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s«_
Student’s Transcript
of Gregg Shorthand
for Colleges, Volume One, Series 90
Copyright © 1980, 1973, 1965, 1958 by
McGraw-Hill, Inc. All Rights Reserved.
Copyright 1953 by McGraw-Hill, Inc. All
Rights Reserved. Printed in the United
States of America. No part of this publi¬
cation may be reproduced, stored in a
retrieval system, or transmitted, in any
form or by any means, electronic,
mechanical, photocopying, recording or
otherwise, without the prior written per¬
mission of the publisher.

34567890 DODO 887654321

ISBN 0-07-037750-2
Explanation to Users of This Booklet

This booklet contains the transcript to the shorthand material in the Reading
and Writing Practice exercises of Gregg Shorthand for Colleges, Volume One,
Series 90. The number preceding each exercise corresponds to the shorthand
exercise number in the text. This transcript will serve two desirable purposes:

1 It will enable the students to look up the word or phrase represented by any
outline about which they are in doubt. They will thus be able to cover the
Reading and Writing Practice exercises more quickly and with a minimum of
discouragement.

2 Because the key material is counted, the students will be able to obtain
extra dictation practice outside of class.

The Publishers
Transcript of Shorthand
(The material is counted in groups of 20 standard words, or 28 syllables, for
convenience in timing the reading or dictation.)
CHAPTER 1
LESSON 2
1 Alphabet Review
T, d, n, m, s, f, v, a, e.
LESSON 3
1 Alphabet Review
T, d, e, f, a, v, n, r; o, 1, i, h, s, m.
Group A
1 Mr. Peters will write four plays.
2 My niece reads at a slow pace. I
am not pleased.
3 Our wills are inside our steel
safe in1 our library.
4 I have pride in our home.
5 I will read Mary's brief at home.
Please leave it in my library.
6 Our sales 2 in our Reno store are
high. I am indeed pleased.
7 Our sales in our Erie store are
low. [55]
Group B
8 I have a slight pain in my right
ear. I will stay inside.
9 I will mail Mr. Deering a brief
note.
10 Mr. Paine, a1 well-known labor
leader, will buy my home in Maine.
11 I am driving home in an hour or
so. Please notify my niece.2
12 My neighbor, Mr. Peter Bates,
saved my life.
13 Fay made a will in Mary’s favor.
14 Mr. Blair’s neighbors are polo3
players. [61]
Group C
15 I realize I am late.
16 My niece owns an airplane. It
flies at 350 miles an hour.
17 I will sign a lease1 in May.
18 I have placed my deed in our
private safe.
19 Our papers are in my file.
20 Mr. Bates stayed in my library2
an hour or so writing a paper.
21 Please buy me a spare tire. [51]
Group D
22 I am not failing filing. I might
fail in typing.
23 I need a file in my library. Please
buy it in Mr.1 Blair’s store.
24 I hear Mr. Stone will remain in
Spain.
25 I will read my evening paper at
home.
26 He will see Mr. Stone2 in Rome
in May.
Lessons 2 & 3 1
27 Mr. Ray will not buy a home in fever. It made me weak.
Mobile. He will buy a home in Mo¬ 12 We have a weak polo team. I
line. [57] have a vague feeling 1 we will lose to
White Plains High School.
13 My wife will mail in our renewal
LESSON 4 in a week or ten days.
1 Alphabet Review 14 I will take Route2 15 to Lake
Rose. [43]
S,o, a,e, h, r, t, p, m; d, 1, s, b, v, n, f, i.

Group D
Group A
15 Mr. White’s keys are not in my
1 My wife will take my niece Gail blue suit.
Kline skating while we are at White 16 Mary Bailey types four or five
Pines. I will go skating too. hours a day.
2 We will try to keep our1 room 17 Mr. Weeks will prune our1 ma¬
clean. ple trees in May.
3 Mr. Sweet will stay a week or so 18 Kate Gates made a poor grade
at my home in Green Acres. in Dean Wade’s legal course.
4 We have two girls who are going 19 I do not eat sweets; I am trying
to Wayne2 High School. to lose weight.2 [40]
5 I am not willing to wait while
Mr. Wade grades our typing papers. I
have to go to a meeting in3 an hour. Group E
[61]
20 I ate two rolls at noon. I do not
feel too well.
Group B 21 Whose notes are in my library?
22 It will take me at least an hour1
6 I do not know why he came so
to read Mr. Blair’s brief.
late.
23 We will not take a plane to
7 I will increase Mr. Bailey’s pay
Dover; we will drive.
in a week or so.
24 Ray Stone will retire in May.[38]
8 Mr. Sweet gave me'a nice raise;
I need it.
9 Wade swears he knows who LESSON 5
broke my vase.
1 Alphabet Review
10 Our produce sales are increas¬
ing. I am well pleased. [38] A, s, v, f, e, m, n, t, d, o; 1, r, h, i, b, p, s,
oo, k, g.

Group C
7 Mrs. Sweet: Your letter of April
11 I will not go skiing. I have a 10 to Mr. Keith Booth gives the facts

2 Lessons 4 & 5
relatingtohisclothingbill.but 11 am
afraid that your letter is a little too
terse. It will hurt his pride.
Can you rewrite your letter so that
the2 tone is not so severe? Remem¬
ber, we have to keep Mr. Booth happy
with our service.
Please mail me a carbon3 of the
rewrite that you prepare. Ethel
Parks [68]
8 Mrs. Ruth: Here are four facts
relating to Mr. Smith’s new motel in
Salem that you may not know:
1. It can take1 care of 450 guests
with ease.
2. It has three meeting rooms. Two
of these rooms are really movie the¬
aters.
3. It2 has an inside swimming
pool.
4. It has a staff that is ready to take
care of your needs.
The rooms at Smith’s Motel are3
first class, but Mr. Smith has kept his
rates low. His rates are given in the
pamphlet that isclipped to my letter.
If4 you are planning a sales meet¬
ing, have it at Smith’s Motel in
Salem. Fred White [94]
9 Dear Neighbor: We are happy to
write you that the new Weaver cars
have arrived. The new cars are well
built as well as1 attractive.
You can buy the car you like or you
can lease it. If you buy it, we will help
you finance it. But if2 you prefer to
lease it, we will prepare a lease that
will appeal to you.
See these fine cars during your
noon hour or 3 in the evening. We are
open till eight. Your Weaver Car
Dealer [72]
10 Dear Edith: Harry Smith wrote
me that in April you addressed a
meeting of our dealers in Dallas. He
said that1 you spoke with the help of
notes but that you spoke like a vet¬
eran.
I am indeed happy that you did so
well. 12 plan to ask you to address the
new members of our sales staff the
last week of May. Are you free the last
week of May?3 J. C. Farmer [63]
11 Mrs. Sweet: During the first
week of April, Mr. Barry White will
fill the vacancy we have in our cloth¬
ing1 store in West Haven. He hopes
to move to West Haven with his wife
Kathleen in six weeks.
May I ask a favor of2 you, Mrs.
Sweet? Please help the Whites locate
a place to live in or near West Haven.
The Whites need a home with three3
bedrooms.
If you know of a home that the
Whites can lease or buy, please tele¬
phone me at 555-1612.4
I know you will help the Whites if
you can. Beth Harvey [90]
12 Dear Ted: As you may know, my
clerk, Bill Smith, will celebrate his
twentieth birthday the last week of
May. We plan to1 give Bill a pair of
theater tickets as a surprise, but we
need a little help that I have a feeling
you can 2 supply. We do not know the
plays that Bill has seen. I know that
with your tact, you can get me a list
of four or five 3 plays that Bill has not
seen.
Lesson 5 3
 I know you will help me surprise
Bill. Beth Willis [73]
LESSON 6
1 Alphabet Review
K, e, h, s, b, o, th, n, s, p, d; th, oo, a, g,
m, v, i, t, 1, f, r.
8 Recall Chart
1 Though, those, throwing, move,
moves, movers.
2 Rely, relying, bright, bright¬
ness, waits, wade.
3 Clear, clearing, game, games,
art, heart.
4 Help, helps, new, news, an¬
swers, answering.
5 Swim, swimmer, method,
methods, settle, settler.
6 Fact, factor, inside, indeed,
white, wheel.
7 I, are-our-hour, it-at, Mr., will-
well, in-not.
8 Have, a-an, am, is-his, the, that.
9 Can, you-your, Mrs., with, of,
but.
10 In the, in that, in these, at the, at
that, at last.
11 I am, I can, I will, he can, he may,
he will.
12 It will, it will not, he is, he is not,
it is, here is.
13 You can, you cannot, you will,
you will not, you are, you are not.
14 Of the, of our, with the, with
that, we will, we are.
9 Mrs. Vail: In his note of May 18
our salesman, Mr. Harry Ruth,
writes that you broke a bone in your
4 Lesson 6
left leg1 while skiing last week, but
he adds that the break is healing fast.
In fact, he tells me that it is healing so
well that2 you will go home in a week
or ten days.
Why not plan to stay four or five
days with me at my cabin near Lake
Pine.3 I have a guest room that you
can sleep in. We can have our meals
in a little diner that is close to my
cabin.4
Are you in favor of my plan? Edith
Harper [89]
10 Mr. Sweet: As you know, Harry
Allen is not happy with the salary he
is making as our tire salesman 1 in
Dallas. He said he wrote you two
letters to that effect.
Last evening I had an hour’s meet¬
ing with him at my2 motel, but I do
not feel I made him happy. If you do
not increase his salary, I am afraid
we will3 lose him.
Harry is a fine salesman. Can you
give him a raise effective in April or
May? Mark Palmer [79]
11 Dear Ned: Last night while eat¬
ing in the main dining room of the
Three Acres Motel in Dallas, I had a
real1 surprise. Bill Wade, whom I
had not seen since our high school
days, came in. I had an hour’s visit
with him.
It seems that he2 owns a travel
service in Dallas that is doing well.
He has a little girl w'ho is in the first
grade.
If you3 care to telephone Bill, you
can get him at (206) 555-8172. You
can ask him to try to4 get you tickets
to a Dallas game. Henry Lopez [90]
CHAPTER 2
LESSON 7
4 Mrs. Grace: I am sorry to write
you that on July 10 Mr. James Swift
notified me that he will not take1 the
job of chief shipping clerk that you
have had open in your Dallas branch
since June 5.1 talked with him on the
phone.2
He tells me that he likes the job,
but it is his feeling that the salary we
are offering him is too low.3
Can you see your way clear to
authorize an increase in our salary
scale? If you cannot, we may well
have a 4 problem filling the job. Ethel
Wall [87]
5 Dear Sir: If you need a new jeep
on your farm, we invite you to stop in
at our showroom at 15 Church Ave¬
nue.1 We will show you the eight
models we have on our floors. We
assure you that we can supply you
with a jeep that will2 meet all your
needs at a price that will please you.
If you care to test-drive a jeep, our
salesman, Mr. Jack Small, will3 ar¬
range it.
We are open till nine at night on all
weekdays. Sincerely yours, [74]
6 Dear Madam: On June 30 I
bought a Model 16 easy chair at your
Cherry Lane store. The chair arrived
at my1 home on Park Drive on July 3,
but I cannot accept it as it is. It has
two large rips in the pillow as2 well
as a deep scratch on the right rear
leg.
Please arrange to take the chair
back to your factory. Yours very
truly,3 [60]
7 Mr. Paul: We will have a meeting
of our college sales staff on March 15
at the Hotel George at 1501 Fifth
Avenue. The meeting will start at
nine. My plans are ready, but I need
your advice on two vital sales2 mat¬
ters.
Can you arrange to meet me at
eight on March 15 in the lobby of the
Hotel George? We will have an hour 3
or so to talk while we have breakfast
in the coffee shop of the Hotel
George. Horace Small [76]
8 Mr. James: My secretary, Miss
Mary Page, tells me that the copying
machine in the first floor mailing
room1 is broken again. That ma¬
chine has given the members of my
staff lots of headaches.
I have a feeling that the2 final
answer to the problem is a new
machine. Please investigate the mat¬
ter of cos t. If the cost of a 3 new, 1 arger
copier is not too great, please buy it.
Give the bill to Miss Page. She will
see that it is paid. Beth Church4 [80]
9 Mrs. Bridges: As I promised you, I
am attaching a copy of a chart show¬
ing July sales in our two1 shoe shops.
As you will notice, our Moline shop is
doing well but our Dallas shop is not.
The Dallas shop has had2 a sharp
decrease since March.
Can you tell me why sales in our
Moline shop are high while sales in
our Dallas shop are3 causing me
Lesson 7 5
gray hairs? Jerry Small [66]
LESSON 8
4 Dear Passenger: Early in June,
members of our staff made a survey
in which they asked 1,000 passen¬
gers of1 our railroad if they smoked
on their way to the office or on their
way home in the evening. This sur¬
vey by our staff2 showed that merely
100 of them, or 10 percent, smoked.
Nearly 200 of them, or 20 percent,
said they3 would prefer that there be
no smoking on our trains because
"smoking is not good for you.”
Therefore, beginning this week,4
only two cars on each ten-car train
will be smoking cars. If you would
like to smoke on our trains, please
ride in the first5 or last car, both of
which are smoking cars. Sincerely
yours, [110]
5 Mr. Parks: I do not relish writing
you this letter because I have to tell
you that we are increasing the1 price
of our letter pads slightly. I believe
you know that our costs have in¬
creased greatly. In March they in¬
creased by2 nearly 5 percent. In
April they increased by nearly 8
percent. We have absorbed these
increased costs, but we cannot3 go
on absorbing them. I am, therefore,
with a good deal of regret, making a
price increase, but only a small4
increase of 8 percent.
Beginning July 15, the following
price changes will be in effect: Style
155 pads will be $80 a gross. Style 20
pads will be $90.50 a gross. Style 266
6 Lesson 8
pads will be $98 a gross.
I sincerely hope, Mr. Parks, that
this price increase will not affect
your7 sales adversely. James R.
Baker [146]
6 Mrs. Charles: Last night at 6
o’clock I met for an hour with Jack
Sweet urging him earnestly not to
leave his job 1 as head of our mailing
room. I even promised to give him an
increase of 20 percent, which would
raise his2 salary to $15,000, but he
would not accept it. He will leave on
July 18.
I am sincerely3 sorry to lose Jack
because he did a good job operating
the mailing room. As you well know,
good people4 are not easy to get these
days. Mary Farmer [89]
7 Dear Madam: Early in March I
wrote you to the effect that the trees
in back of your home need a good
spraying1 because the insects will
start to attack them late in May or
early in June. I have not had an
answer to my2 letter. Did it reach
you?
If you would like my staff to take
care of spraying your trees, please
call me collect at (300)3 555-1 171.
The cost of spraying your trees prop¬
erly with a new type of spray that
will not harm4 animals or trees will
be only $150. Yours very truly, [95]
8 Dear Fred: There is a fairly good
chance that I will be asked to talk to
our 100 office-machines sales train¬
ees1 at their meeting at the Hotel
White in Dallas on June 15.
 As the meeting will close well
before 3 o’clock,2 there will still beat
least four hours of daylight in which
we can play 18 holes of golf.
Will you be free on June3 15? It
would give me great pleasure to
treat you to a fine steak following our
golf game.
I sincerely hope you will4 be free.
Sincerely yours, [84]
LESSON 9
4 To the Staff: Because our sales¬
people need a good deal more space
to operate efficiently, we are going
to1 move them to the first floor, a
location which the National Televi¬
sion Corporation is planning to va¬
cate.2 They will move on or before
July 18.
We plan to proceed with our move
on the 19th of July.3 Therefore, I
would like all members of the sales
section to finish their preparations
for moving well before 5 o’clock4 on
July 18. The movers will be here at 9
o’clock on July 19. If no hitch occurs,
the sales5 section will be operating
efficiently again by July 21 at the
latest.
I know that I can6 rely on your
cooperation as well as on your pa¬
tience while this move is taking
place. Beth Sweeney [138]
5 Dear Jim: As you may know,
Harry Smith will be twenty-one on
June 28. In honor of this occasion, 11
am planning to have a birthday
celebration for him on that day at my
efficiency cabin in Ocean2 Grove. I
am inviting seven or eight of his
college classmates to this celebra¬
tion.
Are you free on June 28?3 If you
are, please plan to be in Ocean Grove
an hour or so before 5 o’clock.
I sincerely hope, Jim, that we 4 will
see you on June 28. Yours very truly,
[90]
6 Mrs. Abbey: I am really worried.
Mr. Jerome Baker, treasurer of the
National Television1 Corporation,
has not paid his bill for $650 in spite
of the four collection letters we2
wrote him.
Please arrange to visit Mr. Baker to
see if you can get his check for $650.3
May I caution you, Mrs. Abbey, to
be patient but firm with him. As I am
sure I need not tell you, his goodwill4
means a great deal to our firm. C. F.
Miller [88]
7 Dear Bruce: Please arrange to
ship 400 copies of our leaflet, Profi¬
ciency in Clothing Store Operations,1
to the National Hotel in Memphis.
Please make sure that they reach the
National Hotel before March 20, the
day2 on which I am to address a
group of 300 clothing store owners.
Mr. Keith, the chairman of the
meeting,3 said he would be happy to
place a leaflet on each chair in the
meeting room if the leaflets arrive at
the4 National Hotel by 4 o’clock on
March 19.
I am pleased to have the chance to
talk to these people. They are fine5
prospects for the service we offer to
Lesson 9 7
the clothing trade. Sincerely yours, would like1 to talk privately. Please
[113] feel free to take your visitors to Room
15.
8 To the Staff: It is with a heavy This room has three chairs as well
heart that I write this letter to the as a large2 desk. If you need to
staff. I have the sad task of telling provide more chairs, you can borrow
you1 that our treasurer, Mrs. Mary those in Room 17. Helen J. Smith[57]
Gates, will retire on July 30. As you
will remember, Mrs. Gates had a2
severe stroke early in March. While LESSON 10
she is rapidly regaining her health,
5 Dear Professor Moses: Why are
her physician feels that she would be
people in Atlanta switching their car
wise3 to retire.
insurance to National? They are1
Mrs. Gates has served our firm
switching because:
with efficiency since 1970. We will
1. They find that we can save them
all miss her patient4 advice as well
15 percent or more on their car
as her inspiration.
insurance.
No action will be taken to fill Mrs.
2. They like the2 efficient way in
Gates’ position before the5 fall. A.
which our 15 offices in Atlanta serve
Smith [104]
their needs.
3. They know that we render good,
9 Dear Madam: Are you making
fast claim3 services.
plans for a vacation in June or July?
Why not invite our agents to read
If you are, the attached pamphlet
your policy. If they find that you can
listing1 the finest vacation hotels in
save by insuring with4 National,
the West will help you with your
they will tell you so. But if they find
planning.
that your policy is as good as ours,
In all of these hotels you can get a 2
they will not try to get5 you to
fine room for as little as $50 a day,
change.
which includes three meals a day.
There is no charge for this service.
Before you make a final3 selection
If you would like to have it, I will be
of a vacation hotel, why not stop in at
happy to arrange it,6 Professor
the National Travel Agency. We have
Moses. Simply call me at (703) 555-
ten efficient4 people on our staff who
5176. Yours very truly, [138]
will help you select a vacation hotel
that will provide you with the
greatest5 pleasure at the lowest cost. 6 Dear Parents: Have you had a
Sincerely yours, [108] half hour or so to read the pamphlet
on Grand Island Camp that we sent
10 To the Staff: I am sure that there you? If you have,1 we are sure you
are occasions on which you have liked the steps Grand Island Camp
professional visitors with whom you has taken to be sure that your daugh-

8 Lesson 10
ter will have a pleasant vacation.2
Applications for July at Grand
Island Camp are currently arriving
at the rate of four or five a 3 day. As we
can take care of only 200 campers,
we anticipate that all our space will
be assigned by4 early June.
If you would like your daughter to
spend two weeks at Grand Island
Camp, please mail your application
by June5 2 at the latest. We don’t
want to find it necessary to write you
that we cannot take your daughter6
because your application didn’t
reach our offices by the closing date.
Sincerely yours, [137]
7 Mrs. Bond: As you know, last
week I asked Mr. Trent to prepare
two mailing pieces on our new line of
mattresses.11 am attaching copies of
the two pieces Mr. Trent wrote. I am
well pleased with his copy.
I will have2 our printer print
10,000 copies of each of these mail¬
ing pieces. Four thousand copies will
be sent to our3 Dallas office. Four
thousand copies will be sent to our
Erie office. Two thousand copies will
be kept here in our4 main office on
Park Avenue.
I am sure that these mailing pieces
will increase our sales of mattresses
in the5 fall. Barry Smith [103]
8 Dear Andrew: As you know, our
salesman in the East, Bob Moses, left
my staff to take a position with the
Carpenter1 Meat Processing Corpo¬
ration in Flint.
An hour or so ago, a chap by the
name of Bill Landry came in2 to see
me. He applied for the job. During
his visit he said he knew you well. In
fact, he said that he often3 played
golf with your sister.
He left me with the feeling that he
is a talented, efficient man who
would do well4 as a salesman for our
firm.
Do you share my feeling? Sin¬
cerely, [92]
9 Dear Professor Sanders: Here is
an offer that is a real bargain. For
$520 you can get1 a trip to Paris this
winter as well as 50 hours of French
lessons while you are in Paris. You
may rightly 2 wonder if you can learn
French in only 50 hours. With our
efficient new methods, though, you
will be surprised at3 the proficiency
you will achieve.
If you would like more facts, call
our main offices at 555-1 187.4 If you
prefer, see your local travel agency.
The agents are familiar with all our
travel plans. Sincerely5 yours, [101]
LESSON 11
6 DearFriend: When it is necessary
for you to travel 150 miles or more to
a city in which1 a meeting is to be
held, you should not drive because
that is the hard way. A better way by
far is to charter2 an airplane from
the Jordan Flying Corporation and
save hours of boring driving.
We will provide the services3 of a
highly skilled and efficient crew that
will get you to your meeting in style
and take you home after the meet-
Lesson 11 9
ing.41 knowyou will be pleased with
our efficiency.
If you could arrange to share the
rental of a chartered plane5 with
your colleagues, you would be able
tohave the pleasure and speed that a
chartered plane provides at small
cost.
We were6 the first to offer charter
service in Westfield. If you would
like to have all the facts, mail the
attached card. We will7 be happy to
send them to you. Better still, stop in
and get the facts at our Field Street
office. I am there from nine to8 five
daily. Sincerely yours, [167]
7 Dear Jim: When Mr. Ward and I
were in Garden City, we heard Mrs.
Mildred Fields give a good talk enti¬
tled1 “Children and Their Prob¬
lems." After she finished, I asked her
if we could print her talk in our
magazine, Child Care. She2 offered to
send me two copies. When I get them
from her, should I send them to you,
or should I send them to Mr.3 Sweet
at his office address?
I told Mrs. Fields that if all goes
well, we should be able to print her
talk in our4 July issue.
Can we do this? Sincerely yours,
[89]
8 Dear Friend: If you have been
trying to find the offices of Coastal
Airlines at 49th Street and Garden
Road1 but have not been able to
locate them, here is the answer to the
problem: We have moved from our
old location2 to a new building at
415 Third Street, which is across the
10 Lesson 11
street from the National Insurance
Building.
Our3 new offices are bigger, and
we have hired more people who will
be able to help you plan all your
trips.
When4 you again have occasion to
fly to a city that we serve, visit our
Third Street offices and let our peo¬
ple5 take care of your needs. They are
eager to help. Yours very truly, [112]
9 Dear Richard: I have been trying
to reach you at your Fifth Street
office for the last ten days, but I have
not been able1 to get you. Apparently
you have been on the road. There¬
fore , I am writing you this note to ask
if you could do 2 me a favor.
Two of my old friends are going to
visit me from July 18 to July 25.
While3 they are here, they would like
to see the Mets play the Cardinals on
the afternoon of July 19. I tried to4
get tickets, but I could not get them.
They told me that all tickets for that
game had been sold since June 15.
I thought5 that with your influ¬
ence, you might be able to get tickets
for my friends, even if they are in the
center field6 bleachers!
I know you will do your best for
me. Sincerely yours, [131]
10 Dear Madam: As you know, on
April 15 you bought two handbags
from our ladies’ store on Baker
Street and charged them.1
You were billed for these hand¬
bags, and our bill should have been
paid by June 1.
Mr. James, a member of our bill-
ing2 section, has called you on the your children. I am sending them by
phone on three occasions, but he has parcel post to your West Street office
hot been able to reach you. We are, in Flint marked “ Do not open before 2
therefore, writing3 to ask you to send Christmas.” They should arrive well
your check for $40 to pay for these before Christmas. Please drop me a
bags. note when they reach you.
Won’t you please take care of this Mary and I had hoped that we
matter. Yours very4 truly, [81] could3 spend Christmas with you
and the children, but I have had
word from our Atlanta plant that
LESSON 12 they are having labor4 problems.
Therefore, we canceled our plans. If
6 Recall Chart
we can arrange it, we will visit you
1 Be-by, for, would, there (their),
after I get back from Atlanta.5
this, good.
Have a Merry Christmas! Sin¬
2 They, which, them, and, when,
cerely yours, [107]
from.
3 Should, could, send, after,
8 Dear National Cardholder; We
street, were.
are highly gratified that since 1975
4 We are, we can, we will, I am, I
we have been able to1 increase the
can,I have.
benefits offered to National card¬
5 Tobe,tosee,tosay,Ihavebeen,I
holders, but there has been no in¬
have not been, I have not been able.
crease in our fee. The pressures2 of
6 $7; 700; 70,000; $700,000; 7 per¬
inflation, though, make it necessary
cent, 7 o'clock.
for National to raise its fee from $ 15
7 Yours truly, Sincerely yours,
to $20,3 an increase of 33 1 /3 percent.
Dear Sir, Dear Madam, Very truly
The $20 fee will be in effect in July.
yours, Yours very truly.
While4 we are increasing our fee,
8 Hire, hired, face, facing, meet,
we are happy to be able to tell you
meeting.
that we are adding five new services5
9 Roll, rolled, even, evening,
to the large list of those that we have
night, nightly.
been offering since 1978. The at¬
10 June, July, invite, inviting, kind¬
tached pamphlet lists them on6 page
ness, kindnesses.
18 and page 19.
11 Begin, begins, sweet, sweets, ef¬
We sincerely hope that it will not
ficient, efficiency.
be necessary to increase our fee
12 Paint, paints, to, do, while,
again.7 Yours very truly, [144]
wheel.

9 Dear Madam; It is a pleasure to

7 Dear Ethel: Early this week while learn from your letter of June 18 that
Mary and I were shopping on Park our staff rendered efficient service 1
Avenue, I bought a set of records for1 to your treasurer, Mr. Ruth, and his

Lesson 12 11
sister, Mrs. Sweet, on their trip from
Dallas to the West Coast on our2
airline.
We do not often get letters like
yours. Most people write a letter
only when they feel that our ser¬
vices3 have not been good.
We assure you that we will strive
to serve all our riders with the same
efficiency which moved you4 to
write your letter of June 18. Sin¬
cerely yours, [90]
10 Dear Sir: Could you spare mean
hour or so at your office during the
week of July 18? I would like to1
show you a novel plan that I have
prepared for getting people to pay
bills that are past due.
Simply indicate2 on the attached
card when I may call. As I said, it will
take me only an hour to show you the
way my plan3 operates. Sincerely
yours, [65]
11 Dear Friend: Our treasurer is a
little worried. He says that you owe
the National Printing Corporation 1
$450 which should have been paid
by March 15.
If your firm is having cash-flow
problems—we have them2 too! —
and cannot spare $450, we know we
can arrange for you to settle your bill
in a way3 that will not strain your
finances.
But we have to hear from you!
Sincerely yours, [74]
CHAPTER 3
LESSON 13
5 Dear Professor Woods: Please ac¬
12 Lesson 13
cept our thanks for the order you
mailed us for a Cook color television
set. The1 order reached us yesterday,
and I was glad to get it.
You have chosen your set wisely
because the Cook color2 television
set is the work of a number of the
finest minds in the television indus¬
try.
Your set3 will be shipped this
afternoon by truck from our factory,
and you should have it soon. We
know that it will give you hundreds4
of hours of pleasure.
I am enclosing a copy of a circular
that lists our entire line of radios,5
television sets, and record players.
Please read the circular when you
have a chance. Very truly yours, [ 118]
6 Dear Sir: Ordering food for hun¬
dreds of patients in a nursing home
andservingitisnot aneasyjob.lt1 is
a real challenge to prepare and to
serve three appetizing meals a day.
You must work hard to keep the soup
hot2 and the ice cream cold and the
salad crisp. That is the job that Cook
Food Services does.
We prepare the meals in our3 own
kitchens. They are then placed on
trays and later put in ovens which
heat the food. The meals are then
ready to be4 served. We have been
serving food to nursing homes since
1950.
A circular listing all our services
is5 enclosed. If you would like to
have Mr. Bates, our chief food plan¬
ner, talk to the officers of your nurs¬
ing home, we6 will be glad to send
him. To arrange for his visit, just call
us. Our number is 555-9274.7 Very
truly yours, [144]
7 Dear Professor Cook: Thank you
for the nice letter you wrote in my
behalf to Mrs. Helen Dudley of the
Woods1 Book Corporation. She
called me yesterday to tell me that
the job was mine and that I could
begin work on 2 July 1.
I am sure that your letter was a
vital factor in Mrs. Dudley’s selec¬
tion of me from the3dozens ofpeople
who were applying for the job. I
assure you, Professor Cook, that I
wil 1 do my utmost to4 succeed in this
job.
I plan to stop in to see you soon and
thank you again for your kindness.
Sincerely yours, [99]
8 Dear Bud: We were sorry to learn
yesterday that our shipping room
did not fill your July 3 order prop¬
erly. 11 made a note on the order that
100 copies of Mrs. Swift's Cooking
Guide should be shipped to your
Fifth Street2 stockroom but that the
bill for $450 should be sent to your
home. The shipping clerk did not see
my3 note and sent the books to your
home and enclosed the bill inside the
package.
Our truck will pick up the books at
your home4 soon and take them to
your stockroom.
Thanks, Bud, for being so patient
with the inefficiency of our clerk.
Yours5 very truly, [103]
9 To the Staff: I am glad to be able
to write you that in April and May we
had a good increase in the sale1 of
our sugar products. I am well
pleased. This increase can be traced
to three factors:
1. The hard work of our2 salespeo¬
ple.
2. The fine work of the copywriters
who prepared the circulars we
mailed to our dealers in March.
3. The3 fine work of our shipping
staff who filled all orders the same
day they came in.
May I thank each of you sincerely
for4 your cooperation. A. G. Smith
[87]
10 Mrs. Tucker: Thank you for the
copy of the notes you made at our
March sales meeting in Tulsa. I was
glad to1 get them because I left my
own notes on the plane and was not
able to recover them. Your notes will
be of great2 help to Mr. Parks and Mr.
White, who will soon start working
on their plans for the July meeting.
I learned yesterday3 that the only
date on which we can hold our July
meeting is July 31. All the meeting
rooms in4 our building will be full
from July 1 through July 30.
Again, thanks for the notes you
enclosed with your letter.5 It will be
nice to see you again at the meeting
on July 31. Ethel Booth [115]
LESSON 14
5 Mrs. Quinn: The final copy for the
circular promoting our hardware
products arrived yesterday. I was1
indeed glad to have it, and I thank
you for it. You must have spent hours
Lesson 14 13
and hours working during the week¬
end to have2 finished it so soon.
I am placing an order today with
the Broadway Printing Shop for
20,000 copies.3 We should have them
by March 10. They will be mailed to
our dealers between March 15 and
April 10.
I am enclosing4 our check for $320
to pay for the work you did on the
circular. Thank you again for5 your
good service. Harry J. Quill [107]
6 Mr. Baldwin: Today I was invited
to address a meeting of the National
School Book Editors on1 March 20,
and I quickly accepted. Their meet¬
ing will be held in the Twin Cities
Motel. I have selected2 the topic
“The Study Habits of Teenage Chil¬
dren.’’ The details of the meeting are
listed in the enclosed 3 folder.
This means that I will not be able
to chair our weekly production
meeting. Will you be free on March
204 so that you could fill in for me?
If you are not free, we may have to
cancel the production meeting.
Gwen Sweet [99]
7 Dear Professor Dwight: You will
recall that on June 22 you asked me
to quote you a price on the building1
of a study on the east side of your
dwelling at 600 Park Street. After I
visited your premises,2 I quoted you
a price of $5,000 if you would autho¬
rize us to begin work by July 15,3 but
I have not had an answer to my offer.
As you well know, inflation is
taking its toll, and if I4 cannot get
started by July 15, I will have to
14 Lesson 14
withdraw the price I quoted you and
increase it by 105 percent.
Why not call me today, Professor
Dwight, and authorize me to pro¬
ceed with the building of your
study.6 Very truly yours, [124]
8 Dear Friend: If you can give a
positive answer to the following que¬
ries, you qualify for a car loan at1 the
National Credit Corporation:
1. Are you 18 or older?
2. Do you have a steady job at
which2 you earn at least $90 a week?
If so, we are ready to finance a new
car for you w'hen you need it.3 If you
prefer, we will hold your loan for
three weeks. Meanwhile, you can
look for just the car that meets your
needs.
Send for our4 booklet listing all
our loan plans. Better still, stop in at
the National Credit Corporation to¬
day. There is 5 no red tape involved in
arranging a loan. It is quick and easy.
Sincerely yours, [115]
9 Mr. White: Yesterday I visited the
Broadway Office Supplies Shop and
selected two desk lamps for the1
office of Mr. Smith, our chief editor.
He has needed these lamps for
weeks. They should help him in¬
crease his efficiency.2 The lamps
were on sale, and I was able to get
both for only $85.
The lamps have been shipped
from3 the shop and should arrive at
our office soon.
The bill for $85 is attached. Grace
Baldwin [78]
10 Dear Madam: When you have a
National air travel credit card, buy¬
ing tickets on Coastal Airlines is
quick and1 quite simple. All you
need do is pick up your phone, call
555-8702, tell our efficient clerk the 2
city you plan to visit, and give him or
her your credit card number. Your
tickets will be mailed the same day.
If3 you would like us to provide
this credit card service to your offi¬
cers, fill in and send us the enclosed
card. We4 will take care of all the
details. Very truly yours, [90]
LESSON 15
6 Dear Dr. Quinn: One thing you
can do to let the people of Winfield
learn about the valuable services or1
goods your business makes avail¬
able to them is to place your ads in
the Winfield News, which reaches
about2 50 percent more readers in
this region than the Winfield Post.
Any ad you place in our paper will
reach about3 800,000 thinking peo¬
ple whose respect we have won since
our paper first appeared in 1930.
The4 Winfield News will assist you
in building your sales. No matter
what you sell or what you produce,
you will be able5 to reach the largest
possible number of prospects when
you place your ads in our paper. Let
our capable6 research staff help you
prepare a well-planned campaign
that will produce a sizable increase
in your sales.
Our rates are7 listed on the en¬
closed circular, Dr. Quinn. You will
find them quite reasonable. Yours
very truly, [158]
7 Dear Dr. Sweet: What do you
think is the most valuable thing one
can possess as the owner of a busi¬
ness?1 Most business people who
were queried replied that there was
nothing more valuable than a fine
credit rating.2 I think you will agree
that they are right.
You have a favorable credit rating
with us, Dr. Sweet, but you could3
jeopardize it if we do not receive a
check from you by June 26 for $90 to
pay for the4 repair work we did on
your car recently.
Do not do anything that would
harm your credit rating; send us
your 5 check for $90 today. Yours very
truly, [110]
8 Dear Dr. Dwight: If your home is
insured at yesterday's prices, just
hope that it does not catch on fire.
Inflation 1 has raised the value of all
the things you own. This means that
it would cost more to replace or
install anything you 2 lose than your
insurance would provide. That is
why it is vital for you to be sure that
your insurance keeps up 3 with infla¬
tion.
If you are wise, you will have your
insurance coverage restudied by a
reliable,4 capable independent bro¬
ker. If you don't have an independent
broker and would like to talk to one,
call me5 before noon any weekday at
555-8261.1 will be glad to give you
the name of one who is6 located near
your home or your business.
Lesson 15 15
 Do this soon, today if possible.
Sincerely yours, [137]
9 Dear Sir: If you are an investor
and want reliable advice on what
stocks to order, what stocks to hold,
and what1 stocks to sell, we invite
you to talk with Mr. Henry Baker,
head of our research section.
After weighing what2 you tell him
about your needs, he will be able to
tell you what stocks you should or¬
der, what stocks (if any) you should 3
sell, and what stocks you should
hold.
To learn more about what Mr.
Baker can do for you, stop in to see
him during4 the noon hour at our
office at 15 Park Street. Or if you
prefer, call him. His number is 555-
8720.5 Sincerely yours, [103]
10 Dear Madam: To operate
smoothly, your business needs a fa¬
vorable flow of working capital.
When people1 are slow in paying
their bills, they can cut into your
available supply of cash, and there is
always the chance2 that a number of
people may not be able to pay their
bills at all.
By asking people to pay their bills 3
firmly and in a friendly way, you will
resolve your collection problems
and increase your receipts.
As you will see by4 the samples I
am enclosing, our collection stickers
make efficient reminders. They are
brief and they are5 friendly.
Why not try them. An order card is
enclosed. Sincerely yours, [113]
16 Lesson 16
LESSON 16
6 Dear Dr. Yale: If you will fill in
and mail the enclosed card, you will
receive a valuable gift from the De¬
troit 1 Insurance Corporation. It is a
yellow vinyl traveling case that will
keep your suits clean and fresh when
you2 travel. We offer you this gift for
the chance to tell you about a financ-
ingplanthatwethinkwillappeal to3
you—one that is quite simple and
immensely effective.
Most businessmen and business¬
women earn not less than4 $400,000
between their first and last pay-
checks. Yet many do not have any¬
thing to show for their years 5 of toil.
Our plan offers you a quick but
effective way to save money for the
day you retire.
Take a minute,6 Dr. Yale, to mail
the enclosed card. When we receive
it, we will tell you what our plan can
do for you and send you7 the yellow
vinyl traveling case we mentioned.
Sincerely yours, [152]
7 Dear Professor Yale: Royal Park’s
volunteer fire fighters have a drive
each year to raise money for the
many1 services they render to Royal
Park's citizens. Would you be willing
to join us and work as a section
manager2 in this year’s drive?
Each manager is assigned a sec¬
tion of Royal Park. Your section, in
which there are 30 3 homes, would be
from Eighth Street to Dovle Square.
As a manager, you would appoint
five men or women, each of whom
would4 solicit money or pledges
from six homes. After they have
visited the homes, they would leave
the money and pledges5 that they
collected with you. I would finally
collect them from you at your office.
I sincerely hope you will6 be able
to say yes. Our goal this year is
$100,000. We need your help to get it.
Sincerely7 yours, [141]
8 Dear Doyle: Yesterday I finally
yielded to my boys’ pleas that we
install a swimming pool in our
yard.11 had to say yes once Mrs. Roy
joined them. They had won. I had to
give up; I had no choice! I plan to
install2 a pool in a month or so.
Could you send me any circulars
or booklets that show the types of
pools you build?3 Better still, why
not stop by to see me soon and tell me
what is involved in building a pool in
our yard. Very4 truly yours, [82]
9 Mr. Doyle: I am glad to write you
that the Yale Corporation board at
its last meeting ruled that all man¬
agers 1 who have been with us for 15
years should hereafter receive one
month’s vacation.
Ihavelistedon theattached2sheet
all those who are eligible for a
month’s vacation. Please notify them
at once of our new policy.3 Thank you
for taking care of this matter for me.
I think this new policy will have a
good effect on the4 morale and effi¬
ciency of our managing staff. Ethel J.
Smith [93]
10 Dear Sir: If your car is five or six
years old, it may not be as good-
looking or as smooth-riding or as
efficient1 as it once was. It might
even be a safety hazard. You might
be wise to order a new car instead of2
having your old one repaired.
You can arrange the financing for
a new car at the Reliable Finance3
Corporation here in Troy. We will be
glad to arrange a loan for you that
you can take 36 months to repay.4 It
is easy to arrange a well-planned
loan. It will take less than half an
hour. Sincerely yours, [97]
LESSON 17
6 Mrs. Purcell: This morning I re¬
ceived the following short note from
Mr. Jack Trent, director of produc¬
tion1 for the Doyle Manufacturing
Company: “Gentlemen: We are
sorry that we will not be able to
deliver2 before next June the 40
washing machines we promised to
deliver by April 10 because of a3
wildcat strike by our factory person¬
nel
I have canceled the order we gave
to the Doyle Manufacturing4 Com¬
pany. Do you know where we can
purchase 40 washing machines on
short notice and have them deliv¬
ered by 5 April 10? This is a matter of
tremendous importance. It is so im¬
portant that we will, if necessary,6
pay a premium of 10 percent in order
to get the machines by 9 o’clock on
the morning of our 7 deadline. Harry
Quinn [143]
7 Gentlemen: Yesterday morning I
Lesson 17 17
received a copy of your company's
personnelpoliciesbooklet.lt1 is well
planned and should be valuable to
your people. It should add to their
efficiency.
My purpose in writing2 you,
though, is to learn the name of the
person who designed the booklet. I
think it is nicely designed, and I
would3 like to hire the designer to
help us prepare an important bro¬
chure we will send to the stock¬
holders of the4 National
Manufacturing Company early next
year.
Could you tell me the name of your
designer and where5 we can reach
him or her? Sincerely yours, [107]
8 Dear Dr. Yale: Thanks for your
short note about our personnel poli¬
cies booklet. I am glad you were
pleased with it.1
This booklet was the work of
David White, a personal friend of
mine. You can reach him at his
business address at2 115 West Street
in Dallas. David has been designing
circulars, booklets, pamphlets, and
similar3 things for us for five years.
He likes detailed work, and he al¬
ways does a good job. He has won
many prizes for his4 designs. His
work is imaginative and depend¬
able. What is more, he believes in
meeting a deadline, which5 is of
great importance in any type of
business. Yours very truly, [113]
9 Dear Dr. Percy: All of us are
directly or indirectly involved with
the manufacture of milk 1 products.
18 Lesson 17
Theprice and richness of milk, there¬
fore, are matters of importance to all
of us. Yet many people do not2 real¬
ize the important problems that we
have in manufacturing and deliver¬
ing milk products.
I am3 enclosing a booklet pre¬
pared by Mr. Roy Sweet that tells the
whole story. If you would like to have
enough copies4 of this booklet for
your classes, we will be delighted to
supply them. They are free. Just tell
me where to send them.5 Sincerely
yours, [103]
10 Ladies and Gentlemen: At
Coastal Airlines, we believe that a
short flight should feel like a short
flight. At most major1 airfields, we
have machines that print your ticket
in ten seconds or less. We have carry-
on luggage storage space on 2 most of
our planes.
What is more, most of our short
business flights are designed to get
business people to their appointed3
city and back the same day.
At Coastal Airlines, short flights
feel short.
Fly Coastal on the next occasion
that personal4 business or pleasure
takes you to a city we serve. Yours
very truly, [93]
11 Dear Friend: Are you looking for
a new car? If you are like most
persons, you will spend at least the
next six weekends1 looking before
you decide on the model you will
purchase.
But perhaps you shouldn’t pur¬
chase a car at all. Perhaps2 you
should lease one.
Our efficient staff can arrange a
leasing plan for you in less than half
an hour. When your lease is3 up after
four or five years, we will have a new
car waiting for you. You won't have
to worry about selling your4 old car
or shopping for your next one.
If you don't want to tie up a lot of
money in a car, lease one from us5
soon. Sincerely yours, [104]
LESSON 18
5 Recall Chart
1 Glad, work, yesterday, circular,
order, soon.
2 Thank, enclose, enclosed, was,
value, valuable.
3 Than, one (won), what, about,
thing-think, business.
4 Businesses, doctor, any, gentle¬
men, morning, important-
importance.
5 Where, company, manufacture,
manufacturing, next, short.
6 We are, we will, to be, to pay, you
are, you will.
7 I have been, I have not been, I
have been able, I have not been able,
I am, I can.
8 Dear Sir, Dear Madam, 800; $8;
800,000; $800,000.
9 New, news, even, evening, rely,
reliable.
10 Swim, swimming, park,
parked, throw, throws.
11 Begin, began, beneath, efficient,
efficiently, efficiency.
12 Injure, injured, blend, blending,
quick, quickly.
13 Heat, heated, fall, call, wheel,
while.
14 Direct, depress, year, yard, toil,
toiled.
15 Men, mention, choice, choices,
prevent, prevents.
16 Permit, purple, grade, graded,
book, foot.
7 Be a Good Listener
Recently a study of theactivitiesof
a person in business revealed that1 a
normal working day was spent as
follows: 9 percent writing, 16 per¬
cent reading, 30 percent talking,2
and 45 percent listening. One impor¬
tant fact emerges from this study-
listening occupies more3 working
hours than anything else. Yet re¬
search indicates that most of us
listen with only about 254 percent
efficiency.
If you are to succeed in business,
you must have good listening habits.
There are two types 5 of listening-
active and passive. When we listen
passively, we absorb only a portion
of a person’s6 words. We can get by
with passive listening when we chat
with friends or talk with a relative on
the telephone.7 In these cases it does
not matter the next day if we do not
remember anything that has been
said.
Active8 listening, though, necessi¬
tates mental action by the listener in
order to remember what is being9
said. You must be able to decide
when you can get by with passive
listening and when you must be an
active10 listener.
Speed of Talking and Listening. The
Lesson 18 19
average person talks about 125
words a11 minute, but a listener can
"hear” speech at the rate of at least
300 words a minute. Thus it is easy12
for the mind to wander while it is
waiting to receive details.
During the last two decades, edu¬
cators have13 been giving thought to
speeding up reading. Because skill in
listening is thought by many to be
just as important14 as reading skill,
steps are being taken in many
schools today which should help
learners listen more effectively.15
There are even a number of com¬
panies where valuable short courses
are being offered to learners to16
help them get more from what they
hear. [326]
8 Be a Notemaker
During the years you are in
school—and later in your business
life and personal, activitiesl —you
will profit by making good notes.
You will listen to your teachers in
classes. You will read from books
and2 magazines and all types of
printed matter. You will hear
speeches and debates on current
topics.
If you could remember3 all you
hear, you would have no need for
notes. But important facts slip from
your mind quickly, and soon you
cannot4 remember them. You may
not recall this morning things that
were said yesterday afternoon. You
cannot possibly5 remember most of
what you read and hear if you do not
make notes.
Making good notes should help
20 Lesson 19
you in three important ways:6
1. You will learn more and learn it
more quickly.
2. You will remember more of
what you hear and what you read.
3. You7 will study and work more
efficiently.
It is a well-known fact that you
learn more and learn faster by do¬
ing— that8 is, keeping your mind
involved with what you are trying to
absorb. When you make notes, you
cannot avoid learning. The9 act of
making notes helps you remember
more too.
Work hard to perfect your note¬
making skills. They will be of value10
to you the rest of your life. [205]
CHAPTER 4
LESSON 19
7 Ladies and Gentlemen: For the
past 20 years the Daily Star has
issued a special new-car preview
section.1 This year we will again
issue a special new-car preview sec¬
tion. This valuable section will be
delivered2 with the morning issue of
the July 5 Daily Star.
This unique preview will reach
about 500,0003 people, a great many
of whom are ready to order and are
able to buy a new car. Of the people
who4 will read this preview, 81 per¬
cent presently own one or more cars,
and 62 percent purchased a new5 or
used car last year.
As the manufacturer of car equip¬
ment, accessories, and parts, you
should invest your6 advertising
money where it will do the most
good. You should place a well-
planned advertisement in this pre¬
view. It7 represents an opportunity
for an immediate increase in your
sales. Take a few moments immedi¬
ately8 to call Ms. Mary Hughes,
manager of our advertising depart¬
ment, and arrange to get your9 ad¬
vertising message in the July 5
preview section. Ms. Hughes’ num¬
ber is 555-9864. Sincerely 10 yours,
[201]
8 Dear Dr. Yale: We were happy to
have the opportunity to prepare a
financial installment agreement1
for you when you purchased the
United television set that we adver¬
tised in the March 15 Tribune.2 After
you signed this agreement, we gave
you a coupon book with a list of the
dates on which each payment was
due. We3 are sure that you know the
importance of paying your bills
when they are due and that you plan
to fulfill your part of4 this financial
agreement. But your April payment
is three weeks past due.
Won’t you take a few moments
immediately5 to protect your credit
rating by sending us your check for
$40 to take care of your present6
payment. Perhaps you might want to
include a check for your next pay¬
ment, which will be due shortly.
Thus you will be7 able to eliminate a
little bookkeeping and make sure
that your next payment will reach us
when it is due.8 Sincerely yours,
[163]
9 Dear Professor Royal: In the en¬
closed copy of the Financial Review,
you may find a few advertisements 1
from companies about which you
would like to have more essential
facts. You can have them because all
our advertisers2 want to tell you
more about their businesses and the
important work they do than they
can tell you in the3 limited space of
their advertisements.
Therefore, the Financial Review
has provided an opportunity for4
you to send for these facts at no cost.
Simply drop the enclosed card, ad¬
dressed to Ms. Mildred Hugo, Direc¬
tor of5 Advertising, Department B,
in the mail, and she will be glad to
send the facts to you immediately.
This6 represents one more illus¬
tration of the special, efficient ser¬
vice we render the readers of the
Financial7Review. Yours very truly,
[145]
10 Mr. Hugo: Yesterday Mr. White
came to see me to ask if I could help
him write his new circular for1 the
advertising department. There was
not anything I could do to help him,
but I asked him to call Mrs.2 Sweet of
the Main Street Advertising Com¬
pany.
What do you think about this?
May I have a note from you soon?
Thanks.3 Van Smith [61]
LESSON 20
7 Dear Dr. Brown: Please accept
our thanks for the valuable part you
played in making our conference on 1
Lesson 20 21
consumer advertising at Arden
House in South Bend a memorable
one. I received many comments
about the2 conference, and I found
that all of them relating to your
speech were especially complimen¬
tary.
In the ten3 years that I have been
conducting these and other semi¬
nars, this is the first one where there
were so many compliments4 and so
few complaints. I sincerely hope that
you will have an opportunity to be
present at our5 conference next year.
I have asked Ms. Royal of our
accounting department to send a
check for $2506 directly to you. You
should have it shortly. Sincerely
yours, [131]
8 Dear Mark: When I saw your
mother and father at a convention of
commercial artists recently, they
showed me1 an announcement say¬
ing that you had been appointed
manager of the advertising depart¬
ment of the2 Downing Leather Man¬
ufacturing Company and that you
would move to their main office
located in South Orange3 immedi¬
ately. I know, Mark, that you won
this important job with your hard
work and your proficiency.
Your mother4 and father are in¬
deed proud of your accomplish¬
ments, and so am I. This promotion
represents a great5 opportunity for
you, and I know we can count on you
to fill it with honor. Sincerely yours,
[118]
9 Dear Neighbor: Thanksgiving
22 Lesson 20
provides us a unique opportunity to
convey our thanks to a person we
love.1 It is a perfect opportunity to
say “Thanks for being a considerate
friend” or “Thanks for being a2 good
mother or father or brother.”
It is easy. Simply stop by the South
Street Flower House, order the
flowers3 which you would like to
send, and we will complete the job. A
special card saying that the flowers
are being sent from4 you with your
compliments will be enclosed when
the flowers are delivered. If you
would rather telephone us, you5 can
call Mr. James Yale. His number is
555-1818.
We are open between the hours of 8
o’clock 6 in the morning and 5 o’clock
in the afternoon. Remember, we now'
accept all major credit cards.7 Sin¬
cerely yours, [143]
10 Gentlemen: The energy crisis
represents a real threat, but it is one
we think we can combat effectively.1
Would you like to learn how you can
conserve energy in your business?
If you would, there is one thing you
can do2 immediately—send for our
two complimentary booklets enti¬
tled Needed: A Well-Designed Conser¬
vation3 Plan and Starting an Energy
Management Plan. These two special
booklets were composed by Dr.
James Swift of4 Dwight College. To¬
gether they list 33 concrete ways in
which you can conserve energy.
Use the enclosed card5 to get your
booklets. We will be glad to send
them to you. The card does not need
any postage. Sincerely yours, [119]
11 Dear Sir: Yesterday I had a note
from our bookkeeper, Mrs. Mary Pur-
cell, telling me that your account,
which1 amounts to $150, was 90
days past due.
I know there must be a reason why
you have not2 paid it. Perhaps the
payment of your bill slipped your
mind completely. In that case you
will be glad to receive this3 friendly
note. If there is a reason why you
cannot pay us now, could you please
tell us what it is. It is of4 considerable
importance that your account be
settled soon. Sincerely yours, [94]
LESSON 21
6 Dear Dr. Fenton: The fact that
there has been an energy shortage
for several years does not mean that
you have to be1 content with insuffi¬
cient lighting. You can obtain very
good light by simply installing Win¬
ston energy-saving2 lamps, the fin¬
est lamps manufactured today.
No other lamps for sale today can
compare with Winston lamps.3 They
get more light out of every watt than
any other type of lamp. This means
that you can cut down considerably 4
on power usage without sacrificing
the advantages of outstanding light¬
ing. About the only thing5 you
should do is replace completely your
present lamps with new Winston
lamps.
There are Winston lamps for what¬
ever6 residential lighting needs you
may have. We suggest that you in¬
stall Winston lamps immediately.
You will be7 making a very wise
move. Sincerely yours, [148]
7 Dear Lieutenant Trenton: As
president of the National Dental
Schools, may I tell you how very glad
we were1 yesterday when we were
told that you will beable to take part
in our meeting at Mountain Lake on
the morning2 of July 15.1 am confi¬
dent this will be a very well attended
meeting. Everyone will want to3
take advantage of the unique oppor¬
tunity to hear you.
Whatever topic you select will
certainly4 be accepted by the board
of directors of the National Dental
Schools. But may I suggest a topic
like5 "How To Train Outstanding
Dental Assistants."
Incidentally, please plan to join
Mr. and Mrs. Swift and several6 of
our officers for dinner at the Yale
restaurant on July 16. Sincerely
yours, [137]
8 Gentlemen: The hardest way to
find out about insurance is by acci¬
dent. There are hidden dangers in1
every operation. They suddenly ma¬
terialize into accidents when you
least anticipate them.2
At the Continental Insurance
Company we work very hard to help
our policyholders protect their3
businesses against accidents which
suddenly arise. We have helped
thousands of businesses like yours
whenever4 they needed insurance
help quickly. We confidently believe
we could help you too.
If you would like to find out5 more
Lesson 21 23
about the many advantages of ob-
tainingyour insurance from the Con¬
tinental Insurance6 Company, we
suggest that you write us. We will be
glad to send you several circulars
that outline our policies7 in detail.
Better yet, call our insurance coun¬
selor, Ms. Mary White, at 555-9271.8
Sincerely yours, [163]
9 Dear Professor Brothers: Ever
since the United Food Store was
established at 15 Park Street in
1930,1 it has been our policy to:
1. Do what ishonest and to the best
advantage of every2 purchaser.
2. Give outstanding values and
fair treatment to everyone.
3. Give every person the most
value for3 his or her money.
4. Maintain the very highest possi¬
ble food standards.
5. Give fast and efficient service.4
We think this policy is the reason
why we have won the business of
thousands of persons and why they
order5 their food from us year after
year.
If you have not yet been in our
store, we suggest that you buy your
next food supply 6 from us soon. We
are confident that once you do, you
will decide that you do not want to
shop elsewhere. Yours very7 truly,
[141]
10 Mr. Quill: I am shipping to the
Dallas office 300 copies of the en¬
closed circular advertising1 our
printing presses.
It is of great importance that these
circulars be mailed to our dealers by
24 Lesson 22
March 18.2 Please see that the mail¬
ing is completed by that date.
Thank you for attending to this
important matter for me.3C. C. Cook
[62]
LESSON 22
8 Ms. Fenton: As you know, our
domestic automobile business has
been growing very fast. In fact, we1
estimate that it has doubled in re¬
cent years and that next year will be
bigger than ever. Because of this, we 2
have outgrown our present space.
We are using every bit of space on the
four floors we now occupy.
You will be3 glad to know, there¬
fore, that we have rented temporary
space on the third floor of our build¬
ing, where there have been no4 ten¬
ants since August or September. We
will move several departments to
this floor, including your advertis¬
ing5 department and Mr. Quimby’s
mailing department. This move will
have the advantage of keeping all
our company's6 operations together.
We contemplate moving your de¬
partment starting on the morning of
October7 31 and completing the
move on Tuesday afternoon, Novem¬
ber 1.1 suggest, therefore, that every¬
one8 begin to make immediate
preparations for the move.
I am planning to give you more
details tomorrow or9 Wednesday.
Charles H. Dempsey [184]
9 Dear Mrs. Temple: As head of the
Red Cross campaign in Des Moines, I
thank you for the valuable work you
did to1 make our campaign succeed.
As you know, the goal we set for the
end of February was $200,000.2 You
will be glad to know that we will
surpass that goal by an estimated
$30,000. On3Thursday, February 25,
we had collected $150,000 in cash
and4 $60,000 in pledges—and we
still have Friday, Saturday, and Sun¬
day to go. This outstanding achieve¬
ment is5 a source of great pride to
me.
It was a pleasure to work with you,
Mrs. Temple. I have seldom worked
with a6 person whose optimism was
so contagious. Cordially yours, [ 132]
10 Dear Mr. Landon: Today, when
your food dollar buys less, it is im¬
portant that you demand more for
your money.1 That is why National
Farm Butter should be on your shop¬
ping list.
It takes the better part of ten
ounces of milk2 to make one ounce of
fresh National Farm Butter. That is
why it is so nourishing. It is now
evident3 that inflation is eroding the
value of just about everything.
Therefore, you should make certain
that you are4 getting real value in the
items you purchase.
Demand more for your money;
demand National Farm Butter.5 Any
high-grade food store stocks it. Get
in a good supply at your first oppor¬
tunity. Yours sincerely, [118]
11 Gentlemen: This letter repre¬
sents our third attempt to collect the
$250 that has been due1 on your
account since Monday, December 1;
it will be our last.
If your check is not in our hands by
Tuesday,2 January 30, we will send
your account to our lawyer. This
action will hurt both of us. We will
lose a3 good customer, and your
credit standing will be irreparably
damaged.
We would suggest, therefore, that
you send us4 your check soon to pay
for the automobile accessories and
other items you purchased in Octo¬
ber and5 November. Sincerely
yours, [105]
12 Dear Dr. Yale: The repair work
on the equipment that was damaged
by fire on Wednesday, August 10, was
completed1 yesterday, which is two
weeks sooner than our staff had esti¬
mated. We were able to get the
necessary2 parts more quickly than
we anticipated. Everything is now in
order and operating efficiently 3 once
again.
What this means is that we will be
able to ship your six tape recorders
in November instead4 of December.
They will be shipped on or before
November 10 from our Bond Street
warehouse, and you should have
them5 shortly thereafter.
Thank you, Dr. Yale, for having
been so patient with us. Cordially
yours, [117]
13 Ms. Davis: Could you print for
me by Monday, January 15, about
200 copies of the enclosed1 circular,
but without the coupon at the bot¬
tom? I can use these circulars to good
Lesson 22 25
advantage in an hour’s2 talk I have
been asked to give before Mr. Swift’s
business class. I think there are 85
students in his class.
I3 accepted Mr. Swift’s offer to talk
to his class because of his impor¬
tance to our manufacturing4 com¬
pany as a customer. Mary Fountain
[89]
LESSON 23
7 Dear Ms. Overman: Now that the
campaign is over and I have been
elected mayor of Astoria, I1 must
acknowledge with thanks the very
important part you played in my
election. I know that you devoted2
several hours of your time every day
to telephoning voters and to cam¬
paigning in general. I3 sincerely ap¬
preciate your elficiency and your
devotion to our cause.
There is no question that without
your4 creative help and that of hun¬
dreds of other good citizens, the
election would definitely have
ended5 quite differently.
I assure you, Ms. Overman, that
my organization and I will do our
best to6 demonstrate to the people of
Astoria that they made a wise choice
in this general election. Sincerely7
yours, [141]
8 Dear Mr. Overton: Every year
since 1950, the Parker General Man¬
ufacturing Company 1 has been able
to give its shareholders the same
good news—a dividend check.
Our organization has definitely2
26 Lesson 23
been doing things right for a consid¬
erable time. We developed the first
completely automatic3 garage door.
Our office machines department cre¬
ated the first copying device. Our
aviation division4 has helped to de¬
velop efficient nuclear devices. We
are not only doing things right in the
domestic5 area but wherever our
products are sold abroad as well.
Enclosed is a copy of our finan¬
cial6 bulletin. We suggest that you
read it over at your leisure. If you
have any questions about our7 or¬
ganization, I would appreciate it if
you would write to me personally. I
promise to acknowledge your8 letter
and to answer your questions fully.
Sincerely yours, [171]
9 Dear Miss Short: On Tuesday,
November 4, the citizens of Sedalia
will vote on the important question
of1 whether the city should purchase
the land on Central Street that is
presently owned by Mr. Jim White,
head of2 National Advertising Asso¬
ciates. His organization wants to sell
it to the city at a reasonable3 price.
As your mayor, I definitely urge
you to vote yes. This area consists of
about five square blocks4 of badly
needed land. This valuable site is
directly across the street from the
city hall, and this unique5 area will
immediately provide many recrea¬
tional advantages and opportuni¬
ties6 for our citizens. The time to buy
this land is now rather than later.
So when you step into the voting
booth7 next Tuesday morning, press
the lever that says "Yes” on the
proposition to purchase this desir¬
able piece of land.8 Sincerely yours,
[163]
10 Gentlemen: Yesterday I kept an
appointment with Dr. Harold Yale of
the health department of1 Peoria in
which we talked about the impor¬
tance of developing more recrea¬
tional areas in the2 city.
After the meeting was over, we
were in complete agreement on one
thing. In order to organize and3
carry out a plan to build and main¬
