Anonymous / 2008-11-11 00:00:00


Another nearby source of information is the status of the customer's
account; whether he is slow pay or a man who always discounts his
bills. It is a very important fact for the correspondent to know
whether the records show an increasing business or a business that
barely holds its own.
Then a most important source--by many considered the most valuable
material of all--is the customer himself. It may be laid down as a
general proposition that the more the correspondent knows about the
man to whom he is writing, the better appeal he can make.
In the first place, he wants to know the size and character of the
customer's business. He should know the customer's location, not
merely as a name that goes on the envelope, but some pertinent facts
regarding the state or section. If he can find out something
regarding a customer's standing and his competition, it will help
him to understand his problems.
Fortunate is the correspondent who knows something regarding the
personal peculiarities of the man to whom he is writing. If he
understands his hobbies, his cherished ambition, his home life, he
can shape his appeal in a more personal way.
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