mind
For most business men read their letters in a receptive state of
mind. The letterhead may show that the message concerns a
duplicating machine and the one to whom it is addressed may feel
confident in his own mind that he does not want a duplicating
machine. At the same time he is willing to read the letter, for it
may give him some new idea, some practical suggestion as to how such
a device would be a good investment and make money for him. He is
anxious to learn how the machine may be related to his particular
problems. But it is not likely that he has time or sufficient
interest to wade through a long letter starting out:
