Business Correspondence Library Volume 1

Business Correspondence Library Volume 1

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This historic book may have numerous typos and missing text. Purchasers can usually download a free scanned copy of the original book (without typos) from the publisher. Not indexed. Not illustrated. 1910 edition. Excerpt: ...this feature of the machine, a second based his argument on another feature, and no two correspondents were reaching prospects from the same angle or making use of the same arguments. "Here are eight different approaches," said the president. "It is certain that one of these must be more effective than the other seven. They can't all be best. It is up to us to test them out and determine which one is best and then we will all use it." 120 GIVING INDIVIDUALITY TO SALES LETTERS When the proposition was presented in this way, it was so elementary that everyone wondered why it had not been thought of before. A series of tests followed with the different arguments and presentations and by a process of elimination the company proved conclusively which was the strongest approach. Then all of the correspondents used it in the first letter and the second strongest argument was used in the second letter, and so on through the follow-up. It was no longer left for each man to develop his arguments and his selling talk according to his own ideas. Through tests, consultation and discussion, every point was considered and all the correspondence was on the same level. By adopting a uniform policy the efficiency of the sales department was increased, the quality of the letters was raised and the work was handled more expeditiously and more economically. One cannot write to all his customers and prospects; that is why it is necessary to have correspondents in the various departments. It is an easy matter to adopt rules and establish policies that will make their letters of a much higher standard and give them greater efficiency than if each went his own way without rule or regulation to guide him. Every correspondent represents the...show more

Product details

  • Paperback | 78 pages
  • 189 x 246 x 4mm | 154g
  • Rarebooksclub.com
  • United States
  • English
  • black & white illustrations
  • 1236771915
  • 9781236771919