For most business men read their letters in a receptive state of

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:

The form letter has a heavy load which carries a row of

hieroglyphics at the bottom of the page--the 'X-Y-Z,' the '4, 8, 6,'
the 'Dictated WML-OR' and the twenty and one other key numbers and
symbols common to the form letters of many houses
The form letter has a heavy load which carries a row of
hieroglyphics at the bottom of the page--the 'X-Y-Z,' the '4, 8, 6,'
the 'Dictated WML-OR' and the twenty and one other key numbers and
symbols common to the form letters of many houses. When a man
receives such a letter, he is impressed by the mass of tangled
mechanical operations the message has undergone; on its face he has
the story of its mechanical make-up and its virility is lost,
absolutely.