tain these recreational areas, we will
definitely need the4 assistance of the
business organizations in the city.
Their help will be essential. We
think, too, that we will5 have to have
an appropriation of not less than
$200,000 from the city.
Could you send a6 representative
from your organization to a general
meeting on Wednesday, January 15,7
in which we will outline several
different plans that we have in mind?
We would appreciate an acknowl¬
edgment8 of this letter soon so that
we can proceed with our work in
planning the meeting. Sincerely
yours, [177]
11 Mrs. Bookman: The circular
which I am enclosing has not been
too effective, so the smartest thing
we can1 do is get rid of our remaining
copies. My records indicate that you
have 15,000 of them in our2 Des
Moines shipping room. Please sell
them as wastepaper. I will be glad to
make whatever saving we can on
our3 investment in these circulars.
Ethel Sweet [68]
12 Dear Friend: I have had the
personal pleasure of owning and
operating Temple’s Department
Store since February1 1960. Now it
is time for me to retire and close up
shop. The best way I can say thanks
for the business 2 you gave me during
the years is to offer all m v remaining
stock for sale at a 50 percent reduc¬
tion.
To3 help you take advantage of this
sale, I am putting more salespeople
on each of the four floors. And we will
remain4 open Monday, Thursday,
Friday, and Saturday between nine
in the morning and five in the after¬
noon. Sincerely5 yours, [ioi]
LESSON 24
3 Recall Chart
1 Devote, devoted, divides, divi¬
sions, definite, indifferently.
2 Initiate, initiative, contem¬
plate, contain, other, another.
3 Demand, demanded, attend, at¬
tendance, obtain, obtainable.
4 Compliment, complimentary,
ounce, ounces, desired, perspired.
5 Yards, years, review, reviewed,
director, direction.
6 Spoiled, broiled, credential,
prudential, huge, juice.
7 Women, salesmen, efficient, effi¬
ciency, purchase, purchased.
8 Grade, graded, book, booklet,
because, between.
9 Sweet, swim, three, thorough,
then, theme.
Lesson 24 27
10 Sunday, Monday, Tuesday, Wed¬
nesday, Thursday, Friday.
11 January, February, August, Sep¬
tember, October, November.
12 Present, part, advertise, Ms.,
immediate, opportunity.
13 Advantage, suggest, several,
out, ever-every, very.
14 Time, acknowledge, question,
organize, over, general.
15 To me, to make, to know, Dear
Mr., Dear Mrs., Dear Ms.
16 To say, I have been able, you
have not been, 8 percent, $6;400,000.
5 The Rights of a Consumer
Over the past few years we have
been hearing a great deal of talk
about consumer1 problems and
complaints. What should consumers
do when they have complaints?
Consumers who feel that a depart¬
ment store or2 other retail establish¬
ment has not treated them fairly
may be torn between a desire for
revenge and the3 hope that by mak¬
ing a complaint they can get belter
treatment next time.
Seeking revenge is certain to
create4 even more problems. What is
needed is a cool head and an orga¬
nized plan for solving the problem.
When To Complain.5 You should
consider making a complaint when¬
ever you are not happy with a prod¬
uct and feel it has failed to6
measure up to its advertising claims.
If there has been an error, honest and
reputable merchants will 7generally
want to know about it and will
appreciate the opportunity to make
an adjustment. It would8 be to their
28 Lesson 24
advantage if you would call a prob¬
lem to their attention immediately.
Reliable dealers9 and manufac¬
turers want to hear about the prob¬
lems their customers are having
with their products. They have10
devoted time and energy over the
years to building their businesses.
They value their old customers and
the11 new ones they have won, and
they sincerely want to keep them
happy. They will often thank you for
telling them about12 any problem
you have had with their products.
Where To Complain. The merchant
from whom you made your purchase
is the13 best person to star t with.
Before you talk to the merchant, be
sure you know what corrective ac¬
tion you plan to ask14 for. Then
assemble all receipts and other rec¬
ords relating to the purchase. When
you present your case to the 15 mer¬
chant, be fair and reasonable, but
definitely do not be timid.
What Next? If the merchant cannot
or16 will not help you, you should
consider complaining to the manu¬
facturer. In most cases good manu¬
facturers17 are glad to know how
customers feel about their products.
Most products carry the name of the
manufacturer18 and the address of
the company. Present your com¬
plaint in full in a letter. Allow several
weeks for 19 a reply so that the manu¬
facturer can have an opportunity to
investigate your complaint.
If20 your letter is not acknowl¬
edged after a reasonable time and
you have not been able to get any21
action on your complaint, you might
want to consider more stringent
measures. For instance, one thing
you could do is write a22 second
letter and send a copy to business
agencies that are concerned with
consumer affairs. The23 agency that
most consumers think of initially is
the Better Business Bureau. The bu¬
reau, which is well known for24 its
efficiency, handles complaints
without charge, but it insists that
every complaint be in writing. This
helps the25 staff to be certain that
they have the facts straight before
they take action on a problem.
Identifying Problems. 26 An impor¬
tant consumer problem that is not
easy to solve is that of the silent
victim. No one can27 answer the
question as to how many silent vic¬
tims there are. Many are silent be¬
cause they do not28 know that they
have been deceived. Others do not
like to admit that they were victims
of a fraud. Still others do not29 know
where to go for help.
We suggest that it is very impor¬
tant that all consumers be urged to
make complaints30 that are legiti¬
mate and valid. [607]
CHAPTERS
LESSON 25
5 Mr. Fenton: This is a rather diffi¬
cult letter for me to write because I
must refuse your request to1 change
your territory from the state of Mich¬
igan to the state of New York. I wish I
could satisfy you, but2 I am unable
to do so.
If you will read the personnel
booklet of the Underwood Envelope
Company,3 you will see that our
representatives must have devoted
at least two years to their territory
before4 they are eligible to move to a
different area. You have been in your
territory a little5 over one year, and
you have made very satisfactory
progress.lt isevident you are doing a
good6 job. You have won many valu¬
able and influential friends, and you
should have another good year.
If you need any 7 assistance in your
work, please let us know. Your suc¬
cess is just as important to our
company as it is to you. You can,8of
course, apply for a change again as
soon as you are eligible, which will
be in about ten months.
I hope you9 will understand our
position. Henry Quill [188]
6 Gentlemen: Your overdue ac¬
count is not causing us any real
concern. We are satisfied that a pro¬
gressive1 organization like the Gen¬
eral Toy Manufacturing Company
intends to pay for the2 envelopes we
printed for you. We think you will be
glad to do this in order to maintain
your good credit standing.
But3 we are bound under the rules
of the Missouri State Credit Bureau
to list with them immediately all4
accounts that are 90 days overdue. If
we do not hear from you soon, we
will have to take the difficult step of 5
listing your account with the Mis¬
souri State Credit Bureau. We do not
Lesson 25 29
wish to do this. I hope you will not
make6 it necessary for us to do so.
A stamped envelope is enclosed.
Please take this opportunity to send 7
your check directly to our office.
Thanks for your understanding. Sin¬
cerely yours, [153]
7 Ladies and Gentlemen: We know
that there is a satisfactory reason
why you have not paid us the1 $30
you owe us or acknowledged our
requests for payment for the goods
you purchased in October and No¬
vember.2 I hope, therefore, that you
will take care of the enclosed state¬
ment or let us know as soon as
possible the3 reason for your delay.
Why not take care of this matter
now. Sincerely yours, [74]
8 Ms. Temple: It is difficult for me
to understand why we have made so
little progress and have had so1 little
success in finding a satisfactory so¬
lution to the question of pollution
control in the 2 paperboard and enve¬
lope division of our factory in Peoria,
Illinois. If we do not shortly 3 comply
with the law that the state passed in
January, we will be in for a difficult
time.
I wish to call4 a meeting of the
operations committee as soon as
possible and request every member
to have a 5 definite plan to suggest. I
hope we can obtain a solution
without delay because of the impor¬
tance6 of the matter. Mark C. Yale
[125]
30 Lesson 25
9 Mrs. Underwood: As you know,
yesterday we made definite plans to
have a meeting of our advertising1
department. We were to meet on the
morning of Tuesday, August 5, in
Chicago. We may have to change our
plans2 though.
I was just told by Mr. Sweet that he
has called a tentative meeting of his
finance committee for the3 same
time in Philadelphia, Pennsylvania.
He says it is an important meeting at
which we will take up4 several im¬
portant matters concerning the effi¬
ciency of our business operations.
If his meeting takes5 place on
August 5, we would be well advised
to postpone our meeting till next
month. I will, of course, call you as
soon6 as I learn anything definite.
Harry C. Doyle [130]
10 Dear Dr. Dempsey: Does your
house need a paint job or a more
efficient kitchen? Whatever your
needs, the State Street1 Finance
Company can grant you a loan of up
to $10,000 at a lower rate than you
can get2 elsewhere.
Here is what you have to do to get a
loan. After you have decided on the
changes you wish to make,3 request
your contractor to estimate the cost.
Then fill out the enclosed applica¬
tion, mail it, and let us do the4 rest.
We will be able to give you a yes-or-
no answer in 48 hours. Under our
plan, repayment is5 easy. Very truly
yours, [105]
LESSON 26
6 Dear Mr. Bryant: I realize, of
course, that the Lyon’s Grill is a little
far from your State Street office, and
11 can well understand why it might
be difficult for you to eat here often.
But undoubtedly you have occa¬
sion2 from time to time to take
special friends to dinner. At the
Lyon's Grill you will find just the
right kind of enjoyable3 food and
satisfying service that make a meal a
success. Since your last visit, we
have made a great deal of progress.4
We have enlarged our main dining
area, and we have engaged a famous
French chef.
Whenever you wish to make5 a
table reservation, you should call
Mrs. Eunice Swift. Often she will be
able to take care of your6 request at
the very last moment. We hope, Mr.
Bryant, that we may soon have the
opportunity to serve you.7 Yours
very truly,
PS. If you would like a copy of our
calendar, fill out and mail the en¬
closed card in8 the envelope we have
provided. We will be delighted to
send you one before January 1. [ 17 8 ]
7 Dear Ms. Overmeyer: At Coastal
Airlines our people treat every piece
of baggage as a valuable piece of1
property. When they see a package
marked “Fragile,” they take good
care of it. When your plane lands,
they try to have your 2 baggage wait¬
ing for you by the time you reach the
general baggage area.
Baggage handling is just one thing
that3 makes our organization the
acknowledged and unquestioned
leader in the travel field and one that
travelers use4 more than any other
when they have to go to a city that we
serve.
When you have occasion to fly to5
Chicago, St. Louis, Los Angeles, or to
any other area where we operate, we
hope that you will6 let us take you
there. We guarantee you will enjoy
your trip, Ms. Overmeyer. Very truly
yours, ’ [138]
8 Dear Mrs. Bryant: During the
year I devote a great deal of time to
attending many conventions of
home1 appliance manufacturers.
Seldom, though, do I hear a presen¬
tation as enlightening as the one you
gave2 at our Miami meeting yester¬
day morning on the advantages of
television advertising. Thank3 you
for an enjoyable morning.
After the meeting I talked to sev¬
eral of our members. I am glad to
tell4 you that they had nothing but
praise for your speech. You certainly
won them over! Several of them
suggested that 15 invite you to talk to
us again next year, Mrs. Bryant. I
hope you will be able to be with us at
that6 time. Sincerely yours, [124]
9 Gentlemen: It is my sad duty to
write you that your claim against the
Science Printing Company amount¬
ing1 to $350 is uncollectible. We
worked hard to obtain your money,
but our endeavors2 were in vain.
Here are the details. The 6,000
circulars you ordered were not
Lesson 26 31
printed, even though you had3 given
the company a sizable deposit. The
Science Printing Company is in un¬
satisfactory4 financial shape and
has many unpaid bills. This com¬
pany is operated by two persons who
purchased the5 business only last
year. Neither of them had any prior
knowledge of the printing field, and
they have been unable6 to operate
with efficiency. They have not been
able to gain many new customers,
which might have enabled7 them to
make a profit. They have been losing
business to competitors rapidly. Un¬
less they get immediate8 help, I
think their demise is inevitable.
Please let me know as soon as
possible what you would like for me9
to do with your uncollected claim.
Unless I hear from you soon, I will
send it back to you. Sincerely
yours,10 [200]
10 Dear Dr. Short: Here is a reason
why the Home Magazine should play
a part in your advertising next year.
More1 of our readers have purchased
appliances than the readers of any
other magazine. It is a medium 2 that
is a “must" for you. Sincerely yours,
[47]
LESSON 27
6 Dear Mrs. Tang: As you probably
read in yesterday’s newspaper, Long
Island Florists will operate as a1
division of the Spring Street Seed
Company beginning next Friday,
November 12.
32 Lesson 27
Long Island Florists has been2
serving Long Island ever since 1920.
It consists of an attractive shop and
six air-conditioned3 greenhouses.
In my opinion, this new addition
to our business makes us the only
complete flower organization4 in
Long Island. My uncle, Mr. Roy
Banks, is the new manager. Stop in
soon and speak to him regarding5
your particular flower needs. He has
been in the flower business for more
than ten years and has lots of6 ideas
on flower arrangements. Flowers are
his favorite subject of conversation.
At this time I would like to 7 thank
you for placing your orders with us
regularly. You have made this new
addition to our business possible.8 I
hope, Mrs. Lang, we will have many
opportunities to serve you. Sincerely
yours, [176]
7 Dear Mr. Lincoln: Your newspa¬
per advertising business is quite
valuable. Undoubtedly you have
spent1 many years building up the
strength and reputation of your busi¬
ness and making it a success. You
have probably 2 invested every spare
dollar in it. If you were to die sud¬
denly, you would certainly wish to
pass it3 along in good condition to
your heirs.
One thing you should think about,
of course, is that Uncle Sam will
insist on his4 full share. Your state
will demand an additional share.
This could cause your heirs great
difficulty. Do you have any 5 idea how
or where they will get the necessary
cash without selling part of their
business? In our opinion,6 this will
not be a problem for them if you
immediately take out our regular
business i nsurance. Ou r7 representa-
tive, Ms. Lydia Yale, will be glad to
give you full details on this subject.
She will be able 8 to work with you to
help you choose a plan that will be
best for your particular needs.
Jot down on the enclosed card9
when Ms. Yale may call to speak with
you regarding our business insur¬
ance. Then send the card to us in the
envelope 10 that we have provided.
Sincerely yours, [207]
8 Dear Ms. Strong: You have prob¬
ably read our advertisement in the
afternoon edition of your local news¬
paper 1 regarding the opening of the
drive-in branch of our bank directly
across the street from the Franklin
bus2 station. We are particularly
proud of this branch because it is our
first.
It is a sign of the general3 progress
we are making. In our opinion, the
additional banking accommoda¬
tions of this branch will 4enable us to
do a satisfactory job of meeting ev¬
ery regular banking need of each of
our5 clients.
We suggest that you stop in and let
us show you our new branch. We
think you will like it. The branch will
be open6 from nine in the morning
until four in the afternoon. Cordially
yours, [133]
9 Dear Dr. Underwood: Yesterday I
was requested to make a short
speech at the banquet of the Newspa¬
per1 Editors Association on the ad¬
vantages of automation in the
printing industry. The 2 banquet will
be held Monday, January 18, at the
General Manufacturing Company
building in 3 St. Louis, Missouri, at 7
o'clock in the evening. I am unable to
accept this very flattering4 invita¬
tion because of several rather impor-
tant engagements I made for
January 18.
In5 my opinion, you are without
question the acknowledged leader in
the subject area of automation 6 and
can share many of your ideas con¬
cerning new developments in the
field with the group. I wonder
whether7you could attend the meet¬
ing and take over this special assign¬
ment for me.
An addressed envelope, which
does not8 need any postage, is en¬
closed. Please use it to let me know
whether you can take my place.
Sincerely yours, [178]
LESSON 28
5 Mr. Dix: As you are probably
aware, the regular spring meeting of
our newspaper advertising 1 editors
is less than six weeks away. I am
particularly anxious to plan ahead
so that we will not run2 into the
perplexing problems we encoun¬
tered last year. I wish it to be a well-
organized success.
Before 31 go ahead with the prepa¬
ration of a tentative agenda, I would
definitely like to have your4 frank
opinion regarding the following gen-
Lesson 28 33
eral questions:
1. Where should we hold the
meeting —in our State Street5 build¬
ing in Chicago or away from Chi¬
cago, perhaps in Phoenix or Los
Angeles or Philadelphia?6
2. What speakers do you suggest
we invite and what subjects should
they be requested to speak on?
3. Should we7 touch on the
budget for the coming year, or
should we leave that subject for our
summer meeting in August?
4. Are8 there any additional
topics that in your judgment we
should take up?
I hope that you will send your
suggestions 9 and ideas to me as soon
as possible; I will welcome them.
Max Wilson [194]
6 Dear Mrs. Short: As a conscien¬
tious, efficient taxpayer, you cer¬
tainly wish to pay all the taxes that1
are due on your income under
present tax laws. But why should
you pay more? To help you decide
just how much you owe 2 Uncle Sam
is the purpose of our booklet, The Tax
Guide. Thousands of people depend
on it to enable them to 3 take advan¬
tage of current tax laws covering
capital gains and losses and com¬
pany dividends.
Plan4 ahead, Mrs. Short; order a
copy of this valuable tax guide today.
You can place your order for one by 5
filling out the coupon at the bottom
of the enclosed circular and mailing
it in the envelope we have6provided.
The Tax Guide costs only $4. Sin¬
cerely yours, [132]
34 Lesson 28
7 Dear Ms. Overmeyer: You may
find it very difficult to believe, but in
this day of progressively1 rising
taxes, there are quite a few business
people who fail to take advantage of
every tax deduction that the2 law
permits. They are people like doc¬
tors, lawyers, and some small manu¬
facturers who devote from 12 to 143
hours a day to making a success of
something.
Under the present tax law, you can
put away as much as4 15 percent of
your income up to a maximum of
$7,000 each year for your retirement.
If you5 have several people on your
staff, the plan works to satisfy their
needs as well.
Would you like more important
facts, Ms.6 Overmeyer? We will be
glad to give them to you. Simply let
us know what time will be satisfac¬
tory for7 our representative to call
on you. Sincerely yours, [150]
8 Dear Mr. Weston: Immediately
after the first of next year, we will
open a new Sunshine Hotel1 over¬
looking Hong Kong harbor. It will
contain approximately 900 guest
rooms which were designed by a2
decorator who is the acknowledged
leader in the field. It will have a
health spa and social club unlike
anything 3 you can find in other parts
of the globe. In addition, there will be
a heated outdoor swimming pool.
Six floors4 of the hotel will be de¬
voted completely to unique shop¬
ping areas where you will be able to 5
obtain fine values on many different
types of goods.
 But we cannot tell you everything
about this new hotel6 in a letter
Therefore, we are enclosing a book¬
let that contains the whole story.
Whenever you have an 7 opportu¬
nity to travel to Hong Kong, come to
the Sunshine Hotel. Sincerely yours,
[156]
9 Dear Mr. Lincoln: A man by the
name of Max Long has written me
applying for the position of assis¬
tant1 sales manager that we have
open in our Miami newspaper office.
In his application he 2 mentions that
he once worked for you as a commer¬
cial artist on the Trenton Bulletin. He
says you can vouch for his3 effi¬
ciency.
He seems to have a great deal of
potential, and I hope to hire him. But
before I do, I would4 like to speak
with you regarding several parts of
his application that seem rather
strange.
Could you spare me perhaps5 half
an hour next week, Mr. Lincoln? I
value your opinion highly. Please
call me at 555-6402.6 Sincerely
yours, [123]
10 Dear Dr. Underwood: As you are
undoubtedly aware, knowing how to
earn money is a particularly 1 valu¬
able skill. But knowing how to spend
it wisely is much more important.
You can quickly lose large sums
of2 money that you worked hard to
earn if you do not plan your spending
properly. How can you be sure of
getting full3 value for the dollars you
spend? The answer is to get a copy
of the Complete Consumer's Guide.
The4 Complete Consumer's Guide
will show you:
1. How to tell an honest bargain
from a fraud.
2. How to get good value when5
you are buying household goods.
3. How to reduce your income
taxes legally.
4. How to borrow money6
wisely.
5. How to plan for the days
ahead.
These are only a few of the things
you will find in the Complete
Consumer's 7Guide. We hope you will
send for a copy as soon as possible. It
costs only $8. An order blank is8
enclosed. Sincerely yours, [164]
LESSON 29
7 Dear Mrs. Baxter: On Tuesday,
February 8, the National Medical
Magazine published a unique1 16-
page section devoted entirely to one
subject. It was entitled “Choices.”
This carefully prepared2 section so¬
licited doctors everywhere to volun¬
teer for extremely low-paying jobs in
remote, unattractive3 parts of the
world where medical care was criti¬
cally needed. Over 300 doctors re¬
sponded to4 this worthy appeal.
These doctors recognized that they
were making a change of great im¬
portance in their careers, their5 life
experiences, and their incomes.
This extraordinary response is
typical of the powerful effect6 that
our progressive publication has on
the public. Isn’t that the type of
Lesson 29 35
responsible publication you 7 should
be using to advertise your medical
and surgical equipment?
We suggest, Mrs. Baxter, that you8
write to us immediately requesting
our rate card. In order to do so, just
check the box marked “Yes” on the9
enclosed card and mail it to us in the
envelope that is provided. When you
receive the rate card, you will be10
convinced that our rates are ex¬
tremely reasonable. Sincerely
yours, [212]
8 Dear Mr. Dwyer: A person who is
responsible for spending his or her
organization’s money1 efficiently on
advertising baby cribs, bicycles, or
any other article usually wants
only2 one thing—immediate sales.
Advertising in the Daily Chronicle
brings such exceptional sales that
our publication is3 now generally
recognized as the most successful
advertising medium in this area.
Careful,4 thoughtful advertisers
know excellent values when they see
them.That iswhy,in our opinion, so5
many different types of businesses
advertise regularly in the Daily
Chronicle, which ordinarily
reaches6 18,000 more homes in this
area than the other newspaper
published in this city. It has been7
the experience of these advertisers
that they always get their money’s
worth when they advertise their
goods and8 services in the Daily
Chronicle.
When you plan next year’s adver¬
tising budget, I hope you will re¬
member9 the Daily Chronicle. You
36 Lesson 29
will be doing the right thing! Sin¬
cerely yours, [193]
9 Dear Ms. Franklin: This morning
my letter carrier delivered to me the
fifth edition of The New World. 1 Atlas
that you so thoughtfully sent me as a
Christmas present. As usual, you
chose something that you knew I
would2 particularly appreciate.
The New World Atlas is probably
the most beautiful publication that3
the publishing industry has offered
to the public this year. It is an excel¬
lent example of what I4 regard as
book publishing at its best. The New
World Atlas is not only beautiful but
practical as well.5
Thank you, Ms. Franklin, for your
delightful present. I am grateful for
it. Sincerely yours, [116]
10 Dear Clinton: Mr. Harry Short
tells me that you made a successful
debut as a public speaker at the
state1 meeting of the Medical Equip¬
ment Manufacturers Association
yesterday afternoon. He says2 that
you talked with assurance worthy of
a veteran who had been speaking in
public for years. He heard several3
extremely complimentary state¬
ments about your talk.
I understand that you spoke on the
advantages of4 automation. This is a
very difficult but timely subject on
which you are, of course, an ac¬
knowledged,5 unquestioned expert.
I wish I could have had the opportu¬
nity to lend you my encouragement,
but I was6 away from the city on
company business.
 I have an idea that whenever we
need a speaker for an7 important
meeting in the days ahead, we will
know where to obtain one who is
more than satisfactory—right8 in
ourown office! Sincerely yours, [167]
11 Dear Mr. Overmeyer: It gives
me great pleasure to recommend to
you the new General insurance
plan.1 This plan is definitely the
most responsible and powerful pro¬
tection you can buy, especially in2
these days of progressively rising
medical costs. I examined this plan
carefully, and I can give it my3 un¬
questioned endorsement.
We all recognize that being hospi¬
talized is ordinarily a painful4 expe¬
rience. But wouldn’t it give you a
satisfying feeling to know that there
is extra cash coming right at5 the
time you need it most?
Take my suggestion; fill out the
attached blank immediately and
mail it in the6 envelope that is en¬
closed. Cordially yours, [128]
12 Dear Mr. Ahern: Suppose you
found a beautiful car that won you
over. It was exactly the car for you,1
and it was well worth the cost. But
your budget could not handle the
payments with an ordinary three-
year loan. Would that mean2 that
you would have to do without the
car? It would not if you came to the
Public Bank and Trust Company. We
make 3 it easy for you to purchase the
car you wish without an immediate
strain on your budget. We give you
as 4 much as four years to repay your
loan. Therefore, you pay less each
month.
Come in to see us soon. We are
located in5 the Medical Towers
building at 621 State Street. Sin¬
cerely yours, [HO]
LESSON 30
4 Recall Chart
1 Difficult, envelope, progress,
satisfy-satisfactory, request, under.
2 Wish, success, state, particular,
probable, regular.
3 Speak, subject, regard, newspa¬
per, opinion, idea.
4 Public, publish-publication, or¬
dinary, ordinarily, experience, expe¬
riences.
5 Usual, world, recognize, recog¬
nition, responsible, worth.
6 As soon as, as soon as possible,
of course, to do, let us, I hope.
7 More than, we hope, to us, let
me, your order, you ordered.
8 Endeavors, endeavored, be¬
come, unbecoming, frankly, identi¬
cally.
9 Delightful, delightfully, exam¬
ines, examinations, complex, com¬
plexes.
10 Credential, credentials, song,
wrong, quiet, quietly.
11 Divide, undivided, repute, repu¬
table, yell, yelled.
12 Appoint, appointment, con¬
tainer, contained, persistence, insis¬
tence.
13 Yard, yards, sufficient, defi¬
ciency, ahead, awaited.
14 Swim, swimmer, stood, under-
Lesson 30 37
stood, appreciate, appreciative.
15 Round, ground, person, pur¬
chased, direct, diploma.
16 Custom, seldom, either, neither,
judgment, June.
6 Our Money
Where does the money we use
come from? If your next-door neigh¬
bor, Mr. Worth, needed to have some
important1 typing done, he might
request you to do it. You might work
for about an hour in the morning on
the job. When2 you successfully
completed this short job, he should
pay you, say, $4 for the work. You
know that the3 $4 you now have in
your hand came from Mr. Worth, but
where did he get the money?
Mr. Worth works for the World4
Publishing Company and is respon¬
sible for public relations in that
company, and the $4 he5 paid you
was part of the money he receives for
his services to that progressive, effi¬
cient business6 organization. It is
probably safe to assume that the
company earned that money
through selling new editions7 of its
textbooks and its other publications
to schools and to students. And
where did they get the money prior8
to that? We could go on asking this
difficult question endlessly as the
money passes from one hand to9
another. Yet we know that every
single dollar bill must have been
created by somebody and there must
have been10 a person who received it
for the first time.
If we were to trace a particular $ 10
note back through11 enough ex¬
38 Lesson 30
changes , we would very quickly find,
in our opinion, that it came from a
commercial bank. The chances12are
strong that a person received the
note after drawing an ordinary
check against a checking account
and13 presenting it to a teller at a
bank. The $10 bill was part of the
currency that the person14 received.
For a satisfactory understanding
of how money gets into the hands of
thoughtful people like you 15and me,
we must learn some basic consider¬
ations regarding the subject of
checking accounts.
When you have a16 checking ac¬
count, you have the advantage of
greater safety in the handling of
money. As many people17 un¬
doubtedly know from sad experi¬
ences, currency and coins may be
stolen or lost. When that happens,
they are18 usually gone for good. On
the other hand, if you lose a blank
check, no damage has been done
because no one but19 you can with¬
draw money from your account.
A regular checking account makes
it easy to take care of most20 pay¬
ments. Instead of personally going to
the gas company, to the water com¬
pany, or to the newspaper 21 office, all
you need to do is write out checks for
the exact amounts involved, place
the checks in envelopes,22 and mail
them to your creditors.
A checking account is really a
necessity if you wish to send
money23 far away or just to make
payments to places outside the city
in which you live.
Your checking account will give
you24 a valuable record of the pay¬
ments you have made. Your bank
will send you a monthly statement
showing the deposits25 you have
made and the checks you have writ¬
ten. Your canceled checks will be
enclosed with your statement.
An even more26 practical advan¬
tage of a checking account is the fact
that your canceled checks are proof
of payment. In the days or27 years
ahead, if a question ever arises as to
whether or not you paid a bill, your
canceled check is28 usually recog¬
nized as positive proof that payment
was made. [572]
CHAPTER 6
LESSON 31
6 Ms. Samuels: This morning our
New York office received from the
state government an envelope con¬
taining an1 order for 10,000 copies of
our Executive Manual of Correspon¬
dence written by Dr. James Sweet.2
We thought we had sufficient stock of
this publication to satisfy our needs
throughout the remaining months
of3 the year, but an order for this
quantity will completely exhaust
our stock by the end of September.
We, of4 course, recognized the fact
that we had a great thing in the
Executive Manual of Correspondence,
but we5 had never before received an
order for so large a quantity. Because
of the specialized character of6 this
book, we felt it would have a limited
sale, and we set as our objec¬
tive a sale of 20,000 7 copies annually.
I have an idea, though, that we will
actually sel 1 more than 50,000 copies
this8 year. I am, quite naturally, very
happy about this.
May I request, Ms. Samuels, that
you be responsible9 for setting up a
schedule for printing another 50,000
copies of the Executive 10 Manual of
Correspondence.
Please acknowledge this note as
soon as you receive it. A. C. Quinn
[217]
7 Dear Mr. Worth: I think I have
been successful in finding a home
that should be exactly what you
need. The house1 is on Banks Street.
I am enclosing several pictures, each
of which was taken from a different
angle so that2 you can have a fairly
clear idea of what the house actually
looks like.
The house will soon be advertised
in3 every local newspaper. Because
of its many excellent features, Mr.
Worth, it will probably be sold 4 in a
short time. If you wish to pursue the
matter, I encourage you to arrange to
see the house immediately and to
speak to the 5 owner personally. Sin¬
cerely yours, [107]
8 Dear Mr. Dempsey: Here are a
few of the important advantages of
the house I talked to you about on 1
the phone yesterday:
1. It is one block away from an
elementary school. Your children
will be able to2 walk to school.
2. It is only one mile from a new
shopping area and a half mile from
Lesson 31 39
the town government3 center.
3. It is four blocks from a public
park.
4. It is only six blocks from the
Harper Manufacturing4 Company,
where your office will be located.
5. The taxes are actually quite
low.
The house, Mr.5 Dempsey, is in a
nice section of town, and it will not
long remain on the market. I suggest,
therefore, that you let6 me arrange
an appointment for you to see it in
the near future. Very truly yours,
[136]
9 Dear Mrs. Overmeyer: Why do
the beautiful trees in your yard need
feeding? Nature satisfactorily 1
takes care of trees in a wooded area.
On most grounds, though, all leaves
are eventually raked up. Thus your
trees2 are gradually deprived of a
natural quantity of food and mois¬
ture throughout the winter. You
must3 replenish this food supply
annually if your trees are to remain
healthy. Failure to do so will usu¬
ally4 affect the beauty and special
character of your trees.
Our experts are prepared to apply
chemical food5 to the roots of your
trees with the most progressive ma¬
chinery. This food will enable your
trees to resist the 6 ordinary ravages
of winter and the difficulties that
insects create when spring and sum¬
mer arrive.7
We suggest that you invite our
experienced representatives to give
you an objective opinion of8 the cost
of taking care of your trees. You will
40 Lesson 32
never regret doing so, Mrs. Over¬
meyer. Sincerely yours,9 [180]
10 To the Staff: Yesterday after¬
noon I received the sales figures for
June. I understand that they are
much higher1 than those of the cor¬
responding month of last year. Keep
up the good work! Frank Long [34]
LESSON 32
6 Dear Frank: I read in yesterday
afternoon’s newspaper that on
Wednesday, August 12, you were ap¬
pointed by the1 governor to the
bench of the third district of Albany.
In my opinion, Frank, you are easily
the best2 qualified person for this
important job. You richly deserve it.
Because of your successful and
extensive3 career as a trial lawyer,
covering almost twenty years, I
know you will serve your state with
distinction.4 Naturally, I think our
class knew what it was doing when it
recognized you as "the person most
likely to succeed.’’5
You have my best wishes for a long
and eventful career as a judge. My
corresponding secretary,6 Ms. Jean
Overmeyer, also sends you her best
wishes. Sincerely yours, [133]
7 Dear Dr. Mild: For almost half a
century our organization, the Al¬
bany General Manufacturing 1 Com¬
pany, has been in the business of
discovering practical and helpful
answers to pollution2 problems for
industry and government. Our ob¬
jective has been to develop systems
to solve pollution ^problems ofevery
description throughout the world.
Every recommendation our engi¬
neers and executives make4 regard¬
ing a pollution problem is unbiased
in character. We have many ideas on
ways to cool air 5 and to clean air. We
also have the people and the experi¬
ence to make better air.
We suggest that you6 invite us
soon to discuss pollution problems
with you on an individual basis. You
will find, Dr. Mild,7 that we can help
you easily and readily dispose of any
pollution problems you may have in
the near8 future. Sincerely yours,
[164]
8 Dear Mrs. Samuels: Are you dis¬
turbed over the steadily rising cost of
food? Beginning Thursday morn¬
ing, 1 September 1, we, the Albany
Family Food Mart on Worth Street,
will take some very definite steps to
control2 food costs. Many items on
our shelves will be priced far below
our already low prices. Almost all
the items3 we have selected for
discounting will be for basic family
needs.
The prices that will be published
in our4 advertising will be main¬
tained, and stocks will be replen¬
ished in sufficient quantities to carry
us from September 5 1 through Octo¬
ber 31.
We will also reduce temporarily
the prices of several special6 sea¬
sonal products. A few of the values
you will be able to obtain are de¬
scribed in the enclosed circular.7
We think, Mrs. Samuels, that the
public should know about the things
we are doing to control ever-
increasing8 food prices. Sincerely
yours, [165]
9 Dear Mr. Yale: There are many
good reasons why more than 500,000
people will lease their new cars this
year.1 Here are just three of them:
1. Many one-car families have
discovered that leasing enables
them to get a2 second car without
having to make a second down pay¬
ment.
2. Many people are discouraged
with the3 ordinary problems of own¬
ing a car. They have reached the
point where they never again want to
bother with car maintenance.4
3. Many people regularly use
their cars for business and usually
need responsibly prepared 5 records
for tax purposes. They get these
records easily and simply by leasing.
Should you lease your next car?
You6 probably should, Mr. Yale, but
why not discuss the subject of leas¬
ing with our representative, Mr.
Charles Swift.7 He is an acknowl¬
edged expert in his field, and he can
tell you whether leasing will solve
your particular8 problem. Sincerely
yours, [164]
10 Dear Ms. Underwood: Thank
you for speaking at our staff meeting
on the morning of Friday, November
10, and1 describing the steps your
organization is taking to increase the
efficiency of order handling in the2
shipping department. Order han¬
dling has presented difficult, dis-
Lesson 32 41
couraging problems for our
company3 also. I am very glad you
have been able to make satisfactory
progress in this area. Your com¬
ments4 were quite timely and of
special importance to us.
May I request a favor of you ? Could
you write up your5 remarks? We
would like to print them in our staff
publication, Working Together, so
that our entire business family 6 can
have the advantage of reading them.
I am enclosing a stamped envelope
