties is rising, you1 need not pay any more for your clothing.

Our finest clothing is still at?tractively priced from $272 to $45. You see, we bought most of our cloth early last spring, when prices were at their lowest point.3

From now on, of course, we shall have to pay existing high prices for any cloth that we buy. We earnestly urge4 you, there?fore, to come in promptly to see our latest, newest, and most at?tractive line of clothing.

If you select6 and purchase your clothes now, you will not have to worry about high prices of clothing in the days ahead. Yours very6 truly, (122)

304. Dear Mr. Mild: Please send us the fruit trees called for in the enclosed order. Our check for $2501 is attached. When your salesman, Mr. Harris, first showed us your helpful catalogue, Mrs. Miller and I agreed2 that

your products looked rather good. We were, in fact, very much in?terested. We sent for a few trees as a trial.3

That was exactly three years ago. This past year we collected so many apples, pears, and cher?ries from those4 trees that we have been able to put up quite a bit of fruit for the winter.

We are certain that what you say about6 the quality of your products is absolute fact. We want to report that we are high?ly gratified with6 your products. Very truly yours, (126)

305. Dear Mr. Hanley: When was the last time that you dressed up your official letterhead? Has it kept pace with the1 gradual changes that have taken place in your chemical plant, in your products, and in your services?

A letterhead2 on Davis Paper will add to your prestige and to the sales power of the message you write on it. Send for our3 new sample folder of paper this afternoon. We are sure you will specify Davis Paper on your next order* for letterheads once you have seen the quality of the pa?per. Cordially yours, (95)

Assignment 34

309. Dear Mr. Dexter: I feel that I must write you about the fine dividends we received from our first advertising! venture in your quarterly. You will remem?

ber that your representative, Mr. Diamond, recommended2 that we place in your May issue an advertisement on our frozen fruits. Up to the present time, we have sold3 440 cases at $4. We have, besides, received hun?dreds of leads, the majority of which4 are bound to bring in more sales.

We are highly gratified with our returns, which certainly ex?ceeded our fondest5 expectations. We feel that nowhere else would our advertising have brought us such fine dividends.

I can assure6 you, therefore, that our first advertisement in your quarterly will not be our last. Sincerely yours, (137)

310. Dear Mr. Diamond: Have you stopped to consider whether your present advertising plans are actually! building up a de?mand for your products? Have you considered the possibility that your advertising may2 lack the punch so necessary for big returns?

If you are like many present-day advertising executives,3 you have an open mind for new, in?teresting, and practical sugges?tions on advertising. Therefore we4 know you will want to read our new book, "Advertising That Pays Dividends," which came off the press a few days ago.5

The book gives many bene?ficial suggestions on how to write strong and effective advertising.

It is6 illustrated by a well-known artist. The helpful suggestions in this book can probably be adapt?ed to your7 own business.

We want "Advertising That Pays Dividends" to speak for itself. Won't you give it that opportunity,8 Mr. Diamond, by returning the enclosed card. As soon as we receive it, we will send you a copy9 for two weeks' re?view. If you like it and decide you want it, send us $5.50. If it is not what10 you want, place the book back in the shipping box and return it to us by express, collect. Cordially yours, (219)

311. Gentlemen: For the past several days my assistants and I have been examining quite care?fully and with! open minds your new book, "Advertising That Pays Dividends."

We have found several sug?gestions that we shall2 probably be able to put into effect right away in our campaign to sell more high-quality electrical3 equipment. So far as I can re?member, nobody else has ever issued such a practical book on4 advertising. Enclosed is our check for $5.50. Yours truly, (94)

312. Dear Mr. Miller; If you are looking for a field in which to plan your career, may we rec?ommend that you turn1 your at?tention to advertising. Have you considered a job as a part-time or a full-time salesman for the2 Brown Advertising Agency? Previous training in advertis?ing, selling, or retailing is not es?sential.3 We will put you through our own training program m Chicago. At the end of this short training program, you will4 be assigned a territory, which you, and nobody else, will work.

Nowhere else will you find your work so interesting.5

There is no time like the pres?ent to act. Report to Mr. Frank?lin, our personnel manager, this6 afternoon. He will promptly place you on the road to a prof?itable job.

Remember, there is no limit to the7 money you can earn. I can assure you, Mr. Miller, that you will not be making a mistake. Yours very truly,8 (160)

Assignment 35

318. Gentlemen: John Blair was an efficient businessman, but he was inclined to be a little old-fashioned in the1 way he transacted business. His supervi?sors, for example, had been after him for years to put in an2 elec?tric postage meter; but he was not inclined to do so. The good old postage stamps satisfied him.

One afternoon3 around Christ?mas time, though, Mr. Blair's wife gave him the job of addres?sing Christmas cards. Mr. Blair went to the4 post office, pur?chased the stamps, and sat down to do the job. After he had licked

200 postage stamps and pasted5 them down, he could see why his supervisors wanted that postage meter. He was careful to include a sum of6 money in his annual budget for one.

A postage meter prints postage on all classifications of mail7 and at the same time seals the flaps. It holds any amount of postage you want to put into it and pro?tects the8 postage from loss. What is more, it does its own accounting.

If you are not now using a postage meter, write for9 our in?teresting   descriptive   booklet, which explains the various sizes of postage meters tliat are avail?able.10 A postage meter will bring you real dividends. Sincere?ly yours, (213)

319. Dear Mr. O'Brien: I am sorry that you have had so much difficulty receiving the shipment of binding! cloth that you or?dered on Monday, July 15.

You certainly have justifica?tion for being annoyed. The2 su?pervisor of our shipping room, Mr. Tracy, notifies me that the cloth left our building by truck on Thursday,3 July 18. The ship?ment was transferred to the rail?way company, and we have a re?ceipt for it. I am4 inclined to believe that the cloth is held up in transit in some freight yard in Chicago.

I transmitted your5 telegram to an attorney in our Legal Depart?

ment, who promptly started a tracer. I am sure, Mr. O'Brien,6 that we shall have something to report shortly. Cordially yours, (131)

320. Dear Mr. Mason: The hustling youth who brings the Daily Transcript to your home each morning is more than a mere1 delivery boy. He is a bud?ding dealer and salesman, ^ho has set up a little business iris own locality2 selling the Daily Transcript.

Through the business he trans?acts, he is steadily building up a cash reserve.3 He is gaining su?perior business training that will help him support himself. He is learning to take care of most4 of his needs, including his clothes, books, and an occasional theater ticket.

If you want your boy to begin his business5 career in this way, suggest that he return the en?closed post card. Mr. Jones, per?sonnel supervisor of the6 Daily Transcript, will then arrange a paper route for him. Yours very truly, (133)

321. Dear Dick: In our talk several days ago you mentioned that you were going to send in your tax blank even though1 you were not certain whether you should include or omit a few items. I think, Dick, you would be making a mistake.2

I did not have an opportunity to discuss this with you at the

time; so I am writing you this brief3 note. I am inclined to feel, frankly, that you would save yourself much trouble by seeing a good lawyer or accountant.4 Do not depend on your own solution of problems about which you are puzzled. Postpone sending in the return6 for a day or so. As long as your return is postmarked April 15, it will be on time.

If you want a go'od,6 practical lawyer, may I suggest my friend, John Fox, who transacts my legal business and supervises my af?fairs7 in general. He is an author?ity on tax matters. Sincerely,

(153)

Assignment 36

322. RECALL CHART

1. Time, timely, ordinary, or?dinarily, difficult, difficulty.

2. Stand, merchant, merchan?dise, purchase, purchaser, body.

3. Consider-consideration, con?sidered, considerable, part, de?partment, present-presence.

4. Why, probable, remembered, else, advertise, advertisement.

5. To be, to put, to have, to see, to say, to pay.

6. To be able, I have been able, I have not been able, should be able, I should be able, would be able.

7. I have been, I have not been, you have been, you have not been, has been, would have been. 8. Was not, I was not, he was not, it was not, there was not, there wasn't.

9. Minutes ago, months ago, years ago, hours ago, days ago, weeks ago.

10. I want, you want, they want, who want, he wants, he wanted.

11. Of course, of course it is, of course it was, of course it was not, of course it will, of course it will be.

12. I hope, I hope it is, I hope it was, I hope it was not, I hope it will, I hope it will be.

13. We hope, we hope it is, we hope it was, we hope it was not, we hope it will, we hope it will be.

14. I had, I had not, I had not been, I had not been able, to him, to us.

15. Let us, let us say, let us see, let us have, let us know, let us make.

16. Your order, worth while, as soon as, to me, to make, to know.

17. Yours truly, Yours very truly, Very truly yours, Dear Mr., Dear Mrs., Dear Miss.

18. Sincerely yours. Very sin?cerely yours, Cordially yours, Re?spectfully yours. Dear Sir, Dear Madam.

324. MR. SMITH'S CHICKENS

It was some years ago, when the Methodists were in the habit of moving their ministers every

three years1 or less. On one occa?sion, when appointments were handed out, a young minister drew a small town that provided2 a nice home, with a good-sized garden in the rear. The man who was there before him called him off to one side to talk3 about the town and said, "That's a fine garden, John, but you won't be able to use it. The Smiths' chick?ens from next door4 won't let you."

