,h[ ,dep>tm5t ,/ores ,are ,c>ri$ ,on    
,,by    ,w4 ,b4 ,,phillips              
,illu/ration       ,,new ,,york         
,,dodd1 ,,mead  ,,company   #aija       
,cont5ts4    ,introduction1             
#e    ,g5]al ,pr9ciples1                
#g    ,! ,managem5t1                    
#aj    ,! ,sy/em1                       
#ab    ,adv]tis+1                       
#ae    ,! ,buy+ ,organization1          
#be    ,receiv+ ,goods1                 
#cb    ,tak+ ,c>e ( ,/ock1              
#cd    ,s]v+ ,cu/om]s1                  
#ce    ,ex*ang+ ,goods1                 
#ch    ,floor ,manag]s & ,u%]s1         
#dj    ,mak+ out ,*ecks1                
#dc    ,inspect+1 ,*eck+ & ,p>cell+     
,goods1                                 
#df    ,collect+ ,goods = ,deliv]y1     
#dh    ,deliv]+ ,goods1                 
#ea    ,/ables1                         
#ed    ,ca% ,(fice1                     
#eg    ,*eck ,(fice1 or ,audit+         
,dep>tm5t1           #eh    ,c4 ,o4 ,d4 
,bus9ess1                               

#fj    ,! ,mail-,ord] ,bus9ess1         
#fb    ,catalogues1                     
#gc    ,receiv+ & ,op5+ ,mail1          
#ie    ,book-keep+1 ,buy+1 ,*eck+1 etc41
          #ajj    ,assembl+ & ,pack+    
,mail-,ord]   ,goods1                   
#ajf    ,goods s5t by ,mail1            
,correspond5ce1   ,pay+ = ,goods1 etc41 
#aaj    ,fil+ ,correspond5ce1           
#aag    ,special ,ord]s1                
#aai    ,return$ ,goods1 ,ex*anges &    
,compla9ts1      #aba    ,samples1      
#abc    ,keep+ ,employees' ,"t1         
#abe    ,employ+ ,help1                 
#abh    ,pay+ ,wages1                   
#acj    ,wat*m51                        
#aca    ,g5]al ,rules = ,employees1     
#acc    ,me*anical ,section1            
#aci     ,,introduction4   ,no o!r bran*
 ( bus9ess c be> comp>ison ) ! wond]ful 
results a*iev$ by ,dep>tm5t ,/ores1 su* 
a success z has made !m ! wond] ( mod]n 
m]*&is+4 ,^! /ores1 t h gr[n to         
greatness f small beg9n+s1 h a =ce & p[]
 beh9d !m t comm&s g5]al int]e/4 ,_!    

/ore-keep+ re/s ^u c]ta9 well-def9$     
pr9ciples1 & n ^u *ance1 s5sations or   
exp]im5ts4  ,x is n ! int5tion 9 ?is    
volume to prejudice public op9ion aga9/ 
,dep>tm5t ,/ores4 ,no attempt has be5   
made to enum]ate any reasons :y !y exi/ 
& fl\ri%1 nor any ef=t made to prove t  
!y are a necessity1 or o!rwise4  ,:e!r  
!y promote & build up ! be/ int]e/s ( ! 
p & c\ntry at l>ge1 or are detrim5tal to
 !m1 is a "q on :i* intellig5t op9ion is
 l>gely divid$4  ,! fact rema9s--a pla9 
indisputable fact--t !y d exi/2 t !y h  
_h a trem5d\s gr[? 9 rec5t ye>s1 bo? 9  
,europe & ,am]ica2 t organizations ( ?is
 "* beg9n+ a few ye>s ago h develop$    
into ! l>ge/ & mo/ successful m]cantile 
in/itutions 9 ! _w4  ,! au?or1 f sev]al 
ye>s' practical exp]i5ce1 hav+ be5      
closely id5tifi$ ) ! policy adopt$1 & ) 
all ! detail ( sy/em employ$1 9 runn+ "o
 ( ! l>ge/ ,dep>tm5t ,/ores on ?is      
cont95t1 hav+ visit$ at diff]5t times ! 
trade c5t]s ( ,am]ica1 & exam9$ c>efully
 into ! sy/ems employ$ 9 o!r /ores ( a  

simil> "*1 & made c>eful comp>isons1 is 
satisfi$ t ! enquir+ public w appreciate
 ! endeavor to give !m an intellig5t    
idea ( ,h[ ,dep>tm5t ,/ores are c>ri$   
on4     ,g5]al ,pr9ciples4   ,"o ( !    
great und]ly+ pr9ciples ( ,mod]n        
,dep>tm5t ,/ores is ca%4 ,buy+ & sell+ =
 ca%4 ,ca% & "o price4 ,"s deviations   
are made f ?is rule1 accord+ to exi/+   
conditions 9 diff]5t bus9ess c5t]s2 b   
?is is exceptional1 ! l>g] p]c5tage (   
trade be+ /rictly ca%1 & ?is fact has   
contribut$ l>gely to ! g5]al success4   
,a few ye>s ago nobody sold = ca%4      
,nobody 9 ^? days m>k$ ! price on goods 
9 pla9 figures & /uck to x4 ,to-day ?is 
is done1 & is ackn[l$g$ to be highly    
satisfactory4  ,! fir/ aim is to get !  
be/ & *oice/ goods direct f ! mak]s2 &1 
second1 to h ! l[e/ prices1 ?us enl>g+ !
 pur*as+ p[] ( e doll>4 ,a ,dep>tm5t    
,/ore is diff]5t f ! ord9>y /ore1 by be+
 big en\gh to deal 9 almo/ ev]y?+ t p   
ne$2 h&l+ m]*&ise ( e class t goes well 
toge!r = all sorts ( p2 provid+ ! means 

( do+ ev]y?+ quickly1 easily1 *eaply4   
,a /ore l>ge en\gh to accommodate ?\s&s 
( %opp]s arrang$ to s]ve a purpose4     
,floor ^u floor fill$ ) m]*&ise1 broad  
aisles1 easy /airways1 elevators to d ! 
/air climb+1 ca% sy/em = quick & easy   
*ange-mak+1 ) all ! newe/ ideas 9 /ore  
me*anism2 places to sit1 wait1 meet1    
lun*1 talk & re/2 9 %ort1 an ideal place
 to %op 94 ,ev]y?+ done t c be done to  
/udy ! conv5i5ce ( cu/om]s & look aft]  
_! int]e/s4 ,?is con/itutes "o ( !      
greate/ factors 9 ! success ( mod]n     
retail+4  ,look+ aft] ! cu/om]4 ,look+  
aft] !m 9 su* a mann] t ! s]vice is an  
attraction 9 itself1 t %opp+ is made    
easy & com=table4 ,s]vice is :at ^!     
/ores are =4 ,complete s]vice 9 e       
detail1 beg9n+ ) ! pur*ase ( ! goods1 & 
end+ ) deliv]y to cu/om]s1 gu>antee+ e  
article sold to be exactly z repres5t$1 
or *e]fully refund+ ! money4  ,!        
developm5t ( ^! great bus9esses is      
l>gely ! product ( bett] s]vice1 & ?is  
s]vice has be5 effective 9 w9n+ ! favor 

( %opp]s4  ,! /r5g? ( ^! organizations1 
:ile c5t]$ 9 well-kn[n pr9ciples /rictly
 adh]$ to1 is back$ up by a well-def9$  
sy/em ( gov]nm5t1 includ+ all dep>tm5ts1
 & ! developm5t ( ?is sy/em has _h a    
great deal to d ) ! success ( pres5t-day
 bus9ess4 ,! pr9ciples ref]r$ to build  
up & support ! bus9ess1 b x is ! c>eful 
managem5t & p]fect sy/em :i* controls4  
,! ,managem5t4   ,! c5tral po9t ar\nd   
:i* ! :ole organization ( ,dep>tm5t     
,/ores ga!r is ! man1 or m51 :o put up !
 capital2 :o own1 control & manage !    
bus9ess2 & :o insi/ t ! pr(its %all be  
consi/5t ) _! expectations4 ,!y n only  
put up ! ca%1 b def9e ! policy ( !      
bus9ess1 & organize & develop ! sy/em "u
 :i* x op]ates4 ,! organiz+ & executive 
ability1 z well z ! faculty ( kn[+ m51  
mu/ be l>gely display$2 kn[+ m51 & h[ to
 comb9e !m2 kn[+ h[ to use _!           
capabilities & en]gies1 h[ to br+ out   
all _! qualifications & all _!          
ambitions4  ,! managem5t mu/ be ( l>ge  
p]spective & broad exp]i5ce1 make a     

close /udy ( /ore-keep+ ways & me?ods1  
be quick to take advantage ( e new idea 
9 s]vice & appo9tm5ts1 & ent]pris+ 9    
ev]y?+ t goes to make a bus9ess /rong & 
successful4 ,associat$ ) ! head ( !     
bus9ess1 usually select$ f active work]s
 :o live ) ! bus9ess e day1 are a few :o
 are tak5 into intimate relations ) !   
bus9ess policy1 & :o v mat]ially assi/ 9
 its developm5t1 & 9 ! work+ out &      
build+ up ( ! sy/em by :i* ! bus9ess is 
c>ri$ on4 ,capable1 intellig5t1         
en]getic1 lieut5ants1 :o are int5sely   
int]e/$1 & :o exhibit no lack (         
e>ne/ness or en]gy2 :o are imbu$ )      
implicit fai? & confid5ce 9 :atev] may  
be advocat$ & decid$ ^u1 & :o direct _! 
be/ ef=ts to its accompli%m5t4     ,!   
,sy/em4   ,! sy/em t dresses ! w9d[s )  
attractive goods1 t provides ! special  
b>ga9s1 t furni%es su* a v>iety ( goods 
compris+ ne>ly ev]y?+ t p we> or use1 t 
gives a c\rte\s & agreeable s]vice "u   
all conditions1 t provides a place to   
re/ :5 fatigu$1 t enables %opp+ to be   

done "u su* favorable circum/ances1 t   
deliv]s all pur*ases promptly1 & if a   
mi/ake has be5 made 9 ! selection1 or = 
any reason goods b\ght are n            
satisfactory1 pres5ts no difficulty 9 _!
 be+ ex*ang$ or ! money refund$2 ! sy/em
 :i* does all ?is & m is n ! result (   
accid5t or *ance1 b !re is a va/ ma*9]y 
beh9d x all :i* directs & controls4  ,b 
! sy/em mu/ d mu* m ?an ?is4 ,x mu/     
provide = gett+ at results1 & x is 9 ?is
 respect t ! p]fection ( ! sy/em is     
rea*$4 ,:ile ! /ore space is divid$ up  
into little /ores or dep>tm5ts1 "u      
diff]5t heads1 :o are giv5 e possible   
leeway 9 ! buy+ ( goods & managem5t (   
/ocks1 yet ea* head is made directly    
responsible = ev]y?+ 9 connection ) ?is 
"p ( ! bus9ess4 ,ea* dep>tm5t is *>g$ ) 
! goods b\ght & ) ! exp5se ( sell+1 &   
cr$it$ ) ! sales made4 ,ea* section pays
 its prop] %>e ( all g5]al exp5ses1 su* 
z deliv]+ goods1 light+1 heat+1 elevator
 s]vice1 fixtures1 r5t1 etc4 ,! sy/em   
employ$ enables ! head ( ! bus9ess to   

always "k ! true condition ( ea*        
section4 ,x enables him to "k1 if       
desir$1 :at ea* individual salesp]son   
does2 h[ mu* ! total bus9ess is ( any   
dep>tm5t on any day2 :at ! exp5ses are =
 any giv5 "t2 & ^! facts are n obta9$   
spasmodically1 b are regul>ly record$ & 
made use (4 ,lack ( k ( ! condition (   
any dep>tm5t does n exi/4 ,success1 or !
 lack ( x1 is app>5t at once4 ,! tru? ( 
,et]nal ,vigilance be+ ! ,price (       
,success is "h ackn[l$g$1 & 9 no o!r    
bus9ess organization is m special c>e & 
att5tion paid to kn[+ con/antly j :at ! 
actual results are4     ,adv]tis+4      
,someone has said1 ,! "t to adv]tise is 
all ! "t1 & among mod]n bus9ess         
organizations none m ?or\ghly recognize 
& /rictly adh]e to ?is /atem5t ?an      
,dep>tm5t ,/ores4 ,n[h]e else is !      
sci5ce1 ! art1 ( adv]tis+ m intellig5tly
 und]/ood1 appreciat$ & appli$4         
,adv]tis+ is recogniz$ z ! pulse ( !    
bus9ess1 ! great vitaliz+ =ce4 ,!       
importance ( ! relation ( adv]tis+ to   

bus9ess _c possibly be exagg]at$1 & =   
?is reason x is consid]$ mo/ s]i\sly4 ,a
 recogniz$ au?ority has said1 ,adv]tis+ 
tak5 s]i\sly 9 ! retail bus9ess makes ! 
policy ( ! bus9ess4 ,x is ! fundam5tal  
?+1 ! corn] /one4 ,!re=e1 x dem&s !     
att5tion ( ! head ( ! bus9ess4 ,i _c ?9k
 ( any conc]n s l>ge 9 its affairs1 s   
ext5d$ 9 its ramifications1 ) s _m      
responsibilities re/+ ^u ! head ( !     
bus9ess1 z to make ! adv]tis+ subs]vi5t 
to ! g5]al managem5t ( ! bus9ess1 to    
make ! head ( ! bus9ess ignore !        
adv]tis+4 ,! manag] ( a dep>tm5t1 & !   
salespeople :o are to sell ! goods1 %\ld
 be told ! policy ( ! head ( ! bus9ess s
 f> z adv]tis+ is conc]n$1 & ! way !    
matt] is to be pres5t$ to ! public1 s z 
to ar\se ! int]e/ ( all4 ,x is important
 t ! man at ! head %\ld vitalize !      
bus9ess by mak+ ev]ybody feel & "k t !  
adv]tis+1 ! address to ! public1 is made
 9 con=mity ) 8 wi%es1 "u 8 sup]vision1 
& is absolutely "p ( 8 plans = dispos+ (
 8 m]*&ise4 ,?is be+ s1 ! proposition t 

! adv]tis+ ( a well-ord]$ e/abli%m5t    
makes ! policy ( ! bus9ess is really    
correct4  ,_m me?ods are made use ( to  
pres5t & keep ! bus9ess be=e ! public1 b
 prem95tly ! be/ & mo/ satisfactory is !
 newspap]4 ,its columns are recogniz$ z 
! v be/ m$ium = bus9ess notices1 go+ z x
 does into ! homes ( ! p regul>ly1 fill$
 ) ! _w's news1 ) in=mation = ev]ybody1 
ab\t ev]y?+ f ev]y:]e4 ,! newspap]      
column is ! m]*ant's plat=m1 8 pulpit f 
:i* he speaks to ! public4 ,x gives 8   
words ?\s&s ( tongues4 ,x is 9 ?is way  
he rea*es 8 audi5ce & tells !m ab\t 8   
goods & bus9ess4 ,he mu/ talk /raight1 &
 8 address mu/ be int]e/+ & readable1 &1
 above ev]y?+ else1 true4 ,x mu/ always 
h ! true r+ ( hone/y1 & adv]tisem5ts are
 becom+ m tru?ful e day1 z bus9ess m5   
realize t x mu/ be true or x w fail4 ,p 
judge & =m _! e/imate ( a bus9ess by !  
hone/y ) :i* _! adv]tisem5ts are liv$ up
 to1 soon f9d ! tru?-tell+ places1 &    
trade gravitates t way ) absolute       
c]ta9ty4 ,ly+ adv]tisem5ts nev] built a 

p]man5t & successful bus9ess4 ,adv]tis+ 
( to-day is hone/1 or meant to be1 &1 e 
day1 p are ga9+ m confid5ce 9 x1 & are  
und]/&+ m & m t x is a necess>y &       
legitimate "p ( ?is bus9ess2 9 o!r      
words1 a ,/ore ,bullet91 to :i* !y c    
ref] z an hone/ /atem5t ( :at ! /ore has
 to (f] !m4  ,adv]tis+ prop]ly means    
attractive news1 news ( daily           
importance1 news :i* is appreciat$ &    
tak5 advantage ( by ! mo/ wide-awake1   
economical & ?rifty4 ,news t mu/ n get  
old by repetition4 ,!re is no?+ m       
important ab\t ! bus9ess ?an adv]tis+4  
,( :at use to h tons ( m]*&ise to sell  
if ! p are n told ab\t x1 told ab\t x   
regul>ly8 ,keep+ ev]la/+ly at x4 ,hamm]+
 away day aft] day4 ,cont9u\s ef=t 9 !  
"r direction1 sy/ematic1 p]si/5t4 ,!    
adv]tis+ mu/ be cle>1 logical & conv9c+2
 conta9+ exact & def9ite in=mation1     
tell+ ! /ore news pla9ly & hone/ly1     
tell+ ! p :at ! /ore c d = !m1 tell+ x  
(t5 & 9 ! "r way4 ,"s dep>tm5ts may be  
sy/ematiz$ s f9e t !y don't require su* 

undivid$ att5tion2 b ! adv]tis+ c't run 
along l ?is1 b mu/ h con/ant & c>eful   
?\ght4 ,e adv]tisem5t mu/ h c>eful      
consid]ation4 ,c>elessness or neglect w 
lead to s]i\s results4 ,spasmodic       
adv]tis+ won't d4 ,"o might z well      
expect to close ! /ore "o day & op5 x ! 
next4 ,x mu/ be regul>1 j z regul> z !  
day comes4  ,attractive adv]tis+ becomes
 a dep>tm5t ( ! pap]1 & p expect x--look
 = x ) ! same int]e/ z o!r features4 ,x 
is keep+ ! bus9ess prom95tly be=e ! p & 
ask+ p]si/5tly = _! trade t br+s !      
bus9ess4 ,adv]tis+ is ! greate/ =ce1 !  
mo/ p[]ful lev]1 = facilitat+ bus9ess4  
,!re is a g5]ally-accept$ !ory t        
adv]tis+ pays1 b ,dep>tm5t ,/ores prove 
by facts t ! !ory is true4 ,!re has be5 
consid]able talk ab\t ! unc]ta9ty (     
adv]tis+2 b ?or\ghly und]/ood &         
skillfully us$ 9 ! int]e/ ( ,dep>tm5t   
,/ores1 x has become a mo/ p[]ful factor
 9 contribut+ to _! g5]al success4      
,back ( ,dep>tm5t ,/ore success1 are    
e>ne/ness1 p]si/5ce1 conc5tration1      