for your reply. Yours very7 truly,
[141]
LESSON 33
6 Dear Mr. Bradford: Thank you for
your order of Saturday, December
15, for a copy of the1 Executives'
Correspondence Manual. This publi¬
cation, unfortunately, had a disap¬
pointing sale. It did2 not meet its
sales forecast and was declared out
of print several months ago.
Until two weeks ago, we had a3
small quantity of the manual in the
home office, but the supply was ex¬
hausted a few days ago. I4 also
checked with our warehouses in Chi¬
cago, New York, and Fort Worth, but
my efforts met with no success. Fur¬
thermore,5 even the author could
not furnish us with a copy.
I have an idea, Mr. Bradford, that
you will 6 readily be able to obtain a
copy from the General Publishing
Company on Fourth Street in Fort7
Collins, which specializes in used
books. They also usually carry a
42 Lesson 33
stock of books that have been de¬
clared out8 of print. About two
weeks ago they filled an order for us
for a unique book that a good cus¬
tomer wished to 9 purchase.
I am sorry we cannot give you
more helpful information at this
time. Sincerely yours, [198]
7 Dear Ms. Hartford: Two days ago,
Ms. Hartford, I became your per¬
sonal banker. Your former personal
banker,1 Mrs. Mildred Ford, left us a
week ago and accepted a responsible
position with the federal2 govern¬
ment in Albany.
I am here to furnish you with any
information you need and to an¬
swer3 whatever questions you may
have about your account, our ser¬
vices, and any other financial mat¬
ters.
Please stop4 in during your lunch
hour sometime soon, Ms. Hartford. I
would appreciate the opportunity of
meeting you 5 informally and having
a discussion with j'ou. Sincerely
yours, [113]
8 Dear Mrs. Overmeyer: At the
Worth Furniture Store we do more
than sell furniture that is comfort¬
able, 1 has character, and represents
extraordinary value. Throughout
our years in the furniture business,
we2 have been selling gracious liv¬
ing.
The family that purchases furni¬
ture from us also obtains the advan¬
tage3 of having the services of a
practical, experienced, and skillful
designer. This designer is4 a person
who can discuss with you objectively
the type of furniture you need and
how it should be placed in5 your
home.
We suggest that you call us to
request a definite appointment with
a designer. Your call will, of6 course,
place you under no obligation. Sin¬
cerely yours, [130]
9 Dear Mr. Ahern: When you pur¬
chase furniture from the Royal Fur¬
niture Company, there is never any 1
charge for the services of our world-
famous designers. Furthermore,
there is no charge for their well-
recognized2 talent. When you buy
furniture from us, the only thing you
pay for is the furniture you buy and
nothing else.3
Isn’t this the type of furniture
company you would like to deal
with? We think it is. Come in the next
time you are in4 the area and let us
describe all our services to you per¬
sonally. You will easily see why we5
are the largest furniture company in
the state. Sincerely yours, [113]
10 Gentlemen: A few moments ago
I read in yesterday afternoon’s edi¬
tion of the newspaper an 1 item to the
effect that I am to speak at the New
York State Furniture Manufacturers
convention at its2 regular annual
meeting on Friday, January 18. The
article also says that I am to3 speak
on computers, data processing, and
automation in the business forecast¬
ing area. These are all4 subjects on
which I have done considerable re¬
search
You can easily understand why
this item was5 particularly disturb¬
ing to me when I tell you that I am
actually scheduled to speak on Sat¬
urday6 morning, January 19. This
means that I will probably have a
small audience, if any.
Can you print7 a correction imme¬
diately regarding my speaking en¬
gagement? Sincerely yours, [156]
11 Degr Dr. Langdon: Two years
ago the Progressive Furniture Com¬
pany was selected to furnish the1
efficiency apartments in eight of the
most successful leisure home com¬
plexes in California. Why were we2
chosen to do this? Because in our
opinion we are the acknowledged,
foremost leader in the field of lei¬
sure-living3 furniture. Our furniture
is so well constructed that it will last
practically forever.
Are you4 presently thinking of
building a leisure home somewhere
in California? If you are, it is impor¬
tant for5 you to see us. We can help
you make selections here in our Chi¬
cago showrooms, and you can rest
assured that6 everything will be ex¬
actly to your liking when your furni¬
ture is installed in your leisure
home.
Would you like an7 advertising
circular that describes our complete
line of dining room, bedroom, and
living room suites? We will be 8 glad
to send you one if you will fill out,
sign, and mail the enclosed short
form to us in the envelope we have 9
provided. Very truly yours, [186]
Lesson 33 43
LESSON 34
7 Dear Mr. Stern: Mr. Morton,
manager of the sporting goods de¬
partment of our State Street store,
informed me1 yesterday morning
that you gave him an order for a
quantity of our sporting goods that
were to be delivered2 to your
southern division office in Atlanta.
I wish we could start work on your
order immediately.3 Unfortunately,
this is not possible because our quar¬
terly credit report on your organiza¬
tion4 is not complete.
We realize that you want these
sporting goods promptly. May we
suggest, therefore, that you send us
an5 advance check for $2,000. We
will begin manufacturing the uni¬
forms, jackets, and gloves as soon
as6 we receive it.
We hope, Mr. Stern, that we will be
able to obtain a complete report on
your credit7 condition soon because
we want to grant you our usual
discount terms on future orders. Sin¬
cerely yours, [159]
8 Dear Mr. Norton: An important
newspaper executive named Mrs.
Mildred Turner had a telephone1
extension installed in the kitchen a
few days ago. Behind that extension
lies a story.
Mrs. Turner’s2 teenage daughter
Jane blamed her mother for the
failure of a fruitcake. Jane claimed
that the phone in the living room
rang,3 and she left the kitchen to
answer it. The cake slipped her mind
temporarily, and on her return to
44 Lesson 34
the4 kitchen, it was burned almost to
acrisp. She further claimed that this
discouraging incident never would
have happened 5 if there had been an
extension in the kitchen. Our news¬
paper executive recognized the wis¬
dom of her6 daughter’s contention
and installed an extension promptly.
Do you want to be blamed for the
failure of a cake, a 7 cherry pie, or an
apple turnover? I have an idea that
you probably don’t, Mr. Norton. So
speak to8 our representative today,
requesting the installation of an ex¬
tension in your kitchen promptly.9
Sincerely yours, [183]
9 Dear Ms. Turner: Here are a few
things we will do for you when you
make reservations at the Eastport
Hotel:
l.1 We will pick you up at the
terminal at any hour of the day at no
charge.
2. We will give you a modern,2
well-furnished, and soundproof
room.
3. We will take you to the airport
promptly when you want to leave —
also with our3compliments.
What is our object in doing all
these thoughtful things for our
guests? The answer to that question
is that we 4 want our guests to return
regularly year after year. We are not
satisfied to have them come only
once.
Call5 us the next time pleasure or
government business takes you to
Eastport, Ms. Turner. We will take
very good care of6 you throughout
your stay and make it an extraordi-
nary experience. Cordially yours,
[137]
10 Dear Mrs. Worth: You will re¬
call that in the Wednesday, February
5, issue of World Travel News, we
published1 a short article that de¬
scribed the modern X-ray units be¬
ing used to check carry-on baggage.
The publication2 of this article
prompted some members of the
traveling public to ask whether the
radiation3 had any effect on different
types of film.
The Norton Company is responsi¬
ble for the installation 4 of this equip¬
ment. A few days ago we wrote them
regarding this subject. They in¬
formed us that, in their5opinion, the
X-ray units will have no effect what¬
soever on film.
To speed up the processing of bag¬
gage6 at airport terminals, we have
had Norton units installed in the
terminals listed in the enclosed7
circular. We wanted you to have this
information, Mrs. Worth; we hope it
will be of value to you. Sincerely8
yours, [161]
11 Dear Dr. Dexter: The new
Franklin Hotel isn’t near the Miami
airport —it is actually in the1 ter¬
minal. Think of the perfect opportu¬
nity this offers you if you want to
hold a meeting of general2 sales
representatives, correspondents, or
customers.
The Franklin Hotel is a successful,
progressive,3 and full-service hotel.
It has 900 modern rooms that have
character and charm.
You can obtain reservations4
promptly and without difficulty, Dr.
Dexter. Just call us collect. Sincerely
yours, [96]
LESSON 35
6 Dear Dr. Worth: About two weeks
ago I was introduced to one of the
best prospects I have seen for a long 1
time to fill the important job of
corresponding secretary for Billings
International Enterprises.2 She is a
woman named Ms. Mary O’Brien
who, in my opinion, has the experi¬
ence necessary 3 for this responsible
job. I talked with her for more than
an hour, and I am happy to report
that 14 found her to be an interesting,
entertaining, and delightful person
with a unique grasp of world affairs.
I5 want you to know that I think she
will be a valuable addition to the
staff of Billings International6 En¬
terprises.
If you have no objection, Dr.
Worth, I will suggest to Ms. O’Brien
that she call you 7soon requesting an
interview. Sincerely yours, [147]
7 Dear Mrs. Jennings: If you re¬
ceive a monthly check from Uncle
Sam, you never again need worry
that it will1 be lost, stolen, or unduly
delayed in the mail. You can easily
arrange to protect your checks bv
filling 2 out one of our regular forms.
It will take you only two or three
minutes to do this. We will send the
form to 3 the government, which will
then automatically deposit your
Lesson 35 45
checks directly in an Intercity4 sav¬
ings account.
Open a savings account at one of
the branches of the Intercity Savings
Bank, Mrs. Jennings,5 and take ad¬
vantage of this extraordinary oppor¬
tunity to enjoy the peace of mind that
comes with6 knowing that your
checks are safe. Sincerely yours,
[128]
8 Dear Mr. Cummings: As an inte¬
rior designer, would you be inter¬
ested in attracting1 profitable cli¬
ents? You can do this if you enter
your name and provide a brief de¬
scription of your offerings in the2
Interior Designers Guide, which we
will publish with the Sunday, August
12, edition of our newspaper,3 The
Westport Times.
Prices for listings range from $60
to $ 180. If the idea of4 advertising in
this special edition appeals to you,
Mr. Cummings, call Ms. Mary Sweet
at3 555-1876 any morning except
Sunday between nine and noon. She
will be glad to give you complete6
information. She will, in addition,
actually work with you in preparing
advertising copy, if you wish.7 Sin¬
cerely yours, [143]
9 Dear Mr. Underwood: At one of
the regular meetings of the Public
Roads Commission in September, 11
wish you would introduce the sub¬
ject of repaving State Street, which
is in very unsatisfactory condition.2
As you probably know, there are
two or three major intersections on
State Street, and the main entrance
46 Lesson 35
to3 Billings Elementary School is
near one of them. Everyone proba¬
bly recognizes the importance of4
doing something about State Street,
but apparently none of the members
of the commission are willing to take
the5 initiative to do anything until
we have had a bad accident on that
street. Until now, the president6 of
the commission has been unwilling
even to entertain a motion that the
street be repaved.
I hope,7 Mr. Underwood, that you
will speak in favor of an appropria¬
tion for repaving the street and rec¬
ommend8 awarding the job to the
General Construction Company.
Thank you for whatever help you
can give us in9 solving this difficult
and particularly annoying matter.
Sincerely yours, [195]
10 Dear Mr. Jennings: Would you
like to attend an informative, inter¬
esting, and entertaining demonstra¬
tion1 of the unique art of cake
decorating? Mr. Edwin Lopez, one of
the finest pastry chefs in the 2 world,
will demonstrate his decorating pro¬
ficiency at a meeting that the Inter-
boro Department Store3will holdon
Friday, October 15, between 5 and 6
o’clock on the third floor. After the
demonstration4 there will be a short
question-and-answer session.
If you are interested in attending,
Mr. Jennings, you5 should return
promptly the coupon attached to the
enclosed circular. We have provided
an envelope for that6 purpose. We
will send you an entrance card as
soon as we receive the coupon.
 While you are here, you will have a
good7 opportunity to see our inter¬
national collection of cake¬
decorating devices, all of which8 you
will be able to order at specially
reduced prices. Sincerely yours,
[174]
11 Dear Mrs. Hastings: If you were
to advertise in our publication, Mod¬
ern Business Correspondence, you
could1 reach 500,000 well-informed,
enterprising, and successful busi¬
ness executives with your message.
These2 people have the income to
purchase large quantities of modern
home furniture, paintings, and other
articles.3 They can afford the best.
Many of them have incomes well
over $50,000 a year.
A schedule of4 our rates is en¬
closed . If you are interested in receiv-
ing further information, Mrs.
Hastings, just let5 us know. Sin¬
cerely yours, [104]
LESSON 36
5 Recall Chart
1 Never, nevertheless, quantity,
quantities, executive, throughout.
2 Object, objective, govern, gov¬
ernment, correspond-correspon-
dence, corresponded.
3 None of the, none of them, one of
our, weeks ago, days ago, hours ago.
4 I want, he wanted, who wanted,
I hope, of course, as soon as possible.
5 Furniture, furnishings, enter,
entertainment, interpretation, in¬
terpreted.
6 Determination, turned, arti¬
cles, critically, export, extra.
7 Describe, distances, temporary,
temporarily, eventual, eventually.
8 Altogether, although, beauty,
beautifully, tax, taxes.
9 Yielding, yard, belong, belong¬
ings, frankly, stronger.
10 Enforce, enjoyable, unfair, un¬
fairly, incomplete, incompleted.
11 Depreciate, appreciation, quiet,
why, condemn, condense.
12 Definite, different, found, foun¬
dation, blamed, prompt.
13 Purse, permission, reserve, di¬
rect, wood, wooded.
14 Hire, hired, mention, men¬
tioned, initial, initialed.
7 The Administrative Secretary
Business and professional people,
public officials, and government1
executives recognize that the admin¬
istrative secretary of today has-
achieved a position2 of respect and
esteem through hard work, difficult
study, and creative effort. The person
in this position 3 often has the title of
executive secretary or assistant and
may have earned the rating of4 pro¬
fessional secretary. The person may
have even won an award or received
some other honor in the5 secretarial
field.
Many business people feel that the
executive secretary is as 6 valuable to
a company as its manufacturing
plant or its equipment or, in some
instances, the7boss.
The competent, efficient secretary
is further described as a kind of all¬
purpose staff member—a 8 diplomat,
Lesson 36 47
a helpful researcher, and a "business
lawyer."
Secretaries to top executives usu¬
ally9 earn between $15,000 and
$25,000 a year after a few years of
experience10 —and they are well
worth the money. Working at the top
level of management, they must be
able to keep11 an office running
smoothly and must have the objec¬
tive judgment to know when to issue
orders in the boss’s12 name. They
conserve the boss’s time by screen¬
ing telephone calls, visitors, and cor¬
respondence. But they keep the
boss13 well informed on all impor¬
tant details. They are sensitive to
undercurrents in human relations
and are14 ready to resolve internal
and external problems promptly
when they discover them.
A secretary has15 been character¬
ized as one who can think for the
boss, act for the boss, anticipate the
boss’s wishes, and help16 to increase
the company’s productivity.
The right secretary can convey a
favorable image,17 please friends,
and soothe enemies.
The proficient secretary must be
able to accomplish a great quan¬
tity 18 of work, and the work must be
completely accurate. When a secre¬
tary corresponds with an execu¬
tive19 in another company, that
secretary actually represents his or
her entire organization20 in the
executive’s eyes. If a letter contains
an error, the company’s image could
be damaged.21 But if the letter is
perfect, very good feelings will be
created.
48 Lesson 36
Extensive interviews with 30022
executives recently revealed that
secretaries were spending almost 60
percent of their time with some23 of
the minor operations of the business,
such as handling forms, typing re¬
ports, and acknowledging general24
correspondence. They were spend¬
ing about 10 percent of their time
attending meetings and more than
1525 percent making phone calls
which could easily have been han¬
dled by a competent assistant. Un¬
fortunately,26 only about 15 percent
of their time was actually devoted to
practical planning. Still, this sur¬
vey27 clearly reveals why business
executives attach so much impor¬
tance to having capable secreta¬
ries28 and why they want
responsible persons who cannot
only handle the ordinary routine
work but can29 also serve as their
assistants and free their time for
long-range planning, the most im¬
portant part of an executive’s30 job.
Throughout the years secretarial
positions have been filled largely by
women. A few years ago, though,31
many business organizations
started actively looking for both
men and women secretaries who
had the32 makings of future execu¬
tives.
The job of professional secretary
never looked brighter than it does33
today. And it is expected to look even
brighter in the days ahead. [674]
8 The Follow Through
It is sometimes said that the per¬
son who gets ahead in business is the
person who can follow1 through.
Exactly what does this mean? All it
really means is that the person who
can stick with a particular job 2 until
it is satisfactorily completed is the
one who will probably receive credit
for doing 3 the work. It is usually very
easy to begin a job. It takes diligence
and effort, though, to stay 4 with a job
until it is successfully finished. The
person who can initiate a job is a
valuable5 asset to a company, of
course. But the person who can fol¬
low through is of much greater im¬
portance.6
Do not accept a job if you think
that you cannot finish it. But once
you have accepted a job, you should
take7 advantage of every opportu¬
nity to turn out a completely fin¬
ished product. You should do this no
matter8 how long it takes or how
much effort you must expend. When
you follow through on every project
you undertake, you9 will soon be
recognized as a person who gets
things done. In addition, you will be
well on your way up the 10 ladder of
success. [204]
CHAPTER 7
LESSON 37
8 Gentlemea: I am embarrassed. I
am, in fact, exceedingly embar¬
rassed. I just discovered your letter
of1 Friday, November 18, requesting
our opinion of the financial condi¬
tion of the Bryant Furniture 2 Manu¬
facturing Company of Des Moines. I
assure you that ordinarily I ac¬
knowledge my3 correspondence
more promptly.
Throughout the period of time
that we have dealt with several of the
senior executives4 of this company,
we have never had an unpleasant
experience. These executives are
practical,5 forceful, and responsible
men and women.
The company is outstandingly
successful. Since they entered6 the
furniture field about fifteen years
ago, their financial situation has
improved satisfactorily 7 every year.
If there is any other information I
can add to this short report, please
let me know.8 Sincerely yours, [162]
9 Dear Mr. Jennings: Thank you for
sending to us for possible publica¬
tion your manual entitled 1 Improv¬
ing Employee Morale. I read it
yesterday afternoon and found it to
be interestingly,2 convincingly, and
impartially written. I was genuinely
impressed with it.
I wish I could tell you that there is 3
an exceedingly large market for a
manual of this character. Your man¬
ual, unfortunately,4 cannot be sold
in quantity lots. It would have to be
sold by correspondence on a single¬
copy basis5 and, obviously, would
have to be priced accordingly. Be¬
cause of the serious and difficult
marketing6 situation your manual
presents, Mr. Jennings, I must de¬
cline to publish it.
If you should do any7 writing in
some other subject-matter area,
please give us an opportunity to
Lesson 37 49
review your work.8 Sincerely yours,
[162]
10 Dear Mr. Dexter: If you are not
presently employed but would seri¬
ously like a job in business, in1
government, or in industry, read the
classified ads in our newspaper,
World News. We think you will be
particularly2 interested in the jobs
offered by the various private em¬
ployment agencies.
Employment3 agencies are the
suppliers for personnel. Thousands
of employers rely on them increas¬
ingly to find good4 clerical assis¬
tants. Employment agencies depend
on World News for job applicants.
They run more listings in 5 our news¬
paper than in all other public news¬
papers in this area combined. They
recognize the6 unusual impact and
pulling power of World News, and
they are impressed by our ads, which
are convincingly written7 and ex¬
pertly displayed.
If your immediate objective is a
better job, turn to the classified ads
in8 World News, one of the state’s
leading newspapers. Sincerely
yours, [171]
11 Dear Ms. Worth: If you are to
improve your financial condition, it
is important that you save regu¬
larly. 1 It is surprisingly easy to save
at the Empire Bank for Savings. You
will be exceedingly impressed as2
you watch your account grow stead¬
ily, almost from day to day, with the
addition of large quarterly divi¬
dends.3
50 Lesson 37
If you want to provide for your
financial future, stop at the Empire
Bank for Savings the next time you
are in4 the State Street area. We are
one of the most progressive financial
organizations in Chicago.
If5 you come in, a friendly, cour¬
teous, and genuine welcome by our
employees awaits you, Ms. Worth.
Sincerely 6 yours, [121]
12 Mrs. Overton: The personnel
department has informed me that on
Tuesday, November 15, you will1
complete twenty-five years of ser¬
vice with the General Envelope Com¬
pany. This is genuinely hard for me 2
to believe because your outlook is so
refreshingly young. I well remember
what a good impression you made3
the day you were employed and were
introduced to me by Dr. Underwood.
You have certainly made a very4
definite mark on our organization
with your exceedingly valuable sug¬
gestions and your practical5 ideas
on how to improve our advertising. I
know I speak for everyone when I say
that you have6 unquestionably won
the high regard, affection, and re¬
spect of all our employees.
I hope, Mrs. Overton, that7 you
will be with us for many years to
come. If you have an opportunity,
stop by my office for a8 personal
conversation sometime soon. I will
be glad to see you. James J. Quinn
[174]
13 Dear Friend: This is the fourth
report of the year on the very difficult
problems we have experienced 1 op-
erating The Empire State Railroad.
Like everyone else, we are affected
by the nation’s serious energy2
shortage. Although we genuinely be¬
lieve that railroads are one of the
most efficient forms of travel, our3
supplies of fuel for our engines have,
unfortunately, been subjected to the
same pressures as other travel4 in¬
dustries.
While we had willingly under¬
taken measures to conserve energy
some time ago, we are now 5 consid¬
ering implementing more stringent
measures. We hope that these new
measures will not cause any major
reduction 6 of essential services.
You may be sure that we are al¬
ways working to make travel on our
trains more 7enjoyable and comfort¬
able. The Empire State Railroad
[150]
LESSON 38
8 Dear Mrs. Billings: As you will
see by the enclosed circular that was
issued by the government several
days1 ago, the Suburban Monthly
was one of the fastest growing major
publications during the past two2
quarterly periods. Of the 47 publica¬
tions tabulated, 22 declined in circu¬
lation,3 13 had an increase of less
than 5 percent in circulation, and the
rest had substantial losses in4 read¬
ership ranging from 10 to almost 20
percent. While the majority of publi¬
cations decreased in5 readership,
the Suburban Monthly enjoyed an
exceedingly impressive 31 percent
increase in6 circulation.
If you are an advertising executive
who would be interested in sampling
our7 publication, we will be glad to
give you a special introductory sub¬
scription for only $5. Simply8 sub¬
mit your request on your regular
company letterhead and send it to us
in the enclosed envelope.9 We will
fill your order immediately. Sin¬
cerely yours, [191]
9 Dear Mrs. Jennings: Which pub¬
lication has a greater readership
than any other publication among1
the people who live and work in the
suburbs? Suburban Monthly is read
by a majority of the people 2 in subur¬
ban areas.
Our readership is actually 25 per¬
cent more than that of the second3
place periodical. We are the ac¬
knowledged leader in the field. The
reason is that most persons find
something4 impressive, interesting,
and stimulating in every issue of our
publication. This is something they 5
cannot usually find in other maga¬
zines. They also know that our expe¬
rienced editors have a6 reputation
for honesty and integrity in advertis¬
ing and reporting.
For a copy of our7 advertising
rates, fill out, sign, and return the
enclosed card. As you will see, our
rates are amazingly low.8 Sincerely
yours, [162]
10 Dear Mr. White: It is my pleas¬
ant duty as corresponding secretary
to tell you that your application1 for
membership in the International
Chemical Association has been ac-
Lesson 38 51
cepted. May 12congratulate you, Mr.
White. Your embossed membership
card and a booklet containing our
rules and regulations3 are enclosed.
As you may know, one of the ad¬
vantages of your membership is a
subscription to our quarterly4 mag¬
azine, The World. Chemist. In each
issue of this periodical you will find
objective, helpful, and5 stimulating
articles by recognized authorities on
many subjects of interest to chem¬
ists.
It6 is my opinion that your mem¬
bership in our organization will be a
source of many everlasting7 friend¬
ships and satisfying, successful busi¬
ness relationships in the years
ahead. Sincerely yours, [158]
11 Dear Dr. Fenton: If you are like
the majority of people, you probably
don’t know how much your social1
security is worth under present gov¬
ernment regulations. Most people
don’t think much about social2 secu¬
rity until it is time to retire.
Social security regulations are
steadily changing. As I3 am sure you
have read in the newspapers, a bill
recently became law that will again
raise social4 security tax deductions
for both employer and employee.
If you want to know what you may
eventually5 receive when you retire,
may I suggest that you stop in soon at
the Suburban Township branch of
the Miami6 Bank on Field Street and
speak to one of our experienced so¬
cial security officers. He or she will
be7 glad to calculate the approxi¬
mate amount you will receive when
52 Lesson 39
you retire or if you should become
disabled.8 It is surprisingly easy to
get this valuable information. You
will have it in a matter of9 only a few
minutes’ time, Dr. Fenton. Yours
very truly, [191]
LESSON 39
7 Dear Dr. Lang: When you are
traveling, comfortable and restful
nights lead to pleasant mornings.
We pride ourselves1 on our ability to
provide comfortable and restful
nights. In our opinion, this ability
has2 been responsible to a large
degree for the success of the Inter¬
state chain of hotels, motels, and
resorts3 throughout the country.
Each of the Interstate facilities is
owned and operated by an indepen¬
dent4 business executive. Our var¬
ious facilities do not even look alike.
Every one of them has a5 special
individuality, personality, and char¬
acter that come with independent
ownership.6 Every owner prides
himself or herself on quality,
promptness, and efficiency of ser¬
vice.
Each independent7 owner must
follow our rules and regulations ex¬
actly. All facilities are inspected reg¬
ularly8 by our management for
cleanliness, quality, and comfort.
Stop in at any Interstate facility
the9 next time you travel and assure
yourself of a delightful and enter¬
taining experience. Incidentally,10
Dr. Lang, each of our facilities gladly
accepts all major credit cards. Sin-
cerely yours, [217]
8 Dear Ms. Temple: Here is an op¬
portunity that an opera lover like
you should not pass by. Never1 be¬
fore have we been able to make such
an attractive offer to our subscribers.
Enclosed is an advertising2 circu¬
lar listing 50 high-fidelity record¬
ings. Each recording features
recognized, well-known, and3 out¬
standing opera personalities. We
will send you as many of these high-
fidelity recordings as4 you wish for
the surprisingly low price of only $2
apjece. Simply indicate on the order
blank5 at the bottom of the circular
the high-fidelity recordings you
want and return the blank to us,6
together with your check, in the
envelope we have provided.
Take advantage of this unusual
offer7 today, Ms. Temple. When you
receive the recordings, play them for
five days. If after that time you have
not convinced8 yourself that these
recordings are the finest in tonal
quality and clarity, you may return
them. We will9 speedily refund your
money. Very truly yours, [188]
9 Dear Mrs. Gates: Thank you for
registering at the Ryan Hotel, Mrs.
Gates.
Did you ever stop to think what1 a
compact facility the Ryan Hotel ac¬
tually is? When you walk around the
hotel, you will find2 that it is almost
a small city in itself.
Some of our employees you see
every day, but many are3 unseen.
Even though they work hard behind
the scenes, they themselves are sel¬
dom seen. The enclosed descriptive
booklet will4 introduce you to all
those who serve you and will tell you
about their particular responsibili¬
ties.
As you5 probably know, the Ryan
Hotel has a personality of its own. It
has won for itself an impressive6
reputation for the quality of its ser¬
vices.
We hope that you enjoy yourself
while you are here with7 us. If we can
do anything to make your stay more
satisfying, do not hesitate to call us.
Sincerely8 yours, [161]
10 Gentlemen: When I talked with
Mr. Knox a short time ago, I dis¬
cussed with him the possibility that
the1 faculty of the World Correspon¬
dence Schools might hold its general
annual meeting at the Hotel Worth.
The2 faculty members voted yester¬
day to avail themselves of your facil¬
ities on October 15,3 16, and 17.
Would you be good enough, there¬
fore, to reserve single rooms for the
faculty members I have4 listed on
the enclosed form. I will also need a
large suite for myself in which I can
hold faculty 5 conferences and enter¬
tain guests between the hours of nine
and eleven each morning.
I would appreciate it if6 you would
acknowledge these reservations as
soon as possible. Sincerely yours,
[134]
11 Dear Mr. Underwood: As I am
sure you will agree, there are times
when you critically need objective 1
Lesson 39 53
information on a particular subject,
like insurance. You might need this
information in order to2 formulate
plans or to make an extremely im¬
portant business decision, but you
might not know just where to find3
it. When this happens, come to us,
the Public Insurance Information
Company.
We have substantial quantities4 of
information in our files. In all proba¬
bility, we can supply the information
you want5 immediately. If we our¬
selves don’t have the information,
we know where to look for it. We
have overnight6 access from several
other sources to any ordinary busi¬
ness information that has been
published in7 newspapers and other
publications in the last ten years.
Call us, Mr. Underwood, when you
have a question8 regarding any as¬
pect of casualty, liability, or other
type of insurance. Yours very truly,9
[180]
12 Dear Mr. Stern: Many people
want to live in the suburbs, but they
are not thinking of actual homeown-
ership.1 They are interested in living
in an efficiency apartment. These
people do not wish to be tied 2 down
to a house with its hardships, diffi¬
culties, and troubles. They do not
want the responsibility of3 having to
write checks each month for utility
bills. They do not want the responsi¬
bility of maintaining a4 yard. They
want to be able to write one check to
cover all expenses.
As you probably know, these peo¬
ple have5 substantially different in¬
54 Lessons 40
terests from those who own houses.
They ordinarily have more time and
money to6 purchase the things they
desire.
Our magazine, The Apartment
Dweller, is published for people of
this character.7 Our present circula¬
tion is about 500,000. If you haven’t
seen a copy, we will be glad to8 send
you one. Just fill out the enclosed
card and return it to us. When we
receive it, we will send you your
first9 copy immediately. It won’t
take long, Mr. Stern, for you to prove
to yourself that The Apartment
Dweller is10 unquestionably the me¬
dium in which you should advertise.
Sincerely yours, [214]
LESSON 40
4 Dear Ms. Poland: Have you al¬
ways wished to acquire the ability to
speak a foreign language but felt
you1 didn’t have the aptitude to do
so? Here is an unusual opportunity
for you to discover2 whether you
have that aptitude with no financial
expenditure on your part.
Come to the Empire Language
Institute3 on Banks Street, where we
will give you, without charge, your
first lesson in the language of your
choice. If you enroll and4 are not
satisfied with your progress at any
time, we will immediately refund
your money on request.5
After you have completed one of
our valuable courses, we think you
will congratulate yourself on your6
ability to speak a second language
easily and fluently. Sincerely yours,
PS. A complete listing7 of all our
courses is included in the enclosed
circular. [152]
5 Dear Ms. Gates: Would you like to
learn a second language, taught with
the most modern and successful
methods? At the1 Imperial Lan¬
guage Institute, you will study with
Dr. Carlos Lopez, dean of our faculty,
and his staff.2
As you have probably read in the
newspapers, Dr. Lopez has devel¬
oped psychologically sound
methods3 for language teaching and
has contributed several articles of
major importance to educational4
publications on the subject. After
only two or three hours' work, you
should be able to carry on an5 ele¬
mentary conversation in a second
language without any difficulty.
We hope you will come6 in soon,
Ms. Gates, and let us give you your
first lesson free of charge. You will be
glad you did. Sincerely yours, [138]
6 Dear Mr. Dwyer: As a well-
deserved tribute to the inspiration
and leadership of Henry Trenton,
chief1 executive of the Trenton Hotel
Corporation, our board of directors
decided yesterday to change2 the
name of the famous Interboro Hotel
to the Trenton Hotel.
In addition to being one of the3
world’s largest hotels, the Trenton
has won for itself an enviable reputa¬
tion throughout the world as a4
friendly and most efficient public
institution. The Trenton contains
more than 3,000 rooms and requires
the 5 services of over 2,000 people. All
of them are anxious to make your
stay as pleasant as possible.6
We hope, Mr. Dwyer, that you will
stay with us frequently. Sincerely
yours, [134]
7 Dear Dr. Knox: I was particularly
sorry to learn in this morning’s
newspaper that you intend to1 sub¬
mit your resignation as president of
the Interboro Psychological Insti¬
tute shortly after2 the first of the
year. I wish I could persuade you to
change your mind. I understand,
though, that your decision to leave3
the institute is final.
As everyone will acknowledge,
you have introduced many extraor¬
dinary,4 useful, and important ideas
to the Interboro Psychological Insti¬
tute and have guided it throughout5
its difficult formative years. Your
influence will be felt for a long time.
The citizens of our township owe6
you a public debt of gratitude.
Even though you will retire, I
know that you will never hesitate to
give7 the institute the advantage of
your experience, your ideas, and
your opinions in the future. Sin¬
cerely8 yours, [161]
8 Dear Mrs. Stern: If you have
already been approached for a con¬
tribution to the Stamford Neurolog¬
ical1 Institute fund, please forgive
this letter. Sometimes because of the
shortage of general clerical help and
the2 increase in the quantity of pa¬
perwork in our correspondence de-
Lesson 40 55
partment, contributions are not
entered 3 on the books as promptly as
they might be.
As you may know, the institute is
in the process of conducting a4 capi¬
tal fund drive, the object of which is
to build the new facilities that we
will require. In the fourteen5 years
since the present building was built,
the character of Stamford and the
surrounding areas has changed
substantially,6and its population
has almost doubled. Consequently,
we must expand, and we want your
help.
Any7 contribution, Mrs. Stern,
will be accepted with gratitude.
Please use the stamped, addressed
envelope that is enclosed.8 Sincerely
yours, [163]
9 Gentlemen: I wish I could write
you that I am enclosing a check as the
World Advertising Company’s1 con¬
tribution to the annual fund drive of
the Wilson Institute of Technology.
But because our2 organization fre¬
quently receives requests from al¬
most every state in the union in
which we contribute to 3 responsible
charities and other worthy causes,
our board of governors now requires
us to maintain a4 budgetary limit on
the contributions we can make. Un¬
fortunately, our funds for the present
year were5 exhausted several
months ago.
We recognize the fact that Wilson
Institute’s cause is an exceedingly
good one,6 but we regret that it will
be impossible for us to contribute to
it. Sincerely yours, [137]
LESSON 41
6 Dear Mr. Brooks: After almost a
year of work, a special committee
consisting of responsible business1
executives of our town completed
the most objective transportation
survey in our history. The2 survey
cost the town government about
$25,000.
The transportation committee
submitted a 3 comprehensive memo¬
randum offering four alternative so¬
lutions to our transportation needs,4
together with supporting statistics
and photographs. We think the time
has definitely arrived when we must
decide5 what the character of our
transportation system should be in
the future.
On Saturday morning, Novem¬
ber6 18, we will hold an important
public meeting in the faculty lounge
of the Fifth Street School to discuss
the7 survey. We hope you will find it
convenient to attend. Sincerely
yours, [153]
7 Dear Mr. Garcia: At the meeting
of the transportation committee of
Westport on November 26,1 Dr.
James Swift will present an interest¬
ing, entertaining, and enlightening
slide report on the2 transportation
needs of our town. Dr. Swift actually
performed all the significant statis¬
tical research 3 work involved in this
report.
If you have not heard Dr. Swift
speak before, you are in for a special
treat. He is4 recognized throughout
the world as an acknowledged leader