"Oh, I don't think I'll let a few chickens bother me," said our friend. The other fellow just winked and told5 him not to be too sure.

Just as the minister's friend warned, the Smiths did have a big flock of chickens that were permitted6 to run at will; and the new minister had no more than planted his seeds when the hens came over. No amount of7 driv?ing them away had any effect;

and that night the new minister went over to see his neighbor, Mr.8 Smith. Yes, the chickens were Mr. Smith's; but there wasn't any law against letting them run. Besides, when they were shut9 up, they quit laying. No, there wasn't anything he could do about it. He had to have those eggs.

So the minister10 went back home. A few days later, without telling his wife, he slipped down?town and bought several dozen eggs. That11 night he planted them in the grass, in the bushes, and in the hedge bordering the garden. Early the next morning12 he was to be seen carefully re?planting his garden seeds. In a few minutes, Mr. Smith came out to the back13 of the lot to let his chickens out. They head?ed, as usual, for the new garden. Before Mr. Smith got back14 to his kitchen, though, the minister called excitedly to his wife. "Mary, bring a pan. I've just found a nest of15 eggs." So his wife brought out a small pan, and the minister stopped under a bush and filled it with eggs. "This is too small,"16 he called out loudly. "There are a lot more here."

By this time he had an in?terested visitor, Mr. Smith. "What's17 that you've got there?" he wanted to know. "Why, I found some eggs," the minister said. "I guess those must be my eggs," said Mr.18 Smith. "Oh, I think not," replied the minister. "I found them all on my lot." "But you haven't got any hens," said19 Mr. Smith. "Those must have come from my hens." "But they're on my property," said the minister. "It looks as if the Lord20 knew the Church was a little back on my pay and is helping me out. No, there's nothing I can do about it, Mr.21 Smith. Maybe the Lord figures we'll do better on eggs than on the produce of the garden anyway."

Mr.22 Smith did not stop to hear any more. He was busily rounding up his astonished hens. They did not appear in23 the garden again. Mr. Smith, you see, had to have those eggs. (471)

CHAPTER 7

Assignment 37

329. Dear Mr. Snyder: As I am sure you will agree, good ad?vertising accomplishes four con?structive purposes:1

1. It encourages the customer to buy carefully.

2. It endeavors to tell the whole truth. It makes2 no im?proper and inviting claims that cannot stand up under close in?spection.

3. It endeavors to build up3 good will on the basis of the merits of the product. It does not run down a competitor's line un?fairly.4

4. It constantly strives to im?prove service and to lower costs.

By constantly insisting that our advertising5 meet these four constructive standards, our com?pany has been able to grow im?pressively in the last ten years.6

Before you let out your con?tract for advertising for the ensu?ing year, wait until we have had an7 opportunity to discuss your plans with your advertising com?mittee. Let us emphasize, Mr. Snyder, that your8 committee will not be obliged to follow our suggestions. Yours sincerely, (174)

330. Dear Friend: As you know, costs of operating all types of commercial enterprises are constantly increasing.1 That is true as well of our hospital service.

When we started the year, we had hoped that it would be un?necessary2 to increase the charges on our hospital contracts. We find, though, that it is impossible for us to3 operate at the present rate. Our finance committee de?cided about a week ago to in?crease our charges.4 The increased rates will go into effect on Mon?day, July 5.

Because your program of pro?tection is now5 more desirable than ever, we know you will want to continue your present contract. Cordially yours, (119)

331. Dear Mr. Becker: Have you ever noticed how completely unsuitable many types of soap are for factory! use? The reason is that these soaps are intended for home use. Though they are excellent for the purpose for which2 they are intended, they are not effective with oil or grease.

We want you to see what a superior job our3 soap does. Here is a product of high quality that has been completely tested in actual use. Won't you try4 the

sample container that we shall send you shortly. After you have tried the sample container and have verified5 for yourself that it is the sort of cleaner for which you have been looking, why not order a six months' supply.6 That is the economical way to pur?chase our soap.

When you have given our soap a trial, you will be7 gratified with the way it helps keep your fac?tory building bright, clean, and shining. Very truly yours, (157)

332. Dear Mr. Robinson: If you are contemplating new con?struction work or improvements for your plant, be sure to' give careful thought to your elevators. When you improve your elevator service, you speed up the han?dling of2 your goods. In a factory building such as yours, the instal?lation of modern elevators will help to keep3 down costs and lighten the working load of your employees.

As I am sure I need not re?mind you, our engineering4 staff is at your service. A telephone call or postal card will bring the superintendent of our engineer?ing5 staff to your plant promptly for a conference. He will be happy to make a thorough in?spection and give6 you a com?plete report without charge. Sin?cerely yours, (129)

333. Dear Mr. Mills: Owners of profitable electric-appliance stores have found a sure way to increase their business1 and their income. They draw more custom?ers into their stores by improving their store fronts with Mason Glass windows.2

For your guidance, we have prepared an interesting booklet that illustrates what we have been able to do for3 other com?parable stores in your city. Cor?dially yours, (71)

Assignment 38

343. Gentlemen: According to my files, my subscription to the Albany Post has eight months to run. Please cancel this! subscrip?tion and add eight months to the subscription that you have en?tered in the name of Harold A. Young, 5002 Peach Road, Albany 6, New York. As Mr. Young and I have just bought a home in the suburbs, one copy of the3 Albany Post will be sufficient for both of us.

I always look forward to receiv?ing the Albany Post.4 I find it the best way to keep informed on events that take place in my neighborhood. I also like the im?partial5 way in which you report the news. The Albany Post is in?dispensable to me. Very truly yours, (119)

344. Dear Mr. Sloan: Please forgive the awkward delay in an?swering your letter of Friday, January 6. This! delay was caused by the unfortunate fact that I

was not able to find your sub?scription in our files.

After2 considerable searching, I found that Mr. Young had al?ready asked us to transfer your subscription to his3 name. The result was that we canceled your subscription and made a new stencil extending his subscription for eight4 months. When your letter arrived some days after-ward, your stencil was no longer in our files. This accounts for our5 inability to write you sooner.

We are happy to learn that you look forward to receiving the Albany6 Post and hope that you will continue to enjoy it for many years to come. Very cor?dially yours, (138)

345. Dear Mr. Riley: You have no doubt heard it said that home is where your hat is. Your office, of course, is not altogether1 like home; but it is a place where you are forced to spend the ma?jority of your waking hours. It is well2 worth your while, there?fore, to furnish .your office at?tractively and comfortably. Every piece of furniture3 should not only be useful, but it should also provide the relaxation and the comfort that come only from4 well-designed furniture.

The Superior Furniture Com?pany has always had the leader?ship in the office6 furniture and equipment field. We have fur?nished almost all the new offices in your neighborhood, and we6 shall be happy to help you fur?nish yours.

A postal card, letter, or phone call will bring our representative, Mr.7 Adams, to your office any time that you are free to consult him. He will submit a plan that will enable8 you to furnish your office beautifully and at a sub?stantial saving on every purchase. Sincerely yours,9 (180)

346. Dear Mr. Turner: I want to take this opportunity to report to you on the gratifying results1 I obtained a short time ago with the weed-killing chemicals that you furnished me. Although I ap?plied these2 chemicals only once, the result was the ultimate de?struction of every weed on my lawn.

If you could see3 my lawn, you would agree that I have been well rewarded for consulting you and submitting my problem to you.4 Today there is not a better-looking lawn in my neighbor?hood. With some justification, I am inclined to5 be proud of it! Yours very truly, (106)

347. Dear Mr. Gates: The price of steel windows has gone down substantially. May we look forward to the opportunity! of submitting an estimate on the next home that you build? Sin?cerely yours, (34)

Assignment 39

350. Dear Mr. Bryant: Please excuse the delay in expressing my gratitude and appreciation for the help1 you gave us in locating adequate living quarters in Los Angeles. As I indicated at the time2 I consulted you almost two months ago, we had investigated many homes located in various3 parts of the city; but we could find no facilities that were suit?able. We now have a comfort?able home4 in a fine neighbor?hood, and the whole family is looking forward' to moving in.

If at any time I can5 recipro?cate your thoughtfulness, I shall appreciate it if you will let me know. Very cordially yours, (119)

351. Dear Mr. Strong: Have you ever stopped to investigate how many sales your salesmen have lost at home? Some sales?men! refuse to let their troubles at home bother them on the job. Others, unfortunately, become so confused that2 they cannot do their best work.