en]gy2 b betwe5 ^! & a*ievem5t /&s      
adv]tis+4 ,z ! bus9ess gr[s & is        
prosp]\s1 x is due to ! controll+       
factors ( sy/em1 m]*&ise & adv]tis+1 b  
adv]tis+ is ! dynamic =ce :i* vitalizes 
all ! re/4  ,) ?is und]/&+ ( ! important
 relation ( adv]tis+ to bus9ess1 a      
decision is arriv$ at z to ! am\nt (    
adv]tis+ appropriation ! bus9ess dem&s1 
n a fix$ am\nt--no m or no less--b ab\t 
! am\nt expect$ to be sp5t1 :i* dep5ds  
^u ! am\nt ( bus9ess necess>y to be     
done1 & is det]m9$ by ! p]c5tage (      
pr(its4 ,a selection is made ( ! be/    
daily pap]s1 space secur$1 & ,!         
,adv]tis+ ,dep>tm5t is ready = bus9ess4 
,?is dep>tm5t is "u ! direct managem5t (
 ! ,adv]tis+ ,manag]1 or ,ad4 ,writ]4   
,he has a di/9ct recognition z "o hav+ a
 sep>ate pr(ession1 & mu/1 if ! be/     
results are obta9$1 be confid5tially    
tak5 into ! inn] work+s ( ! firm4 ,he   
mu/ be famili> ) ! hi/ory ( ! bus9ess1  
its progress & developm5t4 ,:ile he may 
n require to "k ! exact am\nt ( money   

made1 yet he mu/ "k :i* dep>tm5ts are   
weak & :i* are /rong4 ,! /r5g? ( ! be/  
dep>tm5ts mu/ be ma9ta9$ & increas$1 & !
 weak] ones built up4 ,he %\ld "k :at ! 
goods co/1 :]e made1 h[ b\ght1 etc41 &  
receive ! he>ty cop]ation ( ! buy]s1 to 
obta9 ! necess>y in=mation to write up 8
 appeal s z to secure a he>ty response f
 ! buy+ public4 ,he mu/ give an         
individuality to ! /ore adv]tis+1 & see 
t e adv]tisem5t is back$ up hone/ly1 e  
promise fulfill$1 & t ! in=mation he    
gives ! public is absolutely true4 ,he  
mu/ keep on file a complete record ( all
 adv]tis+1 & %\ld keep 9 con/ant t\* )  
ea* dep>tm5t's daily sales1 ) a view to 
cont9ual comp>ison ) previ\s records4   
,he mu/ "k :at o!r /ores are adv]tis+ & 
see t 8 prices d n run high] ?an compet+
 figures4 ,all w9d[ dress+1 wagon c>ds1 
display c>ds & int]ior decorations %\ld 
come "u 8 sup]vision4 ,he mu/ decide !  
am\nt ( newspap] space = ea* dep>tm5t2 &
 ?\gh heads ( dep>tm5ts may take issue )
 8 decisions1 yet1 z head ( ! adv]tis+1 

he does :at he ?9ks is be/1 usually giv+
 space accord+ to ! money-mak+ abilities
 ( ! dep>tm5ts4 ,he mu/ und]/& ! goods  
he is adv]tis+1 "k all ab\t _! uses &   
sup]ior qualities1 g 9 among/ !         
salespeople & cu/om]s1 & talk ) !m1 9   
ord] to write conv9c+ money-br++1       
trade-build+ adv]tisem5ts4 ,copy %\ld be
 submitt$ by dep>tm5ts at lea/ two days 
be=e adv]tisem5t appe>s1 9 ord] t he may
 give x prop] att5tion1 prep>e ! cuts   
us$ 9 illu/rat+1 h 8 copy to ! pap]s    
e>ly1 pro( c>efully read1 & any         
corrections made4 ,he mu/ /udy ! "* ( 8 
illu/rations1 ! display "p ( !          
adv]tisem5t1 & hav+ secur$ a di/9ctive  
cut or /yle ( ! firm "n mu/ /ick to x1 z
 x adds an individuality to ! adv]tis+4 
,! type us$ mu/ also be select$1 usually
 good1 cle> & legible1 easily read1 b   
*>act]i/ic1 s t x di/+ui%es 8 ,ads4 f   
all o!rs1 & adv]tisem5ts %\ld always    
appe> 9 ! same position on ! same page1 
s t ! public "k j :]e to f9d !m4 ,he mu/
 n only look aft] all ! detail connect$ 

) ! adv]tis+1 b mu/ be able to analyze !
 conditions :i* confront him1 grasp e   
possibility ( ! field1 be wide awake to 
e *ange1 s5sitive to e trade ?rob1 & h  
su* a comm& ( ! ,engli% language z w    
express 8 ideas 9 a captivat+ & orig9al 
mann]4 ,he is ! arti/ :o1 hav+ ! ability
 & tal5t1 ei!r inh]5t or acquir$1 pa9ts 
! picture t attracts2 & :o1 :5 back$ up 
by good m]*&ise1 "r prices1 p]fect sy/em
 & c>eful managem5t1 becomes a great    
bus9ess =ce & an indisp5sable adjunct to
 pres5t-day bus9ess4     ,! ,buy+       
,organization4   ,a l>ge =ce ( exp]i5c$ 
buy]s are con/antly employ$1 :o visit ! 
_w's m>kets at regul> int]vals 9 se>* ( 
new goods4 ,! aim is to save all        
int]m$iate pr(it1 by buy+ direct f !    
mak]s1 mak+ direct connection betwe5 !  
manufactur] & consum]1 & ?us gett+ z ne>
 z possible to ! actual co/ (           
production4  ,hundr$s ( ?\s&s ( doll>s  
are repres5t$ 9 ! sev]al /ocks pur*as$4 
,assortm5ts mu/ be complete at all      
times1 & !re mu/ be a con/ant income (  

new goods4 ,z fa/ z "o ?+ sells1 ano!r  
mu/ take its place1 & no int]e/ mu/ be  
ov]look$ 9 ! buy+4 ,buy+ 9 great        
quantities1 !y are enabl$ to s5d buy]s  
regul>ly to ! great manufactur+ c5t]s & 
lead+ s\rces ( supply4 ,prices are l[ 9 
proportion z ord]s are l>ge1 & ready ca%
 secures ! be/ trade disc\nts4 ,to      
collect su* a weal? ( goods & h /yles & 
qualities j "r1 means a good deal4 ,x   
means t ! :ole range ( m]*&ise mu/ be   
kn[n4 ,to get ! be/ 9 ! _w = ! money1 & 
keep assortm5ts complete ! season ?r\gh1
 calls = c>eful calculation4 ,! v>i$    
human ne$s ( civilization are to be     
satisfi$1 & ea* buy] 9 8 own p>ticul>   
l9es mu/ be a man ( l>ge exp]i5ce1 ( mo/
 excell5t judgm5t1 & high m]cantile     
ability4 ,!y mu/ "k ! m]*&ise !y buy1 t 
su* a factory has ! be/ reputation = "o 
l9e1 t ?is mill excels 9 ano!r class1   
nev] buy+ any?+ simply because x is     
*eap1 b pick+ out ! be/ manufactures 9  
ea* dep>tm5t1 always ma9ta9+ a /rict    
/&>d ( reliability2 & t ! goods are well

 b\ght is demon/rat$ by ! p]si/5t gr[? (
 ! bus9ess4 ,!y buy to unusual advantage
 by reason ( ready money & ! great      
outlet = all classes ( m]*&ise4 ,sev]al 
( ! l>ge/ /ores r5d] valuable assi/ance 
to _! buy]s by e/abli%+ p]man5t =eign   
buy+ (fices1 ?us enabl+ !m to keep 9    
close t\* ) ! newe/ /yles & novelties2 &
 f ^! (fices ! %ipm5t ( a consid]able   
am\nt ( =eign goods is manag$1 ! s]vice 
be+ s facilitat$ & sy/ematiz$ t a prompt
 & rapid deliv]y ( goods is effect$4  ,b
 ! buy]s' duties d n end ) ! pur*ase (  
goods4 ,he is also manag] ( ! dep>tm5t  
:i* is made up ( ! v>i\s l9es he buys1 &
 is responsible = ! prop] managem5t ( ! 
same4 ,9 8 abs5ce :ile buy+1 he mu/     
provide a capable assi/ant to repres5t  
him & ! dep>tm5t1 "o ^: s]vices are     
e/eem$ z second only to 8 own1 & :o1 if 
ne$ be1 9 _m in/ances is q capable (    
act+ z buy] & manag] 9 8 /ead4 ,he is   
giv5 almo/ complete control ( ev]y?+    
p]ta9+ to 8 dep>tm5t1 mu/ sell ! goods  
he buys1 & 8 p]man5t position dep5ds    

entirely ^u ! success ) :i* 8 dep>tm5t  
is h&l$4 ,z head ( a dep>tm5t1 he is    
expect$ to comply ) ! rules ( ! h\se &  
set an example to all ^? "u him4 ,he    
%\ld be fir/ 9 ! dep>tm5t 9 ! morn+ &   
la/ to leave 9 ! ev5+4 ,he %\ld be      
?or\ghly acqua9t$ ) all rules p]ta9+ to 
employees1 & any new in/ructions :i* may
 be issu$ f "t to "t1 & see t !y are    
c>ri$ out4 ,he is expect$ to use 8 be/  
ef=ts to aid salespeople 9 mak+ sales1  
in/ruct inexp]i5c$ help h[ to h&le &    
display goods1 h[ to wait on cu/om]s1   
make out *ecks1 &1 9 fact1 see t all    
duties are intellig5tly und]/ood4 ,x is 
n suffici5t t new1 inexp]i5c$ help be   
giv5 a numb] & salesbook & told to g    
ahead1 b ?or\gh in/ructions mu/ be giv5 
z to ! me?ods ( do+ bus9ess4 ,9 ord] t  
enquiries ( cu/om]s may be intellig5tly 
answ]$1 he %\ld "k ! location ( all !   
/ocks ( ! h\se4 ,if travel]s' samples   
are to be exam9$1 x %\ld be done 9 !    
sample room provid$ = t purpose1 & 9    
=5oons only4 ,only 9 special cases is x 

p]missible to exam9e samples 9 !        
aft]noon1 z he is expect$ to be 9 8     
dep>tm5t dur+ ! busy h\rs ( e day1 to   
wat* ! trade & see t cu/om]s are prop]ly
 wait$ ^u4  ,c]ta9 exp5ses are almo/    
:olly )9 ! control ( heads ( dep>tm5ts1 
& mu/ be wat*$ by !m ) ! greate/ c>e4   
,?is is especially true z appli$ to !   
am\nt ( help employ$4 ,by us+ c>e &     
judgm5t1 x is (t5 possible to d ) less  
help1 & ?us r$uce ! co/ ( sell+4 ,?is is
 l>gely supplem5t$ by wat*+ ! sales (   
ea* salesp]son1 & enquir+ c>efully into 
any cases :]e !re is a fall+ bel[ !     
av]age p]c5tage ( co/4  ,he %\ld see t  
all adv]tis$ goods are prop]ly display$ 
at ! c\nt]s1 & t all ! p 9 t section are
 promptly notifi$ ( all p>ticul>s1 su* z
 quantities to be sold1 price1 etc4  ,he
 %\ld see t all sl[-mov+ goods are      
report$ promptly1 & goods mu/ n be all[$
 to get old1 b be mov$ out quickly4 ,any
 goods t d n move readily mu/ be got rid
 (--cle>$ out--:atev] ca% value !y h mu/
 be secur$1 & at once1 & no matt] at :at

 sacrifice2 x be+ consid]$ be/ to get   
:at y c = !m imm$iately1 & replace !    
/ock ) some?+ t w sell readily4  ,he    
%\ld furni% a complete /atem5t ( /ock to
 be pur*as$ & h& ! same to ! (fice a    
reasonable "t be=e go+ on a pur*as+     
trip1 & mu/ h ! sanction ( ! (fice to ! 
same4 ,buy]s are expect$ to respect !   
limits plac$ & n to exce$ ! figures     
sanction$2 b if ! m>ket is %[+ any      
special lots ( goods :i* 9 8 judgm5t    
%\ld be b\ght1 or he is confid5t t a    
sav+ w be effect$ on goods :i* are      
likely to rise 9 value by buy+ heavi]1  
consid]able latitude is p]mitt$4  ,all  
bus9ess correspond5ce = ! h\se %\ld be  
h&l$ ?r\gh ! regul> correspond5ce (fice1
 be submitt$ = approval1 & sign$ only by
 ^? au?oriz$4  ,! buy]'s "w be>s su*    
important relations to ! bus9ess1 bo? 9 
! selection ( goods & 9 ! direct        
managem5t ( 8 dep>tm5t1 t 8             
qualifications mu/ be ! be/1 9 ord] to  
r5d] su* a s]vice z is desir$ & dem&$4  
,receiv+ ,goods4   ,a g5]al receiv+ room

 = all case goods & packages is provid$4
 ,space is allott$ to ea* dep>tm5t1 &   
all goods b\ght mu/ pass ?r\gh ?is room 
be=e go+ into /ock4 ,port]s prep>e all  
goods = exam9ation1 by remov+ lids (    
cases1 op5+ packages1 putt+ aside all   
pap]1 canvas1 etc41 :i* is held =       
ref]5ce until goods are *eck$1 & goods  
are !n plac$ 9 prop] dep>tm5t space     
ready = ! dep>tm5t manag]s4 ,heads (    
dep>tm5ts are usually notifi$ ea* day ( 
all goods to be m>k$ (f ! foll[+ day1 & 
furni%$ ) invoices ( ! same4 ,! receiv+ 
room is usually op5 = *eck+ purposes f  
#h ,a4 ,m4 to #aj ,a4 ,m4 only1 & goods 
mu/ n be *eck$ (f nor remov$ f ?is room 
dur+ any o!r h\r ( ! day1 except by     
special p]mission4 ,goods are call$ (f  
by assi/ants1 *eck] comp>es ) invoice1  
sell+ price & /ock numb] are ent]$ on   
goods1 & sell+ price m>k$ on invoice4   
,until prop]ly m>k$ (f1 no goods are    
all[$ to be s5t out ( ! receiv+ room4   
,if goods d n come up to sample1 & are  
to be return$1 x mu/ be done at once1 & 

%ipp] advis$4 ,9 case ( errors or       
%ortages1 !y mu/ be c]tifi$ to by two or
 ?ree compet5t p]sons4 ,all invoices    
%\ld be return$ to ! (fice z soon z     
goods are m>k$ (f4 ,receiv+ room %\ld be
 clos$ at #aj o'clock %>p1 at :i* "t all
 dep>tm5t manag]s & assi/ants %\ld be   
back 9 ! sell+ dep>tm5ts4 ,heavy goods1 
su* z furniture1 wall pap]1 etc41 are   
receiv$ 9 _! respective /ock rooms &    
*eck$ (f 9 ! same mann]4 ,goods %\ld    
nev] be receiv$ )\t an invoice4         
,tak+ ,c>e ( ,/ock4   ,salesp]sons mu/  
keep 9 good ord] all /ock "u _! *>ge4   
,cu/om]s ( ! h\se1 z well z ^? 9        
au?ority1 readily recognize :o takes an 
int]e/ 9 ! bus9ess1 by ! display &      
arrangem5t ( ! /ock4 ,no excuse c be    
tak5 = m]*&ise t does n pres5t a clean1 
attractive & pres5table appe>ance4 ,e   
article %\ld be prop]ly m>k$ or tagg$1 &
 ea* piece ( goods ticket$ 9 pla91 neat 
figures1 s t a glance w tell price1     
size1 etc4  ,no matt] :at ! /ock is1 x  
%\ld be attractively display$1 & !      

display *ang$ regul>ly1 hav+ a suitable 
c>d on all goods s exhibit$4 ,:5 a sale 
is complet$ & cl]ks are ?r\gh %[+ goods1
 !y %\ld be replac$ z soon z possible1  
?us avoid+ confusion & keep+ ! sell+    
space cle> & 9 good %ape = new bus9ess4 
,s]v+ ,cu/om]s4   ,all cu/om]s %\ld be  
wait$ ^u ) equal promptness & polit5ess1
 no matt] :e!r ! pur*ase is l>ge or     
small1 :e!r x is simply an enquiry or an
 ex*ange ( goods4 ,!re %\ld be no       
favorites among cu/om]s4 ,fir/ come1    
fir/ s]v$4 ,a cu/om] :o is be+ s]v$ %\ld
 nev] be left because a lib]al buy]1 :o 
is well kn[n1 approa*es ! c\nt]4 ,goods 
mu/ n be misrepres5t$4 ,cu/om]s buy ^u !
 und]/&+ t !y c get _! money back )\t   
argum5t1 !re=e only true repres5tation  
mu/ be made4 ,exagg]at$ /atem5ts1 or    
trick]y 9 sell+ goods1 is n p]mitt$4 ,9 
all matt]s relat+ to ! bus9ess ( ! h\se 
! greate/ c\rtesy is requir$4 ,cl]ks are
 expect$ to accommodate !mselves1 z f> z
 possible1 to ! peculi>ities ( ^? !y are
 s]v+1 be+ civil & polite 9 _!          