56 Lesson 41
in the field of transportation. Imme¬
diately 5 following Dr. Swift's report,
everyone wil 1 have an opportunity to
ask pertinent questions, to voice6
opinions, and to suggest new ideas.
As you are a recognized authority
in the transportation7 area, we hope
you will attend and give us the
benefit of your experience. Sincerely
yours, [158]
8 Dear Mr. Dixon: Friday, August
18, is a significant day for the Empire
Photographic Institute.1 A memo¬
randum in our files reveals that this
day represents the tenth anniversary
of your initial2 transaction with us.
It has been a privilege to take care of
your photographic needs over the
years. Please3 accept our gratitude
and thanks for your business and
your friendship, which have contrib¬
uted so substantially to 4 our success.
While you have frequently pur¬
chased large quantities of photo¬
graphic supplies, you have never
requested5 us to open a regular ac¬
count for you. A charge account at
the Empire Photographic Institute6
is a genuine convenience, Mr. Dixon.
We recommend that you have one.
When you have a charge account,
you7 can actually complete each
business transaction in a fraction of
the time it would ordinarily take.8
You can even place orders by tele¬
phone.
If you wish to avail yourself of the
advantages of our9 credit facilities,
simply fill out and return the en¬
closed form. Sincerely yours, [194]
9 Mr. Cummings: Yesterday I pur¬
chased a transistor radio and phono¬
graph combination which I had1
planned to present to Mr. Harold
Franklin on the occasion of his
twenty-fifth anniversary as head2 of
the statistics department of the
Transworld Manufacturing Com¬
pany. Unfortunately, I will not3 be
able to make this presentation.
A few hours ago I received from the
president of our organization4 a
memorandum asking me to take
part in several exceedingly critical
advertising5 meetings in London on
August 15, the date of Mr. Franklin’s
anniversary. I am very reluctant6 to
miss the anniversary celebration, of
course, but I have no choice.
Could you arrange a dinner in 7 Mr.
Franklin’s honor and present him
with his gift? If you can, my secre¬
tary will send the transistor8 radio
and phonograph combination to you
as soon as it arrives. Please let me
know by July 25 9 if you can arrange
to do this. James J. Green [188]
10 Dear Ms. Worth: May I congrat¬
ulate you on your latest publication,
The Psychology of Business Corre¬
spondence.1 It is no ordinary book. It
is the most significant contribution
you have ever made to2 the field of
general education. Your publica¬
tions in the subject areas of philoso¬
phy,3 statistics, and transaction
analysis are highly regarded, but I
think The Psychology of Business
Correspondence4 is easily your finest
work. Please accept my sincere con¬
gratulations.
Lesson 41 57
 When I am in New York,5 I want
you to autograph my copy. Sincerely
yours, [110]
LESSON 42
4 Recall Chart
1 Translate, translated, myself,
himself, ourselves, themselves.
2 Utility, utilities, loyalty, loyal¬
ties, liability, liabilities.
3 Security, securities, regulates,
regulations, subsidize, subsidizing.
4 Steamship, authorship, embar¬
rass, embarrassment, import, im¬
portation.
5 Willingly, unwillingly, savings,
writings, introduction, introduc¬
tory.
6 Entertain, enterprises, en¬
trance, entrances, interestingly, un¬
interested.
7 Determination, termination,
reporter, reported, forgive, forgave.
8 Furniture, furnishings, de¬
scribe, description, discuss, discus¬
sion.
9 Alternative, alternate, readily,
steadily, actual, gradual.
10 Physical, physically, helpful,
hopeful, experiment, experimental.
11 Engagement, enjoyment, main¬
tain, detain, complete, completed.
12 Confirm, confirmed, neither, ei¬
ther, prudential, credentials.
13 Debate, debatable, direction,
directed, permit, permission.
14 Purchase, purchased, between,
below, income, increases.
15 Efficient, efficiency, undergo,
underneath, overtake, overtime.
58 Lesson 42
6 Data Processing
Most office work today, including
that performed by secretaries, ordi¬
narily deals1 with information in
one form or another. This is informa¬
tion that is usually vital to the2
successful, efficient operation of the
business. The conversion of facts and
figures into a meaningful3 form is
often called data processing.
Data processing is not anything
new. Ever since people began4 con¬
ducting business transactions, the
information concerning them has
had to be processed.
The thing that is new,5 of course, is
the exceedingly rapid growth in the
amount of information and of the
calculations6 required to process
large quantities of information eas¬
ily and quickly. Also new is the
complexity7 of the equipment that
handles this processing. When peo¬
ple work together tow'ard practical,
recognized goals,8 data must be
processed.
An essential purpose of the pro¬
cessing of data is providing substan¬
tial9 information on which business
executives can base decisions, for¬
mulate procedures, and initiate ac¬
tions.10 If these pieces of information
are to be useful, they must be accu¬
rate and immediately accessible.11
As most people know, information
can be processed with a pencil and
paper, with simple office12 ma¬
chines, or with elaborate computer
systems.
A secretary will not, in all proba¬
bility, be13 responsible for the actual
operation of elaborate data process-
ing equipment. But the14 secretary CHAPTER 8
will be expected to take every oppor¬
tunity to familiarize himself or her¬ LESSON 43
self15 with the details of the
6 Gentlemen: When I talked to you
fundamental operations that are
on November 10, you promised to
common to the simpler kinds of data
print and deliver to us by Monday,1
processing16 equipment. [323]
December 15, an order of 3,000
copies of the circular advertising our
7 Letters of Request
book, Misunderstandings 2 and Mis¬
To run their businesses with effi¬
conceptions of Supervisors in Busi¬
ciency, business executives gener¬
ness. The circulars were delivered
ally need1 many different kinds of
yesterday morning, but3 several
information. They need price lists,
hours ago my assistant, Mr. Under¬
quotations, and various other types
wood, discovered a major difficulty.
of valuable2 information. They often
The name of the4 author has been
obtain this information by writing
misspelled throughout the circular.
letters of request.
How this exceedingly embarrassing
In business, time is money,3 and
mistake occurred is a5 mystery to
the need to get accurate information
me, for his name is spelled correctly
in the shortest possible time also
on the manuscript from which you
represents money.4 Consequently,
set the circular. A6 photographic
substantial sums are spent on find¬
copy is enclosed.
ing improved ways of obtaining the
Because of this misprint, we will
information needed.
not be able to use the circulars.7
Less than 5 one hundred years ago
Consequently, we must request that
requests for money were almost al¬
you do them over immediately. We
ways handled by letters. Today the
hope you will do this speedily and8
majority 6 of businesses request pay¬
efficiently. Sincerely yours, [165]
ments by means of a printed state¬
ment. Increasingly, billing has
become a mechanized7 procedure. 7 Dear Commuter: In September
Computers calculate and print thou¬ we plan to introduce a new service.
sands of requests for money. We plan to place a "commuting
In spite of greater labor-saving8 classroom” 1 on our commuter train.
devices, the writing of request letters You will have an excellent opportu¬
is still a function of great impor¬ nity to earn the equivalent of a2
tance. Why? The most important9 master’s degree in office supervision
reason is that mechanized requests while you are commuting between
lack the personal touch that could your home community and your
build human relationships and office.3 The class will be supervised
goodwill. [199] by Dr. James Langdon, and all work
will be completed while you are on