Isn't it desirable to have ade?quate, complete, and detailed facts on how3 potential employ?ees react to troubles at home before you hire them? The Smith Educational Institute provides4 a program that brings you these facts before you make a decision - the Smith Aptitude Tests. Through a special series5 of apti?tude. tests, we find the traits that lie hidden in every sales appli?cant. These aptitude tests6 indi?cate not only the weakness of an applicant but also his strong points.

It takes very little effort to7 give these aptitude tests. The ap?plicant fills out the tests in ink and submits them to you. You then transmit them to8 us, and we give you in duplicate a com?plete report of the result.

If you will indicate on the en?closed9 postal card that you want to investigate these aptitude tests, we will have a representative of the Smith10 Educational Insti?tute get in touch with you promptly. There will, of course, be no obligation on your part.11 Yours very truly, (224)

352. Dear Mrs. Jackson: When you buy a Blair Electric Cleaner today, you benefit from an invest?ment we made! ten years ago. For the past ten years, our engi?neers have been using for re?search and experimentation a fund2 aggregating more than $100,000. They have been inves?tigating and testing our product3 continually in order to give you a superior cleaner.

When you buy a Blair Electric Cleaner, you4 buy not only a piece of electrical equipment but you buy service as well. You re?ceive a certificate5 of guarantee that is good for two years. The Blair seldom needs new parts. If replacements should be needed after6 years of hard use and even abuse, we can supply them quick?ly at small cost.

Let us demonstrate the Blair in your7 home. We will show you how adequately it will be able to take care of your cleaning needs.

Refuse to buy any8 cleaner but the best. Sincerely yours, (1^7)

353. Dear Mr. West: As we have not heard from you since we wrote you on Wednesday, June 16, about membership in our1 insurance company, we feel that perhaps we have not ex?plained adequately the necessity for prompt action.2 We want to impress on you that, if you join now, you will not have to make any payment until September, other3 than a membership fee of $10.

Won't you 611 out and submit the enclosed form to us today. Remember,4 you will be under no further obligation until next September if you act now. Cor?dially yours, (99)

354. Dear Mr. Benson: Before giving your final approval to your building plans, be sure that you have allocated1 a sufficient amount for adequate interior wiring.

If you prefer, our supervisor will go2 over the plans and speci?fications with your builder. As there is no charge for this service, you cannot make a3 mistake. Cor?dially yours, (64)

Assignment 40

357. Dear Mr. Monroe: Please accept my apology for not an?swering sooner your inquiry about our courses1 in psychology. I at?tended the meeting of the Na?tional Association of Psychology2 Teachers at Atlantic City, and I was not able to return to the office until this morning.

As you3 may know, our school is widely known for its courses in psychology. These courses are taught by men who have made4 important contributions to the field of psychology.

If you plan to specialize in psy?chology, the courses5 described on pages 12 through 15 of the enclosed catalogue will be of in?terest to you. The entrance6 re?quirements and the fees for our various courses are listed.

As classes start on Friday, Sep?tember 15,7 I suggest that you act promptly if you plan to enroll in anv of our courses in psychol?ogy. Yours very8 truly, (162)

358. Dear Mrs. Green: Do you know that you can arrange with your dealer to acquire a new stove, radio, or any! other elec?tric appliance on the installment plan? What is more, you can take up to fifteen months to pay for2 your purchases if you work through the Atlantic Trust Com?pany.

The down payment remains the same - one-third of the3 pur?chase price. You pay the rest in small installments, taking, if nec?essary, as long as fifteen months

to pay.

You4 simply select the appli?ance that you require, notify your local distributor that you wish to acquire6 it through our helpful plan, and let him do the rest.

If you would rather complete the transaction yourself right here at6 the bank, come in any morning or afternoon that you are in town. The entire transac?tion will take but a short7 time. Sincerely yours, (144)

359. Dear Mrs. Diamond: Do you have any pictures that are precious to you but that are be?coming worn, so that! they re?quire prompt attention if they are to be preserved? If you do, bring them to us. We will "touch" them up, put them2 under our special camera, and make duplicates that will look al?most like originals.

This service costs as3 little as $9 a picture, depending on the clarity of the pictures that you wish duplicated.4 Cordially yours, (83)

360. Dear Friend: With this note we are including a folder describing the activities of our community fund.1

You make only one contribu?tion, and that contribution is distributed to all the agencies listed2 in the folder. As you will see, .we shall need $100,000 to meet our requirements. The budget has3 been studied with extreme care, and this aggregate figure has been arrived at after much thought.

As we have always4 done, we plan to acquire this amount in just two days - Saturday and Sunday, October 26 and 27.6 A friend from your neighborhood will call on you. Please welcome him and give him as substantial a contribution6 as you can.

When you contribute to this fund, every penny ultimately goes to the support of worth-while7 services in this township. If you wish to make any inquiries about this drive, please communicate with8 me by phone at Atlantic 6-4370. Yours very truly, (173)

361. Dear Mrs. Steel: It is a pleasure to answer your inquiry and to send you the booklet de?scribing ourt mechanical lawn mowers. Our catalogue is being forwarded to you today.

There is a Johnson Lawn Mow?er2 designed to meet almost every requirement and specification. We call your attention especial?ly3 to the junior model, which is built for lawns ranging from one to three acres in size. It is shown on page 4 of* the catalogue.

This model is so simple to operate that it requires no special training - a boy can run5 it with?out effort. It is very light but durable and can be handled eas?ily. It will seldom require6 repairs.

If you are interested in a dem?onstration of the Johnson on your own lawn, please indicate

on7 the enclosed postal card the model you wish to see. We will then arrange to have an employee visit you when8 he is in your neighborhood. Sincerely yours, (168)

Assignment 41

365. Dear Mr. Harper: As you are probably aware, license-plate time is just around the corner. It is our1 privilege once again to ex?tend to you an invitation to let us take care of getting your new plates for you.2

Every year some members are inconvenienced because they omit necessary information from the printed3 form. Before you return the form to us, please turn to the enclosed convenient check list and read it carefully.*

This year we are celebrating the twentieth anniversary of the foundation of the Auto Club. In5 honor of the Auto Club's signifi?cant contribution to the reduc?tion of accidents, the Commis?sioner6 of Motor Vehicles has given us permission to use a spe?cial series of plates. Your plates, of course, will7 be issued from this series.

We appreciate the assistance you have given us, Mr. Harper, in building8 the effectiveness of the Club to the highest point in its history. Cordially yours, (176)

366. Dear Mr. Carpenter: As you know, at the invitation of the traffic commissioner, Mr. Singer, V made a study of the transportation facilities in our township. I am attaching a copy of the2 preliminary report that I made to the commissioner.

On the basis of my study, I must make the3 reluctant admis?sion that our transportation facili?ties are in poor condition. At the end of the report,4 I have made some definite recommendations that should improve these condi?tions without putting the town?ship8 to a great deal of expense.

If you require 'any additional information after you have read the report,6 please let me know. If you wish to discuss the pre?liminary report with me in per?son, I shall consider7 it a privi?lege to see you at your con?venience. Respectfully yours, (154)

367. Dear Mr. Reed: We have been informed by the Mutual Insurance Company that you have applied for the free1 physi?cal examination that it offers to certain types of policyholders.

As you will see by the2 en?closed admission card, we have arranged a definite appointment for you for Friday afternoon at -two o'clock.3 We should appre?ciate a confirmation either by mail or telephone. If the time indicated is4 unsatisfactory, let us know and we will arrange a more convenient appointment.

As you know, it is always6

helpful to the doctor if he has a complete personal history of the patient before a consultation.6 Won't you, therefore, please fill in the information called for on the short form that is enclosed. Also, be sure7 to include any ad?ditional information that you think might be significant.

The Mutual Insurance8 Com?pany has made this fine examina?tion available to you as part of its program of health9 preserva?tion. All records are confidential, and the report of the examina?tion is submitted only10 to you.

We look forward to the privi?lege of serving you. Cordially yours, (214)

368. Dear Mr. Reed: You will be gratified to learn that, on the basis of your physical examina?tion! several days ago, we are able to tell you that you are in fine physical condition. The examina?tion2 shows your heart and lungs to be normal. Your blood pres?sure is also normal.