att5tions4 ,%\ld articles ask$ = be 9   
ano!r dep>tm5t1 cu/om]s %\ld be in=m$   
:]e !y may be obta9$2 & if cl]ks don't  
"k1 !y %\ld ref] to ! floor manag]4 ,if 
cl]ks don't happ5 to h j ! article !    
cu/om] asks =1 !y %\ld %[ ! ne>e/ !y h 9
 /ock1 & if t won't answ] ! purpose1    
consult ! head ( ! dep>tm5t1 & possibly 
x c\ld be procur$4 ,!y %\ld try & und]/&
 :at ! cu/om] wi%es & get x z ne> z     
possible1 nev] %[+ too _m goods at a "t1
 z x is confus+ & (t5 results 9 ! loss (
 a sale4 ,if a second cu/om] is wait+1 a
 dis5gag$ cl]k %\ld be call$4 ,if all   
are busy1 cu/om] %\ld be ask$ to be     
seat$ until "o is dis5gag$4 ,! undue    
urg+ ( m]*&ise ^u cu/om]s is n          
c\nt5anc$1 nor yet is indiff]5ce 9 !    
slighte/ degree p]mitt$4 ,:ile l>ge     
sales are important factors ) all       
salespeople1 & l>gely =m ! basis = sal>y
 paid1 yet g5u9e int]e/ 9 _! duties1 !  
ex]cise ( pati5ce1 %[+ goods pleasantly 
& *e]fully1 polite att5tion & c>e 9     
wait+ ^u cu/om]s1 are also v important  

factors 9 ! recognition ( value (       
s]vices4 ,cl]ks %\ld always leave a good
 impression & nev] let cu/om]s g away   
feel+ t !y h be5 treat$ 9 an ov]be>+ or 
uncivil mann]1 z x hurts ! cl]ks        
p]sonally & also ! h\se4 ,! int]e/s (   
employ] & employee be+ id5tical1 bett]  
opportunity = advancem5t & great]       
comp5sation is assur$ ! m ! /ore        
prosp]s4 ,^u all matt]s1 "u all         
conditions1 ! greate/ c\rtesy is insi/$ 
^u4     ,ex*ang+ ,goods4   ,! g5]al     
und]/&+ exi/+ ) ,dep>tm5t ,/ores conc]n+
 m]*&ise sold is1 t if = any reason x is
 n satisfactory x may be return$ &      
ex*ang$ or money refund$1 on cu/om]'s   
reque/4 ,?is und]/&+1 h[ev]1 has "s     
qualifications1--su* z articles t h be5 
worn1 :5 su* a "t has elaps$ betwe5 !   
pur*ase & return z to r5d] articles     
unsalable1 goods made to ord] accord+ to
 measurem5ts1 toilet goods1 etc42 b1 )  
few exceptions1 ! almo/ unalt]able rule 
is to ex*ange *e]fully1 to avoid        
unnecess>y que/ions or rem>ks1 r pref]r+

 to be occasionally ! subject (         
imposition ?an to leave an unpleasant   
impression4 ,:]e an ex*ange is desir$ 9 
! same dep>tm5t z pur*ase 0 orig9ally   
made1 an ex*ange bill is issu$4 ,%\ld ! 
cu/om] select o!r goods ( less value ?an
 ! ex*ange bill1 ! ca% (fice1 :5 new    
*eck & ex*ange bill are receiv$1 w      
return ! diff]5ce 9 *ange4 ,! ex*ange   
bill1 :5 sign$ by ! head ( a dep>tm5t1  
or "o au?oriz$1 is good = its value 9   
any dep>tm5t2 & %\ld ! cu/om] n be able 
to make a suitable selection1 ?is bill1 
:5 prop]ly /amp$ or sign$1 is good = ca%
 on pres5tation4 ,^! ex*anges1 z        
collect$ & audit$1 are usually d$uct$ f 
ea* dep>tm5t's daily sales4     ,floor  
,manag]s & ,u%]s4   ,floor manag]s mu/  
be ?or\ghly famili> ) & see to !        
en=cem5t ( ! rules ( ! h\se1 z appli$ to
 _! sections4 ,!y mu/ see t ea* dep>tm5t
 9 _! division is promptly prep>$ =     
bus9ess1 cov]s (f1 & ev]y?+ 9 ord]1 &   
mu/ h a g5]al sup]vision ov] _!         
division4 ,aisle space1 circles &       

fixtures mu/ be kept scrupul\sly clean4 
,all c>dbo>d1 pap]1 tw9e1 boxes1 etc41  
remov$ f goods sold dur+ ! day1 mu/ be  
s5t f ! dep>tm5ts at regul> int]vals1 & 
n all[$ to accumulate & pres5t an untidy
 appe>ance1 be+ fir/ ?or\ghly exam9$1 to
 see t no goods are conta9$4 ,sweep+    
%\ld be avoid$ z mu* z possible dur+ !  
day1 b ! dep>tm5ts at all times mu/ be  
neat & clean 9 appe>ance4 ,!y %\ld n    
all[ ca% boys or p>cel boys to loit] 9  
_! division1 & %\ld see t all cu/om]s   
are prop]ly s]v$1 & ! greate/ c\rtesy & 
polit5ess %[n !m1 :e!r buy+ or simply   
look+ at goods4 ,/rang]s f out ( t[n    
visit+ ! /ore %\ld be made to feel at   
home1 & p>ticul> att5tion paid !m4 ,%\ld
 !y desire to be %[n ?r\gh ! /ore1 x    
%\ld be arrang$4 ,!y %\ld be impress$ ) 
! mann] ( do+ bus9ess1 & ?is effect is  
be/ secur$ :]e consid]ation is %[n !m4  
,x is bett] to answ] ! inquiries (      
cu/om]s by accompany+ !m to ! dep>tm5t  
ask$ = & reque/+ a salesp]son to wait on
 !m1 r ?an po9t+ to t dep>tm5t1 & mu*   

bett] to "n ! salesp]son ?an to use ! ^w
 =w>d4 ,!y %\ld see t goods d n collect 
at any "t at ! p>cel desks1 b t !y are  
remov$ by c>ri]s promptly4 ,!y %\ld     
att5d1 9 case ( sickness or accid5t1 to 
any cu/om]1 see t !y are tak5 at once to
 ! place provid$1 & report ! same4 ,any 
claims or compla9ts ( cu/om]s %\ld be   
ref]r$ to !m1 & _! be/ ef=ts us$ to     
adju/ any errors made1 &1 :]e necess>y1 
ref] !m to ! ,compla9t ,dep>tm5t4 ,!y   
%\ld see t cu/om]s return+ goods =      
ex*ange1 or desir+ money return$1 are   
promptly & prop]ly s]v$4 ,!y %\ld br+ to
 ! notice ( ! h\se ! exi/5ce (          
ineffici5t or inatt5tive help1 & report 
any?+ :i* 9 _! judgm5t %\ld h att5tion4 
,mak+ ,out ,*ecks1 ,etc4   ,?is is n z  
simple z x may appe>1 & to ma/] x       
?or\ghly requires "t1 c>e & att5tion4   
,:e!r x is fill+ out a pur*as+ ticket1 a
 ,c4 ,o4 ,d4 *eck1 or a regul> sales    
*eck1 special c>e mu/ be ex]cis$1 z "o  
_c af=d to exhau/ ! pati5ce ( cu/om]s by
 exhibit+ a lack ( k4 ,e *eck 9 a *eck  

book %\ld be acc\nt$ =3 a spoil$ *eck   
%\ld be m>k$ ,nil or ,void1 be sign$ by 
"o 9 au?ority & s5t to ! ca%i]4         
,quantity1 goods & prices %\ld always be
 writt5 pla9ly1 all blanks prop]ly fill$
 out1 pla91 neat writ+1 & p>ticul>ly    
good figures4 ,salespeople are usually  
held responsible = all errors made 9    
*ecks or on pur*as+ tickets1 & %\ld     
always use _! own book4 ,!y %\ld always 
m5tion to cu/om] ! am\nt ( money        
receiv$1 & ent] ! am\nt on _! *eck at   
once4 ,_m p /rictly hone/ might =get :at
 money !y h&$ 91 & :5 *ange is return$  
might claim t ! bill giv5 0 ( a l>g]    
d5om9ation4 ,repeat+ ! am\nt receiv$ w  
avoid argum5t aft]w>ds4 ,duplicates %\ld
 be closely exam9$1 to see t !          
black-leaf impression is good4 ,*ange   
%\ld be c\nt$ 9 giv+ x to cu/om]1 & :]e 
goods are to be s5t1 ! "n & address giv5
 %\ld be repeat$4 ,! use ( pur*as+      
tickets %\ld be enc\rag$4 ,cu/om]s %\ld 
be ask$ if !y int5d mak+ fur!r pur*ases1
 & ! use ( pur*as+ ticket sugge/$4 ,!   

delay 9 settl+ = ea* pur*ase is ?us     
avoid$ & cu/om]s' "t is sav$1 z !y c pay
 = all pur*ases at once4 ,salesp]sons   
%\ld see t _! dep>tm5t lett] is on _!   
*eck book4 ,*eck books %\ld comm5ce )   
,no4 #a & run consecutively to ! end1 & 
%\ld be exam9$ to see t none are miss+1 
& *ecks %\ld nev] be alt]$4 ,all *ecks  
%\ld be s5t to ! ca% (fice imm$iately ^u
 be+ made out4     ,inspect+1 ,*eck+ &  
,p>cell+ ,goods4   ,p>cel desks are     
usually conv5i5tly locat$ at all c\nt]s1
 = ! purpose ( exam9+ & wrapp+ goods    
sold4 ,all goods sold1 :e!r tak5 by     
cu/om]s or s5t by ! deliv]y1 %\ld fir/  
pass ?r\gh ! p>cel desk4 ,goods sold    
%\ld be pass$ to ! p>cel desk by !      
salesp]son ) ! bill1 & !y %\ld always be
 exam9$ c>efully1 to see t !y           
correspond4 ,price1 quantity1 numb] (   
y>ds1 etc41 %\ld be *eck$ & goods %\ld  
be exam9$1 to insure _! be+ 9 p]fect    
condition1 n crack$1 soil$1 or injur$ 9 
any way4 ,%\ld goods :5 comp>$ ) bill be
 f\nd %ort or ov]1 m>k$ wrong1 or n     

satisfactory 9 any way1 !y %\ld be      
return$ to ! salesp]son at once1 )      
refusal to p>cel goods until ev]y?+ is  
,o4 ,k4 ,p>cels %\ld n be giv5 to       
cu/om]s1 b h&$ back to ! salesp]son     
direct4 ,e tak5 p>cel %\ld h ! sales    
numb] m>k$ on ! outside4 ,:5 p>cels are 
to be s5t1 ! address %\ld be on ! bill &
 also on ! address slip1 & !y %\ld      
always comp>e4 ,c>e %\ld be ex]cis$ 9   
h&l+ goods likely to be soil$1 cru%$1   
brok5 or damag$4 ,:]e necess>y1 !y %\ld 
be put 9 boxes or s5t to be specially   
pack$4 ,e p>cel %\ld be securely &      
prop]ly wrapp$1 us+ no m pap] or tw9e   
?an is necess>y4 ,goods to be s5t %\ld n
 be held at ! desk1 & if c>ri]s delay   
unnecess>ily 9 call+1 ! matt] %\ld be   
report$ to ! head ( ! dep>tm5t or floor 
manag]4 ,att5tion %\ld be paid to ! ord]
 9 :i* p>cels are h&$ up1 s t cu/om]s w 
receive _! pur*ases 9 ! ord] 9 :i* !y h 
be5 s]v$4 ,all desk supplies1 su* z     
pap]1 bags1 tw9e1 pur*as+ tickets1 etc41
 %\ld be obta9$ 9 ! morn+1 at :i* "t !  

/ock-supply room %\ld be op54           
,collect+ ,goods = ,deliv]y4   ,goods to
 be deliv]$ are usually divid$ into two 
classes1 individual pur*ases /yl$ ,s5t  
,p>cels1 & collective pur*ases made on  
pur*as+ tickets4 ,*ecks = s5t p>cels :5 
made out 9 salesp]son's *eck book 9     
duplicate1 ) "n & address slip & h\r (  
deliv]y1 %\ld be sep>at$1 "o half go+ to
 ! ca% (fice ) ! ca% receiv$1 & ! o!r   
half go+ ) ! goods4  ,*ecks made out =  
pur*ases on pur*as+ tickets are usually 
diff]5t 9 color f ord9>y sales *ecks1 & 
are atta*$ to pur*as+ tickets4 ,z made  
out by salesp]sons 9 duplicate1 "o half 
is deta*$ ) address & s5t ) ! goods1 & !
 o!r half rema9s atta*$ to ! pur*as+    
ticket until ! pur*ase is complet$4     
,goods sold are imm$iately wrapp$1      
c>ri]s call$ & goods are deliv]$ ?r\gh  
slides1 elevators1 etc41 direct to !    
%ipp+-room floors4 ,s5t p>cels are      
sep>at$ f o!rs & address label atta*$4  
,goods b\ght on pur*as+ ticket are plac$
 9 comp>tm5ts ^: numb] corresponds ) !  

numb] on *ecks receiv$ ) goods4 ,z      
cu/om]s f9i% buy+1 !y visit ! pay (fice1
 :]e c>ds are h&$ 91 totall$1 ca% paid1 
in/ructions z to deliv]y ent]$ on ! c>d1
 :i* is h&$ to ! sort+ section4 ,goods  
are "h *eck$ ) c>d1 to see t !y         
correspond by numb] & am\nt1 ! address  
is c>efully exam9$1 :5 p>cels are wrapp$
 & pass$ to ! deliv]y section1 :]e !y   
are assort$ z to r\tes1 ent]$ on driv]s'
 %eets by "n1 address1 numb] ( p>cels1 &
 *eck$ (f :5 giv5 to driv]s4            
,salespeople are always kept in=m$ z to 
! regul> h\rs ( deliv]ies1 & signal     
bells are usually rung notify+ ea*      
dep>tm5t be=e ea* deliv]y closes4 ,no   
p>cels %\ld be promis$ = t deliv]y aft] 
! bell r+s1 & all goods to be s5t by t  
deliv]y %\ld be 9 ! deliv]y room a few  
m9utes aft] ! bell r+s4 ,all arrangem5ts
 = special deliv]ies %\ld be made at !  
pay (fice1 & all p>cels %\ld g by !     
deliv]y m>k$1 if receiv$ on "t4         
,deliv]+ ,goods4   ,driv]s %\ld "k _!   
r\tes ?or\ghly1 s z to deliv] ) z mu*   

despat* z possible4 ,:5 deliv]+1 !y %\ld
 we> uni=ms 7a portion ( ! exp5se ( :i* 
is usually paid by ! h\se74 ,!y %\ld be 
kept neat & clean1 & :5 repair+ is ne$$ 
x %\ld be done promptly4  ,driv]s are   
usually held responsible = damages or   
breakages1 result+ ?r\gh c>elessness or 
neglect1 ei!r to goods or rig1 & mu/    
acc\nt = horse cov]s1 blankets1 rugs1   
etc41 ) :i* !y may be suppli$4 ,driv]s  
%\ld always weight _! horses :5 leav+ ! 
wagon4 ,ea* driv] %\ld be giv5 suffici5t
 money = mak+ *ange1 :i* he mu/ h ) him 
on ea* deliv]y = ,c4 ,o4 ,d4 p>cels1 &  
excuses1 z a rule1 are n accept$ = !    
non-deliv]y ( a p>cel on acc\nt (       
inability to make *ange4  ,driv]s %\ld n
 all[ ,c4 ,o4 ,d4 p>cels to be op5$ )\t 
an ord]4 ,cu/om]s %\ld be told t ?is    
rule _c be brok52 b if !y pay = goods t 
are n satisfactory !y c be return$ & !  
money w be refund$4 ,driv]s are held    
responsible = all p>cels ent]$ on _!    
%eets1 & %\ld *eck (f ^! p>cels at !    
/ore1 plac+ !m 9 ! wagon 9 ! ord] (     

deliv]y z ne> z possible1 ?us sav+ "t 9 
sort+ up _! loads :ile on ! r\te4       
,am\nts due on ,c4 ,o4 ,d4 p>cels %\ld  
be comp>$ ) entry on ,c4 ,o4 ,d4 %eets1 
to avoid mi/akes4 ,:5 ! deliv]y is      
complet$1 %eets %\ld be sign$ & return$1
 & if1 = any reason1 any p>cels h n be5 
deliv]$1 satisfactory explanations %\ld 
be giv54 ,any repairs ne$$ %\ld be      
report$ ^u arrival at ! /ables4 ,notes  
%\ld be made ( any compla9ts f cu/om]s &
 ! same report$4 ,:5 in/ructions are    
giv5 to call = cu/om]'s goods1 !y %\ld  
be got at ! fir/ opportunity & h&$ ov]  
to ! prop] p]son4 ,if n able to obta9   
!m1 ! reason %\ld be giv54 ,"u no       
circum/ances %\ld pass5g]s be c>ri$ :ile
 deliv]+ goods4 ,special in/ructions are
 usually issu$ = extra deliv]ies be=e   
holidays1 or on extra busy days4        
,/ables4   ,! /ables are usually models 
( neatness & p]fect 9 arrangem5ts1 e    
mod]n conv5i5ce be+ br\ght into use1    
provid+ accommodation = a deliv]y sy/em 
( hundr$s ( horses & wagons us$ daily 9 

deliv]+ goods 9 ! city & suburbs4 ,heat$
 ?r\gh\t ) /eam1 light$ by electricity1 
& electric p[] appli$ to rot>y bru%es = 
groom+1 hydraulic elevator s]vice       
capable ( lift+ tons ( fe$ & gra9 to    
upp] floors1 basem5t fitt$ up ) complete
 blacksmi? %op = horse %oe+1 wagon &    
sleigh repair+4 ,gr\nd floor space is   
usually devot$ to wagons1 ea* hav+ its  
respective /ation4 ,easy /airways       
provid$ = horses to rea* ! upp] floors1 
:i* are con/ruct$ to be> almo/ unlimit$ 
weight1 divid$ into r[s ( /alls ) aisle 
space betwe54 ,h>ness rooms1 clean+     
rooms1 h>ness repair %op1 hospital =    
sick horses1 pa9t room1 etc41 toge!r ) !
 mo/ mod]n ma*9]y = gr9d+ & *opp+ fe$4  
,! /ables mu/ always be kept clean &    
well v5tilat$4 ,horses mu/ nev] be tak5 
out )\t be+ f$1 wat]$1 clean$ & prop]ly 
%od3 a lame or sick horse %\ld nev] be  
us$4  ,h>ness %\ld be wa%$ & clean$     
regul>ly1 wagons oil$1 tight5$ up & kept
 clean4 ,no?+ %\ld be all[$ to leave !  
/ables except 9 fir/-class condition4   