Lesson 43 59
the commuter4 train.
College graduates should find this
commuting classroom of particular
interest to them. They can now
work5 on an advanced degree while
continuing to earn income and gain
significant business experience.
The 6commutingclassroom isfully
described in the enclosed circular. If
you have any questions about the
course,7you may call our main office
at 555-1026. We will be glad to
answer them.
Take advantage of8 this superb
opportunity and enroll without de¬
lay. Just fill out, sign, and return the
enclosed form in the 9 envelope that
we have provided. You will be mak¬
ing no mistake. Sincerely yours,
[195]
8 Mr. Hastings: I am transmitting
to you with this memorandum a
manuscript entitled "Music for the 1
Masses” by Ms. Lydia Lyons, super¬
visor of music at the Municipal Insti¬
tute of Fine Arts 2 in Westport. If I am
not mistaken, this is the same Ms.
Lyons who submitted to us a manu¬
script on3 government support of
the arts more than ten years ago. We
rejected that manuscript at that
time.
In my4opinion, this manuscript is
superior, and we should seriously
consider publishing it next year. I5
have had my good opinion con¬
firmed by Dr. Charles H. Radford,
superintendent of the National Mu¬
sic6 Academy in Easton. After re¬
viewing the manuscript, Dr. Radford
made this comment: "I have never7
60 Lesson 43
read such an interesting, entertain¬
ing manuscript. You will be making
no mistake if you publish it.”
If you8 agree that we should pub¬
lish "Music for the Masses,” please
acknowledge receipt of the manu¬
script and send Ms.9 Lyons our regu¬
lar royalty contract. Max C. Rogers
[190]
9 Dear Mrs. Lincoln: John C.
Swanson, president of International
Enterprises, which is one of the1
largest manufacturers of calcula¬
tors in the world, pays this tribute to
the Nelson Correspondence Course
for2 Supervisory Personnel: "In this
continuing education course our
men and women learn about3 mod¬
ern supervisory procedures. They
learn how to play a leadership role
that is mutually beneficial4 to the
company and to themselves. All our
present supervisors, superinten¬
dents, and other5 supervisory execu¬
tives have taken this valuable
course, and we plan to continue to
have all new6 executives take it.”
Why not give your executives an
opportunity to improve themselves
by taking our7 correspondence
course. If you want further details
regarding the Nelson Correspon¬
dence Course for Supervisory8 Per¬
sonnel, call us at 555-8164. You will
be making no mistake, Mrs. Lincoln.
Sincerely 9 yours, [181]
10 Dear Mr. Smith: What will the
Mutual Insurance Company course
for supervisors do for vour execu¬
tives? 1 Here are a few things:
 1. It will increase their under¬
standing of the functions and impor¬
tance of insurance2 and correct any
misapprehensions and misconcep¬
tions they may have about it.
2. It will develop their3ability to
build teamwork, stimulate interest,
and create enthusiasm among their
employees.4
Would you like to learn more
about the Mutual Insurance Com¬
pany course for supervisors? We will
be glad 5 to give you full information
about this management course if you
will call us at 555-9263.® Sincerely
yours, [123]
11 Dear Ms. Worth: It was ex¬
tremely thoughtful of you to write
me a congratulatory note regarding
my 1 appointment as superintendent
of the Albany Public School System.
As I am sure you realize, the job of 2
superintendent is one of very great
responsibility. I say with all sincerity
that I3 definitely need the support
and backing of everyone.
I genuinely appreciate receiving
your4 practical suggestions, and I
hope that you will continue to let me
have the benefit of your ideas in 5 the
days ahead. Sincerely yours, [106]
LESSON 44
6 Ladies and Gentlemen: Making
satisfactory progress in the business
world requires more than just know¬
ing the 1 technical part of your job
superbly well. It also requires the
ability to work efficiently with2
others.
You can develop this very impor¬
tant ability by enrolling in the spe¬
cial self-improvement3 course of the
Municipal Technological Institute.
In this short course you will build
self-confidence, self-reliance,4 and
self-sufficiency. You will learn to lis¬
ten to others with more genuine
interest and to 5 recognize the things
thatusually motivate them. You will
improve your ability to communi¬
cate6 successfully with executives
and to avoid annoying, embarrass¬
ing misunderstandings. You will dis¬
cover7 your own hidden, undevel¬
oped aptitudes and qualifications.
After you have completed the
course, you 8 will look upon your self-
improvement with gratification and
self-appreciation. Under the circum¬
stances,9 don’t you think you should
investigate what our self-improve¬
ment course offers you? Sincerely
yours, [197]
7 Dear Ms. Quinn: Under the Self-
Employment Retirement Law in ef¬
fect today, self-employed persons
now have the 1 opportunity to claim
a deduction of up to 15 percent of
their yearly gross income for fed¬
eral2 tax purposes. If you fall into
this self-employment classification,
you should set up a self-retirement3
plan for yourself.
When you make a direct contribu¬
tion to your self-retirement account
in our bank, you receive4 almost 8
percent interest if you agree to keep
$1,000 or more on deposit for four
to5 seven years. All interest on your
Lesson 44 61
contributions is tax-deferred until
your retirement. There is, of course,
a substantial6 penalty for early
withdrawal.
Under the circumstances, Ms.
Quinn, shouldn't you, as a matter of
your7 own self-interest and future
prosperity, let us set up a regular self¬
retirement plan for you without8
delay? It is the sensible, practical
thing to do. Sincerely yours, [173]
8 Dear Mrs. Dempsey: Every day
good things seem to happen at the
Freeport Savings Bank. Now you
can pay all your1 outstanding bills
by check, and it won’t cost you
anything, thanks to our new, abso¬
lutely free checking account serv¬
ice.2 Under no circumstances will
you be charged for checking privi¬
leges regardless of the quantity of
checks3 you actually write.
In addition, you will have the
advantage of being able to cash
checks in any of4 our more than 200
branches throughout the state. All
you need to do is present your per¬
sonal identification5 card to the
teller, and your checks will be cashed
without delay.
Enjoy the self-satisfaction that
comes with 6 the knowledge that you
own a valuable, expense-free check¬
ing account. If you want further
information, please7 request it on
the enclosed form and mail it to us in
the stamped, self-addressed enve¬
lope we have provided for8 your
convenience. We will send it to you
promptly, Mrs. Dempsey. Sincerely
yours, [174]
62 Lesson 44
9 Dear Mr. Garcia: When you buy a
United water heater, you buy the
best. We say this with complete1
justification because government
statistics show that the United is
made under substantially more2
rigid specifications than those ob¬
served throughout the rest of the
home appliance industry. Our heater
is lined 3 with glass, and it has insula¬
tion that is two inches thick. Fur¬
thermore, the United is guaranteed
by our 4 organization for the first five
years of ownership against manufac¬
turing defects.
But do not take our5 word for it;
prove it to yourself. When the cir¬
cumstances arise, purchase a well-
made, economical water6 heater;
get a United. You will have the self-
confidence that comes in knowing
you have purchased the very best.7
Sincerely yours, [143]
10 Dear Dr. Sweet: Haven’t you
often dreamed of having all the hot
water you want when you want it? A
Yale heater,1 which is made by the
General Manufacturing Company,
the acknowledged leader in the
home appliance2 field, will easily
supply you with more hot water than
you will ever actually need under
ordinary3 circumstances— and
probably under even extraordinary
circumstances.
If you want to save 4 money on your
water heating bills, send for our self-
explanatory advertising circular
immediately.5 It will answer objec¬
tively whatever questions you may
have about the specifications of our 6
equipment. A self-addressed,
stamped envelope is enclosed, Dr.
Sweet. Sincerely yours, [135]
11 Dear Mr. Long: Subject: Your
Bill of December 18.
Yesterday morning Dr. White,
head of our publications1 division,
transmitted to me your bill of De¬
cember 18 together with his corre¬
spondence with you2 regarding the
modifications of the specifications
for our faculty library at the 3 Trans¬
portation Building at 3104 West 18
Street. As you know, he wrote you
that in his opinion the4 modifica¬
tions made were of a minor charac¬
ter and that the figure of $550 is5
exceedingly high.
Under the circumstances, I will
need an itemized memorandum of
the work you did in 6 order to be able
to present your bill to our controller
for payment. Would you be good
enough to supply7 the information
on the form that is enclosed. A self-
addressed, stamped envelope is pro¬
vided for your convenience.8 Sin¬
cerely yours, [164]
LESSON 45
7 Ladies and Gentlemen: Begin¬
ning Monday, June 15, Ms. Mary
Edwards will be responsible for1
supervising the development of a
marketing plan for the Quinn An¬
thology for which we have recently 2
contracted. As I wrote you in my
memorandum of April 15, we expect
that this important acquisition3 will
ultimately sell over 5 million copies
and will bring in somewhere in the
neighborhood of4 $45 million in rev¬
enue.
We feel that the Quinn Anthology
is in good, capable hands. Fred
Farmer5 [100]
8 Dear Mr. Edwards: In the next
few seconds more than a million
gallons of water will flow over Niag¬
ara 1 Falls. That is roughly the quan¬
tity of gasoline wasted every day by
several hundred thousand cars as a2
result of their inefficient engines. At
the rate of about two wasted gallons
per tankful, it easily3 adds up to
almost a billion gallons of gasoline
wasted every year. The same engine
adjustments that would4 alleviate
our fuel crisis could also ultimately
cut the air pollution that comes from
mistreated cars.5 Many of these ad¬
justments, in all likelihood, would
be minor and superficial.
Under the circumstances,6 Mr.
Edwards, why not do your country,
your car, and yourself a favor. Take
your car to your neighborhood ser¬
vice7 station soon for a consultation.
Ask the manager to check it back¬
wards and forwards and make what¬
ever8 adjustments are deemed
desirable. You will be rewarded with
substantial fuel savings, and you
will be making a9 significant contri¬
bution to the improvement of our
ecology. Your Neighborhood Car
Dealer [198]
9 Dear Mrs. Samuels: Congratula¬
tions, Mrs. Samuels, on the birth of
Lesson 45 63
your new daughter! As a proud new
mother,1 you should read Dr. Lydia
Worth's new book, The Joys ofParent¬
hood. You will find reading this book
a stimulating,2 rewarding, and en¬
tertaining experience.
As you probably know, Dr. Worth
is a recognized, well-known3 con¬
sultant on the subject of children.
She is an authority on the multitude
of problems children4 face as they
undergo the difficult transition from
boyhood and girlhood to manhood
and womanhood. In5 addition, Dr.
Worth has been serving on the fac¬
ulty of the Interboro Township Medi¬
cal College for 6 many years.
The Joys of Parenthood sells for
only $8. Get a copy from your neigh¬
borhood bookstore,7 Mrs. Samuels.
If it is more convenient, you can
order a copy by returning the at¬
tached order form in8 the enclosed
envelope along with your check for
$8. Sincerely yours, [174]
10 Dear Ms. Torres: You will be
interested in the results of a statisti¬
cal study recently conducted 1 by the
Empire Opinion Research Company
for the government. The study in¬
cluded important2 executives, su¬
perintendents, and general
managers in 42 business neighbor¬
hoods throughout the state. The3
study indicated that 75 percent of
those who were consulted regularly
read The World4 Telegraph. We are,
with some justification, exceedingly
proud of this extraordinary record.
When you5 advertise in our news¬
paper, you can expect substantial
64 Lesson 45
results because it is the place where
forward-thinking6 business execu¬
tives look for facts and figures that
ultimately influence their business
decisions.
Place your7 advertising messages
in The World Telegraph, Ms. Torres.
They will be read not only by those
who have won their8 way to the top
but also by those who are on their
way upward.
We look forward to receiving your
first9 advertisement. Sincerely
yours, [184]
11 Dear Mr. Poland: As you know,
one of our consultants, Dr. Lee
Chang, had an opportunity to exam¬
ine 1 the lawn in the backyard of your
manufacturing plant on Market
Street yesterday morning. He for¬
warded2 his report directly to us
today. On the basis of his complete
report, we are very happy to give3
you an estimate in the neighborhood
of $500 for reconditioning your lawn
as follows:
1,4 Reseed the lawn, which is 40
feet by 100 feet.
2. Furnish the 40 pounds of
Grade A grass seed required 5 for the
job.
3. Continue to care for the lawn
for a period of tw'o complete years.
If this estimate meets6 with your
approval, we suggest that you let us
know' immediately. We will then be¬
gin work promptly so that7 your
lawn will have the advantage of the
early spring growing weather. Inci¬
dentally, we guarantee that the8 ac¬
tual cost will never exceed the
estimate by more than 10 percent
under any circumstances.9 Sin¬
cerely yours, [181]
LESSON 46
8 Dear Lydia: Thank you for your
cablegram offering your congratula¬
tions on my promotion to president1
of the General Electronics Manufac¬
turing Company. I have an idea that
the grapevine is2 working overtime,
for I did not actually tell anybody
about my promotion until 8 p.m.3
Friday, at which time I told my
executive staff.
I hope to take over within three
weeks. I already4 have several well-
organized programs in mind for
General Electronics and its subsid¬
iaries. However,5 before I start on
these programs, I will probably take
advantage of the opportunity to take
my6 family on a two-week vacation.
When you return from Europe,
please call me and we will have
lunch in our new7 self-service res¬
taurant, which you will find is a
unique dining experience. Sincerely
yours, [157]
9 Dear Dr. Yale: Today new tech¬
niques in the use of electronics in
accounting have been perfected.
They are 1 rapidly being introduced
in many various types of businesses.
At the Empire Trust Company, we 2
ourselves are preparing for the fu¬
ture by installing a modern, highly
efficient electronic accounting3 sys¬
tem. We are doing this in order to
continue to furnish our clients the
kind of helpful4 facilities that have
become characteristic of our bank.
To this end, we have assigned an
individual5 account number to ev¬
ery account in each classification,
whether it’s a regular checking ac¬
count, a6 savings account, or some
other special type of account. This
number will enable us to give you
any 7 information you may need eas¬
ily and efficiently. In addition, the
number will enable us to prove the 8
accuracy of your account electron¬
ically at any hour of the day or night.
Whether you want9 information at 6
a.m. or 6 p.m., you will get it elec¬
tronically within a few seconds. As10
you can see, this valuable new pro¬
gram will be of great importance
both to you and to us.
Your11 identification number will
be imprinted automatically on the
checks in your next Empire Trust
Company12 checkbook. Cordially
yours, [244]
10 Dear Mr. Edwin: Because you
are advertising manager of the Inter¬
national Electric Company,1 I am
sure that you will be interested in the
following significant statistics: One
out of2 every four people read
Today’s World. That means that, in all
likelihood, anywhere from 48 mil¬
lion to 50 3 million people ultimately
read the 8 million copies of our
newspaper that we publish weekly.
More4 people read Today's World
than watch any single, regularly
scheduled television program in the
prime hours of5 7 to 10 p.m.
Lesson 46 65
 Isn’t this the medium a progres¬
sive, forward-looking organization
like yours 6 should be using to adver¬
tise its electronic calculators and
other electrical equipment,7 Mr.
Edwin?
When you program the next ad¬
vertising budget, be sure to include
space in Today’s World. If you wish8
to have a copy of our rate card, we
will be glad to forward it to you on
request. Sincerely yours, [178]
11 Gentlemen: At two yesterday
afternoon we shipped you via the
National Transport Company
1,000 1 copies of the convention pro¬
gram of the Southern Electric Appli¬
ance Manufacturers Association.2
The shipment was marked for the
attention of Mrs. Maria Swift, cor¬
responding secretary, at the3 Cham-
berofCommerce Building at 15 West
Trenton Street in Atlanta.
These copies replace those we de¬
livered4 in which the name of the
speaker was misspelled in one para¬
graph. The copies should arrive in
time to be5 distributed at your ini¬
tial meeting at 4 p.m. on Saturday.
It’s impossible for us to explain
how6 the mistake occurred, but we
hope you will accept our apologies
and our wish that your convention is
a7 very successful, worthwhile one.
Yours sincerely, [148]
12 Dear Mr. Lopez: Unfortunately,
it’s impossible for me to give you a
plausible or satisfactory1 reason for
the error we made on the circular we
printed for your organization, the
66 Lesson 47
National2 Electronics Company.
However, we apologize with all sin¬
cerity. Ordinarily, we 3 follow a strict
program. We usually proofread each
piece that we print at least two or
three times, but someone 4 obviously
released your circular without
proofreading it.
Under the circumstances, we are
reprinting the5 circular immedi¬
ately. Of course, there will be no
charge for this reprinting, Mr. Lopez.
The 2,0006 copies of the reprinted
circular should be in your office by
the close of the business day at 5
p.m.7 on Friday, January 3. Yours
very truly, [150]
LESSON 47
4 Dear Mr. Wilmington: When
public institutions purchase stock,
they get substantial commercial dis¬
counts because1 they deal in large
quantities. If your partnership is not
also getting these discounts, there is
something you can do2 about it —do
business with Nashville Associates.
We require only two things:
1. You tell us where you want to3
invest your money by actually se¬
lecting your own stocks.
2. You do at least $300 worth of4
commercial business with us during
the year.
If you can do this, you will receive
the same discounts that public5 in¬
stitutions receive. You will also re¬
ceive the same unsurpassed service
that we provide public institutions.6
For a complete report on our techni-
cal services, just return the enclosed
form in the self-addressed,
stamped7 envelope we have pro¬
vided. Cordially yours, [148]
5 Dear Mrs. Washington: If you
have ever tried to stop your car in an
emergency situation but have1 not
been able to do so, you know the
importance of a good braking sys¬
tem. If you have ever lost control2 of
your car on an icy road, you will
readily acknowledge the advantages
of a practical3 skid-prevention sys¬
tem.
One important part of the vehicle
safety program we devised for our
latest model4 Buckingham automo¬
bile was the development of an elec¬
tronic brake regulator. This device
controls5 all four wheels to stabilize
the car while you are attempting to
stop on dry, wet, or even icy pave¬
ment. The6 system also shortens the
stopping distance by up to 40 feet.
If you want a car that gives you
maximum7 protection against the
hazards of skidding, get a Bucking¬
ham. If you want a car that will give
you maximum8 performance, effi¬
ciency, and an enjoyable, comfort¬
able ride year after year, get a
Buckingham. When9 you own a
Buckingham, you can relax in the
knowledge that should you need to
make an emergency stop, you will10
be able to do so. Very truly yours,
’ [208]
6 Dear Ms. Harrington: As every¬
one undoubtedly knows, Christmas
brings many good things. However,
the Christmas1 season also brings
with it a great number of home fires.
Some fires are insignificant. Others,
however, result2 in heavy damage.
There are some things you should
not do and some that you certainly
should do to prevent home fires,3
particularly at Christmastime, and
to protect yourself against substan¬
tial losses from fire. These things are
discussed4 in the enclosed booklet.
We suggest, Ms. Harrington, that
you consult Mr. James Swanson, the
Brownsville Insurance5 Company
representative in your neighbor¬
hood, at the first opportunity and let
him check your6 insurance program
for your self-protection. His office is
open from eight in the morning until
five in the afternoon.7 Sincerely
yours, [144]
7 Dear Mrs. Nottingham: With
Christmas approaching, the danger
of fire losses in homes increases
substantially.1 To protect yourself
against these losses, here are a few
suggestions:
1. Don't use old electric cords
with frayed2 insulation.
2. Don’t use broken electric
plugs in fixtures.
3. Do check your fire insurance
to see that your home3 and valuable
furnishings are completely covered
at today’s replacement costs. Many
homes, unfortunately,4 are underin¬
sured.
4. Do obtain additional living
expense insurance. If a fire destroys
your home, you5 and your family
could be in very serious, difficult
Lesson 47 67
circumstances. A forward-looking
insurance6 program can easily take
care of your living expenses.
If there is any question in your
mind as to7 whether your home is
satisfactorily insured, Mrs. Notting¬
ham, call the Pittsburgh Insurance
Association8 for a free consultation.
Yours very truly, [170]
8 Dear Mr. Cunningham: All of us
at the State Temporary Service Com¬
pany have been overwhelmingly1
impressed with the superior quality
of the persons who are advertising in
the Harrisburg Times.
As2 you know, we are one of the
largest employers of temporary help
in the city of Harrisburg.3 Conse¬
quently, we must continually replen¬
ish our supply of responsible, high-
quality employees, and4 your
newspaper helps us achieve this ob¬
jective.
You may be sure, Mr. Cun¬
ningham, that in the future we will5
continue to advertise for the various
classifications of help we need
through the helpful columns of6
your publication. Sincerely yours,
[127]
9 Dear Mrs. Buckingham: If you
collect social security, you will be
interested to know that you can
now1 arrange to have the govern¬
ment forward your social security
checks directly to your savings bank
to be2 deposited in your account. As
a result, Mrs. Buckingham, you will
never again have to worry3 about
having your checks lost, stolen, or
68 Lesson 48
mislaid. It also means that your
social security checks will start4
earning money as soon as the bank
receives them.
When you are in our neighbor¬
hood, stop in to see us at the Jackson¬
ville5 Savings Bank, Jacksonville’s
most progressive bank. Then fill out
a short form authorizing the govern¬
ment to6 transmit your checks di¬
rectly to us each month, and we will
do the rest promptly. Sincerely
yours, [137]
LESSON 48
3 Recall Chart
1 Exceedingly, justification, im¬
pending, harmful, checked, becom¬
ing.
2 Reappeared, unsealed, defi¬
ciency, misinformation, encourage¬
ment, younger.
3 Radiogram, furniture, con¬
sumed, gratitude, awarded, authori¬
ties.
4 Subdivided, utilities, amounts,
shipper, circulation, altogether.
5 Autographed, savings, promptly,
random, ultimately, zealously.
6 Destination, pursued, factual,
childhood, steadily, genuine.
7 Perplexed, ahead, forwarded,
yields, inefficient, musical.
8 Commercial, functions, disap¬
point, determination, township, sta¬
tistics.
9 Distribution, describe, require¬
ments, complaint, privileged, direc¬
tion.
10 Themselves, yard, conve-
niently, patiently, creative, congra¬
tulate.
11 Exportation, quietly, himself,
undependable, however, electric
wiring.
12 Scheduled, swear, circumstan¬
tial, introduction, supervises, self-
confidence.
13 Faculty, entertains, interested,
transportation, entrances, emphati¬
cally. .
14 Frequently, Washington, Bir¬
mingham, Nashville, Harrisburg,
institute.
15 To be, I have not been able, to
know, to me, to make, years ago.
16 Letus,todo,ofcourse,Chamber
of Commerce, one of the, if you want.
17 Dear Ms., Sincerely yours,
$300,000, several hundred dollars, 3
feet, 6 percent.
5 The Secretary Writes Letters
A business organization, just like
an individual, has a special1 charac¬
ter and personality. The public may
think of one company as being help¬
ful and friendly.2 However, it may
very well consider another as cold,
irresponsible, and indifferent. The
face an 3 organization presents to the
general public has much to do with
whether the organization is4 ulti¬
mately a success or a failure.
A company is definitely affected by
its correspondence.5 Often the corre¬
spondence written by executives and
their secretaries represents the ma¬
jor point of6 contact between an
organization and the outside world.
Therefore, the secretary who writes
letters helps to7 determine exactly
how the public feels toward the com¬
pany.
Good business letters are not the
result of an8 accident, nor are they
the monopoly of a chosen few. A
capable secretary can almost9 al¬
ways learn to compose letters that
an executive would be proud to send.
The attainment of letter writing
skills10 is gradual and progressive.
The first original letters you will
write will probably be about regu¬
lar, 11 routine things. An executive is
usually delighted to be relieved of
the difficult task of dictating 12 such
letters. If you are successful, you
may next be asked to write letters
about more important, compli¬
cated 13 matters.
If your employer returns your first
attempts at writing heavily marked
and revised, accept all the14 correc¬
tions with composure. If your ideas
help clarify your employer’s think¬
ing and, consequently, simplify 15 the
process of constructing the final let¬
ter, your efforts will have been quite
worthwhile.
As you gain valuable16 experience,
you will also gain self-assurance.
The number of changes you need to
make will decrease, and the17num¬
ber of letters that will be mailed just
as you wrote them will steadily in¬
crease. In addition, the time
needed18 to complete a satisfactory
letter will diminish.
Your real moment of triumph will
arrive when you find19 yourself writ¬
ing letters, signing them, and drop¬
ping them in the mailbox. When that
moment arrives, you are defi-
Lesson 48 69
nitely20 on your way upward. [404]
6 Human Relations
It takes a long time to build good
human relations with customers,
but good human relations1 can be
destroyed quickly. A simple mistake,
a defective product, an improperly
filled order, or a 2 sharp, angry word
could result immediately in adverse
public opinion. And once started,
bad public3 opinion can spread in
only a few hours. The thinking of
people can be influenced easily, how¬
ever, and 4 one of the objectives of any
company’s public relations program
should be to exert such influence5 in
a positive, forceful way. This ordi¬
narily leads people to look favorably
on the company.6 [120]
CHAPTER 9
LESSON 49
2 Mr. Mead: Our salesman in
Maine, Mr. Barry Gray, served notice
that he will retire in May. I tried to
get him 1 to stay, but he tells me his
plans are final. It seems he is in poor
health. He has not felt well since last
April. We2 will miss him.
You said last April that your secre¬
tary, Miss Mary Bates, likes to travel.
Do you feel Miss Bates might3 like to
take Mr. Gray’s territory? If you do,
have her phone me. Fred Bailey [74]
3 Ned: As vou may have read in the
papers, my dad died last night. I will
have to go to Dallas to settle his1
affairs, including the selling of his
home.
70 Lesson 49
That means that I cannot meet
with my class in the history of art at2
the Pace School of Art during the
week of April 16.
Can you take the class during my
absence? Please phone me at3 555-
6703. Mark [67]
4 Mrs. Casey: I am ready to admit
that I made an error indeed in hiring
Ben White. He is well liked,1 but the
sales in his territory slipped again in
April. I am afraid we cannot keep
him in that2 territory. We will have
to relieve him in May at the latest.
Please break the bad news to him.
Bill Parks [58]
5 To the Staff: I regret to tell you
that Mr. Ed Smith, the head of our
mailing room, is leaving in May. He
plans1 to go back to school to earn
his master’s degree. He needs eight
more hours to get it.
Mrs. Valerie Swift, who is2 my
secretary, will take Mr. Smith’s place
as head of the mailing room in May.
Helen Harper [57]
6 Mr. Wade: Last night I glanced at
the list of people you plan to invite to
our April sales meeting in White
Plains.11 did not see the name of Mrs.
Helen Gates, whom I plan to assign
to the city of Memphis in May. Did2
you invite her? If you did not, please
do so. Harvey Steel [50]
7 Dear David: Do you realize that
you left your new briefcase in my car
last night? I have it here at home.
If you need1 it, telephone me. I will
mail it to you. But if you do not need
it, I will keep it till I see you at our2
sales meeting in two weeks. Ben
Sweet [46]
8 Mrs. Casey: I am happy to tell you
that the final draft of the marketing
guide you asked me to write last1
April is ready. I left it with your
secretary.
In writing the guide, I had the help
of Miss Mary Reeves,2 who had
taken a course in marketing at Tay¬
lor School.
If the guide meets with your ap¬
proval, I can have it set3 in type in a
day or so. Mary Lopez [68]
9 Dear Neighbor: During the first
week of May, the Harper Ladies’
Store will give a ten-hour course in
the latest methods1 of sewing. In
that course you can learn to sew with
our newest sewing methods. You can
learn the secrets of sewing2 in a
matter of hours.
The class will meet in the back
room of the first floor of our store. If
the course appeals to you,3 tele¬
phone Miss Beth Barnes at 555-2683.
Miss Barnes will assign a seat to you.
The Harper Ladies’4 Store [81]
10 Mrs. Sweet: Here is the first
draft of the new price list we are
planning to mail in April or May. I
am well pleased1 with most of it, but
I am not happy with its size. It is far
too big.
Please read the price list with care.
Then mark the ads2 you feel we can
omit. Ethel Davis [47]
LESSON 50
2 Dear Friend: If you like to grow
plants indoors, you should get a copy
of the Plant Growers’ Guide by Mr.
Mark Baird.
In1 his guide, Mr. Baird gives you
easy steps to follow to grow healthy
plants inside your home. He tells you
which plants you2 can grow and
which plants you should not try to
grow. He tells you when to water
your plants and when to feed them.
Get a3 copy of this guide and make
your home into a healthy haven for
nice plants.
To get a copy of the Plant Growers'4
Guide, sign and mail the attached
card. We will send you a copy by
parcel post. It is not necessary to
send5 cash; we will bill you for $8
later. Yours very truly, [112]
3 Dear Sir: I have good news for
you. We have been able to collect
from the Central Street Clothing
Store in Flint the1 $650 that you
could not collect from them. We
wrote them on June 10 that you were
ready to sue them 2 if they did not pay
their bill by June 28. After a week or
so, their check came in.
Our collection fee is3 $90; there¬
fore, our check for the remainder—
$560 —is attached.
If we can be of4 service to you
again, please call me. Very truly
yours, [90]
4 Dear Madam: As you know, on
Lesson 50 71
June 18 our Main Street store filled
your prescription for a pair of read¬
ing glasses. Is1 this pair of glasses
giving you the best of service? Do the
glasses fit properly? If you are not
pleased with them,2 stop in and let a
member of our efficient, well-trained
staff see them. Occasionally, only a
minor3 correction in the frames is
necessary. We do not charge for this
service.
We have a record of your prescrip¬
tion4 in our files. Therefore, if you
lose or break your glasses, you can
simply call our Main Street store
and we will have a new5 pair ready
for you in a matter of hours. Sin¬
cerely yours, [HI]
5 Dear Gary: I am sorry to have to
write you that we will not be able to
ship you 12 staplers by June1 15 as
we originally promised. For the past
six weeks we have not been able to
get the steel we need to2 produce
these staplers because of an illegal
strike at our Grand Forks plant. We
have been told, though, that the
strike has been3 settled and that we
would have the necessary steel in a
matter of eight or ten days.
I will telephone you4 when I am
sure of the date on which we can ship
your staplers. Sincerely yours, [94]
6 Dear Senator Swift: According to
our records, July 20 is the day that
you and Mrs. Swift got back from1
your vacation. We sincerely hope
that you had a great deal of pleasure
on your vacation.
The first days after2 you get back
72 Lesson 50
home are often busy days. There are
lots of chores to take care of to get
your home operating with3 effi¬
ciency again. That is why we are
attaching a card on which you can
indicate when we should start your4
milk service again.
Why not fill in and mail that card
while you have it in your hand. It
needs no postage. Sincerely5 yours,
[101]
7 Dear Sir: If you have a weight
problem, by all means get a copy of
Miss Ethel Green’s Reducing Can Be
Easy.1 In her reducing guide, Miss
Green says that you can have bacon
and eggs for breakfast, you can have
cream in your coffee,2 and you can
even have French dressing on your
salad —and still lose weight. At least
20,000 people have tried Miss3
Green’s methods of losing weight
and are lavish in their praise.
Reducing Can Be Easy sells for only
$12.4 Sincerely yours, [84]
8 Mr. Harding: Professor James H.
Trent, author of three of our best¬
selling readers, will be talking to our
sales1 staff at its meeting on July 18
at the Third Street Hotel in Dallas
from 4 to 6 o’clock.
May I ask2 you to take care of the
following:
1. Arrange to have a staff mem¬
ber meet Professor Trent when he
arrives in3 Dallas on Flight 146 of
Coastal Airlines at 6 o’clock on the
evening of July 17 and4 take him to
the Third Street Hotel.
2. Rent a projector and have it
installed in Room 15 of the hotel.5
Professor Trent will need this projec¬
tor to show the slide films he pre¬
pared for this meeting.
3. Arrange to have a staff6 mem¬
ber drive Professor Trent to the
Dallas airfield so that he can catch
the 8 o’clock plane to Grand Rapids.
I7 am sure, Mr. Harding, that you
will take care of these matters in
your normal efficient fashion. James
Davis [159]
LESSON 51
3 Dear Dr. Quill: The minute you
step on board a Royal business jet,
you know it is an airplane that is
well1 suited to the needs of today’s
far-ranging business leaders. The
plane is designed to permit impor¬
tant business2 people to work effi¬
ciently and travel for hours and still
be rested for more business when
they finish their trip.
The3 Royal has the speed of a large
jetliner but can land on a smaller
airfield. That is why we have won
the4 business of nearly 5,000 com¬
panies since we began manufactur¬
ing airplanes in 1970. That is5 why
about 200 companies have invested
in Royal jets this year alone. That is
why companies are6 ordering Royal
jets faster than we can manufacture
them.
Before you decide to purchase any
business7 jet, we will be glad to take
you on a short business trip on a
Royal. No matter what you are look¬
ing for in8 a business jet, you will
find that the Royal possesses it. Sin¬
cerely yours, [174]
4 Dear Friend: Thank you for pur¬
chasing a National boiler from our
West Street store. It was shipped
yesterday morning, and1 you should
have it soon.
This boiler has been fully tested
and was operating with top effi¬
ciency before2 it was crated. When it
arrives, call us and we will send a
member of our service staff to install
it.
To be3 sure that you get the finest
service from your boiler, you should
read all the details in the circular
that is4 enclosed. The more things
you know about your boiler, the
more years of valuable service you
will receive from it.
When your5 boiler needs service
for any reason, it is important that
you call us at once. We will have a
member of 6 our staff at your home in
a matter of hours. Sincerely yours,
[131]
5 Gentlemen: We have decided
that next month we will add a sales¬
person to our staff to cover the East
Coast, where1 we have not had any¬
one selling for us since 1978. We are
willing to pay the right person2 a
beginning salary of $1,000 a month.
If you know of anyone who is a
likely3 candidate for this job, please
have him or her call Mrs. Ethel
Smith, our director of personnel, at4
555-1156.
Thank you for any help you may be
able to give us in filling this position
Lesson 51 73
of importance.5 Yours very truly,
[104]
6 Mr. Royal: I am delighted to be
able to tell you that this morning I
had a good session with1 Mr. Charles
Burns, treasurer of the Troy Finance
Company. We talked earnestly for
about an hour, after which he2 said
he would give his approval to our
application for a loan of $40,000 so
that we could3 purchase the delivery
trucks we need so urgently.
The company’s check should ar¬
rive by July 8. When you4 receive it,
please arrange for the purchase of
the trucks at once. Charles Green
[93]
7 Dear Dr. Quinn: Today we are
faced with an important problem
that could influence the ordering
and shipping 1 of books to colleges
next fall. This problem is a paper
shortage caused by strikes that have
stopped work at the plants of2 many
paper manufacturers. We think that
the effect of these strikes will soon be
