They may not be at fault in the least, and such an inference, before they have had an opportunity to explain, would be unwise.

42. Letter with remittance from Otis V. French.

42a. Reply to the foregoing.

43. Letter of inquiry to the Boston Rubber Co.

43a. Letter of inquiry to Charles W. Baldwin, freight agent.

44. Letter ordering goods. Do not neglect the shipping directions. 44a. Moloney Bros. Co. acknowledge Mr. Field's order, and state that the goods have been shipped according to directions.

45. Mr. Chase's letter introducing Mr. Steffens.

45a. Mr. Steffens's letter of application; this calls for unusual care. Refer again to the discussion of this subject, page 85. Make yourself acquainted with the requirements of such a position before attempting to write the letter. 46. Mr. Joseph's remittance.

46a. Acknowledge Mr. Joseph's remittance and return his note.

47. Write Mr. Gibson's letter, asking for particulars.

47a. Reply to Mr. Gibson and send him an itemized bill.

48. Mr. Bryant's letter of complaint.

48a. Mr. Field's reply.

49. Mrs. Peckham's letter, asking for an extension of time in which to pay an account. This should be frank and straightforward—a request rather than an appeal.

50. This letter should be brief, but it should be prepared with great care. There should be no unnecessary display of authority, no bombast, no threats. Let the letter itself, as well as the proposed legal action, appear to be the result of a fixed business policy, which is not only necessary to the success of any business, but which is fair and just as well.

50a. Write the letter to Schedule A debtors. Do not assume that these debtors are either unwilling or unable to pay. Attribute their delinquency to neglect or temporary misfortune. Let this be more urgent than the former letter to this class, but do not yet suggest legal proceedings. Refer to page 74 for further information on this subject.

51. Mr. Field's remittance to pay note due to-day.

51a. Mr. Hildreth's reply to the foregoing.

52. Note carefully the conditions upon which this order is placed, and be very definite in stating them.

53. Second letter from Mr. Cheney.

53a. Mr. Field's reply to Mr. Cheney should be a detailed statement of everything that might influence the latter in making his decision. Remember this is a business proposition, and your letter should contain only such information as would appeal to a business man. Your personal desires are wholly irrelevant. He will view your proposition only from the standpoint of a profitable investment. Let your argument be terse.

54. Mr. Field's letter of remittance.

55. Mr. Bridenbecker's letter of remittance.

55a. Mr. Field's letter to Mr. Bridenbecker.

55b. Write Mr. Bridenbecker's reply, apologizing for the inconvenience which has resulted from his oversight.

56. Remember in writing this letter that Mr. Field is a profitable customer of the Boston Rubber Co., and that the promptness with which he receives their shipments is an important factor in their future trade relations with him. To manifest no interest in the matter simply because the fault is with the railroad company would be a mistake.

56a. Write the letter of complaint from the Boston Rubber Co. to the Boston & Albany Railroad Co. The statement of the Boston Rubber Co.'s position as set forth in exercise 56 should be kept in mind here. Furnish the railroad company with every detail concerning this shipment; refer to former complaints which you have been obliged to make, and ask them if your large and frequent shipments are not entitled to more careful treatment. the language of the book.

57. Mr. Baldwin's letter.

58. Note all of the faults of this letter and carefully rewrite.

Do not use

59. Be definite in stating the conditions upon which this order is based. 60. It should not be assumed in refusing to accept this shipment of shoes from Moloney Bros. that there is any intention on their part to impose upon you. Your letter should be a firm but courteous statement of your position.

60a. Write the reply from Moloney Bros. Co. Ask Mr. Field to return the case of shoes or state that you have sent your representative to adjust the matter. Inasmuch as this is the first transaction with Mr. Field, Moloney Bros. are probably in doubt whether the former is acting in good faith in refusing this shipment. Assume this attitude in writing, but, of course, do not show your lack of confidence by anything you say in the letter. Remember, also, that you are desirous of retaining Mr. Field's patronage.

61. Write the reply from Little & Co.

XV. POSTAL INFORMATION

The Classification of Domestic Mail Matter in the United States is as follows:

First class includes all written matter, all matter closed against inspection, and all matter, though printed, which has the nature of actual and personal correspondence, except such specified writing or printing as may be placed upon matter of the second, third, and fourth classes without increasing the rate.

Second class includes all newspapers and periodicals which bear the authorized statement, "Entered at the post office as second-class mail matter."