,all repairs %\ld be att5d$ to at once4 
,wagons %\ld be at ! /ore 9 "t = all    
deliv]ies4 ,a record %\ld be kept ( !   
m5's "t & s5t to ! (fice regul>ly4      
,driv]s' & /ablem5's wages %\ld be      
obta9$ on pay day2 ! pay roll %\ld be   
sign$ by ea* "o1 & return$ to ! (fice4  
,all ,c4 ,o4 ,d4 money receiv$ f driv]s 
at night %\ld be put 9 seal$ envelopes &
 plac$ 9 safe keep+4  ,a wat* %\ld be   
kept 9 ! /ables at night1 & a regul>    
patrol made to see t all horses are     
prop]ly fa/5$1 blankets on & ev]y?+ 9   
good %ape4 ,wagons %\ld be wa%$ at night
 & wagon signs ?or\ghly clean$4 ,all    
wagons %\ld be exam9$ c>efully1 & a     
writt5 report h&$ 9 ( all repairs ne$$1 
toge!r ) wagon numb]4 ,all fire pails1  
hose & appliances to be us$ 9 ! ev5t (  
fire %\ld be exam9$ regul>ly1 to see t  
!y are all 9 good work+ ord]4     ,g5]al
 ,ca% ,(fice4   ,a c5tral ca% (fice is  
e/abli%$ = receiv+ all receipts f sales 
made1 & arrang$ = quick & easy          
*ange-mak+4 ,z a cu/om] makes a pur*ase1

 a duplicate ( ! *eck or bill made out =
 ! same1 toge!r ) money receiv$ f       
cu/om]1 are s5t direct to ! ca% (fice1 !
 mo/ improv$ me?od be+ by pneumatic ca% 
c>ri]s4 ,z receiv$1 *ecks are plac$ on  
file & any *ange return$ to cl]k4 ,?us !
 totals ( *ecks & receipts ( ea* ca%i]'s
 desk mu/ agree4 ,ea* ca%i] makes up a  
report ( ! am\nt ( ca% receiv$1 & ca% is
 giv5 head ca%i]1 :o rec\nts x4 ,! *ecks
 ( ea* ca%i] are kept sep>ate & s5t to !
 audit+ (fice1 :]e !y are totall$1 & ?is
 total mu/ agree ) ! am\nt ( ca% 9 !    
head ca%i]'s h&s1 & correspond ) ! am\nt
 on ca%i]'s report4     ,*eck ,(fice1 or
 ,audit+ ,dep>tm5t4   ,?is dep>tm5t %\ld
 make up ! total receipts ( ea* ca%i] by
 ! sales *ecks receiv$1 comp>e !m )     
ca%i]'s report1 & re*eck until !y are   
f\nd correct4 ,x %\ld also make up ea*  
dep>tm5t's sales1 arrange ea*           
salesp]son's *ecks into orig9al book =m 
by numb]1 & report any miss+ *ecks1     
audit+ all *ecks & report+ any errors4  
,! "w ( obta9+ ! diff]5t totals requir$ 

is greatly facilitat$ by ! use ( add+   
ma*9es1 :i* insure bo? accuracy &       
despat*4  ,?is audit+ ( *ecks ?us       
provides a positive *eck ^u ! am\nt (   
ca% receiv$ by ea* individual ca%i]1    
furni%es an accurate acc\nt ( ! exact   
am\nt ( bus9ess done by ea* dep>tm5t1 & 
! total daily bus9ess done by ! h\se1   
besides %[+ ! exact am\nt ( goods sold  
by ea* individual salesp]son1 :i* may be
 made use ( to e/imate _! value z comp>$
 ) ea* o!r1 & l>gely gov]ns ! individual
 wages paid4     ,c4 ,o4 ,d4 ,bus9ess4  
,l>ge am\nts are repres5t$ 9 ! bus9ess z
 sold & paid =1 ca% on deliv]y1 &1      
!re=e1 ?is bran* is giv5 special        
att5tion4 ,special ,c4 ,o4 ,d4 books are
 furni%$ e dep>tm5t1 & su* special c>e  
ex]cis$ 9 record+ ! am\nt to be paid1   
address1 etc41 z w prev5t any errors or 
misund]/&+s4 ,all ,c4 ,o4 ,d4 p>cels are
 ent]$ ^u special %eets or books provid$
 driv]s1 & are *eck$ (f z paid 9 by     
driv]s at ! ,c4 ,o4 ,d4 (fice ) ! record
 kept !re1 :i* %\ld %[ ! cu/om]'s "n &  

address1 dep>tm5t t goods 7 b\ght 91 :o 
sold !m1 ! am\nt ( ! ,c4 ,o4 ,d41 ! date
 & am\nt paid4  ,:]e goods are s5t to   
di/ant t[ns1 & consid]able "t mu/ elapse
 be=e returns c be made1 ^! out/&+ ,c4  
,o4 ,d4's mu/ be wat*$ closely1 *eck$ up
 regul>ly2 & 9 ! ev5t ( any unnecess>y  
delay correspond$ ab\t1 & su* k obta9$ z
 w furni% accurate in=mation ab\t ea*   
individual acc\nt4     ,! ,mail-,ord]   
,bus9ess4   ,! mail-ord] trade z        
associat$ ) ,dep>tm5t ,/ores began 9 a v
 small way3 x began ) a few reque/s f   
cu/om]s out ( t[n ask+ = samples &      
prices ( c]ta9 goods1 a few lett]s (    
enquiry reg>d+ "o ?+ & ano!r4 ,^!       
reque/s & enquiries1 prop]ly answ]$1    
br\ght 9 ! fir/ ord]s1 :i* 7 c>efully   
fill$ to ! satisfaction ( ! cu/om]s4 ,!y
 told _! fri5ds ab\t x1 & m enquiries 7 
answ]$1 m ord]s receiv$4 ,?is enc\rag$  
"s ef=t1 & special circul>s or booklets 
7 issu$ tell+ ab\t ! /ore & goods4 ,^! 7
 mail$ to regul> cu/om]s1 & a few ?\s&  
extra s5t to c>efully-select$ names (   

possible cu/om]s1 until gradually extra 
help 0 requir$ to att5d to ^! ord]s1 to 
answ] ! correspond5ce1 etc42 & x 0 f\nd 
necess>y to sy/ematize ?is bran* ( ! "w1
 to organize & e/abli% a ,mail-,ord]    
,dep>tm5t4 ,! mail-ord] trade grew up   
side by side ) ! /ore trade4 ,:5 ! /ore 
0 "y & v>iety ( goods small1 ! mail-ord]
 trade 0 limit$2 b z ! /ore grew1 z     
extra space 0 ne$$ = increas$ s]vice1 & 
new goods & new dep>tm5ts 7 rapidly     
add$1 ! mail-ord] trade increas$ 9      
proportion1 keep+ abrea/ ( x all ! "t4  
,mail-ord] cu/om]s c\ld n "k b v little 
ab\t ! h\se !y dealt ) except ?r\gh     
adv]tisem5ts1 or f he>say1 &1 !re=e1 !  
reputation ( ! bus9ess dep5d$ ^u ! goods
 s5t & ! treatm5t !y receiv$4 ,!        
f\ndation ( ?is bus9ess 0 well laid f ! 
beg9n+4 ,! pr9ciples inculcat$ 7 t a    
cle> und]/&+ mu/ exi/ betwe5 ! h\se & ! 
cu/om]s--t goods w\ld n be misrepres5t$1
 t cu/om]s w\ld be told 9 pla9 words :at
 !y 71 & t !y w\ld be f\nd to be exactly
 z repres5t$1 or t _! money w\ld be     

refund$2 & t's :at !y want$4  ,!        
managem5t & me?od 7 p]fect$1 & !        
responsibility ( h&l+ ! bus9ess fully   
recogniz$1 & an hone/ endeavor made to  
satisfy e reasonable dem&4 ,!y realiz$ t
 x is "o ?+ to create a bus9ess ( ?is   
k9d1 & ano!r ?+ to reta9 x2 t x co/s m  
to get a new cu/om] ?an to reta9 "o     
already secur$4 ,any?+1 !re=e1 t w\ld   
de/roy ! confid5ce ( a cu/om] 9 ! h\se  
or leave an impression t w\ld t5d to    
injure trade mu/ be /rongly condemn$1 & 
to /r5g!n ?is position a p]sonal int]e/ 
9 e ord] 0 enc\rag$ & insi/$ ^u4        
,mail-ord] buy]s mu/ le>n to int]pret ! 
cu/om]s' wants1 & see t ! detail ( e    
ord] is c>efully att5d$ to4 ,!          
correspond5ce mu/ conta9 ! fulle/       
explanations2 ! goods mu/ always be     
prop]ly *eck$1 pack$ & %ipp$2 & e head (
 e dep>tm5t mu/ take a lively int]e/ 9  
?is "w1 & imp>t t int]e/ to !           
salespeople2 & only s f> z ?is p]sonal  
int]e/ ext5ds1 f ca% boy to presid5t1   
does ! bus9ess prosp]4  ,^u ?is         

f\ndation has be5 rais$ a bus9ess ( su* 
proportions t x sc>cely kn[s any limits1
 & :]ev] telephone or telegraph1 mail or
 express1 rea*es1 !re y w f9d ?is       
bus9ess repres5t$4 ,di/ance makes no    
diff]5ce4 ,cu/om]s s]v$ at any "t & 9   
any place4 ,catalogues1 repres5tative ( 
! entire /ocks ( ^! l>ge h\ses1 are     
issu$ f "t to "t1 & regul>ly f9d _! way 
into ! p's homes1 no exp5se be+ sp>$ to 
keep cu/om]s in=m$ reg>d+ goods &       
prices4 ,! me?ods employ$ h won _!      
trade1 & fair treatm5t reta9s x4 ,!     
trem5d\s gr[? ( ?is bus9ess is ! mo/    
satisfactory pro( t x has succe$$4 ,x   
cle>ly demon/rates t !y h ! confid5ce ( 
_! cu/om]s ev]y:]e1 t buy+ 9 ?is way is 
becom+ bett] und]/ood & appreciat$2 & t 
! me?od ( %opp+ by mail is no long] an  
exp]im5t1 b1 beyond argum5t1 is an      
ackn[l$g$ success4 ,a p]fectly organiz$ 
mail-ord] dep>tm5t is a di/ribut+ ag5cy 
= ! :ole c\ntry1 requir+ a p]fect sy/em1
 dem&+ intellig5ce1 exactitude1 &       
promptness1 c>efulness 9 fill+1 &       

despat* 9 s5d+ ord]s4  ,x rea*es out = !
 trade ( p 9 di/ant t[ns & villages4 ,^!
 places are full ( bright1 intellig5t p1
 ^: ability to buy is unque/ion$4 ,!y   
are rea*$ only by intellig5t & tru?ful  
adv]tis+4 ,! mails take ! c\nt]s ( ! big
 /ores to ! doors ( ^! p4 ,!y l to %op  
by mail4 ,!y l to get samples &         
catalogues1 & to make a selection ( city
 goods1 be+ /rongly impress$ t !y get   
some?+ diff]5t f :at ! local deal]      
supplies2 some?+ _! neighbors hav5't    
got1 some?+ /yli%1 exclusive4 ,! means (
 communication are bett] & quick] ?an   
ev] be=e4 ,:oev] c write a lett] c s5d =
 ne>ly ev]y?+ !y want4 ,:]ev] !         
catalogue goes ! /ore goes4  ,"s ( !    
appeals made1 /atem5ts advanc$1 &       
argum5ts us$ to influ5ce & enc\rage     
trade among out-(-t[n cu/om]s might be  
classifi$ z foll[s3  ,:5ev] y ord]1     
always be> ?is 9 m9d1 t if y don't get  
goods z repres5t$1 back goes y\r money  
to y z soon z y want x4  ,! smalle/ ord]
 y s5d w receive ! same prompt & c>eful 

att5tion z if x 7 ev] s l>ge4  ,:]e y & 
y\r neighbors ord] toge!r1 goods c be   
pack$ sep>ately & =w>d$ 9 "o %ipm5t1 ?us
 mak+ ! *>ges l[4  ,sell+ goods at fair 
prices e day %\ld int]e/ y4  ,x may be a
 satisfaction to select goods y\rself1 b
 y\r ord]s by mail w be promptly &      
fai?fully execut$4  ,out-(-t[n cu/om]s  
always get ! b5efit ( any r$uction 9 !  
price ( goods4  ,freight is a small item
 :]e cu/om]s are sav$ _m times ! co/ (  
transportation4  ,y are at absolutely no
 risk :atev] 9 ord]+ by mail1 z y always
 get ! be/ & pay ! lea/4  ,samples &    
prices are s5t free ( *>ge1 !re=e !re   
ne$ be no hesitation 9 ask+ = !m4  ,a   
trial ord] w conv9ce y t x w be fill$   
c>efully & promptly4  ,if goods are n   
all "r1 y don't h to keep !m4  ,! goods 
(f]$ are b\ght = ca% 9 l>ge quantities1 
sold direct to cu/om]s = ca% & n ?r\gh  
ag5ts1 !re=e ! travel+ man's sal>y &    
exp5ses1 ! middleman's pr(its1 8 losses 
& poor acc\nts1 are n paid by y4        
,mi/akes are r>ely made2 b always       

rectifi$4  ,:]e !re is ! slighte/ cause 
= compla9t1 if y write fully1 ev]y?+ w  
always promptly be made "r4  ,! bigg]   
sav+ is made on ! bigg] ord] y s5d4  ,no
 *>ge is made = pack+ goods1 & !y always
 op5 up 9 fir/-class condition4  ,y\r   
money is refund$ e "t if y are n        
satisfi$4 ,goods are b\ght direct f !   
manufactur]1 & !n g direct to y4  ,y\r  
smalle/ ord] w be fill$ at ! same price 
z ! cu/om] :o buys a ?\s& doll>s wor?4  
,goods m>k$ at "o price only4  ,isn't x 
mu* m satisfactory & mu* easi] to sit   
d[n at home1 look ov] ! catalogue1      
select ! goods requir$ & mail y\r ord]1 
?an to dep5d ^u /ores :]e ! /ock is     
small z well z assortm5ts incomplete1 & 
get some?+ t does n give y half         
satisfaction1 not)/&+ t y d pay an      
extravagant price8  ,if an error is     
made1 & x's n y\r fault1 y are n ask$ to
 pay any exp5se incurr$4  ,"s ( ! mo/   
successful m5 ( ! day give y 9 !        
catalogue s5t ! b5efit ( _! ?\ght1      
exp]i5ce & h>d "w4  ,x may be a surprise

 to comp>e catalogue prices ) o!rs1 b   
always a favorable "o = ! catalogue4    
,confid5ce 9 ! goods (f]$ at ! prices   
ask$ 0 e/abli%$ long ago4  ,! man is    
prosp]\s :o saves a doll> on ?is & a    
half doll> on t3 ! prices quot$ help y 9
 ?is direction4  ,! goods (f]$ are      
exceptional1 on acc\nt ( ! price2 & r>e1
 because ( _! exclusive /yle4  ,hone/   
value is gu>ante$ = e c5t y s5d1 or x is
 s5t back aga94  ,x pays y to deal :]e  
no false repres5tations are made1 b :]e 
goods are sold exactly z adv]tis$4  ,!  
goods (f]$ are hone/1 ! prices are "r1  
cu/om]s are e-day hone/ p2 & t's :y x's 
easy to d bus9ess toge!r4  ,y don't save
 ! freight :5 y buy at home2 ! freight &
 a big pr(it z well are add$ 9 ! price4 
,! :ole tru? ( ! matt] is--:at promises 
are made1 are kept4  ,x is ! belief     
eng5d]$ 9 ! tru? ( ^! & o!r /atem5ts1 ! 
influ5ce !y ex]t 9 conv9c+1 & ! p]si/5t 
me?od ( keep+ x up1 t attracts ?is      
p>ticul> trade2 & ! fai?fulness ) :i*   
all promises are kept1 all obligations  

fulfill$1 t builds ! bus9ess up on !    
l9es ( p]fect confid5ce & reta9s x4     
,all may n be agre$ ^u ! effect !       
response to ?is me?od ( do+ bus9ess has 
^u ! c\ntry at l>ge2 b x is1 nev]!less1 
a fact t ! p ev]y:]e are giv+ _! mat]ial
 support to h\ses ^: advocat$ policy is 
to supply !m ev]y?+ on :i* !y c save !m 
money1 & x has prov$ to be a pron\nc$   
success to ! promot]s4  ,! possibilities
 ( increas$ trade ?r\gh ! m$ium ( !     
mail-ord] dep>tm5t appe> almo/ unlimit$4
 ,! am\nt ( bus9ess t may be done has   
evid5tly nev] yet be5 measur$1 & no o!r 
bran* ( ! bus9ess is app>5tly z capable 
( z l>ge developm5t z ! mail-ord] trade4
     ,catalogues4   ,! g5]al catalogue (
 ,dep>tm5t ,/ores /&s 9 ! same relation 
to ! mail-ord] trade z ! newspap] does  
to ! /ore trade4 ,x is ! *ief m$ium =   
mail-ord] adv]tis+4 ,?\gh supplem5t$ 9  
v>i\s ways by special adv]tis+1 yet !   
catalogue /&s di/9ctly alone z !        
indisp5sable means = secur+ & reta9+ !  
trade ( out-(-t[n cu/om]s2 & be>+ ?is   

