'Your letter reached me at a very opportune time as I have been

looking for a representative in your territory
'Your letter reached me at a very opportune time as I have been
looking for a representative in your territory.'

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.

The savings bank provides a safe place for the care of such

deposits, and it pays such rates of interest on such deposits as
are warranted by the earnings of its investments after paying the
expenses incident to the proper conduct of its officers
The savings bank provides a safe place for the care of such
deposits, and it pays such rates of interest on such deposits as
are warranted by the earnings of its investments after paying the
expenses incident to the proper conduct of its officers.

Wholesale houses send such bills as soon as the goods are shipped

or delivered, though the payment, as per agreement, is not to be
made for thirty, sixty or ninety days
Wholesale houses send such bills as soon as the goods are shipped
or delivered, though the payment, as per agreement, is not to be
made for thirty, sixty or ninety days.

Everything being ready, the cardinal-legate left his throne, went to the

foot of the altar, and commenced the _Veni Creator_, which was taken up
and executed by the fine orchestra
Everything being ready, the cardinal-legate left his throne, went to the
foot of the altar, and commenced the _Veni Creator_, which was taken up
and executed by the fine orchestra. The music was inexpressibly grand.
When it was concluded the masters of ceremonies saluted the altar and
their majesties, and then waited upon the legate, who at once catechised
the sponsors. He then conducted the royal babe to the font, holding the
baptismal robe. Napoleon and Eugenia ascended the throne. The duchess of
Baden, representing the god-mother, advanced to the font. The god-father
was the pope, represented by the legate. The baptism was then proceeded
with.

[Footnote 2: All this imaginary picture is of events before the war

[Footnote 2: All this imaginary picture is of events before the war. At
present Dr. Pillman, being a patriotic citizen, is saving much faster
than before, and putting every pound that he can save into the hands of
the British Government by subscribing to War Loans and buying Exchequer
bonds. He is too old to go and do medical work at the front, so he does
the next best thing by cutting down his expenses and finding money for
the war.]

In the revolution of July Dumas acted bravely, and has himself told the

story of his conduct with not a little boasting
In the revolution of July Dumas acted bravely, and has himself told the
story of his conduct with not a little boasting. He brought out the
drama of _Napoleon Bonaparte_, and that of _Charles VII._, after Louis
Phillippe was upon the throne. These dramas he had the fame of writing,
but other persons wrote largely in them. He adopted the plan of
employing good writers upon the different parts of a drama, and while
himself superintending the whole and writing prominent parts, yet
entrusting to his assistants a great portion of the composition. It was
his genius which arranged the plot and guided the selection of
characters, but the glory should have often been divided with his
humbler co-laborers. Victor Hugo wrote a play which the censors would
not allow to be brought out. He read it to Dumas. The latter soon issued
a play which was so very like that of Hugo, that when sometime after the
interdict was taken off from the play of Hugo, he was accused of
stealing from Dumas. But the truth was easily to be proved--that Hugo"s
play was _first_ written--and Dumas declared in the public newspapers
that if there was any plagiarism in anybody, himself was the guilty
party! A new play now appeared which was principally written by
assistants, and which was also defaced by plagiarisms. Like some of
those which preceded it, it made light, indeed glorified, vices of the
darkest dye.

The gold standard has not driven silver out of circulation, for it

is still found convenient to use it in settling immediately our
smaller business transactions
The gold standard has not driven silver out of circulation, for it
is still found convenient to use it in settling immediately our
smaller business transactions.

Present statistics, however, upon the morality and immorality of women

who belong to what is at present termed the 'servant class,' prove only
too clearly that the 'protection' provided by the employer"s home does
not protect
Present statistics, however, upon the morality and immorality of women
who belong to what is at present termed the 'servant class,' prove only
too clearly that the 'protection' provided by the employer"s home does
not protect. The shelter thus given serves too often to encourage a life
of deception, especially as in reality the housewife knows but little of
what takes place 'below stairs.'

The fact that the recipient knows a form letter as such, largely

nullifies its influence
The fact that the recipient knows a form letter as such, largely
nullifies its influence. A business man who sends out a large number
of form letters a year claims that when he gets a reply beginning,
'In response to your form letter,' he knows that the effect of that
letter is absolutely lost on a large percentage of this list who
seldom or never bother to read such communications. And one of the
distinguishing marks of such a letter is the poor quality of its
paper.