Because of the slight rash on your hands,3 which you say has made you miserable during the winter months ever since your childhood, it is our recommenda?tion4 that you consult a skin doc?tor for further advice. As Doctor Brown himself notified you, the skin5 condition is not serious; but its complete elimination is highly desirable. Yours very truly,6 (120) Assignment 42

369. RECALL CHART

1. Onward, outward, forward, inward, upward, homeward.

2. Neighborhood, childhood, manhood, womanhood, parent?hood, sisterhood.

3. Incline, inclines, inclining, inclined, inclination, inclusion.

4. Postal, post card, postman, postmaster, postpone, postponed.

5. Supervise, supervises, super?visor, supervision, supernatural, superhuman.

6. Transact, transacted, transac?tion, transmit, transfer, transform.

7. Classification, notification, modification, specification, ratifi?cation, certification.

8. Ability, disability, liability, reliability, facility, locality.

9. Telegram, telegrams, pro?gram, programs, radiogram, cable?gram.

10. Authority, majority, minor?ity, security, maturity, prosperity.

11. Electrician, electric light, electric fan, electric appliance, electric motor, electric razor.

12. Interfere, interest, interest?ed, international, interrupt, inter?view.

13. Introduce, introduces, in?troducing, introduced, introduc?tion, introductions.

14. Enter, entering, entered, enterprise, entertain, entrance.

15. Short,  shorter,  shorten, shortly, shortest, shortage.

16. Article, technical, radical,

typical, medical, practical.

17. Physical, surgical, logical, mechanical, periodical, chemical.

18. Friendship,  membership, ownership, relationship, fellow?ship, hardship.

371. DO YOU GET ALONG WITH PEOPLE?

What is, perhaps, the most im?portant personality trait that an office worker can possess? It is the1 ability to get along with other people. In business, you will find that your ability to get along2 with people will have a great bearing on the salary in?creases that you receive, the pro?motions that you get,3 and the happiness that you will derive from your work.

What is the secret of getting along with people? The answer4 is quite simple; treat others the way you want them to treat you. Remember that it takes all kinds of people to5 make up our world. You cannot expect all people to have the same likes and dislikes that you have.

When you enter the6 business office, you will probably find some person who is difficult to get along with, some person who , annoys7 you. If you are smart, you will accept him as he is and not try to change him. You will, instead, look for his good8 qual?ities and be patient with his faults.

You must not forget that you, too, may have some traits that annoy other people.9

The way you get along with your present classmates, friends, and the members of your family is an indication10 of the way you will probably get along with your business associates. If you get along well with your" personal associates, you will surely get along well with the office people with whom you come in con?tact.12 If you do not enjoy the company of your personal asso?ciates and if the members of your family13 constantly "get on your nerves," you will no doubt find that your business associates will also "get on your nerves."14

Why do businessmen place so much stress on the quality of get?ting along with people? Here are a few reasons:15

1. When people in an office -get along, there is a pleasant at?mosphere in which it is possible to work16 happily. As any busi?nessman will tell you, a happy worker is a productive worker.

2. When you work under17 pleasant conditions, you work much more efficiently.

3. The person who can get along with others makes a18 good leader. When a businessman con?siders a person for advancement, the first thing he asks is, "How does he get19 along with the rest of my staff?" (386)

CHAPTER 8

Assignment 43

376. Dear Mr. Ramsey: Night flying is one of the most impor?tant phases of our service, and it should be thoroughly! under?stood by businessmen. A week or two ago I discussed night flying with a businessman whom I met2 on one of our lines. I am glad to say that he thoroughly under?stood many of the facts about night flying,3 but others he did not understand at all. There were even one or two facts that he misunderstood.

After my4 worth-while discus?sion with him, I was convinced that one of the major jobs of our airline is to find out what facts5 about night flying business?men in this country understand and what facts they do not un?derstand. With this information,8 we can work out one or two well-planned programs designed to help businessmen learn the true facts about night flying.7

The enclosed form is our at?tempt to gather these facts, and here is where you can help us.

Will you please fill in the8 information called for and return the form to us. You will find, Mr. Ramsey, that filling in this information9 won't require more than two or three minutes.

By the way, it is not necessary to sign your name if you do10 not wish to do so. Yours very truly, (207)

377. Dear Mr. Larson: In the next week or two we shall have available two or three well-paying jobs for male1 stenographers in one of the departments of our bank. We should like to have young men in the neighborhood of eighteen2 or twenty who can write 100 words a minute. We shall start them at $250 a month, with3 the understanding that their salaries will be automatical?ly increased if their work and at?titudes prove4 satisfactory.

If you know of any young men who have these qualifications, will you please notify them5 to get in touch with me. They may call me at Main 2-4568 any time after Thursday, April 15.6 Cor?dially yours, (123)

378. Dear Mr. Bell: During the past week a nicely groomed woman dashed into one of our offices with a definite! problem. It seemed that she was going out of town in two or three hours. Her trunk was already on the train, and2 in that trunk she had included her only pair of glasses. As she was more or less lost with?out glasses, she3 wanted to know whether we could make a pair for her posthaste.

We could understand her problem, and we did help her.4 Early in the afternoon our fac?tory completed a new pair of glasses, and I transmitted them

to her5 myself. We were glad to be of service to her.

This is just one illustration of our well-known ability6 to meet emergencies at top speed when necessary. Very sincerely yours, (134)

PRETRANSCRIPTION QUIZ

The words that have been omitted from the printed short?hand are given in italics.

379. Dear Mrs. Mitchell: As I am sure you will agree, a prop?er fit is one of the most impor?tant factors to1 be considered when you are buying children's shoes. If a shoe fits improperly, it may do considerable2 harm to a child's foot.

Your child does not quite un?derstand how his new shoes should feel. You can be sure, though, that they feel right3 af?ter one of our supervisors has placed his stamp of approval on them.

When your child needs a new pair of shoes,* come to Tracy's. Here you can select just the style you want from our complete stock.

Our shoes are reasonably priced. Some5 of them sell for as low as $5. Cordially yours, (110)

Assignment 44

382. Dear Mr. Rhodes: Cer?tainly you don't expect to be a cleric the rest of your life. Are you, however, doing1 everything possible to improve your classifi?cation? As everyone knows, hop?ing and wishing will not2- get anyone a better-paying job. You must plan a program for that step ahead.

Our school has been able to3 help thousands of men and wo?men in this area and elsewhere to get better-paying jobs in the business world.4 Perhaps we can help you.

Before you lay this letter aside, mail the enclosed coupon. This action may actually5 be the turn?ing point in your life. Place a check mark next to the field in which you are interested, and we will6 forward to you complete information about the courses that we have available in that field. Cordially yours,7 (140)  -

383. Dear Mr. Crane: Almost everybody who reads the Mystery Magazine enjoys it and sends us a1 renewal within a few days af?ter we notify him that his sub?scription is about to expire. When someone2 doesn't renew prompt?ly, we are convinced that he has either been too busy or just hasn't thought about it.

Therefore,3 I feel it is not nec?essary for me to resell you on the merits of the Mystery Magazine.4 You already know that it is unique in the field of fiction. As one typical fan from somewhere in the Middle6 West wrote us some months ago, 'Tt is the first and only mystery magazine that'

an educated man6 can be caught reading without having to make an explanation."

The Mystery Magazine will continue to7 include in its pages the finest in modern short detec?tive stories, balanced with choice selections from the pens8 of some of the greatest writers in other literary fields.

Somehow, I feel that you do not want to miss even" one issue. I am, therefore, enclosing a re?newal form. When you return it, we will start your subscription10 with the copy that we have been holding for you. In that way, your library of the Mystery Mag?azine will11 be complete. Very truly yours, (226)

384. Dear Mr. Myer: Every?body likes to get away from his everyday problems whenever he can1 and to get some much-needed relaxation. There isn't much relaxation for a person, however, if he2 must take his financial troubles with him wher?ever he goes. Our bank's special credit plan is designed to help3 everyone with financial hardships.

Anyone with a seasonal job, for example, can obtain credit4 whenever he desires it on just his personal signature. Furthermore, he need make no payments what?ever during5 the months when he does not receive a salary check. Nowhere else can you get such liberal, helpful, and6 convenient credit terms. For complete information, tel?ephone Atlantic 5-3421 or mail the enclosed7 form to us. We shall be glad to have you consult with us on whatever financial problems you may have. It will8 not be necessary to visit this of?fice, for everything can easily be arranged by telephone9 or by mail in a short time. Respectfully yours, (189)

385. Dear Mr. Perry: If you find that you are favoring one ear, there may be something wrong with your hearing.

In that! case, send at once for a copy of our booklet, "Deafness, an Unnecessary Handicap," which discusses hearing2 and hearing aids. Cordially yours, (46)

PRETRANSCRIPTION QUIZ

The words that have been omitted from the printed short?hand are given in italics.

386. Gentlemen: As everyone will readily agree, people are quick to find fault whenever something goes wrong.1 Seldom, however, do they take time to give praise when it has been earned.

On Friday afternoon, August 10, I had2 the pleasure of riding from New York to Boston on a bus driven by one of your em?ployees, Mr. Frank Collins.3 I found him to be an intelligent, careful, and courteous driver. When I asked him about the route we4 were taking, he an-

swered me with a pleasant smile. In fact, he had a smile for every?body.