important relation to ! bus9ess1        
extraord9>y c>e is ex]cis$ 9 its        
prep>ation f />t to f9i%4 ,x is ! sil5t 
travel]1 ! individual salesman2 & z !   
highly successful repres5tative salesman
 mu/ h qualifications t br+ bus9ess1 s !
 catalogue mu/ h ! ess5tials :i* w      
insure successful results4 ,^! consi/ ( 
appe>ance1 pap]1 pr9t+1 illu/ration1    
arrangem5t1 description1 goods1 prices1 
etc42 all ( :i* mu/ be ?or\ghly und]/ood
 & intellig5tly c>ri$ out1 n only 9 !   
relations !y be> to ea* o!r1 b also 9 ! 
relations !y all be> to ! g5]al effect &
 result4  ,! quantity to be issu$ is    
fir/ decid$1 dep5d+ ^u ! numb] ( pres5t 
cu/om]s to be provid$ =1 & ! additional 
quantity requir$ = extra circulation to 
influ5ce new trade1 :i* increase dep5ds 
^u ! am\nt ( new bus9ess likely to be   
done1 & ! appropriation = :i* is usually
 det]m9$ ^u a p]c5tage ( ! pr(its4 ,next
 9 ord] = consid]ation1 is ! size ( !   
catalogue4 ,! numb] ( pages v>ies       
slightly1 accord+ z x is a spr+ or fall 

issue1 & any increase f previ\s issues  
is gov]n$ by ! addition ( new /ocks into
 ! bus9ess4 ,if new dep>tm5ts h be5     
add$1 additional space mu/ be made 9 !  
catalogue to provide = !m4 ,! pap] is   
next select$4 ,! size ( ! %eet mu/ be   
accurately det]m9$ & ! weight fix$1 hav+
 due ref]5ce to ! weight ( ! book :5    
complet$1 z ! po/age = mail+ is an      
important factor 9 ! co/1 & an extra    
ounce ov] weight might mean a great     
additional exp5se4 ,! inside pap] %\ld  
be light b /rong1 & ( su* a color & f9i%
 z to produce ! be/ effect ) :atev] "* (
 cuts are us$ 9 illu/rat+4 ,p>ticul>    
att5tion mu/ be paid to ! cov] pap]1 x  
mu/ be ( suitable weight & color & ( a  
high f9i%1 capable ( produc+ a sup]ior  
cut 9 colors1 & extra /rong1 9 ord] to  
/& h&l+4 ,tons ( pap] are requir$ = !   
issue ( a catalogue1 :i* is usually     
b\ght direct f ! mills1 be+ manufactur$ 
expressly to ord] z to size1 quality &  
f9i% specifi$1 & deliv]$ z requir$4  ,! 
cov] design mu/ be decid$ ^u e>ly1 giv+ 

! arti/ "t to fully complete 8 draw+1 & 
! engrav] "t to execute 8 be/ "w4 ,x mu/
 also pass ?r\gh exp]im5tal /ages ) !   
pr9t]1 possibly prov+ 9 a v>iety (      
colors1 criticis+ & comp>+1 until ! be/ 
effect is secur$ & selection is made2 & 
to d ?is & "w (f ?\s&s ( cov]s1 & h ea* 
"o p]fect1 ! "w mu/ n be hurri$4 ,! cov]
 design mu/ be good1 bo? front & back4  
,x %\ld int]e/ & attract1 & at fir/     
glance create a favorable impression4 ,x
 %\ld be a quick-act+ adv]tisem5t1      
*>act]i/ic ( ! bus9ess1 tell+ ! read]   
in/antly :at x is ab\t1 s di/9ctly      
individual & /rik+ t x insures att5tion 
l a fla%4 ,a good cov] design is a mo/  
important feature ( any catalogue1      
requir+ orig9ality ( conception & ! be/ 
arti/ic engrav+ & pr9t+ skill 9 its     
execution4 ,su* a cov] is always wor?   
inf9itely m ?an x co/s4  ,arrangem5ts   
are next made ) engrav+ companies ^:    
arti/s & engrav]s are to prep>e ! draw+s
 & provide ! cuts us$ 9 illu/rat+ !     
catalogue1 & ^: abilities & res\rces are

 sometimes tax$ sev]ely to get ! "w out 
z requir$4  ,! quantity to be issu$ & ! 
size ( ! book be+ det]m9$1 pap] select$1
 & arti/s & engrav]s secur$1 ! "w (     
compil+ ! catalogue beg9s4 ,g5]al       
catalogues are issu$ semi-annually1     
usually 9 ,m>* & ,septemb]4 ,a def9ite  
date is fix$ :5 ! catalogue is to be    
complet$1 & ev]yone associat$ ) x 9 any 
way mu/ "w to t end2 n always easily    
accompli%$1 b possible1 & !re=e insi/$  
^u4 ,blank books are usually provid$    
heads ( dep>tm5ts1 :o are expect$ to use
 !m1 ?us pres]v+ a uni=mity 9 !         
prep>ation ( copy1 & facilitat+ ! "w ( !
 catalogue manag] & pr9t]4 ,= mon?s     
previ\s to ! issue ( ! catalogue ! buy]s
 h be5 secur+ goods f ev]y:]e1 plann+   
ahead1 anticipat+ ! wants ( cu/om]s by  
mak+ ext5sive prep>ations = ! future4 ,!
 _w's m>kets mu/ be visit$ & exam9$     
into1 f9d+ out :at is new 9 ?is l9e1 :at
 *ange 9 t1 :e!r ?is new idea 9 lamp    
goods is :at ! p w want1 :at designs 9  
baby c>riages are new & attractive1 :e!r

 ?is /yle ( boys' clo?+ is correct or n1
 kn[+ ! late/ ideas 9 gloves1 laces1    
ribbons1 h&k]*iefs1 fancy goods1 etc42  
secur+ ! newe/ & mo/ fa%ionable dress   
fabrics1 kn[+ :at /yles 9 mill9]y1      
jackets1 mantles1 bl\ses1 wrapp]s1 etc41
 w prevail2 seek+ out1 buy+ & arrang+ = 
quantities & deliv]ies to meet ! dem&s (
 ! trade--9 fact1 go+ ov] ! :ole range (
 m]*&ise4  ,! dep>tm5t manag]'s         
selections f ^! goods1 z to quality1    
v>iety & price1 mu/ be c>efully made1   
keep+ 9 view ! "* ( ! trade appeal$ to &
 be+ gov]n$ 9 ?is by 8 exp]i5ce & k (   
its requirem5ts4 ,8 descriptions mu/ be 
accurate & %ort1 b compreh5sive1 tell+  
exactly :at ! goods are1 giv+ ! facts 9 
a cle>1 tru?ful & intellig5t mann]4 ,he 
mu/ illu/rate 8 goods :]e possible1 !   
bett] to enable ! cu/om] to =m an op9ion
 z to ! %ape1 /yle1 appe>ance1 etc4     
,valuable assi/ance is r5d]$ heads (    
dep>tm5ts 9 ?is p>ticul> by ! catalogue 
manag]1 :o1 by reason ( 8 "w1 has made  
c>eful comp>ison ( o!r catalogues1 & has

 kept 9 con/ant t\* ) ev]y?+ new 9 ! way
 ( illu/rat+1 & is1 !re=e1 ready ) ideas
 & sugge/ions1 :i* are utiliz$ to ! be/ 
advantage4 ,goods to be illu/rat$ are   
set aside1 ! arti/ is giv5 full         
in/ructions z to :at is desir$1 /yle &  
size ( cut requir$1 gr\p+ ( articles or 
figures1 etc41 & ! "w is put 9 h&4      
,draw+s are submitt$ to catalogue       
manag]1 :o ) head ( dep>tm5t exam9es !  
"w1 sugge/s ! necess>y *anges1          
criticises c>efully1 po9ts out any      
defects1 &1 :5 satisfactory1 passes !m4 
,ea* draw+ mu/ be exam9$ m9utely4 ,!    
pose ( ?is figure1 ! arti/ic arrangem5t 
( ?is gr\p ( figures1 :e!r ! arm is too 
%ort or too long1 or any "p out ( prop] 
proportion2 ! way ?is skirt hangs1 & !  
effect t fold produces1 ! complet5ess & 
accuracy ) :i* ! detail ( trimm+ is %[n2
 :e!r ?is hat or bonnet %\ld be %[n )   
front1 side1 or back view1 ! faces to be
 baby-l1 y\?ful1 or o!rwise1 ?us        
indicat+ :o suitable & int5d$ =2 9 fact1
 all ! detail ( all draw+s %\ld be      

exam9$ mo/ c>efully1 to "k t !y are     
exact repres5tations ( ! goods1 ) a     
sugge/ion z to _! uses1 & t ! effect is 
pleas+ & attractive4  ,! f9i%$ cuts soon
 foll[1 ) pro(s ( ! same4 ,^! pro(s %\ld
 be cle> & di/9ct4 ,! illu/rations assi/
 9 sell+ ! goods1 are a necess>y exp5se1
 & mu/ d ju/ice to ! goods4 ,copy1 :5   
h&$ 9 f dep>tm5t manag]s to catalogue   
dep>tm5t1 %\ld be accompani$ ) all !    
cuts to be us$4 ,ea* cut %\ld be numb]$ 
& its correspond+ numb] %\ld appe> 9 !  
copy :]e ! cut is int5d$ to g1 &1 :]e   
possible1 all goods %\ld be numb]$1 to  
facilitate ord]+1 c>e be+ ex]cis$ t no  
numb]s are duplicat$4 ,! copy1 z        
submitt$1 mu/ all be c>efully read by ! 
catalogue manag]1 all cuts exam9$ &     
comp>$ z to numb]s1 etc41 to see t none 
are miss+ & t all appe> 9 _! prop]      
places2 any?+ n satisfactory mu/ be     
expla9$1 ! grammatical con/ruction %\ld 
be c>efully wat*$1 & he is expect$ to   
satisfy himself fully t ev]y?+ ab\t !   
copy is positively ,o4 ,k4 be=e pass+ x4

 ,a complete record %\ld be kept ( !    
numb] ( pages ( copy h&$ 9 f ea*        
dep>tm5t1 & ! numb] ( cuts receiv$1     
toge!r ) date4 ,also :5 copy & cuts are 
giv5 to pr9t]1 & :5 & :at pro(s are     
return$ f pr9t] & giv5 back to ! sev]al 
dep>tm5ts1 z1 :]e copy & pro(s are pass+
 ?r\gh s _m diff]5t h&s at diff]5t      
times1 a con/ant *eck %\ld be kept on x4
  ,! copy & cuts1 :5 submitt$ & pass$1  
are h&$ ov] to ! pr9t]1 an ef=t be+ made
 to get !m 9 8 h&s 9 ! ord] !y %\ld     
appe> 9 ! catalogue1 :i* greatly        
facilitates 8 "w 9 _m ways1 & mat]ially 
assi/s 9 gett+ ! :ole catalogue complet$
 mu* m quickly4 ,pro(s ( ! catalogue1 z 
set up1 are v c>efully exam9$1 !        
arrangem5t ( matt] & cuts giv5 special  
att5tion1 & :5 e page is entirely       
satisfactory x is f9ally ,o4 ,k4'd4     
,electrotype or /]eotype plates are !n  
made f ! type1 & ^! plates h&$ ov] to ! 
pressroom1 :5 ! "w ( pr9t+ beg9s4 ,z fa/
 z possible1 ! =ms are pr9t$1 fold$1    
ga!r$ & /it*$1 cov]s put on1 books      

trimm$ & complet$4  ,special att5tion is
 giv5 to prep>ation ( index2 e page is  
gone ov] c>efully1 &1 z f> z possible1 e
 l9e ( goods appe>+ 9 ! catalogue is    
alphabetically arrang$ 9 ! index1 ?us   
provid+ an easy ref]5ce to :atev] goods 
cu/om]s may wi% to select4  ,c]ta9 space
 9 catalogue is devot$ to giv+          
in/ructions to %opp]s by mail1 & too mu*
 c>e _c be ex]cis$ 9 _! prep>ation4 ,!y 
%\ld be %ort1 b cov] ! gr\nd completely1
 giv+ cu/om]s :atev] in=mation !y ne$ to
 ord] intellig5tly1 anticipat+ all      
cont+5cies1 ?us prev5t+ delay1          
misund]/&+ & inconv5i5ce4 ,p are        
=getful1 & ?is in=mation1 if ref]r$ to1 
acts z a con/ant rem9d]4 ,! special     
po9ts emphasiz$ to cu/om]s are--to      
always write _! "n1 po/ (fice1 & ,/ate  
or ,prov9ce1 /ate h[ mu* money is       
enclos$1 h[ & :]e !y want goods %ipp$1  
&1 if goods are ord]$ by mail1 to       
enclose suffici5t extra = po/age &1 :]e 
necess>y1 = insurance or regi/ration4   
,!y are reque/$ to s5d remittances by   

express ord]1 po/ (fice ord]1 or o!r    
safe means1 & caution$ aga9/ s5d+ by    
unregi/]$ mail2 to ord] by numb] & page 
9 catalogue1 &1 :5 reque/+ samples s5t1 
to /ate def9itely :at is requir$1 color1
 quality1 price1 etc41 s t a suitable   
selection may be =w>d$4 ,:]e goods = any
 reason are return$1 !y are specially   
rem9d$ to put _! "n on ! p>cel1 s t x   
may be id5tifi$ at once4 ,!y are        
enc\rag$ to ord] by freight :]e         
possible1 to economize on ! *>ges1 & to 
club toge!r ) o!r cu/om]s 9 ord]+1 = !  
same reason4 ,!y are told def9itely :at 
to d 9 case ( delays1 compla9ts or      
ex*anges1 & suffici5t in=mation is giv5 
& classifi$ 9 su* a mann] t1 if ref]r$  
to & made use ( z int5d$1 !re is v      
little liability ( any s]i\s difficulty 
aris+4 ,x won't d to take x = grant$ t  
cu/om]s always und]/& :at to d4 ,!y mu/ 
be rem9d$ ( c]ta9 requirem5ts "u c]ta9  
conditions1 & l>gely educat$ 9 ?is      
direction1 &1 !re=e1 in/ructions to     
%opp]s by mail be> no unimportant       

relation to ! bus9ess1 & mu/ always be  
cle>1 intellig5t & complete4  ,! g5]al  
arrangem5t ( ! catalogue %\ld be /udi$1 
) a view to hav+ dep>tm5ts ( a simil> "*
 gr\p$ toge!r1 ?us assi/+ 9 ! g5]al     
effect4  ,economy ( space %\ld be /udi$ 
on e page4 ,:ile cuts %\ld1 z f> z      
possible1 be ( uni=m size1 yet !y mu/ be
 no l>g] ?an actually necess>y to %[    
goods prop]ly1 z space occupi$ by cuts  
l>g] ?an are ne$$ is money wa/$4        
,position & arrangem5t ( cuts c be s    
/udi$ z to greatly r$uce ! co/ ( space4 
,pr9t$ matt] mu/ be set close to cuts1 &
 :ile type select$ mu/ be cle> & easy to
 read1 yet x mu/ n be l>ge4 ,an und]/&+ 
%\ld exi/ ) ! pr9t] t ! matt] mu/ be set
 to save space :]ev] consi/5t1 & any    
c>elessness or neglect 9 ?is respect    
%\ld be obs]v$ & effectually /opp$ at   
once4 ,a sav+ ( five pages 9 a catalogue
 by wat*+ ! size ( cuts1 _! arrangem5t1 
! sett+ ( ! type1 etc41 if ! issue %\ld 
be say two hundr$ ?\s&1 means a million 
pages ( pap] sav$1 outside ( any sav+ 9 

composition1 presswork1 etc4 ,su*       
arrangem5ts %\ld be made ) ! pr9t]s z w 
insure good "w ?r\gh\t4 ,! good effect  
desir$ 9 ! special c>e ex]cis$ 9        
prep>ation ( copy1 gett+ draw+s & cuts  
made1 etc41 c be l>gely r$uc$ by ha/y & 
c>eless composition1 poor ink1 & lack ( 
prop] att5tion to presswork & b9d+4 ,!  
pr9t]1 !re=e1 %\ld be wisely select$1 "o
 9 :om confid5ce c be plac$1 :o kn[s h[ 
to set x up 9 ! way x w look well1 & w  
use 8 k s t ! catalogue1 z repres5tative
 ( ! bus9ess1 w be satisfactory 9 ?is   
p>ticul>4  ,:ile ! catalogue is be+     
compil$ & pr9t$1 catalogue wrapp]s are  
be+ address$ to cu/om]s1 & ev]y?+ prep>$
 = mail+4 ,! me?od ( record+ & p]man5tly
 pres]v+ cu/om]s' names & addresses is  
des]v+ ( att5tion "h4 ,t mo/ 9 vogue is 
a sy/em ( c>d index+4 ,! diff]5t t[ns 9 
ea* ,/ate or ,prov9ce are writt5 or     
pr9t$ on c>ds1 & ^! are arrang$         
alphabetically 9 suitable cases1 & rul$ 
s z to %[ by mon?s & ye>s ! am\nt (     
bus9ess done 9 ea* t[n1 & any o!r       