felt by the entire book3 industry.
If I were you, therefore, I would try
to persuade your staff to decide
quickly what books they will need
for their4 classes in the fall semester
and place an order for them. Any
orders that we ship in May and June
will not5 be billed before the end of
July. Sincerely yours, [110]
8 To the Staff: As you will see by the
enclosed copy of a letter I received
from the Swan Book Company,1
they may not be able to take care of
74 Lesson 52
all college book needs for fall classes
because of a shortage of paper.2 They
urge us to place our fall order at once.
Would you be good enough, there¬
fore, to indicate your fall book needs
on 3 the enclosed sheet and send the
sheet back before the end of this
month. Thank you for your coopera¬
tion. C. H. Yale ’ [79]
9 Gentlemen '.Business Letters That
Do the Job is not just one more book
about business letters. It is a collec¬
tion1 of business letters that served
the purpose for which they were
prepared and that can be adapted to
your own 2 letter writing needs.
The book has 250 letters. Each
letter is analyzed so that the reader
quickly3 learns why the letter was
effective.
Send for a copy of Business Letters
That Do the Job. It costs only4 $10.
You can order your copy by filling in
and mailing the order coupon at¬
tached to the5 enclosed circular.
Yours truly, [105]
LESSON 52
4 Dear Ms. Quinn: Would you like
to obtain large numbers of valuable
sales-producing leads? That is what
you will obtain 1 when your adver¬
tisement appears in the National
Financial Directory that will be in¬
cluded in the2 Sunday, January 16,
issue of the Daily Times.
Your advertising in this directory
will reach3 the nation's decision
makers in business, in industry, and
in other management areas. They
are the4 people who play a great part
in deciding when and where they
should invest their company’s re¬
sources.
To5 obtain full details about this
outstanding advertising opportu¬
nity, all you need do is fill out and6
mail the enclosed card to me. Yours
very truly, [130]
5 Dear Dr. Roy: I was sad to receive
a note this afternoon from our sales
manager in which he says that we1
have not had an order from you since
February 15. Because for many years
we have received at least one2 order
a month from you in our Third Street
store, we are wondering whether:
1. We have not given you the
efficient,3 personal service you de¬
serve.
2. The goods on your last order
were not up to par.
3. You simply have had4 no need
for our products.
Could you take a moment soon to
write us an acknowledgment of this
letter and tell us 5 which reason is the
correct one? We really want to know.
Thank you for your cooperation. Sin¬
cerely yours, [119]
6 Dear Mrs. Gates: We have just
issued the National Business
People’s Calendar for next year. It is
our belief1 that this calendar has
many advantages. For one thing, it is
an invaluable means of recording2
appointments. For another, it is a
source of data. It has a complete
atlas and over 200 pages3 of general
business facts especially selected
and organized for professional peo¬
ple.
We have4 printed a limited num¬
ber of these calendars. Therefore, if
you would like a copy, Mrs. Gates, we
suggest that5 you send us an order
for one immediately. You can do so
by filling out and mailing the coupon
at6 the bottom of the enclosed circu¬
lar. Sincerely yours, [130]
7 Gentlemen: Have you ever given
any thought to using sound films to
promote the products you manufac¬
ture?1 With sound films you can
present the important arguments in
favor of your products to several
potential2 customers at one time,
with the confident knowledge that
you have not omitted anything of
importance.
I will3 be glad to demonstrate to
you and the other officers of your
organization how our equipment
works.4 My demonstration is short;
it will take less than half an hour.
On the enclosed card simply indi¬
cate when I may 5 call. Then mail the
card back to me. Sincerely yours,
[109]
8 Dear Mr. Benton: Everyone likes
to be a name-dropper at times, and
we acknowledge that we are no dif¬
ferent1 from anyone else. We have
many important, nationally known
customers, and we are very proud of
that2 fact.
The United Development Com¬
pany is an organization that gives its
customers the advantage3 of every-
Lesson 52 75
thing it has learned in over 38 years
in the general construction business.
The next time4 you need construc¬
tion work, give us an opportunity to
demonstrate what we can do. We
would like to drop your5 name too.
So drop us a line, Mr. Benton. We will
be glad to send you a brochure that
we think contains answers6 to just
about every question you may have
about us. Sincerely yours, [133]
9 Dear Mr. Swift: The purpose of
this note is just to tell you that my
nephew won his tennis match yester¬
day1 morning by beating his friend
Jim Fields decisively. The scores
were 6-1,6-1. He will now be able to
play in 2 the finals on Sunday, August
18.
Both Maria and Larry lost their
matches today, but they played well.
I3 am very proud of them.
Remember me to Mrs. Swift. Sin¬
cerely yours, [73]
10 Dear Mr. Smith: Inflation has
caught up with the manufacturers of
most products; it has now caught up
with1 piano manufacturers. In Janu¬
ary, the prices of Mason pianos will
go up. But you can beat2 inflation by
buying your piano now because we
are having a special sale on all our
models from 3 November 10 through
December 22.
Our showrooms are full of fine
values in all types of pianos4 —
spinets, uprights, and grands—in
styles and prices that will please
you. If you place an order by Decem¬
ber 10, we guarantee5 that your
76 Lesson 53
piano will be delivered by
Christmas.
Remember, this sale ends on De¬
cember 22.6 Cordially yours, [123]
LESSON 53
3 Dear Mr. Singer: Thousands of
responsible taxpayers regularly pay
largerfederal, state, and 1 other taxes
than necessary because they do not
take advantage of all the ordinary
deductions to2 which they are enti¬
tled under the law.
To be sure that you do not overpay
your taxes this coming year,3 pur¬
chase a copy of Dwyer's Practical Tax
Guide. This very useful publication
contains the answers to4 about 500
difficult questions that taxpayers
have asked during the past ten years.
The guide was written by5 Dr.
Lydia White, a well-known, recog¬
nized tax expert and successful ac¬
countant, and published by the
World6 Publishing Company. The
guide will tell you everything you
should know to compute your tax
satisfactorily.7 Dwyer's Practical Tax
Guide sells for only $ 15, and, in our
opinion, it is worth much more than
that price.8 An order blank and
stamped envelope are enclosed. Sin¬
cerely yours, [172]
4 Dear Mrs. Yates: This letter is
your invitation to attend the News¬
paper Publishers’ Award dinner on 1
Thursday, October 15. I am glad to
announce that the award will be
given to Mr. Frank Temple in2 recog-
nition of his unusual work on the
Johnson trial. As you may remem¬
ber, Mr. Temple won the 3 award once
before—in 1976. He is only the sec¬
ond person ever to receive the4
award twice.
The after-dinner speaker is Dr.
Carlos Lopez, who is director of
public relations for5 the General
Newspaper Company. His subject
will be "Recent Progress in the
Newspaper Publishing Business.”6 I
wish that you would plan to be with
us. I assure you that the occasion will
be a particularly7 enjoyable and
satisfying experience. Tickets are
$10 each. A reservation card and an
envelope8 are enclosed; I hope you
will use them to send your order for
tickets to us.
May I request that you do9 this as
soon as possible so that we will be
able to have some general idea of the
probable10 number of people who
will attend. Sincerely yours, [209]
5 Dear Mrs. Flint: Yesterday morn¬
ing we learned from the Lincoln Real
Estate Company, our neighbor in the
Springfield 1 Shopping Center, that
you have moved to a house in the
Royal development on Academy
Street. May we2 extend to you a
special welcome.
Your new home is several short
blocks away from our store. The next
time you have an3 opportunity, stop
in at the Springfield Children’s Mart
and let us show you our large supply
of children’s clothing. We4 have a
valuable welcome gift for you. If you
would like to open a charge account
with us, that can be arranged5
quickly and efficiently.
We think, Mrs. Flint, that when
you are settled, you will certainly
enjoy living in6 Springfield, a de¬
lightful, unspoiled, and friendly
town. You could not find a better
place to live. Yours very truly, [139]
6 Gentlemen: Your records will
show that I have not yet paid my bill
for $350 to cover the1 cost of the
circulars you printed for me. Please
understand that I have not over¬
looked this important bill, but2 I am
in very difficult financial straits at
the moment because of illness. This
accounts for my being3 in arrears.
If it meets with your approval, I
would like to work out my obligation
on an installment4 basis. A sug¬
gested payment plan is enclosed. Is
this suggestion satisfactory with
you?
Please acknowledge this5 letter as
soon as possible so that I can go
ahead and make whatever financial
arrangements are6 necessary to sat¬
isfy my other creditors. Thank you
for your consideration. Sincerely
yours, [138]
7 Dear Ms. Dexter: The Christmas
holidays are occasions for fun, but
they are times for spending money as
well.
With1 conditions as they are to¬
day, it is of great importance that you
get the most for any money you
spend on2 food. We at the Wilson
Food Market realize that. Therefore,
we are advertising many specials
Lessons 53 77
during the3 entire month of Decem¬
ber. You will have an opportunity to
buy good meats, poultry, and gro¬
ceries at prices4 which will not
strain your budget.
Come in soon, Ms. Dexter, and let
us help you make your holidays
more enjoyable5 with fine foods at
minimum prices. Sincerely yours,
[110]
LESSON 54
4 Dear Mr. Billings: You will recall
that several weeks ago you told me
that you were disappointed with
your job 1 in one of the government
departments in Southport and that
you wanted eventually to enter the2
office furniture business here in Al¬
bany in some executive capacity.
If this is still your objective,3 Mr.
Billings, you may wish to consider
the sales job described in the en¬
closed correspondence between my4
former associate, Dr. Frank Ford,
and me. You easily qualify for the
position with your technical5 expe¬
rience, your initiative, and your re¬
sourcefulness. You may, of course,
use my name as a character6 refer¬
ence should you decide that you wish
to apply for the job.
Please correspond directly with
Dr. Ford if7 you are interested in
arranging an interview with him.
Cordially yours, [154]
5 Dear Mrs. Turner: On every pack¬
age of Overmeyer’s meats, you will
find the name of one of our experi¬
78 Lesson 54
enced 1 butchers. Our butchers place
their signatures on every cut for
which they are responsible. They do
this because 2 they recognize the fact
that there is not a meat case in the
world that holds better values than
theirs.
You never need3 to worry about
whether you are actually getting
your money’s worth when meats are
trimmed by our butchers. They4
make certain that any excess quanti¬
ties of fat, bone, and other matter are
carefully trimmed away. You5 never
have to pay for anything except top-
grade meat. Every cut must meet our
usual high standards.
The6 next time you shop for meats
at any market throughout the city,
Mrs. Turner, look for the
Overmeyer’s package,7 which has
the name of one of our reliable
butchers on it. Yours very truly, [ 154]
6 Dear Ms. Weston: Each year
there are thousands of books written
and published on every conceivable
subject. So1 many books are being
offered to the public today, in fact,
that the ordinary individual does
not2 know which ones to choose to
read.
To be sure that you do read the
important books of our time, we
think that you should have3 the
opinions and ideas of experts. You
should have, in addition, a general
list of publications from4 which to
choose. You will have these things,
Ms. Weston, if you receive the
Readers’ Magazine regularly.
Why5 not take advantage of the
special introductory offer described
in the enclosed circular. You can
send us your6 order in the envelope
that is also enclosed. We will not bill
you until after the first of the year.7
Sincerely yours, [143]
7 Dear Mr. Young: Yesterday
morning I received a letter from Mr.
Charles Jennings, manager of the
Progressive1 Manufacturing Com¬
pany.
He thanked me for introducing
him to Ms. Mary Short, a possible2
advertising representative for their
organization. He told me that he
interviewed her for over an3 hour
regardinga sales position. Ms. Short
evidently convinced him that she is a
competent, dedicated4 person. He
liked hei very much and immedi¬
ately engaged her to work as a gen¬
eral advertising5 representative.
But I think Mr. Jennings should
really be thanking you instead of me
because you were6 the one who in¬
troduced her to me. I am acknowl¬
edging his letter and at the same
time suggesting that he7 also drop
you a note of appreciation. Sincerely
yours, [152]
8 Dear Mr. Fox: You will remember
that about ten days ago I promised
you I would be a district captain 1 for
the United Fund Drive. I was antici¬
pating the opportunity of working
on the organization2 of an efficient
and successful campaign.
Unfortunately, Mr. Fox, I will not
be able to3 carry out my promise.
Our Los Angeles staff is experiencing
several difficult problems. It seems
they’re4 having trouble with some of
their newspaper presses. Therefore,
our chief executive officer requested
that Is leave promptly for Los
Angeles to try to find a satisfactory
solution to them.
I will speak to Joe6 Garcia as soon
as he returns from a business trip
and ask him to take my place. Sin¬
cerely yours, [138]
LESSON 55
4 Dear Mr. Dexter: Yesterday
morning I received a memorandum
from our statistics department stat¬
ing1 that you had used the facilities
of the Hotel Transcontinental at
least once a month last year. Thank
you2 for your business, Mr. Dexter.
We hope that you enjoyed yourself
on each of your visits.
While you have used our3 facilities
frequently, you have never submit¬
ted to us an application for one of our
executive4 credit cards. Wouldn’t
you like the convenience of having
one of these valuable cards? We will
be exceedingly glad5 to issue one to
you. We want you to be able to take
advantage of every privilege and
service6 we offer.
A convenient application form
and a stamped envelope are en¬
closed. Sincerely yours, [137]
5 Dear Captain Turner: Friday, No¬
vember 12, is a day that has a special
significance to us here at the 1 Em¬
pire Photography Institute. It marks
Lesson 55 79
the tenth anniversary of our open¬
ing.
On this anniversary 2 we want par¬
ticularly to express our gratitude to
you and thousands like you who
have contributed3 to our develop¬
ment and prosperity by giving us the
privilege of serving your photo¬
graphic4 requirements. When we
opened our doors to the general
public ten years ago, we never
dreamed we would progress5 and
expand so rapidly in so short a
period of time.
We genuinely appreciate your
friendship,6 your loyalty, and your
business. I assure you that we will do
everything in our power to improve
even 7 further our services in the days
ahead. Sincerely yours, [151]
6 Dear Ms. Franks: Please accept
my apologies for not acknowledging
immediately your request for1 infor¬
mation regarding the psychological
and sociological course offerings of
the Empire2 Institute of Technology.
These subjects are regularly
taught by Dr. Harold Cummings, one
of the world's most3 widely recog¬
nized psychologists. If you enroll as a
part-time student, you will not be
subject to the4 residency regulations
of a full-time student. As you will see
on page 18 of the enclosed catalog, a 5
candidate must have a high school
diploma or its equivalent to enter Dr.
Cummings’ courses. When you6 ap¬
ply for these courses, you should
bring along a transcript of your
scholastic records.
If you have any further7 questions
80 Lesson 55
about our offerings after you have
studied the catalog, please call me,
Ms. Franks. Sincerely yours, [159]
7 Dear Mrs. Worth: Several weeks
ago our organization ran an adver¬
tisement for three days in your1
newspaper. The object of this adver¬
tisement was to fill several openings
we had that involved selling our
manufactured2 goods to govern¬
ment agencies.
The response in terms of both
quantity and quality was exceed¬
ingly3 satisfying. We received scores
of impressive applications. More im¬
portant, in ouropinion, was the4 fact
that almost every one of the pros¬
pects was a person of high character,
integrity, and ability.5
Thanks to your efficiency, our ex¬
perience with our advertising in
your newspaper has been very6
successful. Consequently, we will not
have to run any more ads at this
time.
When we require competent peo¬
ple7 in the future, you may be sure,
Mrs. Worth, that we will use the
columns of your publication. Sin¬
cerely yours,8 [ 160]
8 Dear Mr. Samuels: At the Inter¬
national Bank we have more than
700 responsible men and1 women
who are technical specialists serv ing
exporters and importers.
In addition, we have over 5002
experienced, efficient correspon¬
dents throughout the world who
work hard to furnish answers to
your3 inquiries fully and speedily,
usually in 48 hours. Why not put our
experts to the test. Find out how we4
can be helpful in providing ideas on
ways to make your international
business become more profitable.5
Stop in soon and speak with one of
our officers. If you wish, return the
coupon at the bottom of the6 en¬
closed circular to our main offices at
421 Yale Street. We will promptly
send you a booklet which7 describes
our services in detail. Sincerely
yours, [149]
LESSON 56
4 Ladies and Gentlemen: The new
Birmingham Electronics business
telephone system is the most ad¬
vanced,1 efficient, and unusual sys¬
tem in the world. It is a masterpiece
of technology.
When you get a2 busy signal, the
system automatically puts through
the call as soon as the line clears.
Under these circumstances,3 you
can continue to work on other pro¬
grams while you wait for your call. It
permits you to organize4 conference
calls by yourself in seconds.
If you would like a free consulta¬
tion with one of our supervisors to5
determine what our superior elec¬
tronic telephone system can do for
your company, write us at the6
Chamber of Commerce Building at
16 Jacksonville Street in Pittsburgh.
A stamped, self-addressed envelope
is enclosed.7
However, if it would be more con¬
venient, stop in to see us in person.
We are open from 9 a.m.8 until 5 p.m.
Sincerely yours, [ 166]
5 Dear Mr. Worthington: Within
the next two or three days, my assis¬
tant superintendent, Mr. Wilming¬
ton, 1 will forward to you a diagram
prepared by my division for the
placement of the tables, desks, and
other2 equipment of the statistics
department in our new quarters in
the Transportation Building. Please
study the3 diagram carefully and be
prepared to discuss with Mr.
Wilmington and me the installation
of the4 electrical outlets you will
require for your electric calculators,
electric typewriters, and the5 other
electrical equipment you have in
your department.
Would it be convenient for you to
meet with us on6 Friday afternoon,
September 15, at about 3 p.m.? If
that time is not satisfactory, please7
suggest a time that will be. Sincerely
yours, [147]
6 Mr. Reddington: Yesterday your
secretary transmitted to me the
plans and specifications for our1
new facilities on Jacksonville Road
in Pittsburgh, and I must say that
they have caused me substantial
concern.2 Someone made several
significant modifications in the last
paragraph of the specifications deal¬
ing3 with the electrical system of the
building without consulting me.
As a matter of self-interest, Mr.4
Reddington, I must insist that all
future alterations in any specifica¬
tions be submitted to5 me or to my
Lesson 56 81
superintendent, Mr. Sweet.
So that there will be no subse¬
quent misunderstandings, please
see6 that all members of your staff
receive a copy of this memorandum.
James H. Tarkington [137]
7 Dear Mrs. Sexton: New laws are
being enacted by Congress almost
daily. It is sometimes difficult for1
business executives to know exactly
where they stand from one year to
the next. New laws are now being
introduced2 governing the improve¬
ment of municipal pension plans,
public and private health insurance,
and various3 other programs. Con¬
sequently, keeping up with these
laws actually requires a full-time,
experienced staff4—at least that is
what we at Lexington Institute
think. That is why we are in business
today.
By keeping you5 informed of com¬
ing events, we can help you plan for
the security of your business in the
years ahead. Furthermore,6 Mrs.
Sexton, we can also help you avoid
the kind of last-minute decisions
that frequently result7 in exceed¬
ingly high costs.
If you want to take advantage of
the contribution we can make to
your business,8 call us. You will be
making no mistake. Sincerely yours,
' [170]
8 Mr. Edwards: As you will recall,
six months ago we had some misgiv¬
ings about investing $20,000' in
newspaper advertising for our anni¬
versary series of dress patterns. I am
82 Lesson 56
glad to2 report that we made no
mistake in our decision. Up to the
present time, we have received more
than 1,8003 inquiries, and these in¬
quiries have resulted in over 400
sales. Orders and inquiries are stead¬
ily4 arriving in great quantities.
Our newspaper advertising has
been an extraordinary and unques¬
tioned5 success. Under the circum¬
stances, I suggest that we increase
our newspaper advertising budget
for6 next year. We should probably
request $50,000 for this purpose.
What is vour opinion? Frank Long
[139]
9 Dear Mr. Harrington: It is with
considerable reluctance that I send
you my resignation as 1 correspond¬
ing secretary and treasurer of the
Nashville Town Club.
Dr. Mildred Lang, my physician,
tells me2 that I have developed a
slight heart condition, and she sug¬
gests that I curtail my activities3
immediately. Under the circum¬
stances, I believe that I must tender
my resignation.
I am, of course, sorry4 to do this.
However, I am delighted to be able to
report that I can turn over to my
successor5 a set of records that is in
particularly good condition. This
morning our books were audited by6
Mr. Michael Pulaski of Buckingham
Associates. He told me that he found
everything to be in7 superb shape.
I will certainly work closely with
my successor to ensure an orderly
transferof my8 responsibilities. Sin¬
cerely yours, [167]
CHAPTER 10
LESSON 57
3 Dear Dr. Underwood: There is no
question about it, Dr. Underwood.
Prices of executives’ clothing' are
going up very shortly, and you will
probably have to pay much more for
your clothing than you had planned.
What2 choices do you have? You
could lower your quality standards,
but you may not get any satisfaction
from that3 idea. Or you could come
to the Birmingham Men’s Shop on
State Street, where you can get good
clothing values at4 unusually low
prices. We sell clothing in such large
quantities that we can keep our
prices down.
We regularly5 receive fine cloth¬
ing from recognized manufacturers
throughout the world, and we have
in stock an outstanding6 selection
from which you can choose. You can
do all your shopping easily and
quickly in our store. You will be
served by7 one of our experienced,
responsible, and courteous repre¬
sentatives.
Therefore, I suggest that you stop8
in sometime soon and order what¬
ever you need for next winter. Take
advantage of this extraordinary 9 op¬
portunity to be well dressed without
straining your clothing budget.
Yours very truly, [196]
4 Dear Ms. Overmeyer: If you have
any questions regarding the subject
of government bonds, we think we
have1 satisfactory answers to them.
Most people today know that gov¬
ernment bonds are a safe way to save
and that2 they are sold at our bank as
a public service. In our opinion,
however, most people are generally 3
unfamiliar with fine points about
them such as:
1. What interest do they presently
pay?
2. How long do they take4 to ma¬
ture?
3. What particular tax advantages
do they provide immediately?
4. How should they be 5 put to work
to achieve ultimate retirement ob¬
jectives?
We will be glad to give you the
answers to any6 definite questions
you may have about government
bonds; they are an important part of
our business. Stop in7 any morning
or afternoon at the nearest office of
the National Trust Company, Ms.
Overmeyer, and8 speak with one of
the executives in our bond division.
Our banking hours are from 9 a.m. to
4 p.m.9 Yours very truly, [184]
5 Mrs. Washington: Yesterday I re¬
ceived a telegram from Ms. Maria
Green, manager of our personnel1
department, saying that Mr. Charles
Edwards will retire soon after more
than thirty years as a successful2
correspondent with our newspaper.
As I recal 1, he was our correspondent
in London during the long,3 difficult
war years. During those years he
won the love and respect of everyone
in our organization. It was4 always
characteristic of him to do more
than his job actually required.
Lesson 57 83
 When he retires, I think we
should5 certainly acknowledge the
importance of his contribution to
our newspaper by doing something
worthwhile6 for him on this special
occasion.
I learned that he and his wife have
never been on an ocean voyage. Un¬
der the7 circumstances, I suggest
that we send Mr. and Mrs. Edwards
around the world by steamship
shortly after8 Mr. Edwards retires. I
am enclosing several circulars ad¬
vertising trips that I think they
would enjoy.9
When you have an opportunity,
may I request that you explore the
possibility of arranging a10 trip of
this type for Mr. and Mrs. Edwards.
Harry Davis [212]
6 Gentlemen: Enclosed is the copy
of the correspondence I have ex¬
changed with Mr. Harry C. Swift,
publisher1 of The Chemist. As you
know, The Chemist is a publication
issued bimonthly by the National2
Chemical Society. The circulation is
500,000 a month. I wish you would
read this correspondence3 and tell
us whether you think we would be
justified if we were to advertise our
products in a4 publication of this
kind.
A stamped, self-addressed envel¬
ope is enclosed for your convenience.
Thank you for whatever help5 you
can give us in making this important
decision. Sincerely yours, [113]
7 Dear Mr. Nottingham: In our
opinion, nothing equals the conve¬
84 Lesson 58
nience and speed and efficiency of1
Coastal Airlines’ shuttle service be¬
tween New York and Washington.
With this unusual service, you
never have to2 worry about obtain¬
ing reservations. There is a guaran¬
teed seat awaiting you—even if it
requires3 our rolling out a second
plane just for you. You can go at
almost any time that is convenient
for you. A4 shuttle flight leaves New
York for Washington every hour on
the hour from 7 a.m. to 9 p.m. Return
flights5 leave Washington every
hour on the half hour from 7:30 a.m.
to 9:30 p.m.
The next time you6 have to fly to
Washington, we hope you will use
Coastal Airlines’ shuttle service. Sin¬
cerely yours, [138]
8 Dear Mr. Worth: Protecting a
large manufacturing plant is a com¬
plicated, difficult job. That is why1
hundreds of progressive companies
throughout the country rely on the
Pittsburgh Security Company to2
protect their property from thieves,
vandals, and other trespassers. They
know that in our organization we
have3 people who know' how to han¬
dle security problems effectively and
efficiently.
Let us help you4 protect your
plant, Mr. Worth. You will find our
rates quite reasonable. Sincerely
yours, [94]
LESSON 58
3 Dear Mrs. Fox: As you may know,
we maintain complete, up-to-the-
minute records of all service work
we do for1 our customers. We find
that the last time we inspected your
car was Thursday, June 21, or more
than six months2 ago. At that time
your car was in excellent condition,
and we had to make no repairs. It
may be that it3 is still in excellent
condition, of course, but we urge you
to be sure. Let us inspect it again. Do
not make4 the mistake of waiting to
bring it to us when something actu¬
ally goes wrong. That is the expen¬
sive time, Mrs.5 Fox.
Why not call us as soon as possible
and make an appointment to have
your car examined. If6 anything is
wrong, we will be able to repair it
quickly. You will be taking a step that
will assure you of7 comfortable,
trouble-free driving. Cordially
yours, [149]
4 Dear Mr. Sweeney: Thank you for
your note tellingus that you have not
been able to get Golden’s lemon ice
cream1 at your neighborhood super¬
market. This is one of the three or
four flavors that we rotate periodic¬
ally2 because we want to give all our
customers an opportunity to enjoy
their favorite flavor.3
However, we are happy to tell you
that ten days ago this flavor was
again placed on the market.
In4 appreciation of your thought¬
fulness in letting us know how you
feel about our products, we are en¬
closing a5 coupon that entitles you to
a free half gallon of Golden’s ice
cream. We hope that you and your
family enjoy6 it, Mr. Sweeney. Sin¬
cerely yours, [127]
5 Dear Dr. Yale: Ever since we
opened our store ten years ago, it has
been our aim to make the National1
Supermarket one of the nicest places
in town to shop. One of the ways we
try to accomplish this objective2 is
to hire dedicated, competent people.
Our store managers are the best in
the business. Our checkout3 person¬
nel are the most efficient, the fastest,
and the friendliest in the business.
In spite of our efforts, however,4
we realize that we are not perfect. We
want to do whatever we can to im¬
prove in the future. If you5 have any
suggestions that will help to make
the National Supermarket an even
better place in which to6 shop,
please send them to me as soon as
possible. When we receive your sug¬
gestions, I assure you we will act on7
them promptly. Sincerely yours,
[145]
6 Dear Mr. Singer: At the Browns¬
ville Bank and Trust Company, we
want to say yes whenever a person
applies1 for a loan. If you want a loan
to make repairs on your house, to
buy a car, or to take a two- or three-
week2 vacation trip, come to us. We
have been making loans to people for
worthwhile purposes for more than
ten years.
When you3 need a loan, stop in at
any one of our 15 offices and let us
show you how quickly, easily, and4
expeditiously you can get one. Sin¬
cerely yours, [90]
Lesson 58 85
7 Dear Mr. Washington: As I am
sure you realize, we should have had
your check for $800 five weeks 1 ago
to pay for the furniture you pur¬
chased on Wednesday, October 25.
Your record of payments has
been2 perfect in the past. Conse¬
quently, we feel something has hap¬
pened that has made it impossible
for you to pay3 your bill. We want to
do everything we can to help you, but
we will not be able to do anything
unless4 you write us.
We hope, Mr. Washington, that you
will either pay your bill or tell us
why you have not been able 5 to do so.
Cordially yours, [ 105]
LESSON 59
3 Dear Mr. Harrington: Last year
the Reliable Oil Company spent al¬
most $200 million on1 exploration.
About 71 percent of the oil we refined
was from new wells we had drilled
within the2 past five years. Unless
something unpredictable happens,
we will spend considerably more for
exploration3 this year.
We believe it would be an indefen¬
sible mistake to depend almost com¬
pletely on someone else4 to produce
enough oil to keep our refineries
running. The only sensible way to
avoid this mistake5 is to produce
more ourselves.
Consequently, our engineers are
perpetually on an energy hunt6
throughout the world. Our em¬
ployees are constantly looking for
untapped sources of energy. We
86 Lesson 59
won’t be satisfied7 until we have
improved substantially our raw ma¬
terial base.
If you would like to have further
information8 about our efforts to
increase our country’s future sources
of energy, write to our director of9
public relations, Dr. Frank Lang. He
will be glad to send you one of our
descriptive booklets. Sincerely
yours, [199]
4 Dear Mr. White: The places
where men can shop for clothes fall
into two distinct types. First, there is
the impersonal1 store where the cus¬
tomer has to shop for himself. No one
offers to help him. Indeed, after he
picks out what he2 wants, he some¬
times finds it almost impossible to
find a person to take his money.
Then there is the store like3 the
Harrisburg Men’s Shop, where a
man can get as much or as little help
as he desires. When he enters, he is4
greeted immediately by a sales rep¬
resentative who offers help. If he
wants to browse, the representative 5
disappears and reappears only after
the customer has decided what he
wants to purchase.
If this6 is the kind of service that
appeals to you, come to the Harris¬
burg Men's Shop at 421 Worth
Street. You will7 have a delightful,
enjoyable shopping experience. Cor¬
dially yours, [154]
5 Dear Mr. Porter: Because you are
a successful interior designer, Mr.
Porter, you will be 1 interested in an
efficient way to reach the people who
are in the market for your services. It
is the 2 Designer's Directory, which we
issue every year.
We send this directory to more
than 4 million of our3 regular sub¬
scribers. They are the persons who
can afford to buy new home furnish¬
ings and to redecorate4 their homes.
The median annual income of our
readers is over $20,000.
Our rates are quite 5 reasonable. A
four-line listing costs only $60. To
place your advertising message in
this6 directory, just type it on the
enclosed form and mail it to us so
that it reaches us by August 14. We7
are confident you will be impressed
with the results you will ultimately
receive. We will bill you later.8 Sin¬
cerely yours, [162]
6 Dear Ms. Short: As a progressive
publisher of instructional materials,
you need the most reliable,1 impar¬
tial information about enrollment
trends in the various school-subject
areas. To provide this2 information,
we have made a state-by-state study
of school enrollments. This ex¬
tremely valuable research3 study
will answer such important ques¬
tions as these:
1. What is the actual size of the
market?
2. Where is the4 market concen¬
trated?
3. What subjects have substan¬
tially increasing enrollments?
You can purchase a copy of5 our
research study for $14. Copies will
be printed and delivered before the
end of February.6 To receive your
copy, please sign and return the
enclosed order form. When we re¬
ceive your order, we will fill7 it
promptly. You will be making no
mistake by ordering a copy, Ms.
Short. Cordially yours, [157]
7 Dear Mrs. Baxter: The tenth an¬
nual conference of the World Energy
Association will be held at the1 Em¬
pire Hotel in Albany from Septem¬
ber 29 through October 2. As you will
see in the2 enclosed descriptive cir¬
cular, speakers will include influen¬
tial executives from several energy
industries,3 responsible officials
from the federal government, and
distinguished electrical engineers
from4 70 countries.
The conference will offer you a
very good opportunity to exchange
pertinent5 ideas relating to energy
resources and to methods of improv¬
ing their production and distribu¬
tion.6 We believe our program will
be an exciting, completely reward¬
ing experience.
I hope you will decide7 to attend
our conference and take part in our
discussions, Mrs. Baxter. If there is
any other information8 I can give
you about the conference, please call
me. Sincerely yours, [173]
LESSON 60
3 Dear Miss Greenburg: Thank you
for your letter requesting permission
to quote from our new book, Busi¬
ness Correspondence Today,1 in the
manual you are preparing. Your let-
Lesson 60 87
ter has been referred to me. All
permissions are handled2 by the
business management department
of our organization.
We are happy to grant you this
permission3 provided you agree to
these conditions:
1. You will include a credit line
acknowledging that you are4 quot¬
ing from Business Correspondence
Today with the permission of the
Birmingham Publishing Company.
2. Your5 manual containing our
material will be distributed only to
your staff; it will not be sold to6 the
general public.
3. You will pay us a nominal fee of
$10.
If these terms are acceptable7 to
you, please sign the enclosed form
and return it to us with your check
for $10 in the envelope we have8
provided. Cordially yours, [165]
4 Dear Mr. Greenville: Lake Ferris
is one of the world’s largest, most
beautiful lakes. It is so clear that you
can1 easily see the bottom 100 feet
below the surface.
The people who live at Lake Ferris
wanted to keep2 it beautiful. There¬
fore, they took the precaution of
building one of the world’s most
advanced sewage treatment sys¬
tems3 to protect it, and National
equipment is a vitally important
part of that pollution prevention4
system.
National equipment also helps to
protect water from industrial pollu¬
tion. It removes5 industrial chemi¬
cals from millions of gallons of waste
88 Lesson 60
water every day.
When you have a water pollution 6
problem, call us. We are ready to
help you. Yours very truly, [131]
5 Dear Mr. Dennis: We are sorry
that a $ 10 interest charge was added
to your November bill. As you1
know, your account has never been
overdue, and we are grateful for the
promptness with which you regu¬
larly take2 care of your monthly
bills.
Would you prefer to have us send