I say with all5 sincerity that Mr. Collins is a credit to the Electric Transportation Com?pany. Sincerely yours,6 (120)

Assignment 45

390. Dear Mr. Cooper: As I stated to you the other after?noon, we are contemplating the widening of1 Lake Road from State Street to the neighborhood of the post office. In order to do this, we shall need authority2 to use a strip about 3 feet deep and 100 feet long of your land. I should like, therefore, to submit to you3 the following definite offer:

1. The Village would acquire from you a strip 3 feet deep and 100 feet4 long.

2. The Village would plant six or eight trees among those that are already on the south side of your land.

3. The6 Village will pay you for that strip of land the sum of $300. This figure is quite high, but I am sure6 the Board will authorize this price at its next regular meeting.

If this transaction takes place as outlined, the Village7 will be able to build a public road 24 feet wide.

As I explained the situation to you in8 our recent discussion, we intend to proceed with this urgently needed program of im?provement in the near9 future. We should, therefore, appreciate your prompt acknowledgment of this offer.

I know that you will co-oper?ate10 with us completely. Sin?cerely yours, (207)

391. Dear Mr. Price: You may consider this letter a formal ac?knowledgment and acceptance of the offer made1 in your letter of Thursday, October 15. We here?by agree to sell the Village the strip of land 3 feet2 deep and 100 feet long described in your letter. In return for this land I under?stand that:

1. The Village3 is to pay us $300. The land is to be used in widening the public highway.

2. The Village4 is to plant six or eight large trees among the present trees on the south side of the land.

3. The Village will ultimately6 take care of the necessary legal formalities.

So that there may never be any misunderstanding6 in the future, will you please send us an official letter acknowledging the condi?tions of this transaction.7

We appreciate very much the consideration with which you yourself have handled the whole situation.8 Very sincerely yours, (163)

-PRETRANSCRIPTION QUIZ

  The words that have been omitted from the printed short?hand are given in italics.

392. Dear Mr. Williams: A few days ago a publisher made the following statement: "I want to tell you how pleased! I am with the book section of the Times. I think it is well written and of interest to every book lover.2 Our regular advertising in this section is actually worth sev?eral thousand dollars to us3 each week. Our advertisement in the Sunday, September 10, issue sold a large quantity of our publica?tions4 on how to make electrical home repairs. So far as I can recall, we have never had a better return5 from our advertising."

Your own advertising in our book section will reach more than two million readers in the6 city. In addition, it will reach about a million other readers in the suburbs. Almost 100 per7 cent of these readers like good books and are potential buyers of your publications.

Advertising in the book8 sec?tion costs only a few cents a line.

When you are planning future advertising, be sure to include the practical" book section of the Times in your plans. You will never regret your action. Yours very truly, (198)

Assignment 46

396. Dear Mr. Stem: I am including with this letter a min?iature copy of our newspaper, Business News.1 This small copy will give you some idea of why thousands of experienced execu?tives, representing2 a great num?ber of important organizations from coast to coast, have been reading Business News carefully each3 week for many years.

Business News is the only newspaper in existence devoted completely to the job4 of gather?ing, reporting, interpreting, and forecasting the news of national affairs. It brings you the mean?ing5 of current news for your business and enables you to plan correctly for the future.

A thorough trial6 of the news?paper itself, of course, will pro?vide the best proof of its useful?ness. Nevertheless, we believe that7 from this miniature copy you will actually get some idea of how the newspaper looks, how it8 is organized, and why you can rely on the correctness of its re?ports.

Why not get a trial subscrip?tion9 at the special rate of $10 for two years. Use the order blank and envelope that are en?closed. Cordially yours,10 (200)

397. Dear Jack: Recently I had a note from Mr. Lloyd, of Flynn and Company, Chamber of Commerce Building, 1661 B roadway, New York 16, New York, in which he tells me that he intends to employ a number of young men2 for clerical jobs

in the Import and Export Depart?ment of his organization. No busi?ness experience3 is necessary, but a knowledge of Spanish would be helpful. I understand that the organization4 will pay $200 a month as a beginning salary, with regular increases. Special allow?ances5 are naturally made for overtime work.

If I recall correctly, you re?quested me a short time6 ago to keep you informed of any such opening. If you have not already accepted a job, I suggest7 that you call Mr. Lloyd at Atlantic 2-6810 and request an appointment with him. He is in8 his office every weekday from 9 a.m. until 5 p.m. If you already have a job, I suggest9 that you call him nev?ertheless. You are not, of course, under any obligation to accept any offer10 he may make.

From my own experience I can say with all sincerity that there isn't a finer11 organization to work for than Flynn and Com?pany. It is a superior organization in which you will12 be able to make a worth-while future for yourself. Sincerely, (251)

398. Dear Mr. Abbott: Thank you for the check for $200 that you forwarded to us a number of days1 ago.

Your bookkeeper apparently made a mistake when he figured the amount due us. Our records indicate2 that the correct amount is $293. This means, therefore, that there is still an unpaid bal?ance3 of $93. May we request that you send us a check for this amount. An addressed envelope is4 enclosed for your convenience. No postage is necessary.

We received a notification from our6 representative, Mr. Dix, to the effect that your or?ganization is discontinuing the sale of electrical6 appliances in this neighborhood. We want to thank you, Mr. Abbott, for the business you have given7 us since you began handling our products a number of years ago. We have appreciated our pleasant8 rela?tionship. Very truly yours, (166)

399. Dear Mrs. Shields: Has the high cost of living resulted in disorganizing your budget? Have you been1 experiencing difficulty stretching the family income to take care of all expenses? Have you been obliged2 to economize on many items you want and need? If so, why not use your spare time to correct this situa?tion.3

Why not use your spare time by serving as a subscription rep?resentative for the Home Maga?zine. We4 feel sure you will like the idea when you learn how easy it is to add gratifying amounts to your6 allowance. Yours very truly, (105)

PRETRANSCRIPTION QUIZ

The words that have been omitted from the printed short?hand are given in italics.

400. Dear Michael: I have re?quested the use of a number of rooms in the Chamber of Com?merce Building for our sales1 conference on December 10, 11, and 12. We can have three de?sirable rooms in the Chamber of Commerce2 Building from 9 a.m. to 5 p.m. on each of these 'days. We shall not, how?ever, be allowed to serve3 meals in the conference rooms. If we want to hold a luncheon meet?ing, we can have the use of the dining room from4 1 p.m. to 3 p.m.

While I realize that this ar?rangement is not perfect, never?theless I think it5 will be satis?factory.

Please notify me as soon as you can, Michael, whether I should make these arrangements6 defi?nite. Sincerely-yours, (125)

Assignment 47

406. Dear Mr. Slaughter: As a matter of self-interest and self-protection, every person should guard against1 the possibility that fire may break out in his home.

Suppose that grease catches fire in the oven. Suppose that2 a short circuit starts a fire in the radio or some other electrical de?vice. When you have a King Safety3 Unit in your home, you will be able to dispose of the fire quickly. You simply open a little jet,4 point the stream that it releases at the flame, and you have disposed of your fire before anything has been harmed.

This5 useful unit is easy to handle; it requires no special training to operate. It is 15 inch?es6 long and weighs only 3 pounds when it is filled. We have just received a shipment of these units, and you can purchase7 one today for $7.

If you wish us to send you a King Safety Unit C.O.D., fill out the attached8 blank and return it in the enclosed self-addressed en?velope. Yours very truly, (175)

407. Dear Mr. Dunn: Remem?ber the self-satisfaction you re?ceived from your first bicycle - the one that you earned all! by yourself? Under the circum?stances, you had justification to be proud.

Today your newsboy is getting2 the same kind of thrill from being in business for himself, paying his own way, and thus de?veloping self-reliance3 and self-respect.

If your son is seeking the best way to become self-supporting, why not propose to him that4 he take a newspaper route in his spare time. It is a means by which half a million self-suffi?cient boys today5 are preparing themselves for leadership in the future.

If your son likes the proposal,

have him report to our6 super?visor, Mr. Dix, on Monday after?noon for an assignment in your neighborhood. Yours very sin?cerely,7 (140)

408. Gentlemen: We are hap?py to send you the bound copy of our booklet, "Transportation by Air," that you requested.1 The facts in the booklet are self-ex?planatory.

As you know, air freight is a low-cost service that enables2 you to ship merchandise over great distances at air speeds. Many executives, a majority of3 whom originally opposed the idea, are now using our system and are getting increased profits from4 the new markets that have been opened up to them.

A member of our staff is pre?pared to go over your shipping5 program with you without cost or obligation. He will help you determine whether it would be to your self-interest6 to use air freight. If it would be, he will make definite suggestions and proposals that will result in7 a saving for you. If it would not, he will tell you so frankly.

