COMPLETE CREDIT AND COLLECTION LETTER BOOK.

By John D. Little '16.New York: Prentice-Hall, 1953. 275 PP.$4.95.

Most American business is done on a credit basis. It is easy enough to sell goods on a charge account but getting payment is sometimes painful. If a business creates ill will by its collection methods it may find itself at a competitive disadvantage. Past due bills might best be collected in as pleasant a way as possible and the good will of the customer retained.

It is not an easy matter to get the money due and at the same time maintain good will. Mr. John D. Little in this book provides five hundred ready-to-use collection letters that have proved successful in meeting this problem. These letters cover numerous wholesale and retail collection situations and are based on eight principles:

1. Break the news in the first sentence.

2. Don't threaten unless the threat is to be carried out.

3. Assume that the merchandise for which money is due was satisfactory.

4. Let the delinquent believe that he is honest.

5. Increase pressure with each letter.

6. Spot-light any promises made by the delinquent.

7. Each letter should be written with the debtor in mind.

8. Multi-syllable words should not be used.

The collection problems are organized under appropriate chapter headings and subdivisions so that letters designed to meet specific needs can be found easily. The collection problem presented by each specific situation is briefly discussed.

After such a description of the problem, the rationale of the letter sequence is outlined. The model letters are then shown.

The letters themselves offer the user a wide choice. There are letters written especially for the Deep South and even one for a debtor friend of the Front Office. Examples of collection letters for churches and charitable organizations are provided. There are also letters designed to lead to the ultimate action of collection, the threat to give the unpaid bill to an attorney. In the retail field, model letters range from those that will leave the recipient unruffled to a series designed to find a "skip" and one to make cut-off threats.

In short, no matter what situation may arise requiring collection correspondence, a tactful, hard-hitting letter suitable for the purpose will be found in this book.