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. Please give this your immediate attention.______EYOND the second letter in either case sales talk is worse than wasted.Not only is the customer whoBfails to notice two such requests worthless for future business, but a drawn out letter robs the requestof urgency.The third in the series therefore should be strictly a collection letter and should crystallizematters by setting a definite date on which settlement must be made.Here is a good form, for instance: You have entirely ignored our two previous requests for payment of your overdue account.We are consequently compelled to believe that you are purposely neglecting settlement. We must now insist upon this account being paid by _________.______ANY firms do not turn accounts over to an attorney until a collection agency has tried its methods on theMPage - 74Mr.Albert G.Green,Randolph, N.C.Dear Mr.Green:You have been so busy making your preparations for theHoliday trade, that you have doubtless overlooked the fact thatyour Account with us is somewhat overdue.You have settled yourbills Promptly in the past and we feel confident that this re-minder will Meet with an equally prompt remittance in this in-stance.How is the Venetian Toilet Soap selling? Many of ourCustomers are finding this one of the best money-makers theyHave handled, not only because of its real merit, but becauseOf the extensive advertising campaign which the manufacturersAre carrying on.As you know, we can give you an unusually goodprofit On this soap and it should pay you well to push it duringtheHoliday season.If you can use another gross of boxes we canShip them on the day ordered.With best wished for a good season,Very truly yours,Speer, Hammond & Co.An example of a good first collection letter written by the correspondent of a commercial houseto a customer who has fallen behind.Not how the selling talk introduced gives the letter a cordial,courteous tone that impresses the customer with his obligation and at the same time lays a basis for morebusiness.debtor and failed.But if you do write a man that you will go to court, by all means, do it.In other wordsnever put a threat into a collection letter that you do not intend to back up.Any debtor, who doesn t make atleast an effort to settle after three requests, should be handled without mincing matters.______OLLECTION letters on installment accounts differ from commercial letters chiefly in that the purchaseCis a single transaction and there is frequently little probability of future business.For this reason thesales element is largely lacking.Reason for settlement must run on two points the buyer s honor and hisobligation to abide by his contract.The prime aim is to prevent the debtor from getting behind in more than one installment.When tworemain unpaid, the account is doubly difficult to collect, and if three accumulate, some summary action or aPage - 75 cash up offer is almost absolutely necessary to make the account profitable.Because installment propositions are usually sold to all buyers on a uniform basis of payment, formletters may be used far more extensively than in commercial work.In fact, debtors and their degrees ofindebtedness may be so classified that a series may be prepared which will meet almost every objection andapply to nearly every situation.One collection man has divided his accounts into four classes those on which only the first pay-ment has been made, those on which several but less than half have been made, those on which more thanhalf have been made and those on which only a very small amount is still outstanding.For each class he hasprepared a series of five letters and they have been so carefully developed through experience with install-ment buyers that they are in the vast majority of instances as well suited as personally dictated letters.It is customary among houses doing an installment business on a monthly basis not to begin a strictlycollection series until a second copy of the monthly statement, marked  Second Notice has failed to bring aresponse [ Pobierz całość w formacie PDF ]