Simply write us in the en?closed self-addressed8 envelope, and we will get in touch with you. Very truly yours, (171)

409. Dear Mr. Mason: Despite the difficult circumstances under which we operated last year, we had the1 greatest and most prof?itable year in our history. In addition to taking care of our old customers,2 we cultivate.d many new friends. These people learned that at Smith's we do not play favorites and that we are opposed3 to putting an excessive price on any article simply be?cause the supply is limited.

This4 self-imposed program is in force today just as it has al?ways been in the past. Whenever you are in the market5 for medi?cal supplies, please call us. Yours very truly, (110)

PRETRANSCRIPTION QUIZ

The words that have been omitted from the printed short?hand are given in italics.

410. Dear Lloyd: Thank you for your proposal to take over the state of Illinois in addition to your own territory! until we can find a man for the position. That is very unselfish of you, and I appreciate2 your unselfishness.

I feel, however, that this would be an imposition on you. It would mean that you would3 be away from home for weeks at a time. Under the circumstances, I imagine that your wife would be opposed* to the proposal as a matter of self-interest!

Fortunately, I think I shall be able to dispose5 of the matter soon. In fact, I have already of?fered the position to a competent young man who has6 the neces?sary training.

Thank you once again for

your unselfish proposal. Sincerely yours, (137)

Assignment 48

411. RECALL CHART

1. Perform, inform, misinform, obtain, contain, captain.

2. Reside, subside, beside, in?side, afternoon, after-dinner.

3. Consult, result, insult, dis?pose, impose, expose.

4-. Alternate, alternately, alter?nation, enforce, enforcement, en?forceable.

5. Equal,  equally,  equalize, furnish, furnished, unfurnished.

6. Nature, natural, naturally, myself, yourself, himself.

7. Composition, disposition, imposition, import, thoughtful, thoughtfully.

8. Notify, modify, embarrass, embarrassment, terminate, termi?nations.

9. Special, partial, impartial, other, mother, brother.

10. State, future, organize, never, acknowledge, experience.

11. Situation, newspaper, en-velop-nevertheless, idea, number, correct.

12. Quantity, request, request?ed, public-publish, regular, allow.

13. One of the, one of them, one of our, some of the, some of them, some of our.

14. I understand, he under?stands, I understood, he under?stood, misunderstand, misunder?stood. 15. $500, $5,000,000, 5 gallons, 5 feet, 5 per cent, 5 per cent per annum.

413. composure

In a well-known book on the life of Abraham Lincoln that was published a number of years ago, there appears1 this story:

In the early months of the war, when there wasn't anyone in the Nation's capital who knew how2 soon General Lee's troops might reach the city, Lincoln and a member of his cabinet went to call on an3 important Union gen?eral. Official etiquette prescribes that the President shall never call upon a private4 citizen, but the" times were too tense for eti?quette.

Lincoln wanted firsthand in?formation from the one man5 who could give it to him. As the general was not at home, the two men waited in his parlor. Af?ter they had6 been waiting for two hours, they heard him at the door and supposed, of course, that he would speak to them at once. Without a7 word, however, he hurried to his room. They waited again-ten minutes, twen?ty minutes, thirty minutes.

Finally,8 Lincoln requested one of the servants to remind the general that his visitors were still waiting.9 Presently, the servant returned and with obvious em?barrassment reported that the general stated he was10 too tired

to see the President. As a matter of fact, he was already in bed. When the two men were out?side,11 the cabinet member ex?ploded in anger. Would not the President oust the general from command? The12 President laid his hand quietly on the other man's shoulder and said: "Don't take it so hard; I will gladly hold the13 general's horse if he will bring us victories."

What was the quality Lincoln revealed in that trying situa?tion?14 One of the most impor?tant qualities in the world - the ability to maintain his self-con?trol. He16 understood the general.

All great organizers possess this ability. Ordinary individuals16 fret and fume when such situa?tions arise and give a sad display of temper when they experience setbacks17 or unfair criticism. Great men act differently. When one watches them on such occa?sions, one sees few,18 if any, evi?dences of outward annoyance.

Anyone who studies self-con?trol carefully will soon19 realize that acquiring poise is not the work of a few moments or even a few days. Those of us who seek it2" must undertake a long and patient training, one that will gradually change not only our actions in moments21 of crisis but also our daily attitudes toward life and people. The first step in this training is to teach our?selves22 not to expect that life will be entirely free of problems. A certain amount of friction and a certain23 number of disappoint?ments are inevitable, and we make our first advance toward self-control when we learn this fact.24 (480)

414. GETTING THINGS DONE

Thomas Edison once was asked how he managed to get through so much work in a day. He re?plied: "By never doing1 anything twice. I never anticipate my work and never worry about it. When the time comes to do2 a thing, I do it-and that's the end of it."

The fussy man is the chap who tries to do everything at once.3 He starts on this and starts on that, but he finishes nothing. He picks up a letter to answer it and lays it4 down to pick up another letter and fuss with that. He puts the hard work at the bottom of the pile. He leaves a5 hard job on his desk day after day until it absolutely has to be done, and then he rushes it out in6 such a hurry that it seldom is done right. This man goes home in the evening with frayed nerves. In imagination7 he drags his desk and papers home with him and worries about them there.

A big thing in life is never done by a8 fussy man. When one is worrying about half a dozen tasks that must be done in the future, one fails to do9 the pres?

ent task as it should be done. One task at a time, finished and started on the way before tack?ling the next10 task, is a rule that makes for poise and power.

(208)

CHAPTER 9

Assignment 49

419. Dear Mr. Billings: I am exceedingly happy to notify you that your personal accident pol?icy! has been substantially altered so that it now covers all the com?mercial flying that you do.

Under the2 terms of the en?closed policy, you receive maxi?mum protection when you ride in any transports operated3 by the regular airlines anywhere in the world. If you fly in a private plane, you are also covered.4 There is no extra charge for this coverage. It is one of the services that we render. In my opinion,5 you now have an exceedingly val?uable policy, one that will be?come increasingly valuable6 as times goes on.

If you have any questions in regard to this extra coverage or in regard to any7 other matter relating to your insurance pro?gram in general, I hope that you will write us immediately.8 Our agent, Mr. Hastings, will be glad to call any afternoon. Very truly yours, (177) 420. Dear Mr. Cummings: As you know, home values and building costs are becoming in?creasingly higher in Chicago.! Under the circumstances, we feel that it is our duty to raise the following question immediately.2 Wouldn't it be advisable, Mr. Cummings, to consult with our fire insurance agent in order to3 make sure that you have includ?ed in your policy sufficient cov?erage on your buildings?

We feel sure that, if4 your present insurance is insufficient, you will want to increase it ac?cordingly. Then, in case of a5 critical fire, there would be no question of your taking a loss due to increased costs of replacement.

It will take our6 agent a sur?prisingly short time to find out whether your buildings are suf?ficiently covered and to adjust7 your policy if they are not. Do not postpone taking this forward-looking step. Very truly yours, (158)

421. Dear Mr. Jennmgs.: I have a childhood friend who is inter?ested in a position in promotion, sales, or1 advertising work. He has had several years of practical experience, and in my opinion there isn't2 any question that he would be exceedingly valuable to you if you want a man in one of these3 fields.

Recently he developed a new line of men's furnishings for a Western firm. This line of men's

furnishings* is now selling ex?ceedingly well in the best-known department stores throughout the country.

Approximately six5 years ago he covered the Middle West as an agent for a big furniture com?pany located in6 Chicago. At that time his earnings amounted to more than $10,000 a year. He has just completed a7 fruitful year acting as public-relations agent for a well-known electric-clock company in this state.

If8 you would like to arrange an interview with him, let me know immediately, and I will tell him to get in9 touch with you himself. You can call me in re?gard to this matter between five and six o'clock on weekday eve?nings10 and between 9 and 11 a.m. on Saturday. Sincerely yours, (213)

422. Dear Mrs. Peters: Does it pay to buy furs now? It is our frank opinion that it does. The majority of1 the furs that we have on hand were imported when the prices of skins were at a five-year low. Consequently, they2 were exceedingly fine values even be?fore the reductions that we are putting into effect at present.3

Our Broadway store is open between 9 a.m. and 5 p.m. every weekday and between 9 a.m. and4 8 p.m. on Saturday. In addition, it is open Thursday evenings un?til 10 p.m.

Make it a point6 to come in immediately and make your selec?tion. Very sincerely yours, (114)

PRETRANSCRIPTION QUIZ

The words that have been omitted from the printed short?hand are given in italics.

423. Dear Mr. Hastings: Thank you for calling on us in regard to employment as an agent for our organization.1 We are exceeding?ly flattered by your opinion that our organization would be a nice place in2 which to work. Unfor?tunately, we cannot offer you any immediate encouragement.

As I told you,3 there is no question about your ability or at?titude. We do not have any im?mediate openings,4 however, in which we can utilize your special talents.

