1. For two months you have been without a credit man. You wish to be very careful in your choice because of the importance of the position. J. B. Wright of 439 Russell Ave., Indianapolis, is a personal friend of yours. He has heard that you need a credit man and he recommends Joseph Haddon, who worked for him three years in that capacity until a year ago when he went to Colorado because of the ill-health of his wife. Meanwhile, Mr. Wright's son has been acting as his credit man. Mrs. Haddon has now recovered, and her husband is anxious to get another position. Reproduce Mr. Wright's letter.
2. Write the letter Mr. Wright sends Mr. Haddon in Colorado, suggesting that the latter apply for the position.
3. At the same time Joseph Haddon writes, applying for the position. Write the letter of application.
4. Write Mr. Haddon's letter thanking Mr. Wright for his interest. Remember that the two men know each other.
5. Joseph Haddon, whom you have engaged, is proving to be a very alert credit man. He has made a study of your credit files and has discovered that you have a great many accounts of long standing that ought to be collected. He prepares a courteous letter to send to the debtors, telling them that he has just been made credit man and that he personally would like to get into closer touch with their particular situation to find out how soon he might expect a remittance from them, so that he could plan the future of his department. Write the letter. (See page 254.)
6. A number of retailers remit the amount that they owe. Some explain their situation in detail, but a great many do not respond to (5). Write another letter, still courteous, but more emphatic than (5), to those who did not respond. (See page 255.)
7. Still a number do not respond. Write a third letter, saying that you will place the matter in the hands of your attorney unless you receive a remittance within ten days.
8. Mr. Haddon discovers that there are about a hundred retailers who used to be customers, but who have bought nothing for about two years. He reports this to the sales manager, Mr. James Woodworth, who writes a letter to the retailers to induce them to send another order, using the canned fruit spoken of in (8) of Exercise 264 as a means of interesting them.