p>ticul>s requir$4 ,! "n ( ea* cu/om] 9 
! v>i\s t[ns is ent]$ on a sep>ate      
record c>d1 :i* is rul$1 all[+ space = !
 "n & address1 & s ! date & am\nt ( ea* 
pur*ase is %[n z x occurs1 space be+    
left at ! bottom ( ea* column = total   
foot+s1 & ^! individual c>ds are fil$ "u
 ! t[n !y belong to4 ,:]e ! t[ns h a    
l>ge population & ! numb] ( cu/om]s is  
correspond+ly l>ge1 an auxili>y         
alphabetical index is us$ = easy        
ref]5ce4 ,! in=mation record$ on ^! c>ds
 may be ent]$ direct f ! ord]s !mselves1
 or :]e ! loose-leaf book sy/em is us$1 
! %eets may be deta*$ z requir$1 & !    
in=mation regi/]$ direct f ^! %eets4    
,ea* draw] or comp>tm5t 9 :i* c>ds are  
fil$ is labell$ on ! outside1 to        
indicate its cont5ts4 ,?us1 :5 record+  
an ord]1 ! fir/ ref]5ce is to ! t[n !   
ord] is f1 & !n "u ?is t[n is f\nd ! c>d
 ) cu/om]'s "n1 ^u :i* entry is made1 & 
! c>d put back 9 its prop] place4 ,^!   
c>ds1 !re=e1 %[ at all times ! "n &     
address ( ea* cu/om]1 h[ mu* bus9ess ea*

 has done1 & ! total am\nt ( bus9ess    
done 9 ea* t[n4 ,previ\s to s5d+ out    
catalogues1 ^! c>ds are all gone ov]    
c>efully1 & :]e cu/om]s h n ord]$ )9 a  
c]ta9 "t _! c>ds are tak5 out4 ,:]e two 
or m names 9 ! same t[n1 & evid5tly ( ! 
same family1 appe>1 positive in=mation  
is obta9$ & act$ ^u1 ) a view to prev5t+
 a wa/e ( catalogues by s5d+ m ?an "o to
 ! same family4 ,! li/ is ?or\ghly      
exam9$1 *eck$1 revis$1 & all old1 dead  
matt] exclud$ be=e address+ catalogue   
wrapp]s1 z s5d+ out catalogues to names 
t d n respond is a dead loss ( po/age1  
pr9t$ matt] & ef=t4 ,a big advantage 9  
keep+ a mail+ li/ on index c>ds is1 t !y
 c be di/ribut$ among a l>ge numb] (    
writ]s1 & ?\s&s ( wrapp]s writt5 9 a    
%ort "t1 :i* _c be conv5i5tly done :]e  
kept 9 books2 & ! c>d sy/em also keeps !
 li/ neat & clean1 :ile books1 by reason
 ( names be+ cross$ out1 etc41 always   
pres5t any?+ b a good appe>ance4 ,:5    
wrapp]s are address$1 !y are all *eck$  
back & comp>$ ) c>ds1 to insure absolute

 correctness4 ,all ! wrapp]s = "o t[n   
are usually atta*$ toge!r & kept sep>ate
 f o!r t[ns1 & ?us1 :5 mail+1 all !     
catalogues go+ to any "o t[n are put 9 a
 bag or bags by !mselves1 :i*1 :ile     
caus+ extra labor on ! "p ( ! s5d]1     
insures correctness1 & enables po/ (fice
 employees to h&le l>ge quantities )    
great despat*4 ,pr9t$ envelopes be>+ !  
firm's "n & address1 & blank ord] =ms1  
are usually enclos$ = ! b5efit ( !      
cu/om]s4  ,! art ( catalogue compil+ &  
look+ aft] its prop] di/ribution entails
 h>d & extremely c>eful "w4 ,:5 f9i%$ & 
s5t out1 x has to compete ) o!r         
catalogues :]ev] x goes1 &1 z x is !    
repres5tative ( ! bus9ess1 x mu/ be     
complete 9 e detail1 9 ord] to d its "w 
well4  ,:ile ! catalogue has its        
di/9ctive place z ,! ,/eady ,trade ,br+]
 f out-(-t[n cu/om]s1 yet mu* is        
accompli%$ by special mail-ord]         
adv]tis+4 ,?is embraces booklets1       
circul>s1 leaflets1 etc42 little        
pamphlets prop]ly illu/rat$ & well      

writt5 dropp$ into ! p's homes ?r\gh !  
m$ium ( ! lett]1 ! p>cel1 or bo?4       
,sugge/ions ( seasonable goods1 a       
special ab\t furs :5 ! wea!r is cold1   
rubb]s & wat]pro(s dur+ ! ra9y season1  
h9ts = w$d+s 9 ,june1 light clo?+ =     
w>m-wea!r we>1 & s on ?r\gh ! :ole range
 ( m]*&ise1 keep+ ! bus9ess be=e !      
public all ! "t ) some?+ new1           
attractive1 seasonable4 ,:]e ,special   
,sales are inaugurat$1 su* z ,:ite      
,goods ,sale1 ,special ,furniture ,sale1
 etc41 %opp]s f out ( t[n are giv5 an   
opportunity to p>ticipate 9 any         
advantages !y may br+ ?r\gh ! m$ium ( ! 
newspap] adv]tisem5t z f> z x rea*es1 & 
?r\gh su* special di/ribution ( adv]tis+
 matt] relative to ^! sales z is        
consi/5t ) anticipat$ pr(its4 ,!        
,*ri/mas season is specially consid]$1 !
 gift "q 9 all its be>+s duly /udi$1    
plann$ & provid$ = 9 advance4 ,tun+ !   
bus9ess up all ! "t1 keep+ at a safe    
di/ance any dang] ( a relapse or t tir$ 
feel+1 :i* may almo/ unsuspect+ly creep 

into a bus9ess1 by adm9i/]+ ^! special  
adv]tis+ tonics1 new1 int]e/+ & helpful1
 ! result ( well-/udi$ plans4  ,?is     
process ( cont9ual con/ruction is n     
built up alone by keep+ 9 con/ant t\* ) 
cu/om]s already secur$1 b by rea*+ out =
 new trade among new p4 ,gett+ new      
names4 ,regul> cu/om]s1 on reque/1      
readily contribute ! names & addresses (
 possible cu/om]s 9 _! imm$iate vic9ity4
 ,special appeals made to special       
classes1 = a consid]ation1 usually      
result 9 secur+ satisfactory li/s4 ,^!  
li/s z receiv$ are comp>$ ) names       
already 9 use1 & all duplicates /ruck   
out1 ?us provid+ aga9/ ! possibility (  
s5d+ ! same matt] to ! same "n twice4   
,secur+ ^! new names is simply a "p ( ! 
natural developm5t ( ! catalogue trade4 
,wisely consid]$1 ! developm5t is bo? f 
)9 & f )\t4 ,f )91 by add+ new /ocks to 
! bus9ess f "t to "t1 z space1 res\rces 
& abilities p]mit2 & f )\t1 by add+ new 
& increas$ numb]s to ! pur*as+ li/4 ,f  
)91 by gett+ m goods to sell2 & f )\t1  

by gett+ m p to buy4 ,n only cont9u+ to 
sell ! same goods to ! same p1 b gett+ m
 goods = ^! same p1 & m p to buy ^!     
goods4 ,in/ead ( hav+ ! doll> s5t to "s 
o!r bus9ess = lack ( goods1 get t doll> 
by hav+ ! goods1 ! ef=t be+ made to     
build up ! bus9ess & develop x on ! l9es
 ( sell+ all ! p all _! goods all ! "t4 
,x is ! und]/&+ ( ?is pr9ciple & its    
work+ out ?r\gh ! catalogue & all o!r   
auxili>y adv]tis+1 back$ up by ! goods  
requir$1 t makes ! possibilities ( ?is  
trade4     ,receiv+ & ,op5+ ,mail4      
,:ile ! catalogue is "u c\rse (         
con/ruction1 ! :ole mail-ord] sy/em %\ld
 be ?or\ghly gone ov]1 tight5$ up1 well 
oil$1 improv$ :]e possible1 & put 9     
prop] %ape to h&le ! l>ge volume (      
bus9ess :i* is b\nd to come imm$iately  
aft] ! di/ribution ( catalogues4  ,:]e !
 mail is l>ge1 x is usually br\ght f !  
po/ (fice by wagon1 ! small] deliv]ies  
be+ br\ght by regul> po/ (fice c>ri]s4  
,all regi/]$ lett]s & p>cels are        
c>efully *eck$ z to numb]1 by actual    

c\nt1 & comp>$ ) numb] ent]$ on po/     
(fice regi/ration %eets1 be=e sign+ =   
!m4 ,envelopes are fir/ cut op5 by "o or
 m p]sons4 ,regi/]$ lett]s are kept     
sep>ate f all o!rs1 are di/ribut$       
sep>ately & acc\nt$ = be=e any ord9>y   
mail is h&l$4 ,ea* op5] is held         
responsible = ! numb] ( lett]s receiv$1 
:i* are *eck$ back1 totall$1 & ! totals 
mu/ agree ) ! total numb] giv5 out by ! 
"o 9 *>ge4 ,9 ! ev5t ( any error1 x mu/ 
be exam9$ into at once & ev]y?+ made ,o4
 ,k4 ,a positive *eck is kept ^u all    
lett]s & e precaution ex]cis$ to prev5t 
! possibility ( mi/akes or loss ( any   
k9d4 ,ord9>y unregi/]$ lett]s are treat$
 9 ! same c>eful mann]4 ,special tables 
are provid$ = mail op5]s1 & ea* "o      
occupies a sep>ate space or division4   
,:5 a lett] is op5$1 ! am\nt enclos$    
7:e!r 9 bills1 express ord]s1 drafts1   
*ecks1 po/ (fice ord]s1 /amps or silv]7 
is c>efully c\nt$1 *eck$ & ent]$ on !   
ord]1 totall$ & comp>$ ) ! am\nt cu/om] 
claims to h enclos$4 ,if ^! agree1 !    

am\nt is sign$ = by ! op5] or /amp$ ) an
 initial /amp1 & ! envelope is also     
initial$4 ,! money is usually plac$     
directly on ! ord] x belongs to1 bo? are
 put 9 a box or basket specially provid$
 = ! purpose1 & ea* succe$+ lett]1 ) !  
remittance x conta9s1 foll[s 9 its      
regul> ord] z op5$1 until ! mail is all 
complet$4 ,9 "s cases ! money & ord]s   
are sep>at$ at once4 ,ea* lett] or ord] 
is exam9$ c>efully1 to see t ! "n &     
address are giv51 & if n1 ! envelope    
%\ld be atta*$ = ref]5ce4 ,if any       
samples ref]r+ to ord]s are enclos$1 !y 
mu/ be atta*$ to ! ord]1 & c>e ex]cis$ 9
 atta*+ measurem5t =ms1 plans1 or any   
sep>ate %eets be>+ any relation to !    
ord]4 ,%\ld !re be any diff]5ce 9 !     
am\nt receiv$ & ! am\nt cu/om] claims to
 h enclos$1 ! att5tion ( ! "o 9 *>ge mu/
 be call$ to x at once1 &1 aft] ?or\gh  
exam9ation1 be c]tifi$ to by "o or m4   
,any omission ( samples or enclosures ( 
any k9d1 or any irregul>ities ( any "*1 
mu/ be report$ imm$iately1 exam9$ into1 

& c]tifi$ to by ^? ( recogniz$ au?ority4
 ,ord9>y mail1 su* z enquiries1 reque/s 
= samples1 etc41 & all lett]s n conta9+ 
money1 are kept sep>ate f lett]s ) money
 enclos$4 ,ord]s & money are collect$1 &
 ! ca%i] *ecks & c\nts all money ov]    
aga91 comp>+ x ) ! am\nt ent]$ on ea*   
ord] by ! op5]1 &1 :]e ,o4 ,k41 /amps   
ea* ord] & envelope ) a duplicate       
consecutive numb]+ & date /amp4 ,?us1 at
 almo/ ! fir/ /age ( h&l+ an ord]1 x    
receives its individual numb]1 :i* is   
diff]5t f ! numb] appe>+ on any o!r     
ord]1 & is us$ to id5tify x ?r\gh !     
diff]5t /ages x may h to pass :ile be+  
complet$4 ,envelopes are sep>at$ f      
ord]s1 & ea* *eck]'s envelopes put 9 a  
package by !mselves = ref]5ce4 ,%\ld "o 
be ne$$1 ! ord] is fir/ exam9$1 &1 z x  
be>s ! *eck]'s signature1 ref]5ce is !n 
made to t *eck]'s package ( envelopes1 &
 ! "o be>+ ! same numb] z ! ord] is     
easily & quickly f\nd4     ,book-keep+1 
,buy+1 ,*eck+1 ,etc4   ,:]e ! bus9ess is
 l>ge1 ! c\ntry is usually divid$ up    

into di/ricts or sections1 ea* division 
be+ designat$ by a lett]2 ?us "o ,/ate  
or ,prov9ce w\ld be kn[n z ,a1 & ano!r z
 ,b1 & ^! sections ea* usually h a head 
"u ! sup]vision ( ! ,manag]4 ,a simple  
=m ( ca% book is l>gely made use (1 by  
:i* ! numb] & am\nt ( ea* ord] only is  
ent]$ "u its prop] division column4 ,!  
totals ( ^! columns mu/ agree ) ! total 
am\nt ( ca% receiv$4 ,ord]s foll[ 9 _!  
natural c\rse to ! book-keep]s1 :o1 "u !
 date receiv$1 ent] ! ord]s 9 regul>    
ord] by numb]1 "n & address1 & cr$it !  
cu/om] ) ! am\nt receiv$4 ,ca%i] &      
book-keep]s are able to comp>e entries  
by numb] & am\nt1 & %\ld always agree4  
,all ord]s1 aft] be+ ent]$ 9 ! books1   
are g5]ally exam9$ by "o or m appo9t$ = 
?is "w1 :o note any?+ ( importance on ! 
ord]1 m>k+ x 9 su* a mann] z to attract 
special att5tion4 ,b>ga9s on sale t day1
 :i* are usually m>k$ ,ru%1 reque/s to h
 goods deliv]$ by a c]ta9 "t1 enclos$ ) 
a %ipm5t made by ano!r h\se1 or ) goods 
already b\ght & hold+2 9 fact1 any?+ &  

ev]y?+ requir+ any p>ticul> or extra    
c>e1 s t no omission ( in/ructions w    
occur1 & t ! detail ( ea* ord] %all be  
di/9ctly c>ri$ out4 ,all reque/s =      
samples1 catalogues1 etc41 are put 9 h& 
at once1 s t ?is "w is be+ done         
promptly1 & :ile ! o!r "w 9 connection )
 ! ord] is be+ c>ri$ on4 ,all ord]s1    
aft] be+ exam9$1 ev]y?+ not$ & all      
specials sort$ out1 are classifi$ into  
l>ge1 small or m$ium4 ,all ord]s = only 
"o article1 su* z gloves1 drugs1        
jewelry1 books1 etc41 are sep>at$ f     
ord]s = miscellane\s m]*&ise1 all cr$its
 ref]r$ to look$ up1 & ev]y?+ put into  
complete %ape = buy]s to h&le4 ,z ord]s 
are di/ribut$ among ! buy]s1 !y are *>g$
 ) ! numb] receiv$1 & are individually  
held responsible = all ord]s :ile 9 _!  
possession4 ,9 "s cases buy]s are n us$1
 b ord]s are copi$ on requisition %eets1
 & s5t to ! diff]5t dep>tm5ts to be     
fill$2 b :]e a l>ge retail bus9ess is   
done1 ! me?od ( us+ buy]s is l>gely     
adopt$4 ,! buy]s' duties are _m1 & a    

great deal dep5ds ^u _! ability & skill4
 ,!y are expect$ to keep a record ( all 
ord]s receiv$ & h[ dispos$ (4 ,_! ord]s 
mu/ be read c>efully & ?or\ghly         
und]/ood2 if !y lack any in=mation1 su* 
z color1 size1 samples1 or any errors 9 
ext5sions or additions1 !y mu/ be       
obs]v$1 &1 :]e necess>y1 consult$ ab\t4 
,all reque/s = e/imates or prices ask$ =
 on ord]s mu/ be got f ! prop] dep>tm5t1
 writt5 up cle>ly1 & h ! signature ( "o 
^: au?ority is recogniz$4 ,:]e goods are
 go+ by express or freight1 ! buy]s     
usually make use ( a pur*as+ c>d4 ,!y   
are provid$ ) *eck books1 &1 z !y visit 
! diff]5t dep>tm5ts & make _!           
selections1 !y make out a *eck 9        
duplicate = ea* pur*ase1 leav+ bo? ) !  
salesp]son4 ,! top *eck is s5t ) ! goods
 to ! mail-ord] sort+ section1 & !      
duplicate is s5t to ! ca% (fice1 j !    
same z ?\gh x 7 actual money4 ,?is      
duplicate *eck repres5ts s mu* money &  
is tak5 9 paym5t = goods4 ,great c>e is 
ex]cis$ 9 mak+ out ^! *ecks4 ,n only is 

