Home >> Business Correspondence >> 900 For One Big to Why Letters Make Good >> Training Correspondents 1_P1

Training Correspondents 1

crane, business, company, letters, letter and written

Page: 1 2 3 4 5 6

TRAINING CORRESPONDENTS 1. Trained correspondents in modern business.— As a result of the increasing necessity of constant im provement in the selling end of business, many busi ness concerns have taken an active interest in the training of their correspondents. The amount of favorable influence that a firm's correspondence ex erts upon its sales is of course determined by the de gree of skill which the correspondents possess. This skill comes almost invariably only as a result of train ing—chiefly self-training based on experience—but none the less training.

2. Acquired qualifications.—The knowledge, then, of persons, conditions and methods is acquired. Skill in accurate and forceful expression of thought is also acquired thru training. Many successful personal salesmen and correspondents dislike the word, train ing, because they associate it with the methods of the school-room. They probably realize the fact that self training results in the best kind of salesmanship—in cluding that which is involved in business correspond ence—but they are often inclined to underrate the at tempts that are made to supply them with the means of better and more rapid self-training.

Many houses, both large and small, have increased their profits as a direct result of training their cor respondents. This practice started years ago in houses that depended exclusively on the mails as their selling medium. It is now widespread, and doubt less, as the principles of effective letter writing be come better known, the training of correspondents will become a more universal practice in business houses of all kinds. Training in written salesmanship lings results when the methods of training are in ac cordance with good common-sense principles of edu cation.

3. Results to be gained from training.—On first thought it would seem that the question, "Why train correspondents?" could be easily answered in this way: in order that they may gain more good-will from their letters, which will then bring more sales, there fore greater profits. But there are other ends to be

gained, which are sometimes overlooked. One is the standardization of the tone, not only of all the letters that go out from a house—including routine as well as sales letters—but also of all written messages be tween the employes in the organization.

This point is well presented in a booklet published for the employes of Crane Company, Chicago, en titled "The Writing of Good Letters." The fore word of this booklet runs as follows: This booklet is not a "ready letter-writer" designed for general use.

It is for the purpose of making the business correspond ence of Crane Company more effective.

Its mission is to improve the quality and tone of all writ ten communications between the Company's employes and its several departments and branches.

The end is, that good letter-writing may become a custom, and politeness a habit. The importance of this can not be over-estimated.

Every letter written and sent out by Crane Company must be worthy the character, traditions and standing of the house.

Many people know Crane Company thru correspondence only, and the conveyance of a good impression thru a letter is of great value, while a poorly constructed one will have the tendency to give a customer the idea that Crane Com pany's goods are also poorly constructed.

It is, therefore, essential that every person who is en trusted with writing or dictating a letter bearing the signa ture of "Crane Company" should be thoroly imbued not only with the Crane Company spirit, but also with the neces sity of mastering the art of easy, correct and convincing letter-writing.

The habits to be formed in this field of responsibility are those of directness, smoothness, simplicity of diction, ease of address, conciseness and clearness.

The following hints do not aim to show every step, but point the way to the goal desired.

They are suggestions, which adopted, will be helpful to one wishing earnestly to make his letters models of business style.

Page: 1 2 3 4 5 6