Third class includes all printed matter not having the nature of actual personal correspondence, except newspapers and periodicals belonging to the second class.

Fourth class includes all merchandise and all other matter not comprehended in the first, second, and third classes.

NOTE.

Matter of a higher class inclosed with matter of a lower class subjects the whole package to the higher rate.

What constitutes Third-class Matter; Printed Matter Defined.Printed matter is the reproduction upon paper by any process, except handwriting and typewriting, of words, letters, characters, figures, or images, or any combination thereof, not having the character of actual personal correspondence. Matter produced by the photographic process (including blue prints) is printed

matter.

Circulars. A circular is defined by law to be a printed letter which, according to internal evidence, is being sent in identical terms to several persons. A circular may bear a written, typewritten, or hand-stamped date, name and address of the person addressed and of the sender, and corrections of mere typographical errors.

Where a name (except that of the addressee or sender), date (other than that of the circular), figure, or anything else is written, typewritten, or hand-stamped in the body of the circular for any other reason than to correct a genuine typographical error, it is subject to postage at the first-class (letter) rate, whether sealed or unsealed. There is this exception, however: if such name, date, or other matter is hand-stamped, and not of a personal nature, the character of the circular as such is not changed thereby.

Reproductions or imitations of handwriting and typewriting obtained by means of the printing press, neostyle, hectograph, electric pen, or similar process will be treated as third-class matter, provided they are mailed at the post office window or other depository designated by the postmaster in a minimum number of twenty perfectly identical, unsealed copies separately addressed. If mailed in a less quantity, they will be subject to the first-class rate.

Wrapping of Mail Matter. - Second-, third-, and fourth-class matter must be so wrapped or enveloped that the contents may be examined easily by the postal officials. When not so wrapped, or when bearing or containing writing not authorized by law, the matter will be treated as of the first class.

Unmailable Matter. - Unmailable domestic matter, that is, matter which is prohibited admission to the mails under any circumstances, includes:

1. All matter illegibly, incorrectly, or insufficiently addressed. 2. All first-class, third-class (except a single book), and fourthclass matter weighing over four pounds.

3. Poisons, explosives, and the like.

4. Libelous, defamatory, threatening, or obscene matter.

NOTE. - A postal card with a statement of account written thereon, or a legal notice that taxes are due, or about to become due, may be transmitted in the mails when such statement or notice does not contain anything reflecting injuriously upon the conduct or character of a person, or a threat of any kind, or any other matter forbidden by law.

5. All matter concerning any lottery, so-called gift concern, or other enterprise of chance, or concerning schemes devised

for the purpose of obtaining money or property under false pretenses.

6. It is not permissible to write upon third- or fourth-class matter or its wrapper, or to print or write upon second-class matter or its wrapper, directions relative to the delivery thereof inconsistent with the postal regulations; consequently directions to deliver to some indefinite address, as to a "Druggist" or "Physician," if the matter is undeliverable to the addressee, must in all cases be disregarded by the postmaster at the office of address. Matter so addressed is held to be unmailable. Postage Rates on domestic matter are as follows: First Class.

Rate, 2 cents for each ounce or fraction.

Limit of weight, 4 pounds. United States postal cards, I cent each; post cards, I cent each.

Second Class. Unsealed. Rate, I cent for each 4 ounces or fraction. Full prepayment required. No limit of weight.

Third Class. Unsealed. Rate, I cent for each 2 ounces or fraction. Full prepayment required. Limit of weight, 4 pounds, except it is a single book.

Fourth Class. Unsealed. Rate, I cent for each ounce or fraction, except seeds, bulbs, roots, scions, and plants, which are I cent for each 2 ounces or fraction. Full prepayment required. Limit of weight, 4 pounds.

Prepayment of Postage. Postage on all domestic mail matter must be prepaid in full at the time of mailing by stamps affixed, except as follows:

(a) Letters of United States soldiers, sailors, and marines, when marked "Soldier's letter," "Sailor's letter," or "Marine's letter," as the case may be, and signed thereunder by a commissioned officer with his name and official designation.

(b) A letter bearing only a special delivery stamp. This provision applies to special delivery letters only.

(c) First-class matter, prepaid one full rate, 2 cents.

NOTE. In each of the above cases the matter will be forwarded to destination and the unpaid postage collected on delivery at single rates only. The only kind of domestic mail matter that is returnable to the sender or that will be forwarded from one post office to another without additional postage for