It is our opinion, Mr. Hastings, that you5 will have no difficulty transferring to some organization that is looking for an agent with your6 valuable training and ex?perience. Cordially yours, (130)

Assignment 50

430. Dear Mr. Dexter: Con?gratulations on your stimulating booklet on the subject of con?sumer education.1 I assume that this booklet will receive wide cir?culation, particularly among prin?cipals and2 superintendents.

As you know, consumer educa?tion is now taught successfully

in hundreds of schools. The3 sub?ject is not taught at all, however, in some of the large systems with a student population of more than4 300,000.

I am confident, Mr. Dexter, that your stimulating booklet will give consumer5 education a much-needed forward push and clear up many misunderstandings about the subject. Yours very6 truly, (121)

431. Gentlemen: Does your accounting department have to work exceedingly long hours tab?ulating rows and rows of1 figures at the conclusion of each payroll period? If that is the case, this confusing situation can2 easily be corrected by the installation of a Davis Electric Calculator. In this way, you3 will substitute simpli?fied and accurate machine opera?tions for many of your present time-consuming4 methods. The capacity of this new calculator is so great that the preparation of your payroll will5 be completed in a fraction of the time that it now consumes.

We suggest that you let one of our men make an6 objective sur?vey of your accounting system. We are confident that at the con?clusion of the survey he7 will be able to show you how our calcu?lator can successfully be adapted to your particular8 problem. A postal-card request will bring him to you at your convenience. Very truly yours, (176) 432. To Our Salesmen: Sever?al days ago I discussed with Mr. Royal, the treasurer, the subject of revising! our regulations for handling car expenses. He said that some of the men have con?cluded that it is a2 hardship for them to operate their cars on the allowance that we have been making in the past. He also said3 that there is a substantial differ?ence in the operating cost of cars in different parts of the country.4 Consequently, you can under?stand that it is not easy to formu?late a set of regulations that will5 be completely fair to everybody. At the conclusion of our discus?sion, we decided on the6 follow?ing regulations, which we are confident will work successfully.

We will allow each salesman with a car7 10 cents a mile for all driving that he does for business purposes. This sum is intended to cover the purchase8 price of the car, which we presume each salesman will supply in the fu?ture as he has done in the past. At the9 conclusion of each month, each salesman will in?clude in his report all expendi?tures actually required for10 oper?ating the car.

Before we put these regulations into effect, we should like to have any objections11 that the sales?men may have to the plan. Con?sider the proposed regulations critically. Then write me wheth?er12 you think this particular plan

will work successfully or whether it will work a hardship on you. I should13 appreciate hearing from you by P'riday, January 10. If a majority of the men ulti?mately14 reach the conclusion that the plan will not be success?ful, we shall endeavor to work out something else. Larry15 Alien (301)

PRETRANSCRIPTION QUIZ

The words that have been omitted from the printed short?hand are given in italics.

433. Dear Miss Dwyer: If you are like the majority of women, we may confidently conclude that you have1 accumulated several pairs of shoes in some closet in the house that are in good con?dition but that you do2 not wear for one reason or another.

Whatever your particular ob?jection to the shoes may be, we are3 confident that we can im?prove them so that you will want to resume wearing them. We shall, if necessary, remake4 them according to your specifications.

Look into that closet in the house today, and bring out all those5 perfectly good shoes that you never dreamed you would wear again. You will congratulate yourself. Miss Dwyer, on the8 savings you will be able to make on your shoe bills! Sincerely yours, (132)

Assignment 51

437. Dear Mr. Davis: Yester?day afternoon at a meeting of the Board of Directors of the Boston Railroad1 Company, I was in?structed to transmit to you our gratitude for the wonderful serv?ice you have rendered2 us during the past five years in the care and maintenance of our buildings and other facilities.

We recognize3 the fact that Acme products themselves doubt?less represent the best workman?ship on the market. It is the4 per?sonal service that the represen?tatives of your company render, however, that we especially5 ap?preciate. Your regular inspections and reliable advice have enabled us to avoid needless expense6 in keeping our buildings in the best of condition during the past five years. Unless I am mistaken, it7 was not necessary for us to make a single substantial repair during those five years.

Needless to say, you may use8 the Boston Railroad Company as a reference whenever you think that we may be able to help9 you obtain new clients. If you want us to do so, we will correspond direct with any person who is10 interested in learning about the advantages of your services. Cor?dially yours, (216)

438. Dear Mr. Dawson: Con?gratulations on that shiny, spot?

less new Peerless that has been delivered to you. It1 is our hope that you will get endless enjoy?ment from every mile that you drive it.

You will not receive this end?less2 enjoyment, however, if you are careless about the oil that you put into your Peerless. Use John-son Oil.3 All my discriminating customers recognize the import?ance of this. Johnson Oil resists wear and withstands4 heat better than any other oil I have ever sold. For carefree driving, give your Peerless the advantage of5 Johnson Oil. Yours very truly, (106)

439. Dear Mr. Jones: We are in the process of publishing a complete, authentic, and de?pendable directory! of shorthand reporters. The book will be re?ferred to with regularity by attor?neys throughout the country.2 In this directory we should like to list your name, as we understand that you are a competent report?er3 in your state.

I wonder whether you would be good enough to fill out the enclosed questionnaire and for?ward it4 to us in the self-addressed envelope that is also enclosed. Be sure to give the address at which you wish to5 receive all your correspondence. When we receive this informa?tion, we will include it in our directory.6 This up-to-date listing will doubtless result in increased business for you, Mr. Jones. Very truly yours, (139)

440. To All Department Heads of the Northern Railroad: Yes?terday I received a notification from the president! in which he referred to the ever-increasing operating costs of our railroad. He directed me to2 correspond with the department heads of the railroad, urging them to eliminate all needless, careless, and useless3 expenditures.

Unless there is a substantial decrease in expenses in the next few months, our railroad may4 wind up hopelessly "in the red" at the end of the year.

I am sure that you recognize and thoroughly understand5 the necessity for economy, and I know that you will accordingly do your best to keep the6 ex?penses of your department to a minimum. John H. Hale (131)

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The words that have been omitted from the printed short?hand are given in italics.

441. Dear Mr. Jones: As you know, last April the thankless as?signment of investigating the pro?posed improvements! for the parks in this neighborhood was referred to me. After endless con?sultations and correspondence with the2 village engineer, I fig?ured that the improvements for beautifying our parks would cost about $100,000.3 Needless to say,

there is not enough money in the treasury to meet this cost.

Under the circumstances,4 Mr. Jones, I wonder whether it would not be to our advantage to delay this program until next5 year. I presume that we shall Tiave found some new sources of revenue by that time. What do you think? Yours very truly,6 (120)

Assignment 52

445. Dear Mr. Garfield: Ac?cording to a recent Government circular, automobile mishaps this year will1 instantly kill thousands of people. They will likewise in?flict injuries of a serious character on another2 several hundred thou?sand people.

The reason for this is that many automobiles are becoming old.3 As a result, accidents are becoming more frequent and more serious. Never, since you have been operating4 an automo?bile, has it been so important to drive with extreme care and to carry adequate automobile5 insur?ance.

The Harrisburg Insurance Company issued the first modern and practical automobile6 insur?ance policy in this country many years ago. Since that time we have been serving- more motor?ists7 than has any other company. If you should have an accident, you will have at your disposal to help you8 thousands of special employees located all over the country. If it is necessary for you to sue9 as a result of an accident, these employees will help you prosecute the case, interview the witnesses,10 etc.

You will find it exceedingly worth while to drive carefully. You will likewise find it worth while, Mr.11 Garfield, to carry enough insurance and to carry that insurance with an organiza?tion of the12 integrity and char?acter of the Harrisburg Insurance Company. Yours very truly, (257)

446. Dear Mr. Manville: I want to thank you sincerely for forwarding to me so promptly the dispatch case that I1 thought?lessly left at the Harrisburg sta?tion on Friday afternoon. It would have been a-hardship for me to get2 along without it be?cause it contained circulars, re?ports, correspondence, etc., that I shall need shortly3 to prosecute a case for the Government in Pittsburgh.

This is another one of the many instances4 that I have wit?nessed of the superior character of your service. Very sincerely yours, (97)

447. Dear Mr. Hatfield: I should like to recommend the appointment of Mr. Charles Turner as an instructor in1 gov?ernment at Springfield College at $15 an hour for the remainder of the year. I should emphasize,2

Mr. Hatfield, that this appoint?ment should take effect immedi?ately; otherwise, the class in gov?ernment wilP be without an instructor. As I assume you know, Mr. Gray, the previous instructor, resigned a week ago.4

Mr. Turner has had many years of teaching experience. At the present time he is engaged in business,8 but he has consented to teach our special course in government in the evening. En?closed you will find his6 scholar?ship record, his business qualifica?tions, his character references, etc. Sincerely yours,7 (140)

448. Dear Mr. Davenport:

This letter announces our plans for opening on Monday, April 15, a new men's1 shop at Colum?bus Circle in Westport. We shall carry a high-quality line of men's suits, coats, hats, etc.2

When this Columbus Circle shop is completed, we hope you will visit it whenever you are in that3 neighborhood. Yours very truly, (65)

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The words that have been omitted from the printed short?hand are given in italics.