Out of curiosity I went one day with a friend to one of the most

gorgeous of the _restaurants_ on the Boulevards
Out of curiosity I went one day with a friend to one of the most
gorgeous of the _restaurants_ on the Boulevards. Notwithstanding the
descriptions I had read and listened to from the lips of friends, I was
surprised at the splendor and style of the place. We sat down before a
fine window which was raised, looking into the street. Indeed, so close
sat we to it that the fashionable promenaders could each, if he liked,
have peeped into our dishes. But Parisians never trouble strangers with
their inquisitiveness. We sat down before a table of exquisite marble,
and a waiter dressed as neatly, and indeed gracefully, as a gentleman,
handed us a bill of fare. It was long enough in itself to make a man a
dinner, if the material were only palatable. Including dessert and
wines, there were one hundred specifications! There were ten kinds of
meat, and fourteen varieties of poultry. Of course there were many
varieties of game, and there were eight kinds of pastry. Of fish there
were fourteen kinds, there were ten side dishes, a dozen sweet dishes,
and a dozen kinds of wine.

When it comes to framing up a campaign there are many points, minor

in themselves, but each having its significance, that it is well to
consider
When it comes to framing up a campaign there are many points, minor
in themselves, but each having its significance, that it is well to
consider. It frequently happens that not enough attention is paid to
the stationery that is used for farmers, but all these things have
their influence in prejudicing the recipient for or against a new
house.

In this letter there is not the faintest suggestion of the profits

that the writer hopes to make by the sale
In this letter there is not the faintest suggestion of the profits
that the writer hopes to make by the sale. A man is going to listen
just as long as you talk about him; a woman will keep on reading
your letter as long as you talk about her. Shout 'You' and whisper
'_me_' and your letter will carry home, straight to the heart of the
reader.

In our last lecture was mentioned the carriage of merchandise by

common carriers
In our last lecture was mentioned the carriage of merchandise by
common carriers. They not only carry merchandise--they also keep it.
When merchandise reaches its destination and shippers have had a
reasonable time to take it away, but neglect to do so, a common
carrier is no longer liable for its safe keeping as a common carrier
but only as a warehouseman. What do we mean by this? As we have seen,
a common carrier, unless he makes a special contract for carrying the
merchandise, is liable for everything lost or injured except 'by the
act of God or the public enemy'; or, as we have already said, he is an
insurer for safely taking and keeping the merchandise while it is in
his charge. When the merchandise has reached the final station, and
the person to whom it is shipped or sent has had ample time to take it
away and does not do so, the carrier still keeps the merchandise in
his warehouse or depot, but he is no longer liable as a carrier for
keeping it but simply as a warehouseman. In other words, if goods are
kept by him for this longer period, he is liable for their loss only
in the event of gross negligence on his part. If a fire should break
out and the goods be burned, unless it happened by his own gross
negligence, he would not be liable for the loss. So, too, if a thief
should break into his warehouse and steal the goods, he would not be
liable for the theft unless it was shown that he was grossly negligent
in not providing a safer building. If the rats and mice should destroy
the goods while they were in the common carrier"s building, the same
rule would apply; or if they were injured or destroyed in any other
manner, he would not be responsible for the loss unless gross
negligence was shown.

6

6. (_a_) Enumerate some of the abuses of rate discrimination in the
United States and tell how they are met. (_b_) What are the
advantages to the public of freight organisations which arrange
for through service? (_c_) Explain in detail the methods adopted
by leading and competing railway lines to regulate and adjust
freight rates. (_d_) What are _differentials_? How are (1)
through and (2) local passenger rates regulated?

'We send this tape measure to you because we want to avoid the least

possibility of variation in your measurements
'We send this tape measure to you because we want to avoid the least
possibility of variation in your measurements. We want to make your
suit perfect, and we will personally see to every detail of its
making.'

GROSS commonly means coarse or bulky

GROSS commonly means coarse or bulky. In trade it is used with
reference to both money and goods. The _gross_ weight of a package
includes the weight of the case or wrappings. The larger sum in an
account or bill--that is, the sum of money before any allowance or
deductions are made--is the _gross_ amount of the bill. The word NET
is derived from a Latin word meaning neat, clean, unadulterated, and
indicates the amount of goods or money after all the deductions have
been made. To say that a price is _net_ is to indicate that no further
discount will be made.

Moliere went on with the management of his theater, and writing and

bringing out new plays
Moliere went on with the management of his theater, and writing and
bringing out new plays. One of them--'_L"Ecole des Femmes_'--was
translated and amended into the English by Wycherly, and was altogether
more licentious in plot than in the original language. It was very
popular in England, but not so much so in France.

Some correspondents become adept in coupling up the news of the day

with their products
Some correspondents become adept in coupling up the news of the day
with their products. A thousand and one different events may be
given a twist to connect the reader"s interest with the house
products and supply a reason for 'buying now.' The fluctuation in
prices of raw materials, drought, late seasons, railway rates,
fires, bumper crops, political discussions, new inventions,
scientific achievements--there is hardly a happening that the clever
correspondent, hard pressed for new talking points, cannot work into
a sales letter as a reason for interesting the reader in his goods.