"o half treat$ z ca%1 b ! o!r half goes 
) ! goods direct to ! cu/om]s1 %[+ !m   
exactly h[ _! money has be5 sp5t4 ,^!   
*ecks mu/ be writt5 pla9ly ) good       
figures1 & give a full description (    
goods1 prices1 etc4 ,! date1 exact "t   
pur*ase is made1 ! dep>tm5t b\ght f1    
sales numb] & ord] numb]1 mu/ all appe> 
on ea* *eck1 & all h su* important      
relations to ! "w t any omission or     
c>elessness _c be all[$4 ,on _! pur*as+ 
c>d !y ent] ! numb] ( ! ord] !y are     
buy+1 & ent] ?is same numb] on e *eck   
belong+ to t ord]1 also ent]+ ea*       
pur*ase z b\ght on ! pur*as+ c>d by     
dep>tm5t1 sales numb]1 & am\nt4 ,:5 !   
pur*ase is complet$1 ! ord] & pur*as+   
c>d are h&$ to a %ipp+ cl]k1 :o exam9es 
! ord] z to %ipp+ in/ructions1 ent]s !  
"n & address & h[ goods are to be %ipp$ 
on ?is c>d1 :5 !y are pass$ to a cl]k :o
 exam9es ! ord] c>efully1 to see t      
ev]y?+ has be5 b\ght correctly1 no      
omissions made1 all additions correct1 &
 :o1 :5 satisfi$ t ! ord] is execut$    

prop]ly 9 e p>ticul>1 s5ds ! ord] )     
prop] *>ge slip atta*$ back to !        
book-keep]1 & ! pur*as+ c>d is s5t to ! 
sort+ or inspect+ room1 :]e goods 9 !   
meantime h be5 s5t4     ,assembl+ &     
,pack+ ,mail-,ord] ,goods4   ,?is       
assembl+ section is arrang$ to provide  
space = goods until ea* ord] is         
complet$4 ,"u a sy/em l>gely made use ( 
by sev]al h\ses1 ! orig9al numb] /amp$  
on ! ord] & ent]$ by ! buy] on e *eck   
belong+ to t ord] is "h made use ( z !  
sort+ numb]4 ,sort+ tables are arrang$ =
 receiv+ goods1 & are numb]$ f "o to t54
 ,*ecks accompany all goods1 & if !     
numb] ( ! *eck is say #b1fag1 ! goods   
are plac$ on ,no4 #g table2 if *eck is  
numb] #b1fah1 goods w\ld be plac$ on    
,no4 #h table1 & s on4 ,! la/ figure on 
e *eck d5otes ! table x is to be plac$  
on1 &1 z ord]s are numb]$ consecutively 
z !y are receiv$1 ! goods are v ev5ly   
di/ribut$ ov] ! t5 tables2 &1 z all     
numb]s mu/ end 9 "s figure betwe5 "o &  
t51 ! t5 tables ?us provide = all       

numb]s4  ,%elv+ is p>tition$ (f back (  
^! tables ) a space ( ab\t eighte5 in*es
 squ>e 9 ea* comp>tm5t4 ,^! comp>tm5ts  
are f\r or m high & z _m 9 numb] z !    
bus9ess dem&s4 ,:ile ! la/ figure 9 any 
*eck numb] d5otes ! table x is to be    
plac$ on1 s ! la/ two figures are made  
use ( to indicate :at p>ticul> comp>tm5t
 ! goods are to be plac$ 94 ,?us1 *eck  
,no4 #b1fag & goods g to ,no4 #g table1 
& :5 plac$ g to ,no4 #ag comp>tm5t2 ,no4
 #b1fbg ) goods g to ,no4 #g table &    
,no4 #bg comp>tm5t1 & s on1 suffici5t   
space be+ provid$ = ! repetition ( ^!   
end+s z requir$4 ,no4 #b1fag be+ ent]$  
on *ecks belong+ to ,mr4 ,blank's ord]1 
& ?is numb] appe>+ on 8 *ecks only1 all 
8 goods f9d _! way to ,no4 #g table1 &  
are plac$ 9 ,no4 #ag comp>tm5t1 & *ecks 
are fil$ 9 ?is comp>tm5t z goods are    
plac$4 ,! pur*as+ c>d us$ by ! buy]1 &  
on :i* ! ord] numb] & all ! items b\ght 
appe>1 is c>efully comp>$ ) *ecks1 & :5 
*ecks repres5t+ all goods on ?is c>d are
 receiv$ ! ord] is complete & ready =   

pack+4 ,all goods z receiv$ on sort+    
tables are op5$ up1 look$ ov] c>efully1 
*eck$1 weigh$1 measur$1 colors1 sizes1  
qualities & quantities critically       
exam9$1 comp>$ ) description1 &         
p>ticul>s giv5 on *ecks2 & if n         
satisfactory mu/ be set aside & refus$  
until made ,o4 ,k4 ,:5 an ord] is       
complete1 ! goods & c>d are tak5 f ?is  
inspect+ section & s5t to ! express or  
freight-pack+ section ( ! %ipp+ room1   
ea* lot ( goods be+ kept 9 a sep>ate    
comp>tm5t until pack$4 ,exp]i5c$ pack]s 
are employ$1 :o aga91 & f9ally1 comp>e  
goods ) bills1 & *eck ev]y?+ c>efully   
:ile pack+4 ,accord+ to ! nature ( !    
goods1 !y are wrapp$ 9 pap]1 box$1 bal$ 
or crat$1 ent]$ up 9 %ipp+ books accord+
 to %ipp+ in/ructions on c>d1 & h&$ ov] 
to ! diff]5t transportation companies z 
call$ =1 & c>ds are fil$ = ref]5ce4     
,goods ,s5t by ,mail1 ,correspond5ce1   
,pay+ = ,goods1 ,etc4   ,:]e goods are  
ord]$ to g by mail1 *ecks are made out z
 be=e1 b ) ?is usual diff]5ce1 t buy]s  

reta9 ! top *eck & br+ ! goods ) !m4    
,ea* item z b\ght is ent]$ by dep>tm5t1 
sales numb] & am\nt on a %ipp+ & *>ge   
%eet4 ,:5 an ord] go+ by mail is all    
b\ght1 x is c>efully *eck$ by ! buy]1   
weigh$1 & ! am\nt ( po/age det]m9$ z ne>
 z possible1 :5 goods & ord] are h&$ to 
%ipp+ cl]k1 :o ent]s ! "n & address on !
 %ipp+ slip1 :5 all are pass$ to ! mail+
 section1 :]e goods are c>efully *eck$1 
wrapp$1 weigh$1 am\nt ( po/age det]m9$1 
p>cels address$1 /amps put on1 ent]$ by 
"n1 address & am\nt ( po/age 9 a        
p>cel-mail+ book1 & plac$ on sort+      
table1 aft] :i* !y are sort$ & plac$    
into diff]5t bags by ,/ate1 ,prov9ce1 or
 :atev] division ( p>cels ! po/ (fice   
au?orities may "n1 t w facilitate rapid 
h&l+ & quick despat*4 ,%\ld a p>cel1 :5 
wrapp$1 require m po/age ?an cu/om] has 
all[$ money =1 x %\ld be laid aside1 & !
 head ( division %\ld det]m9e :e!r to   
hold p>cel & write = ! additional am\nt 
requir$1 omit some?+ f ! p>cel1 or all[ 
! cu/om] to remit ! balance due4 ,:]e   

small am\nts are to be return$ to       
cu/om]s1 9 "s cases _! p>ticul> p>cels1 
z wrapp$1 may be left op5 at "o end &   
plac$ on a sep>ate table1 :]e1 aft]     
*eck+1 a small envelope conta9+ ! am\nt 
to be return$ may be enclos$ 9 ! p>cel4 
,^! little envelopes may be prep>$ 9    
advance & plac$ 9 sep>ate divisions1 all
 "o-c5t envelopes be+ 9 "o space1 all   
two-c5t envelopes 9 ano!r1 & s on1 s t !
 "w c be done rapidly1 & a great sav+   
effect$ 9 po/age on lett]s :i* o!rwise  
w\ld require to be writt5 9 ord] to     
return ! balance due4 ,all regi/]$      
p>cels are kept sep>ate & sign$ = by !  
po/ (fice au?orities4 ,x is easy at any 
"t1 by ref]5ce1 to f9d out exactly h[ a 
package 0 address$1 h[ mu* po/age 0 put 
on ! p>cel1 h[ mu* money 0 enclos$1 :e!r
 regi/]$ or n1 & j :at mail x 0 s5t out 
on4  ,all ord]s1 :5 prop]ly *eck$1 %\ld 
be pass$ back to ! book-keep]s1 :o1 hav+
 made ! orig9al entry & cr$it$ ! ca% :5 
! ord] 0 fir/ receiv$ & be=e goods 7    
b\ght1 may n[ ref] to t ord] numb]1 "n &

 address aga91 & *>ge ! cu/om] ) am\nt (
 goods s5t1 am\nt ( po/age paid1 & ca%  
return$1 or rema9+ to be return$1 ?us   
balanc+ ! acc\nt4 ,a simple index sy/em 
may be made use ( = any debit or cr$it  
balances t may require to be kept4      
,ord]s pass on to heads ( divisions1 :o 
exam9e all c>efully1 sort+ out any t may
 be repli$ to by =m c>ds or lett]s1 see+
 t all necess>y explanations & enquiries
 h be5 submitt$1 made & sign$ by ^?     
au?oriz$1 & t !y are satisfactory1 & :o 
dictates all necess>y replies4 ,all     
replies1 :5 dictat$ & type-writt51 are  
h&$ back = exam9ation1 &1 :5 correct1   
are sign$ & giv5 to ca%i]1 :o encloses  
any balance to be return$1 keep+ a      
record ( ! same by numb] & am\nt1 :5 !  
lett]s are s5t to ! mail+ section1 /amp$
 & mail$1 & ord]s s5t to be fil$ ) copy 
( reply atta*$4  ,! graphophone sy/em ( 
dictat+ & reproduc+ is l>gely made use (
 9 place ( %or?& :]e ! bus9ess is l>ge1 
& is f\nd to greatly facilitate ! h&l+ (
 correspond5ce4  ,p]sonal repres5tation 

( ! cu/om]s by ev]yone associat$ ) !    
diff]5t dep>tm5ts is especially         
enc\rag$4 ,! buy] :o visits ! dep>tm5ts 
_c be compell$ to accept any?+ except   
:at 9 h] judgm5t is ,o4 ,k4 ,%e         
repres5ts ! cu/om]s absolutely1 /&s 9 _!
 place1 & /udies _! int]e/s at e turn1 &
 ?is same p]sonal int]e/ is specially   
obs]v$ by e individual cl]k 9 :atev]    
relation !y may be> to ord]s or goods   
pass+ ?r\gh _! h&s4  ,! paym5t = goods  
pur*as$ by ! mail-ord] dep>tm5t is      
extremely simple4 ,! duplicate *ecks    
made out by buy]s & giv5 to salespeople 
:5 select+ goods repres5t s mu* money1 &
 are s5t to ! ca% (fice imm$iately4 ,!y 
are collect$ "h & s5t to ! *eck (fice or
 audit+ dep>tm5t daily1 :]e !y are all  
audit$4 ,! total am\nt ( ^! *ecks       
repres5ts ! total am\nt ( goods b\ght t 
day1 & ! mail-ord] ca%i] ?us h&s ov] !  
exact am\nt requir$ to pay = goods      
receiv$4 ,z ^! *ecks also %[ ! diff]5t  
dep>tm5ts goods h be5 pur*as$ f1 !y are 
all sort$ out by dep>tm5ts1 & ea*       

dep>tm5t1 !re=e1 receives cr$it = its   
%>e ( ! money4  ,likewise is x easy to  
"k at all times j :at p]c5tage ( co/ !  
total mail-ord] exp5se is ^u ! bus9ess  
done4 ,! mail ord] exp5se prop]ly       
consi/s ( its %>e ( light1 heat1 p[] &  
r5tal1 sundry exp5ses1 su* z /ation]y1  
(fice fixtures1 furniture & wages paid4 
,! wages li/1 prop]ly divid$1 %\ld %[ h[
 mu* is paid = buy+1 book-keep+1        
type-writ+1 samples1 *eck+1 pack+1 etc41
 & if wages paid 9 ea* division week by 
week & ! am\nt ( bus9ess done are comp>$
 ) any previ\s week's exp5ses & bus9ess1
 ! dep>tm5t is promptly made aw>e ( any 
unnecess>y increas$ exp5se1 j exactly   
:]e t unnecess>y increase is1 & ! rem$y 
may be appli$ at once4 ,! catalogue     
exp5se may also be readily arriv$ at4 ,!
 total issue co/s a c]ta9 am\nt1 &      
accord+ to ! numb] ( pages ea* dep>tm5t 
occupies1 s 9 ?is proportion may be     
e/imat$ ea* "o's %>e 9 ! exp5se4 ,ea*   
dep>tm5t manag]1 kn[+ :at 8 catalogue   
space may h co/ = a c]ta9 issue1 & :at  

am\nt ( bus9ess he may h done f t issue1
 c e/imate exactly :at p]c5tage ( co/ 8 
mail-ord] adv]tis+ is ^u 8 sales1 :ile !
 total catalogue exp5se = any "o issue  
may be add$ to ! o!r total mail-ord]    
exp5se = t "t1 & ! exact p]c5tage ( co/ 
may be arriv$ at ^u ! total am\nt (     
mail-ord] bus9ess done4 ,su* a sy/em may
 be adopt$ & made actual use ( t w po9t 
out at once ! exact condition ( e "p (  
?is bus9ess1 & provide a safety valve   
:i* w indicate at all times ! true pr(it
 or loss1 & ?r\gh j :at *annel t loss or
 ga9 accrues4     ,fil+ ,correspond5ce4 
,sy/ems ( fil+ diff]1 b :]e ! bus9ess is
 l>ge1 "o ( two me?ods is l>gely adopt$1
 t is fil+ ei!r by numb] or place4  ,:5 
fil$ by numb]1 ! orig9al numb] /amp$ on 
! ord] is made use ( = fil+ purposes4   
,:]e ! place file is us$1 suitable boxes
 or draw]s are arrang$ 9 cases1 ea* box 
be+ labell$ on ! outside indicat+ its   
cont5ts4 ,^! draw]s are provid$ ) c>ds  
on :i* are pr9t$ or writt5 ! diff]5t po/
 (fices 9 ea* ,/ate or ,prov9ce1 &      

arrang$ = easy ref]5ce4 ,?us all        
correspond5ce com+ f any "o t[n is fil$ 
toge!r next its t[n c>d1 & :]e ! mail f 
any "o t[n is l>ge x may be subdivid$ by
 an alphabetical index4 ,?us1 to f9d    
,mr4 ,b4's ord] f ,blank ,t[n ref]5ce is
 fir/ made to ! draw] :i* conta9s ,blank
 ,t[n1 & "u ?is t[n1 among ! ,bs1 w be  
f\nd ,mr4 ,b4's ord]s4 ,"o set ( draw]s 
may be made use ( = ea* mon?'s fil+1 &1 
!re=e1 z _m sets ( draw]s are provid$ z 
w correspond ) ! numb] ( mon?s lett]s   
may be pres]v$4 ,sep>ate files may also 
be kept 7usually alphabetical by "n7 =  
fil+ lett]s1 su* z ^? :]e cu/om]s h     
=gott5 to give size1 color1 or          
measurem5ts1 :]e !y h ov]look$ enclos+  
samples1 or any omission or circum/ance 
:i* may cause cu/om]s to be writt5 to & 
_! ord]s held = fur!r in=mation1 or     
ord]s t may h any balance hold+ to      
cr$it1 etc4  ,! fil+ mu/ be v accurately
 done1 z con/ant ref]5ce is made1 & x is
 ( ! utmo/ importance t any             
correspond5ce requir$ %all be f\nd ) !  

greate/ despat*4     ,special ,ord]s4   
,a special ef=t %\ld be made to h !     
sy/em s arrang$ t x w enable ! mail-ord]
 dep>tm5t1 z well z e o!r dep>tm5t 9    
connection ) ! h\se1 to "k h[ _m ord]s  
are p>tly b\ght & hold+ = goods :i* h   
be5 ord]$ t are n 9 /ock1 or t require  
to be made4 ,! buy] :o f9ds any?+ ask$ =
 on an ord] :i* a dep>tm5t _c supply at 
once 7& no *ecks %\ld be tak5 unless !  
ord] c be fill$ promptly7 %\ld give     
someone appo9t$ by ea* dep>tm5t full    
p>ticul>s ( :at is requir$1 ! numb] ( ! 
ord]1 "n ( cu/om]1 description1 size1 or
 measurem5ts ( goods to be made or      
procur$4 ,:5 ev]y?+ is b\ght1 ) ^!      
exceptions1 ! ord] %\ld be !n h&$ to a  
special mail-ord] cl]k1 :o %\ld note :at
 is lack+ to complete ! ord]1 & 9 a set 
( special dep>tm5t files 7space be+     
provid$ = ea* dep>tm5t7 %\ld place !    
hold+ ord]4 ,he %\ld visit ! diff]5t    
dep>tm5ts1 asc]ta9+ p>ticul>s conc]n+   
ea* ord]1 f9d out :at ef=ts are be+ made
 to fill ! same1 & cr[d ^! ord]s to     

completion1 :]e necess>y1 writ+ cu/om]s 
expla9+ any cause ( delay4 ,z ea*       
dep>tm5t secures ! goods requir$1 ! mail
 ord] dep>tm5t %\ld be notifi$          
imm$iately1 :5 ! ord] may be quickly    
produc$ f its dep>tm5t file1 *eck made  
out & ord] complet$4 ,x is easy to      
asc]ta9 at any "t ?r\gh su* a sy/em     
exactly :at goods ea* dep>tm5t lacks1 & 
direct su* ef=ts z w provide = ! lea/   
possible lack ( /ock & ! lea/ possible  
delay 9 execut+ ord]s4     ,return$     
,goods1 ,ex*anges1 & ,compla9ts4   ,a   
sep>ate section %\ld be devot$ to       
return$ goods or ex*anges4 ,z goods are 
receiv$ ! packages %\ld be exam9$ z to  
id5tification1 :om & :]e f1 & ent]$ up  
alphabetically "u ! date receiv$1 ) all 
p>ticul>s requir$1 & goods plac$ 9      
suitable comp>tm5ts4 ,:5 lett] (        
explanation is receiv$1 goods are easily
 locat$1 & bo? %\ld be giv5 to special  
ex*ange cl]ks1 :o w secure ! necess>y   
ex*ange bills & make su* new selections 
z cu/om]s may desire4  ,! cause ( all   

goods return$ %\ld be ?or\ghly          
inve/igat$ 9 e in/ance1 & :]e ! fault   
lies ) ! h\se1 ! cu/om] %\ld be         
reimburs$ = any extra exp5se incurr$2 & 
:atev] dep>tm5t or individual is to     
blame %\ld be made fully acqua9t$ ) _!  
error1 & su* /eps tak5 z w prev5t a     
repetition ( x4  ,usually associat$ )   
?is "w is a special section1 :i* %\ld   
deal ) all lett]s ( compla9t4 ,! cause (
 all compla9ts %\ld be fully enquir$    
into & at once4 ,!re %\ld be no delay   
:atev]1 b imm$iate answ]s insi/$ ^u4    
,explanations %\ld be complete & to !   
entire satisfaction ( cu/om]s1 & any    
loss ?r\gh c>elessness or errors made   
good )\t res]ve4 ,ea* dep>tm5t & _! help
 %\ld be held /rictly acc\ntable = any  
claims :i*1 ^u inve/igation1 %[ :]e !   
responsibility %\ld re/4 ,?is feature ( 
promptly adju/+ all diff]5ces & satisfy+
 e reasonable dem& leads to cont9u$ &   
increas$ confid5ce1 & %\ld1 !re=e1 be   
giv5 v p>ticul> att5tion4     ,samples4 
,! prep>ation1 selection & s5d+ out (   