449. Dear Mr. Greenberg: We understand that occasionally you fly to Knoxville and Nashville to prosecute cases! for the Govern?ment. Because we have sched?uled flights to these cities, we are sure that you will appreciate the2 convenience of having the en?closed timetable available for in?stant reference.

We likewise serve such well-known3 cities as Pittsburgh, Louisville, and Davenport. The number of cities that we serve is increasing constantly.*

We believe that the growth of our airline is due largely to the fact that we have always con?sulted our8 customers for prac?tical suggestions for improve?ment, and we have tried to carry out those suggestions.

We hope, Mr.6 Greenberg, that you will make frequent use of our airline. If we can be of assistance to you in planning fu?ture7 trips, please be sure to get in touch with us. Yours very truly, (151)

Assignment 53

453. Dear Mr. Johnston:

When you come to Wilmington on Thursday, December 15, to take part in the American1 Jew?elers Association Convention, you will be a most welcome guest. We want to take this op?portunity2 to extend to you the facilities and friendship of the Hotel Oxford.

The Oxford is Wilmington's finest3 hotel. It has been our priv?ilege to entertain many well-known organizations that have selected4 Wilmington as their meeting place.

The rates at the Hotel Oxford are reasonable, and you will find the air-conditioned6 rooms com?fortable indeed.

May we look forward to greet?ing you at the Oxford. Very truly yours, (119)

454. Dear Mr. Cunningham:

Whether your business dealings are in Canada, England, or any other part of the1 world, the Rockford National Bank can be of assistance to you. Its overseas branches include offices in2 Bir?mingham, Cairo, and Welling?ton. These offices will help you make collections promptly and will also obtain'3 for you credit ratings of foreign firms.

As our Foreign Department officials are constantly in touch with* overseas conditions, they are also able to provide complete information on trade regulations abroad.5

Why not investigate our serv?ices by talking to one of the of?ficials of our Export and Import6 Department. He may be able to tell you about an unusual service of the Rockford National Bank that7 will be of substantial help to you. Cordially yours, (149)

455. Dear Mr. Pennington:

Did you ever hear anyone de?scribe a hotel as young, particu?larly when the1 hotel is one of America's most distinguished es?tablishments, with a wonderful reputation for the2 quality of its service? Yet, the Arlington possesses qualities that can only be termed young. It has its3 eyes on the fu?ture rather than on the past.

At this moment a complete re?furnishing program is bringing new* comforts and new beauty to guest rooms. Its standards of service and friendship march steadily forward to keep pace with6 new needs and demands.

It is not surprising that the de?mand for rooms at the Arlington is at the highest level6 in years and that discriminating travelers select it in preference to other hotels.

The next time7 you are in our neighborhood, Mr. Pennington, make the Arlington your home. A postal-card request will reserve8 a room for you. Yours very truly, (167)

456. Dear Mr. Harnngton: I understand that John Newton, my boyhood friend, willingly ac?cepted the position' of secretary of the American Education Com?mittee. I am naturally delighted. When2 I selfishly submitted his name for the assignment, I thought our chances of ultimate?ly getting him were hopeless.3

I know John will do a fine job. Cordially yours, (70)

457. Dear Mr. Sanford: As a member of the American Science Association, you are probably preparing1 to attend its annual convention, which will be held in Wilmington from August 17

to August2 20. We are sure that you will be interested in travel?ing either to or from Wilming?ton via3 the Central Railroad, which runs through many miles of some of the most beautiful scenery in the United4 States and Canada.

We are enclosing a memoran?dum that shows the cost of dif?ferent types of rail tickets6 and sleeping accommodations from Wilmington to Seattle and re?turn.

If you wish us to do so, we shall6 be happy to help you plan your trip and to take care of all the details.

Stop in at our office this after?noon and7 assure yourself of a pleasant trip. Sincerely yours,

(150)

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The words that have been omitted from the printed short?hand are given in italics.

458. Dear Mr. Nottingham: If we are to pay our taxes to the United States Government and still have prosperity! and a high standard of living, we must make and consume a total of $200,000,-000,000 worth2 of goods and services a year. Is there some justification to suppose that the .United States can do it?3

Some interesting light has been thrown on the subject by our booklet, "Ten Ways to Prosper?ity." This booklet was4 prepared specifically for the Oxford Na?tional Bank several months ago by the employees of the Reming?ton6 Company; a world-famous research organization. Would you like to have a copy, Mr. Notting?ham?6 Sincerely yours, (122)

Assignment 54

459. RECALL CHART

1. Electricians, typical, termi?nation, taxation, attitude, Bir?mingham.

2. Misunderstanding, kingdom, expenditure, sincerity, pretend?ing, America.

3. Themselves, translation, in?formality, subscribe, circumstan?tial, Johnstown.

4. Continually, superstition, cablegram, however, alternating, England.

5. Brotherhood, postman, noti?fication, furnishings, self-defense, Harrisburg.

6. Afterwards, inclined, qualify, performance, disposal, Green-burg.

7. Quotation, dispute, short?ages, imposition, entertaining, Shreveport.

8. Bank, pneumonia, required, embodied, countless, New York.

9. Yard, kindest, complicated, undone, stipulating, Philadelphia.

10. Resumed, restricted, ac?cused, enjoyment, science, Wash?ington.

11. Authorship, deportation, insulted, competent, everywhere,

Hartford.

12. Throughout, valuable, par?ticularly, enough, recognizes, gov?ernment.

13.  Question,  immediately, confident-confidence, refer-refer-ence, railroad, opinion.

14. Circled, agents, house, di?rect, likewise, automobile.

15. Between, conclude, conclu?sion, correspondingly, wonderful, otherwise.

16. Instant-instance, etc., cov?erings, successful, subject, prose?cute.

17. Disregard, objections, ad?vantage, remainder, character, yesterday.

461. BUILDING GOOD WILL

Recently, the president of a large organization made this re?mark about one of his junior ex?ecutives.1 "That young man is going places. He is one in a thou?sand! He will be a success be?cause he is making2 a serious effort to build up his personal good will."

The president then put into two sentences3 the formula by which business firms may in?crease their good will. "First, find out what people like about you and do more4 of it. Secondly, find out what people do not like about you and do less of it." In?dividuals can use5 the same for?mula in building personal good will.

Your good will is the/sum total of all the good thoughts and6 favorable attitudes that people have toward you. Every word or act of yours builds or destroys good will. Most of7 our great business firms started as small en?terprises, but they grew great by multiplying their friendships and by8 expanding their good will. We can all live happier lives by multiplying our friendships and by expanding our" personal good will.

Here, in brief, are four prin?ciples that you should follow to increase your personal good will:

1. Be10 a person of character. As you know, people pay little attention to a man who does not have a reputation11 for honesty. The words of the honest man who has proved he can be trusted carry sincerity, weight,12 and power.

2. Rise above retaliation. A person does not make friends by going around with a chip on13 his shoulder. When we want to build good will, we must stop creating ill will. We must strive to be known as people who1'1 are too big to be petty.

3. Maintain friendships. Per?sonal good will depends not only on making new friends but15 also on holding old friends. Keep yourself alive in the minds of your friends by keeping in touch with them and serving16 them.

4. Make a name for yourself. Your deeds speak for you. Set a record for excelling and for doing your tasks17 exceedingly well. Strive to make your name well known for leadership in your pro?fession or industry.

In the final18 analysis, it all comes down to this: If we want the personal good will of others, we must earn it. Our19 personal good will is a reflection of what we are. (389)

462. INITIATIVE

The world reserves its best re?wards, both in money and in honors, for but one thing, and that is initiative.1 What is initia?tive? I will tell you. It is doing the right thing without being told. Next to doing the2 thing without being told, however, is to do it when you have been told once. Those who do things with?out being told3 or when they have been told once get high honors and good pay. Next there are those who never do a thing until they have4 been told twice. Such persons get no honors and small pay. Then there are those who do the right thing only when necessity5 kicks them from behind, and these get indi{» ference instead of honors and a pittance for pay. This kind spends most6 of its time telling a hard-luck story explaining why it has not been able to get ahead.

Then lower down7 the scale than this we have the fellow who will not do the right thing even when someone goes along to show him and8 stays to see that he does it. He is always out of a job and receives the contempt he deserves-unless he happens9 to have a rich father, in which case Destiny patiently waits around the corner for him with a big club.10

To which class do you want to belongP-EJbertHubbard (206)

 



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