you a check for $10 or simply deduct
this3 amount from your December
bill?
I assure you, Mr. Dennis, that we
will be more careful hereafter. We
hope you4 will pardon us this time.
Yours truly, [87]
6 Dear Friend: Today our store
faces a serious financial crisis. The
rapid rise in prices has curtailed
our1 sales considerably, and our
steadily increasing costs of selling
have created a rather difficult2 prob¬
lem for us.
We have petitioned our creditors
for relief in an effort to resolve our
problems. To3 implement our agree¬
ment with our creditors, we must
raise cash immediately, and the only
source of that cash4 is the furniture
we have on display.
Our store has a large inventory of
fine furniture, all of which must5 be
sold quickly. Beginning immedi¬
ately, therefore, we are offering this
furniture for sale at substantial8
discounts.
 So come in soon and see for your¬
self the fine values you can obtain at
low prices that will actually7 amaze
you. Sincerely yours, [146]
7 Gentlemen: Here is a fact that
may come as a surprise to you. Many
people today would rather make a
home1 in an apartment than in a
private house. These people do not
want to tie themselves down to a
house. Because these2 people actu¬
ally have different values and life¬
styles than people who own houses,
they have considerably more3 time,
energy, and money to spend for the
things they really want.
Our monthly magazine, Apart¬
ment Living, is4 the only periodical
written especially for apartment
dwellers. More than 500,0005 adults
who presently live in apartments
subscribe to our magazine.
If you want to reach this large,
profitable6 segment of our popula¬
tion, run your advertising message
in Apartment Living. We predict your
sales will7 increase substantially.
Cordially yours, [150]
LESSON 61
3 Dear Mr. Underwood: Your letter
stating that Ms. Maria Overmeyer
was interested in a position 1 as an
interpreter with your organization
has been referred to me.
Ms. Overmeyer entered our2 em¬
ploy three years ago as a correspon¬
dent in our electrical appliance
department. We found her to3 be a
self-reliant, self-confident, and effi¬
cient employee. She asked to be
transferred to the international4 di¬
vision where she could take advan¬
tage of her training in foreign
languages. Unfortunately, we5 had
no openings in the international di¬
vision. Under the circumstances,
Ms. Overmeyer6 decided to enter
some other field.
If you hire Ms. Overmeyer as an
interpreter, I am sure she will7 do a
superior job for you. Sincerely
yours, [150]
4 Dear Mr. Overman: The people
who read Electronics Journal are
different from the readers of other1
magazines. When they receive an
issue, they actually read the adver¬
tising before they read the entertain¬
ing2 and enlightening articles. They
look for new, practical ideas that
they can use in their own businesses.
As you3 will see by the enclosed
circular, Electronics Journal has a
circulation of more than4 300,000
men and women who are in supervi¬
sory positions throughout the world.
Because they work in jobs of5 major
responsibility, they are in a position
to purchase your electrical products.
Under the 6 circumstances, wouldn’t
you be smart to tell them the story of
your electrical products in our ad¬
vertising7 pages?
Take advantage of the special in¬
troductory offer which is outlined in
the circular. You will8 be making no
mistake, Mr. Overman. Very truly
yours, [172]
5 Dear Dr. White: In the Friday,
Lesson 61 89
August 10, issue of the Magazine of
Electronics, I read three interesting,1
entertaining, and informative arti¬
cles on new developments in elec¬
tronic transistors.lt2 was difficult to
decide which one was actually the
best.
I would like to translate all three
articles into3 German and run them
in one of the magazines that I super¬
vise and publish in Berlin.
May I have your4 permission to do
this? A stamped, self-addressed en¬
velope is enclosed for your conve¬
nience in writing to me. Sincerely5
yours, [101]
6 Dear Mrs. Edwards: Are you in¬
terested in spending less and getting
more for the money you spend on
food? Of course 1 you are. You can do
so if you shop at the West Street Self-
Service Supermarket in Knoxville.
Here you will get2 superior values.
Here you will get more food for your
money than you could get at any
other store.
Why not3 resolve that during the
coming year you will spend less and
obtain more. Begin to shop soon at
the West Street Self-Service4 Super¬
market. You will be glad that you
did.
Our supervisors and our clerks
would like to take this opportunity 5
to wish you and your family a pleas¬
ant holiday season. Sincerely yours,
"[115]
7 Dear Mr. Overmeyer: When we
say that our milk, cream, and other
dairy products are superior to1
90 Lesson 62
others you can buy anywhere else,
we can back up our statement. You
see, Mr. Overmeyer, our dairy prod¬
ucts2 come from our own creamery
located in the heart of New York’s
richest dairy land.
Our creamery works only3 for the
Underwood Supermarket. It trans¬
forms fresh milk into delicious prod¬
ucts that are transported to our4
supermarket in our own trucks.
When you buy our dairy products,
you can count on their being fresh.
For the best in 5 dairy products and
all other foods, shop at the Under¬
wood Supermarket. Yours very
truly. [117]
LESSON 62
3 Dear Mrs. Framingham: Making
savings on business equipment these
days is difficult, particularly when1
that business equipment is a motor
vehicle. However, you can make
those savings bv taking advantage2
of our fleet purchase program that is
available through your neighbor¬
hood Myers dealer. Through this
practical3 program, you can make
an amazingly large saving on every
vehicle you purchase.
You don’t have to be a big4 truck¬
ing company to take advantage of
this program. If you own or operate
as few' as ten vehicles,5 you meet our
qualifications. When you have an
opportunity, we suggest that you
visit your neighborhood6 Myers
dealer and get all the salient facts
about our program. Sincerely yours,
" [134]
4 Dear Mr. Edwards: It is with
great pleasure that we welcome you
as a subscriber to Condensed Books
and forward1 to you the enclosed
introductory volume. We hope you
will enjoy it.
As the editors of Condensed
Books,2 we hope that this will be the
beginning of a long, mutually re¬
warding relationship. As you know,
you will3 receive five volumes of at
least 500 pages each at the exceed¬
ingly low price of $5 each, plus4 28
cents postage.
We hope, Mr. Edwards, you will
agree that Condensed Books truly
offers you some of the5 most stimu¬
lating reading available today, while
enabling you to make savings in time
and money. Very6 truly yours, [123]
5 Dear Mr. Washington: A review of
the records of the Birmingham
County Savings Bank indicates that
we1 do not have your tax identifica¬
tion number or your social security
number. Under federal2 regulations,
we are required to have these num¬
bers for all accounts.
In order that we may comply with
the law,3 it is exceedingly important
that you furnish us with your
taxpayer’s identification number
or4 social security number. Will you
please fill out the blank that is en¬
closed and return it to us as soon as 5
possible. A stamped, self-addressed
envelope is provided for your con¬
venience in forwarding it to us.
Thank6 you for your cooperation,
Mr. Washington. Sincerely yours,
[133]
6 To All Managers: On Saturday,
November 23, our division will
sponsor its first transportation1
seminar in the Lexington Hotel in
Birmingham. This hotel has exceed¬
ingly fine facilities for2 meetings of
this character. A copy of the program
is enclosed.
As you will note, this will be a
very3 practical program designed to
stimulate interest in transportation,
to improve instruction in transpor¬
tation,4 and to help support our
many offerings in the field of trans¬
portation.
We hope to have about 100 5 people
at this meeting, a majority of whom
will be on the faculties of four-year
colleges in the6 general geographic
area. If the program is a success—as
we have every reason to believe 7 it
will be—we can look forward to the
possibility of additional meetings of
this kind on various8 subjects in
other parts of the country such as
California, New York, and Illinois.
Edward Garcia9 [180]
7 Dear Friend: As you know, many
retired persons suffer hardships be¬
cause they have to live on fixed
incomes. We have just1 adopted a
program that should prove exceed¬
ingly helpful to the senior citizens of
our neighborhood.2
Beginning Wednesday, January 5,
all senior citizens will be entitled to a
10 percent discount on3 all food
products. The only stipulation for
eligibility in this program is that the
person4 submit proof of age to our
assistant manager, Ms. Lydia Har-
Lesson 62 91
rington. She will then issue the per¬
son an5 identification card, and this
card should be presented to our
cashier each time a purchase is
made. The6 cashier will automat¬
ically deduct 10 percent from the
total purchase price.
If you are 65 or over,7 get your
identification card immediately.
You will be able to make substantial
savings in the8 days ahead. Your
Neighborhood Supermarket [168]
LESSON 63
3 Dear Ms. Baird: At this time our
editors are working on our twentieth
annual Guide to Women’s Clothing. It
is1 scheduled to appear early this
winter. It will contain more than 400
pages, and it will reach several2
thousand well-informed women
throughout the country. These
women are members of families that
have an income that is3 50 percent
more than the national average in¬
come. They can demand—and do
demand —the best.
You can reach these4 prospects
with a full-page ad in our guide for
only $500.
If you want definite, detailed5 in¬
formation about our guide, call our
advertising manager, Mr. Clinton J.
Moses, at 555-1 180.6 You will be glad
you did, Ms. Baird. Cordially yours,
[130]
4 Dear Mr. Mild: At a time when
people are demanding more infor-
mative advertising, television1 com¬
mercials are constantly getting
92 Lesson 63
shorter. The trend is toward 30-
second spots which allow just
enough time for2 about 100 words.
That amount of time is not sufficient
to tell customers everything they
want to know to3 be well informed
regarding the things you produce
these days. They want to know about
prices, guarantees, and many4 other
items.
Why not promote your products in
the medium that can supply this
information to your5 potential cus¬
tomers. Place your advertising in
newspapers, where the average
reader can absorb 300 or 6 400 w ords
in 30 seconds of reading time.
Newspapers have been the hard¬
est-working advertising7 medium
for a long time. So, Mr. Mild, doesn’t
it make good sense to let them work
for you? Yours very truly, [159]
5 Dear Mrs. Benton: If you are
determined to get the most out of the
hard-earned money you spend for
food, there are1 several points you
should keep in mind. You should:
1. Take prompt advantage of sales.
Build up a modest reserve supply,2
especially of items you use regularly.
2. Select the appropriate size for
your needs. Don’t buy large3 econ¬
omy sizes unless they are actually
needed.
3. Choose the quality that is suited
to your4 individual needs. If you are
like most people, you probably don’t
always need top-quality brands.
4. Read carefully 5 the information
printed on labels and check out the
ingredients.
 And, very important, shop at the6
Temple Supermarket at 478 Worth
Street in Miami. Here you will find
prices that will definitely7 please
you. Sincerely yours, [145]
6 Dear Mr. Grant: Yesterday morn¬
ing I received a third dunning letter
from your accounting division ask¬
ing 1 me to pay my bill of $300 for the
mattresses I purchased from you in
February.
When I2 received your bill of
March 3, I paid it promptly. My
canceled check was returned to me
by the Trenton State Bank in3 April.
Frankly, I am tired of receiving
letters asking me to pay a bill that I
paid many weeks ago.4 I hope you
will straighten out your records im¬
mediately, Mr. Grant, so that I may
have peace of mind in the5 future.
Yours truly, [104]
7 Dear Mr. Templeton: As you have
undoubtedly already heard, Dr.
Ruth C. Moses passed away sud¬
denly1 on Sunday, August 27. Stu¬
dents and faculty alike will miss her
friendship, her thoughtfulness, and2
her devotion to the entire field of
general education.
Because Dr. Moses was so vitally3
interested in the development and
progress of her students, we have
established the Moses Scholarship4
Fund in her memory. The fund will
be administered by the economics
division which Dr. Moses5 super¬
vised for so many years.
If you would like to make a contri¬
bution to this fund, please send it to
me in 6 the envelope that is enclosed.
I will see that it is transmitted to the
treasurer of the fund. Sincerely7
yours, [141]
LESSON 64
3 Dear Ms. Rush: Even though we
dislike having to do so, we will have
to raise the subscription rates for
the1 Magazine of Music sometime
this summer because our costs have
seriously increased. Consequently,
this is an2 advantageous time to
renew your subscription even
though it will not actually run out for
some time. We are3 offering our
present customers an opportunity to
extend their subscriptions for an
additional4 30 issues for only $25.
Take a few moments now, Ms.
Rush, to send us your renewal to the5
Magazine of Music. It is not neces¬
sary to include a remittance with
your renewal; we will bill6 you later.
Sincerely yours, [125]
4 Dear Mr. Sweet: The Tiger was
this country's first fine car utilizing
front-wheel drive. When drivers dis¬
covered the1 obvious advantages of
an engine that delivers power to the
front wheels, they were convinced.
Fame of the2 Tiger spread rapidly
because people liked the feeling of a
car being pulled rather than pushed.
In addition3 to front-wheel drive,
the latest Tiger has an efficient, effec¬
tive emissions control system. Fur¬
thermore, it4 gets as much as 30
miles on a gallon of gas.
Look at the latest Tiger the next
Lesson 64 93
time you are in town,5 Mr. Sweet. We
will be glad to tell you all about it. If
you wish, we will arrange for a test-
drive at your6 convenience. Cor¬
dially yours, [124]
5 Dear Mr. Baxter: Welcome to the
family of charge customers of the
Victory Men’s Shop. We look for¬
ward 1 with genuine pleasure to serv¬
ing your needs promptly, efficiently,
and courteously.
We have been satisfying2 the
clothing needs of the men in this
community continuously since
1960, and we are 3 confident that we
can satisfy your needs as well. Our
clothing is recognized by men
throughout the area for4 its charac¬
ter, its style, and its quality.
We know you will be pleased with
our fine values, and you will be
delighted5 with our prices that are
so easy on your budget.
Do come in soon, Mr. Baxter, and
look over the new6 summer suits we
have just placed on our racks. Sin¬
cerely yours, [130]
6 Dear Mr, Dunn: Our advertising
department has prepared a handy
little booklet entitled Getting 1 Along
With Your Car. The information in
this booklet can save you money now
and serious trouble later. It2 will
give you a better picture of what you
can do to improve your car’s per¬
formance. It suggests various ways3
in which you can save gasoline. The
booklet contains 26 chapters filled
with miscellaneous information4
about your car.
94 Lesson 65
Would you like to have a compli¬
mentary copy, Mr. Dunn? If you
would, you can get one by5 driving
into your local National gas station
and requesting it from the atten¬
dant.
This is another6 service that the
National Oil Company offers to help
car owners obtain the greatest satis¬
faction from 7 their cars and from our
products. Sincerely yours, [148]
7 Dear Mr. Judge: It is my genuine
pleasure to write you that on Thurs¬
day, May 11, our admissions1 com¬
mittee accepted your application to
become a season member of the
Madison Country Club. As you2 may
know, our season begins on May 30
and ends on Labor Day.
The dues for the coming year are3
$200. In addition, you must pay a
federal tax of $40. Please mail your
check for4 $240 in the envelope that
is enclosed.
We are delighted to have you as a
member, Mr. Judge.5 Sincerely
yours, [103]
LESSON 65
3 Dear Mr. Yates: We think you will
be interested in the results that one
of our clients obtained by advertis¬
ing1 in our magazine, The Flying Age.
From five ads in which the company
announced and explained a new,
carefully2 designed private plane,
they received almost 2,000 inquiries.
These inquiries eventually resulted 3
in over $750,000 worth of new busi¬
ness. These ads represented an in-
vestment4 of about $1,000.
Almost everyone who reads The
Flying Age is a potential buyer of5
aviation equipment. Each month
our magazine goes to more than
300,000 people who are interested6
in aviation. By the end of this year,
we hope to reach between 400,000
and 450,0007 readers.
See for yourself, Mr. Yates. Let one
of our representatives tell you more
about the8 advantages of advertis¬
ing in The Flying Age. You will be
making no mistake. Very truly
yours, [178]
4 Dear Ms. Frank: Here are some
impressive statistics. The December
1 issue of the Sunday Times con¬
tained 1 700 pages and weighed 6
pounds. The newsprint alone cost us
almost $2. To figure the total cost,
you2 would have to add the cost of
ink, distribution, and a share of the
salaries of more than 5,000 of our3
employees. Yet you could buy a copy
for the exceedingly low price of $ 1.
It takes a big newspaper4 to cover
the rich, varied interests of our more
than 4,500,000 highly educated3
readers.
Advertisers spend 20 percent more
of their advertising dollars to reach
high-income Times readers6 than
they do to reach readers of any
national magazine.
If you are interested in reaching
this affluent7 audience, you should
place an ad for your products in the
Sunday Times. Cordially yours, [156]
5 Mrs. Washington: It is a genuine
privilege to add your name to the list
of those who belong to the1 One
Million Dollar Club of the National
Life Insurance Company. You have
earned this high honor by provid¬
ing2 more than a million dollars’
worth of additional protection for
500 clients last year.
In a few3 days you will receive a
plaque commemorating your
achievement. In addition, you and
your family will receive4 a $3,000
trip to Europe that you may take any
time that is convenient for you.
Congratulations,5 Mrs. Washing¬
ton, on a wonderful job. I am confi¬
dent that shortly you will be able to
join6our Two Million DollarClub. A.
J. Brown [127]
6 Dear Mr. Poland: Thank you for
your order for 5,000 square yards of
Superior carpeting at the 1 special
price of $300 per hundred yards.
As you will see on the enclosed
form, we are shipping you2 3,000
yards this week. The remaining
2,000 yards will be shipped just as
soon as we receive additional stock
from3 the manufacturer in Nash¬
ville. This should be about March 5.
I hope, Mr. Poland, that this delay
will not4 cause you any inconve¬
nience. Cordially yours, [89]
7 Dear Dr. Washington: Are you a
good driver? If you are, you may be
entitled to our special auto1 insur¬
ance. Our plan was actually devel¬
oped to provide auto insurance at
low rates to people working in 2 gov¬
ernment positions. We still sell in-
Lesson 65 95
surance to people who work for the
government. However, we have
now3 opened our rolls to all careful
drivers.
Our policy can save you money. In
addition, it places at your4 service
35,000 agents and correspondents
throughout the world. These people
are ready to serve you6 twenty-four
hours a day.
Call or visit our offices the ne\*
time you are in town and let us tell
you how much we6 may be able to
save you under our insurance plan.
You will be making no mistake, Dr.
Washington. Yours7 very truly, [143]
8 Dear Mr. Edwards: Every busi¬
ness traveler should have a copy of
the Executive Travel Guide. It tells
you1 everything you need to know
about our schedules to several hun¬
dred major business centers in the
North, East, and2 West. You can
easily plan exactly when to leave and
when to return. This is an important
reason why 3 thousands of people use
the Executive Travel Guide every
week.
Send for your copy today. It costs
only4 $15. We will be glad to add
your name to our list of subscribers.
Then the next time you are going
someplace,5 reach for the Executive
Travel Guide. You will be able to
complete your travel plans with ease
and efficiency,6 Mr. Edwards. Very
cordially yours, [128]
LESSON 66
3 Gentlemen: Last year more
96 Lesson 66
newspapers were purchased and
read in this country than ever before.
In addition,1 several new morning
newspapers were successfully
launched.
Newspapers continue their undis¬
puted lead over all2 other media in
advertising income. There is no
question that the newspaper busi¬
ness is not only3 a healthy business
but also a growing one.
Today newspaper executives,
news correspondents, and4 re¬
porters are proud of their profession,
and they undoubtedly have every
right to be. They report happenings
of5 great importance throughout the
world regularly, responsibly, and ob¬
jectively. They have won the respect
of6 their readers.
If you would like to have a copy of
the Underwood Publications
Company's annual7 report and a
schedule of our advertising rates,
simply request them by returning
the enclosed card. We will be 8 glad to
send them to you. Cordially yours,
[167]
4 Ms. Worth: Yesterday I was in¬
formed by Mrs. Sweet of our person¬
nel department that you will soon
celebrate1 your fifth anniversary as
head of the correspondence depart¬
ment of the Bates Manufacturing
Company.2
As president of our organization, I
wish to thank you for the extraordi¬
nary, valuable3 contribution you
have made in solving the difficult
and unusual problems of that de¬
partment. At this time4 I am very
well satisfied with the progress of
that department.
Please accept the gift in the en¬
closed5 envelope as a small token of
our appreciation of your good work.
I hope, Ms. Worth, that you will be
with us for8 many more years. A. B.
Burns [125]
5 Dear Dr. Short: Next Tuesday,
November 7, you will have an oppor¬
tunity to exercise a very1 important
privilege, the right to vote. I think the
right to vote is the very foundation of
our2 particular system of govern¬
ment. It means that every one of us
can state his or her opinions and
ideas3 regarding any subject
without fear and can tell our govern¬
ment what direction it should fol¬
low.
Before you go to4 the polls, we
suggest that you inform yourself
about the candidates, their experi¬
ence, and the things they stand for.5
Decide which candidates will best
represent your interests and the in¬
terests of the general public. Then
vote6 accordingly.
As you know, your home is located
in District 4. In this election District
4 residents will7 vote at the State-
Street School. The voting hours are
from six in the morning until four in
the afternoon.
Take advantage8 of your franchise
by voting on November 7. Sincerely
yours, [123]
6 Mrs. Washington: Please place an
order immediately for 14,000 copies
of the enclosed circular.1 We still
have a small quantity on hand, but
that quantity will probably be ex¬
hausted in a few days.2
When they are ready, please ship
300of these circulars to the Birming¬
ham Hotel, where I will be speaking3
to the National Organization of Pub¬
lishing Executives on Monday, No¬
vember 4. I will4 distribute them
during the meeting.
If you have any trouble getting all
14,000 copies printed in time5 for the
meeting, ask the printer to make a
short run of the 300 copies and fill
the rest of the order6 as soon as
possible.
Will you please acknowledge this
memorandum as soon as you receive
it. Ellen Lopez7 [140]
7 Dear Mr. Edwards: I am comple¬
tely mystified. In your letter you ask
me if I could be a character1 refer¬
ence for Mr. Barry H. Johnson. I do
not recognize the name. To my
knowledge, Mr. Johnson was2 never
a member of our organization.
At one time we did employ a per¬
son by the name ofBarry H.3 Benson,
but Mr. Benson left before I joined
the organization.
I am sorry, Mr. Edwards, that I
must4 give you a rather unsatisfac¬
tory answer to your request. Sin¬
cerely yours, [95]
LESSON 67
3 Dear Mrs. Strong: One of the
most popular numbers in the tele¬
phone directory is (216)' 555-8106.
Lesson 67 97
Three or four thousand men and
women call it every week for many
reasons. They call it when2 they
want to sell a house, when they want
to find a job, or when they want to
rent an apartment.
Attheotherend3ofthat number is
one of the more than 100 people who
take ads for the Daily Times. These
people provide4 prompt, efficient,
and helpful services to our cus¬
tomers. However, they do more than
simply take customers’5 ads; they
actually help them prepare the ads.
So the next time you have some¬
thing you want to buy or to sell, call6
us and let us help you. You will be
able to get quick results at minimum
cost,Mrs. Strong.Cordially yours,'
[140]
4 Dear Dr. Blank: Thank you for
your letter of Monday, June 4, telling
me of your plan to spend a few days
in 1 Chicago beginning Tuesday, July
10. We will, of course, reserve as
much time as is necessary to talk2
about the merger we discussed over
the telephone several days ago.
I hope, Dr. Blank, that you will
have an3 opportunity to go through
our plant while you are here.
When your travel plans are defi¬
nite, please let me know. I4 will be
glad to make plans to have one of our
people meet you at the airport. Yours
very truly, [97]
5 Dear Mr. Edwards: One of the
most difficult things that confront
me in my job is writing collection
letters.1 I have to do two things —I
98 Lesson 67
must collect the money that is due
us, and I must try to keep a
customer’s 2 goodwill.
You can make my job easier, Mr.
Edwards, by sending your check for
$800 to me as soon3 as possible for
the goods you ordered on August 17.
As you know, we should have had
your check by 4 October 1.
A stamped, self- iddressed enve¬
lope is enclosed lor your conve¬
nience. Cordially yours, [96]
6 Dear Ms. Porter: You will be
interested to know that a few weeks
ago two of my associates and 11
purchased the Lexington Hotel in
Miami. We are renovating the entire
hotel, and we hope to be2 able to
finish the work by Novembe: 10, in
plenty of time for the opening of the
winter season.
If3 you are planning a winter vaca¬
tion, we hope that you will spend
some time with us. As we expect to
have a4 busy winter, we suggest that
you make your reservations as soon
as possible so that we can give you
just the 5 accommodations you want.
A reservation form is enclosed for
your convenience. Sincerely vours,
' [118]
7 Dear Mr. Brothers: Thank you
very much for your order for a No. 16
desk that you gave to our1 represen¬
tative, Mr. Temple. He was certainly
glad to get it. As you requested, your
order was shipped by truck2 directly
to your Boston office, and you should
receive it by Wednesday, December
15.
 I hope, Mr.3 Brothers, that you will
have an opportunity to visit our
showrooms in the near future. We
think you will be4 delighted with the
new furniture we have on our floors.
Sincerely yours, [93]
8 Dear Mr. Stern: If you have good
justification to request a loan and
have every reason to believe that1
you can repay it, come to the Na¬
tional Trust Company. We want to
say yes to your request.
For example,2 if your reason is
that you need a new car, we can say
yes to a request for a loan up to
$8,000.3 If you wish, we will even
reserve your money for a period of 90
days while you shop around in4
order to make the best possible deal.
We have loan officers at more than
50 locations who can say yes 5 to you.
When you need a loan for a worth¬
while purpose, stop in at any one of
them. We will be glad to see you,6 Mr.
Stern. Sincerely yours, [125]
LESSON 68
3 Dear Ms. Edwards: In just a few
years inflation can increase the cost
of replacing your home and your
possessions1 by thousands of dol¬
lars. If it does, we will automatically
increase the amount your
homeowner’s2 insurance will pay
should you experience a loss. It is one
less thing for you to worry about.
We can protect you3 from loss by
fire, theft, and many other things at
exceedingly low rates. We are the
world's largest, most successful4
home insurance company.
If you would like to know more
about our home insurance program,
invite our district5 representative to
visit you at your convenience. You
have nothing to lose and much to
gain. Sincerely yours,6 [120]
4 Dear Mr. Buckingham: Electric¬
ity is the most versatile and efficient
form of energy, but it1 is also the
most mysterious. We cannot see it.
We cannot smell it. We cannot hear
it. Perhaps you, like2 many of our
other customers, cannot answer
questions like:
1. Where does electricity come
from?
2. How3 is electricity made?
3. What fuels can be used to make
electricity?
4. Will we suddenly run out4 of
electricity in the future?
The answers to these and many
other questions about electricity5
are readily available in our loose-
leaf booklet, Electricity and You. To
obtain your free 6 copy, request one at
the suburban office of the public
utilities company in your neighbor¬
hood. If7 you prefer, you can mail the
enclosed card to us in the envelope
we have provided. Cordially yours,
" [158]
5 Dear Mr. Myers: Your letter in
which you ask several detailed ques¬
tions about the Model 118 1 calcula¬
tor has been referred to me. As you
probably know, we have just placed
this calculator on the market.
Lesson 68 99
 If2 I were to answer every one of
yourquestionscompletelv in a letter,
it would result in a long letter3
indeed. May I suggest instead, Mr.
Myers, that you talk to our repre¬
sentative in your area.
If4 this is agreeable to you, please
let us know on the enclosed self-
addressed card when it will be con¬
venient for5 our representative to
call. Cordially yours, [109]
6 Dear Depositor: As you may have
read in a special news report in a
recent edition of the Daily 1 Times,
the Empire Bank for Savings was
accused of having failed to pay a
$450,0002 tax bill on a foreclosed
property. The report, which is not
true, brings the integrity of our bank
into3 question.
When we acquired the property at
415 Fifth Avenue on March 27, it
had4 accumulated a tax obligation
under its previous ownership. On
August 11 we paid a tax bill5 of
$500,000. Then on September 28 we
paid a current tax bill of6 $140,000.
Far from being a tax delinquent, we
made a tax prepayment on the same
property7 of $138,000 on October 5
for a tax bill that was not actually
due8 until November 1.
We are calling these facts to the
attention of the editors of the Daily
Times. If they9 do not print a retrac¬
tion immediately, we will start suit
against them. Under the circum¬
stances, we10 definitely feel that we
have justification for this action.
Sincerely yours, [215]
100 Lesson 69
7 Dear Ms. Yates: The law does not
allow us to advertise our prescrip¬
tion prices in this state. However,
nothing 1 says that you cannot come
into our store, Ms. Yates, and check
them for yourself. We believe you
have a right to know2 prescription
prices before you have your prescrip-
tion filled.
At the Sweeny Supermarket, we
have a large prescription3 depart¬
ment located at our Lexington Ave¬
nue entrance. It is operated by
pharmacists who serve4 you with
courtesy, efficiency, and care.
Whenever you need medication
quickly, have your doctor phone us.5
We will try to have the prescription
filled by the time you call for it.
Sincerely yours, [115]
LESSON 69
3 Dear Mrs. Carlton: A tiny grape
fell on the floor of a supermarket.
The sweeper missed it, but Mrs.1
Miller, a customer, didn’t. She
slipped on it and hurt her back
seriously. She ended up suing for2
$5,000—and getting it. The super¬
market paid a substantial penalty
for not having adequate3 liability
insurance.
You may not have any grapes in
your business, but you probably
have other things4 around on which
customers can slip and hurt them¬
selves. Every business has its pit-
falls, and in our 1805 years in
business we have experienced most
of them. Consequently, we developed
a type of insurance that6 keeps risk of
loss from accidents to a minimum.
Let us tell you about this insur¬
ance, Mrs. Carlton. It7 could save
you thousands of dollars in the fu¬
ture. Call us at 555-9236 and arrange
to have one8 of our agents call to tell
you about it. There will be no obliga¬
tion on your part, of course. Yours
truly, [179]
4 Dear Mr. Smith: Do you know
that just one telephone call isall that
is necessary for you to arrange your1
flight, your hotel room, and your
rental car on your next trip to any of
the cities our airline serves? When
your call2 is completed, you will
have confirmations for all three res¬
ervations.
How do we take care of this so fast?
We3 do it by computer. We have the
largest, most efficient computer sys¬
tem in the airline industry. It4 is
linked with hundreds of fine hotels
and with the leading car-rental com¬
panies. No other airline can give
you5 so much help with just one
phone call.
So call Transcontinental Airlines
the next time you must travel to a
city6 we serve. Cordially yours, [124]
5 Dear Mr. and Mrs. Fox: We are
sorry that your stay at the Greenville
Hotel will end tomorrow. We are all1
aware of the problems involved in
getting home from a vacation, and
we want to assist you in making
vour2 departure as easy and effort¬
less as possible. If you have not
arranged transportation to the air¬
port,3 stop by the reception desk. We
can easily handle this detail for you.
Asvouknow.ourcheckout time is4
12 noon. However, if you cannot
leave until later in the afternoon, we
will transfer vour baggage to our5
storeroom. You are free to use all our
facilities until your departure time.
We sincerely hope that you en-
joyed6yourstay with usand thatvou
have a very pleasant trip home. We
also hope that we will see you again
before7 long. Sincerely yours, [144]
6 Dear Mr. James: Postage rates
are high, and they will be still higher
in the days ahead.
To help publishers keep their1
mailing costs down, we have devel¬
oped a special paper that is about 50
percent lighter than ordinary2 pa¬
per.
If you are interested in keeping
your postage costs down, let us give
you the complete story. A3 visit by
one of our representatives will cost
you nothing, but it may save you
thousands of dollars. Sincerely4
yours, [81]
LESSON 70
3 The Retail Store
The one institution in the market¬
ing field with which all of us are
familiar is the 1 retail store. As we all
know, a retail store sells directly to
the consumer and is the last market¬
ing2 institution in the channel of
distribution.
You have probably been doing
Lesson 70 101
business with a particular3 retail
store since you were in grammar
school. Today you probably visit
many retail stores quite frequently.
You may 4 not, of course, always buy
something, but your visits help you
to keep yourself aware of the latest
styles in clothing,5 in sporting
equipment, and perhaps in school
supplies.
Retailing Is Important. Retail
stores bring together in 6 convenient
locations the products of the earth,
forest, ocean, farm, and factory.
Basically, the functions7 of the
store retailer are these:
1. Seeking out goods from sources
in many locations.
2. Providing a wide8 range of sizes,
colors, and brands for retail cus¬
tomers.
3. Keeping merchandise in stock
for weeks or months.
4.9 Providing an elficient, friendly
place for customers to shop.
5. Selling at competitive prices.
Early10 Trading. The trading post
was the first retail store in this
country. As early as 1609, Henry
Hudson had11 a thriving business.
He traded quantities of tools and
utensils for valuable furs. By 1623,12
settlers from Holland established a
trading post on the site that is now
Albany.
By 1650, retail13 stores were being
opened in Boston and New York, but
they were not retail stores as we
know them today. Most of them 14
were simply a room in a merchant’s
house.
The era of modern retailing really
102 Appendix
began with the birth of the 15 depart¬
ment store about 1860. Today mil¬
lions of people throughout the world
work in retail stores. [318]
APPENDIX
Key to Chart on Page 352
BRIEF FORMS OF GREGG
SHORTHAND IN ORDER
OF THEIR PRESENTATION
3 I, Mr., have, are-our-hour, will-
well, a-an, am, it-at, in-not.
5 Is-his, the, that, can, you-your,
Mrs., of, with, but.
8 For, would, there (their), this,
good, they, which, them, be-by.
II And, when, from, should, could,
send, after, street, were.
13 Glad, work, yesterday, circular,
order, soon, enclose, was, thank.
15 Value, than, one (won), what,
about, thing-think, business, doctor,
any.
17 Gentlemen, important-
importance, morning, where, com¬
pany, manufacture, next, short.
19 Present, part, advertise, Ms.,
immediate, opportunity.
21 Advantage, suggest, several,
out, every-ever, very.
23 Time, acknowledge, general,
question, organize, over.
25 Difficult, envelope, progress,
success, satisfy-satisfactory, state,
request, wish, under.
27 Particular, probable, regular,
speak, idea, subject, regard, newspa¬
per, opinion.
29 Responsible, worth, public, throughout, object, objected, char¬
publish-publication, ordinary, expe¬ acter, characters, govern, govern¬
rience, usual, world, recognize. ment, correspond-correspondence,
31 Never, quantity, executive, corresponded.

Applendix 103
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 Gregg

9780070377509
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