samples %\ld receive ! mo/ c>eful       
att5tion4 ,9 "s cases reque/s = samples 
are di/ribut$ among ! diff]5t dep>tm5ts 
& are fill$ & s5t to ! sample dep>tm5t1 
b ?is me?od ) progressive h\ses is      
consid]$ sl[1 & = ?is reason alone      
unsatisfactory4  ,! improv$ me?od is to 
cut f ! piece su* l5g?s ( goods z are   
requir$4 ,^! are s5t to ! sample        
dep>tm5t ) wid?1 price & full p>ticul>s1
 :]e suitable pap] pr9t$ 9 squ>es1 !    
size ( sample to be s5t1 are atta*$4 ,^!
 are sewn by ma*9es driv5 by electric   
p[] & aft]w>ds cut 9 prop] sizes by     
electric cutt+ knife1 prices ins]t$ &   
plac$ 9 p>tition$ spaces 9 draw]s       
arrang$ 9 suitable cab9ets4 ,z reque/s =
 samples are receiv$1 !y are fill$      
direct f ^! draw]s1 & s5t out by ! next 
mail4 ,help is employ$ "h :o by long    
exp]i5ce become famili> ) all classes ( 
sampleable goods1 & :o are "u ! direct  
managem5t ( "o :o ?or\ghly und]/&s      
int]pret+ ! cu/om]s' wants1 & :o be>s no
 unimportant "p to :atev] measure (     

success may result f ! sale ( all goods 
by sample4     ,keep+ ,employees' ,"t4  
,?is position requires a man (          
consid]able firmness1 z he comes 9      
contact ) e employee1 & is b\nd to en=ce
 ! discipl9e ( ! h\se z appli$ to       
abs5tees & lates1 reg>dless ( any       
p>tiality or favoritism4 ,he has direct 
*>ge ( ! cloakrooms1 & mu/ see t !y are 
kept neat & clean1 & t ea* individual   
has a c]ta9 space allott$4 ,he %\ld be  
on duty e>ly & late1 & %\ld see t e "o  
regi/]s _! "t 9 pass+ 9 & out4 ,a record
 ( all employees go+ out on passes %\ld 
be kept1 & none %\ld be accept$ unless  
sign$ by ^? au?oriz$4 ,he %\ld keep a   
record ( employees' names & addresses1 &
 h ! same *eck$ up regul>ly4 ,he %\ld   
supply wages dep>tm5t & also heads (    
dep>tm5ts ) a report ( all :o are abs5t4
 ,:]e s _m are "u ! *>ge ( heads (      
dep>tm5ts1 x is impossible = !m to tell 
at once :o may be abs5t4 ,! "t-keep]    
%\ld notify !m promptly e morn+ & noon1 
& !y w ?us be enabl$ to arrange         

imm$iately1 s t ! "w done by abs5tees is
 provid$ =4 ,he %\ld n all[ p>cels ( any
 k9d to be c>ri$ 9 or out ( ! /ore1 nor 
all[ anyone to rent] ! /ore aft] pass+ !
 "t desk 9 go+ out1 or return to !      
cloakrooms aft] pass+ ! "t desk go+ 94  
,z "p ( ! /ore help mu/ g to d9n] at "o 
h\r & "p at ano!r1 he %\ld regulate x s 
t ^? :o g out "o h\r are back 9 _!      
dep>tm5ts be=e o!rs are notifi$1 ?us    
prev5t+ cr[d+ on /airways & passages4   
,dep>tm5ts are usually notifi$ by bells1
 & ea* is famili> ) its p>ticul> signal4
 ,doors %\ld be clos$ %>p on ! m9ute1 & 
all lates exclud$4 ,no matt] :at sy/em =
 regi/]+ "t is us$1 x is easy to det]m9e
 :o is late or abs5t1 z on com+ 9 all   
keys or "t c>ds hang+ on ! "t bo>d are  
on "o side ( ! "t clock1 & :5 ! "t is   
regi/]$ !y are hung on ! opposite side4 
,^? :i* h n be5 remov$ indicate at once 
:o has n come 94 ,"t c>ds ( any abs5t1  
:o h n s5t 9 a reason = abs5ce1 %\ld be 
remov$ f ! "t bo>d & su* employees %\ld 
secure p]mission f ^? au?oriz$ be=e _!  

"t c be aga9 m>k$4 ,li/s ( ^? go+ on    
holidays %\ld be suppli$ "t-keep]1 & _! 
c>ds %\ld also be remov$4 ,! "t-keep]   
%\ld supply ! wages dep>tm5t ) correct  
"t %eets1 z desir$4 ,he %\ld see t      
employees are ord]ly 9 pass+ 9 & out1 & 
p]mit no loit]+ 9 ! cloakrooms4 ,a      
regi/] is usually plac$ at ! exit door1 
:i* %\ld be sign$ by "o appo9t$ = ea*   
dep>tm5t or section ( ! /ore :5 leav+ at
 night1 c]tify+ t all p]sons h left _!  
dep>tm5t1 & t all w9d[s are secur$1     
bl9ds d[n1 etc4     ,employ+ ,help4   ,!
 hir+ ( help is l>gely c5t]$ 9 "o       
individual = ! entire /ore4 ,dep>tm5ts  
requir+ additional help %\ld notify !   
employm5t (fice1 & give p>ticul>s ( !   
k9d ( help requir$1 :i* fact %\ld be    
not$ & fil$ = ref]5ce1 a pref]5ce be+   
giv5 =m] employees seek+ rengagem5t4 ,! 
h\rs = engag+ help are usually f #h to  
#aj ,a4 ,m41 aft] :i* no applications   
are consid]$ = t day4 ,all applicants   
mu/ be treat$ ) c\rtesy4 ,ev5 ?\gh no   
imm$iate help is requir$1 applicants 9  

_m cases are p]mitt$ to fill out        
application1 :i* %\ld be plac$ on file =
 ref]5ce1 & a satisfactory applicant may
 !n be notifi$ z soon z a position is   
op54 ,all applications %\ld conta91 z f>
 z possible1 full p>ticul>s conc]n+     
applicant4 ,x %\ld %[ ! date (          
engagem5t1 "n1 address1 :e!r m>ri$ or   
s+le1 nationality1 *ur* d5om9ation1 :]e 
previ\sly employ$1 = h[ long1 & reasons 
= leav+4 ,ref]5ces %\ld be giv51 :o may 
be communicat$ )1 & ^: replies %\ld be  
atta*$ to application4 ,application     
blank %\ld %[ sal>y agre$ ^u & = :at    
p>ticul> dep>tm5t employ$4 ,space %\ld  
be provid$ = p]c5tage record1 & =       
transf] f "o dep>tm5t to ano!r1 =       
increas$ sal>y recomm5dations1 :i* are  
usually sign$ by heads ( dep>tm5ts &    
pass$ by ^? appo9t$4 ,!y %\ld be at all 
times a complete & p]man5t record ( ea* 
employee4 ,all help is usually engag$ ^u
 ! di/9ct und]/&+ & agreem5t t !y are   
privileg$ to leave any day1 or _!       
s]vices may be disp5s$ ) at any "t4 ,a  

new employee1 :5 giv5 a "t c>d or key1 &
 ! "t-keep] has expla9$ ! sy/em (       
regi/]+ "t1 etc41 & allott$ cloakroom   
space1 is conduct$ to ! head ( !        
dep>tm5t or assi/ant4     ,pay+ ,wages4 
,! sy/em ( regi/]+ "t furni%es accurate 
in=mation = e/imat+ wages4 ,! "t %eets  
kept by ! "t-keep] are "h made use (4 ,!
 "n ( ea* employee "u ! respective      
dep>tm5t ea* "o is atta*$ to1 ) numb]1  
rate ( wages p] week1 numb] ( days      
work$1 actual wages due1 etc41 %\ld be  
ent]$ on ! wages %eet4 ,! total am\nt ( 
money requir$ on any pay day is giv5    
wages (fice1 ea* individual's pay is    
plac$ 9 a pay envelope1 seal$1 numb]$ & 
ent]$ 9 signature book4 ,ea* head ( a   
dep>tm5t1 or "o appo9t$1 receives all   
wages = t dep>tm5t1 sign+ = ! same1 &   
sees t !y are di/ribut$ & sign$ = by ea*
 individual z receiv$4 ,! "w is done    
accurately & ) despat*1 z ?\s&s are by  
?is me?od paid _! weekly e>n+s 9 a v    
%ort "t4     ,wat*m54   ,wat*m5 %\ld    
report at ! /ore ea* night1 & z soon z !

 /ore is clos$ exam9e ! leav+ regi/]1 to
 see t ea* dep>tm5t has sign$ = ev]y?+  
hav+ be5 left 9 p]fect ord]4 ,!y %\ld   
exam9e at once all doors & w9d[s1 see+ t
 !y are securely fa/5$2 also all o!r    
entrances to build+1 & all places :]e   
anyone might be conceal$4 ,!y %\ld      
report 9 writ+ any?+ irregul> occurr+   
dur+ ! night1 leav+ ! same at ! (fice1 &
 repeat ! report until ! irregul>ity has
 be5 att5d$ to4 ,a regul> patrol %\ld be
 made ?r\gh\t ! entire build+4 ,an +5i\s
 sy/em ( clock regi/ration is made use (
 9 "s cases1 :i* indicates ^u exam9ation
 9 ! morn+ ! diff]5t /ations ea* wat*man
 has pass$ & ! exact "t ( ea* pass+ dur+
 ! entire night4 ,9 ! ev5t ( fire or any
 o!r accid5t occurr+ dur+ ! night1 su*  
special in/ructions %\ld be foll[$ z w  
meet ) ! ready response ( :atev]        
assi/ance may be requir$4     ,g5]al    
,rules = ,employees4   ,rules =         
employees are 9 =ce 9 all l>ge ,dep>tm5t
 ,/ores4 ,diff]5t /ores diff] 9 detail (
 rules1 b ! application is ! same1 all  

s]v+ to build up ! sy/em ( gov]nm5t :i* 
directs & controls ! entire managem5t4  
,weekly exam9ations are held 9 "s       
in/ances1 & famili>ity ) ! rules exact$1
 ?us en=c+ & ma9ta9+ sy/em & discipl9e4 
,! h\rs = op5+ & clos+ bus9ess v>y at   
diff]5t seasons ( ! ye>1 ( :i* due      
notice is giv54 ,! op5+ h\r is usually  
#h o'clock1 at :i* "t all employees are 
expect$ to be 9 _! respective positions1
 all cov]s fold$ & put 9 prop] places1  
/ocks & c\nt]s du/$1 & ev]y?+ made ready
 = ! day's bus9ess4  ,all employees mu/ 
ent] & leave ! /ore by employees'       
entrance1 leav+ all wraps1 hats1 rubb]s1
 lun*es1 etc41 9 ! cloakroom1 :i* is    
conv5i5tly arrang$ = ?is purpose4  ,^u  
ent]+ ! /ore 9 ! morn+ & ^u leav+ &     
return+ at noon1 & on go+ out at night1 
ea* individual records 8 or h] "t4 ,if =
 good reason an employee is necess>ily  
delay$1 a p]mission pass may be obta9$  
to comm5ce "w2 b if late )\t a good     
reason be+ giv51 !y _c comm5ce "w until 
noon1 & ?us lose a half day's "w & a    

half day's pay4 ,att5dance to bus9ess   
mu/ be punctual & regul>4 ,cont9u$      
lat5ess & abs5ce w\ld m]it dis*>ge4     
,employees :o are abs5t = any cause mu/ 
notify ! h\se at once1 ei!r ! head ( _! 
dep>tm5t or "t-keep]1 & satisfactory    
reasons giv5 = be+ abs5t4  ,:5ev] a     
*ange ( address is made1 employees mu/  
report same to "t-keep] at once4        
,employees mu/ nev] leave ! /ore dur+   
bus9ess h\rs 7except = d9n]7 )\t a pass 
sign$ by ! head ( ! dep>tm5t &          
c\nt]sign$ by "o au?oriz$4 ,blank pass  
books are usually suppli$ heads (       
dep>tm5ts4 ,^! passes %\ld give ! names 
( employees1 _! numb]s1 :at dep>tm5ts   
employ$ 91 date & "t ( go+ out1 & mu/ be
 pres5t$ to ! "t-keep]1 :o w p]mit      
employees to g to ! cloakroom = wraps & 
pass !m out4  ,employees mu/ n leave _! 
dep>tm5ts to g to any o!r "p ( ! /ore   
)\t in=m+ ! head ( ! dep>tm5t1 or       
assi/ant1 & obta9+ p]mission4           
,employees desir+ to pur*ase goods =    
!mselves are expect$ to d s dur+ ! lea/ 

busy h\rs1 usually f #h to #i ,a4 ,m4 ,a
 pass to pur*ase mu/ be obta9$ f ! head 
( ! dep>tm5t4 ,?is pass is ex*ang$ = a  
pur*as+ c>d4 ,all employees' pur*ases   
mu/ be made on pur*as+ c>d & s5t by !   
regul> deliv]y4 ,if = any reason a p>cel
 _c be s5t by ! regul> deliv]y1 &       
employee is to c>ry x home1 ^! p>cels   
mu/ be ,o4 ,k4'd by ! prop] p>ty4 ,a    
numb]$ *eck is giv5 to ! employee & a   
duplicate atta*$ to ! p>cel4 ,by pres5t+
 ?is *eck at ! exit door1 ! package is  
deliv]$ to ! prop] p>ty4 ,p>cels are n  
all[$ to be c>ri$ into ! /ore by        
employees4 ,! wagons call ^u reque/ &   
deliv] packages to ! p>cel (fice1 :]e !y
 may be obta9$4  ,employees are to avoid
 gossip+ & n all[ _! "t to be tak5 up ) 
fri5ds :o desire to visit ) !m dur+     
bus9ess h\rs4 ,l\d conv]sation to be    
avoid$4  ,bus9ess h\rs n to be occupi$ 9
 read+ books1 pap]s1 lett] writ+1       
ne$lework1 etc4 ,loaf+ or wa/+ "t away f
 dep>tm5ts n all[$4  ,extravagance &    
display 9 dress to be avoid$4 ,! use (  

/rik+ colors & patt]ns is objectionable4
 ,! co/ume %\ld be mode/ & neat 9       
appe>ance4  ,employees are expect$ to be
 c\rte\s to ea* o!r1 us+ ! same dignity1
 respect1 & c>e 9 add dress+ o!rs t !y  
feel !y are entitl$ to !mselves4  ,%\ld 
cl]ks be des]v+ ( c5sure1 x %\ld be done
 9 a g5tlemanly mann]1 n be=e o!r       
employees or cu/om]s1 ?us reta9+ !      
respect ( ea* o!r4  ,! use ( gum or     
tobacco1 eat+ nuts1 fruits1 c&y1 or     
lun*es dur+ bus9ess h\rs is /rongly     
object$ to4 ,loit]+ ar\nd ! outside ( ! 
build+1 on ! corn]s or at ! entrances1  
expectorat+ on ! walks & giv+ ! premises
 an untidy appe>ance w n be p]mitt$4    
,defac+ ! walls1 c\nt]s or fixtures1 or 
abus+ ! prop]ty 9 any way1 means        
imm$iate dismissal4  ,all employees mu/ 
le>n to obey ! ord]s ( ^? ^: au?ority is
 recogniz$1 & be gov]n$ by ! rules &    
regulations ( ! h\se2 n only because !y 
mu/1 b = _! own individual int]e/s1 & ! 
int]e/s ( ! h\se 9 g5]al4 ,"s rules may 
appe> rigid1 b !y are deem$ necess>y1 &1

 !re=e1 mu/ be obey$1 & ! liv+ up to !m 
is n int5d$ to be a reflection on !     
self-respect ( any "o4     ,me*anical   
,section4   ,und]nea? ! sell+ space 9 ^!
 l>ge /ores lies ! network ( ma*9]y1 all
 necess>y = ! prompt & c>eful adju/m5t (
 ea* day's "w1 furni%+ ! p[] = heat+1   
light+1 elevator s]vice1 etc4 ,mod]n    
automatic spr9kl] sy/em always ready =  
an em]g5cy1 r5d]+ ! prop]ty & m]*&ise z 
ne>ly firepro( z possible1 aid$ by a    
corps ( prop]ly-drill$ firem5 tak5 f !  
regul> employees /aff4 ,pneumatic ca%   
sy/em connect+ ) e "p ( ! /ore sell+    
space2 n only utiliz$ = c>ry+ ca%1 b    
also provid+ ! means ( v5tilation1 by   
us+ up & dis*>g+ ?\s&s ( cubic feet (   
impure air regul>ly1 & br++ fre% air    
into ! build+ con/antly4 ,complete /affs
 ( eng9e]s1 c>p5t]s1 pa9t]s1 etc41 are  
almo/ con/antly employ$ 9 look+ aft]    
additions1 alt]ations1 & repairs1 ?us   
keep+ ! :ole build+ 9 p]fect condition4 
,all are "u ! direct managem5t ( exp]ts1
 ^: me*anical skill is utiliz$ to assi/ 

9 r5d]+ ! /ore s]vice complete1 & ^:    
s]vices are recognis$ on an equality )  
^? occupy+ ! mo/ responsible positions 9
 connection ) ! bus9ess4                
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-------                  ,transcrib]'s  
,note3                                  
,typographical errors correct$ 9 ! text3
                                        
,page  #ba  ev] *ang$ to e              
,page  #dh  call *ang$ to call$         
,page  #he  wont *ang$ to won't         
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