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E-text prepared by
Suzanne Lybarger, Brian Janes, Emmy,
and the Online Distributed Proofreading Team
(http://www.pgdp.net)

 


 

 

 

BUSINESS ENGLISH

A PRACTICE BOOK

BY
ROSE BUHLIG
Tilden High School, Chicago





D. C. HEATH & CO., PUBLISHERS
BOSTON           NYC             CHICAGO


PREFACE

The author of this book and the writer of this preface have never met. Their respective fields of labor are a thousand miles apart. Yet such is the force of ideas that many of their thoughts and sympathies are common.

The author of this book and the writer of this preface have never met. Their work areas are a thousand miles apart. Yet the power of ideas is such that many of their thoughts and feelings are shared.

Business English! The very name is an anomaly. From a literary point of view there is no such thing. English is English whether it be used to express the creations of our imagination, our aesthetic appreciations, or our daily wants. There is no magical combination of words, phrases, and sentences that is peculiar and distinctive to business transactions. Business English as used in these pages means effective communication, both oral and written. The author's aim throughout has been to teach the art of using words in such a way as to make people think and act. To do this she has applied the principles of literary composition to the highly complex and ever increasing problems of our business life. She realizes that business is vital, and that the problems of commerce are not to be met and handled with dead forms and stereotyped expressions of legal blanks.

Business English! The very term is a contradiction. From a literary perspective, there’s no such thing. English is English, whether it's used to convey our creative thoughts, aesthetic values, or everyday needs. There’s no special mix of words, phrases, and sentences that’s unique to business transactions. Business English, as used here, means effective communication, both spoken and written. The author's goal throughout has been to teach the skill of using words in ways that inspire thought and action. To achieve this, she has applied the principles of literary composition to the complex and growing challenges of our business lives. She understands that business is essential and that the issues in commerce shouldn’t be addressed with lifeless formats and clichéd legal expressions.

To use our language effectively it is necessary to have an understanding of its elements. Thus the author has very wisely devoted much space to word-study and English grammar. This is a field commonly neglected in books on the subject. The people engaged in business are, on the whole, woefully weak in the grammar of our language. It is believed that the treatment herein will be a great aid in correcting this deficiency. If we have ideas, we must express them in words, and our words should be so chosen and arranged as not to offend, but to please and interest. This result can be secured by a systematic study of Part I.[iv]

To use our language effectively, it's important to understand its elements. That's why the author has wisely dedicated a lot of space to studying words and English grammar. This area is often overlooked in books on the topic. Many people in business struggle with the grammar of our language. It's believed that the approach here will greatly help in fixing this issue. If we have ideas, we need to express them in words, and those words should be carefully chosen and arranged to attract and engage rather than offend. We can achieve this through a systematic study of Part I.[iv]

Part II deals with oral and written composition. Here the author has arranged her subjects in such a way as to give the whole a cumulative effect. The method throughout is inductive, and sufficient examples are always given to warrant the conclusions drawn. Most textbooks on Business English neglect the subject of oral English. This book regards the spoken word as important as the written word.

Part II focuses on both oral and written composition. The author has organized the topics to create a cumulative impact. The approach taken is mostly inductive, providing enough examples to support the conclusions made. Many Business English textbooks overlook the topic of oral communication. This book treats spoken language with the same importance as written language.

If there be any one feature in this textbook more to be commended than another, it is the exposition in Part III. The situations arising in many different kinds of business are here analyzed. The author believes that the way to become a good business correspondent is, first, to learn what the situation demands and, second, to practice meeting the demands. We must know before we write. Given a knowledge of the subject, we must have much practice in expressing ourselves in such a way as to make our composition effective. The author meets this need by supplying many and varied exercises for practice. These exercises are live, practical, and up-to-date. The problems to be solved are real, not imaginary. Thus the power to be gained in meeting these situations and solving these problems will prove a real asset to those who contemplate a business career. It is confidently hoped that both teachers and pupils will find in this work material which will help them to prepare themselves to meet the many problems and demands of our growing commercial needs.

If there's one thing in this textbook that stands out more than anything else, it's the content in Part III. Here, different business scenarios are analyzed. The author believes that to become a good business writer, you first need to understand what each situation requires and then practice responding to those demands. We have to know what we’re talking about before we write. With knowledge of the subject, we also need a lot of practice expressing ourselves effectively. The author addresses this need by providing a variety of exercises for practice. These exercises are relevant, practical, and current. The problems to tackle are real, not made up. Therefore, the skills gained from handling these situations and solving these problems will be a valuable asset for anyone considering a career in business. It is sincerely hoped that both teachers and students will find material in this work that will help them prepare to tackle the numerous challenges and demands of our expanding commercial landscape.

Daniel B. Duncan
Columbia University
January 1914.

CONTENTS

Part I—Vocabulary and Grammar
Chapter Page
Cool Words1
II Pronunciation7
III Spelling Guidelines18
IV Word Analysis29
The Sentence and its Parts41
VI Nouns and Pronouns57
VII The Adjective and the Adverb75
VIII The Verb83
IX Prepositions and Conjunctions116

Part II—Composition: Speaking and Writing
Spoken English127
XI Choosing Courses146
XII Punctuation158
XIII The Clear Statement199
XIV The Paragraph215
XV Business Emails229

Part III—Writing: Business Practice
XVI Production270
XVII Distribution282
XVIII Ads308
XIX Real Estate & Insurance321
XX Banking332
XXI The Company353
Index369

BUSINESS ENGLISH

PART I—WORD STUDY AND GRAMMAR

CHAPTER I

INTERESTING WORDS

Business English is the expression of our commercial life in English. It is not synonymous with letter writing. To be sure, business letters are important, but they form only a part of one of the two large divisions into which the subject naturally falls.

Business English is how we communicate our commercial life in English. It's not just about writing letters. While business letters are important, they only make up part of one of the two main areas that this subject naturally divides into.

First, there is oral expression, important because so many of our business transactions are conducted personally. Thousands of salesmen daily move from place to place over the entire country, earning their salaries by talking convincingly of the goods that they have to sell. A still greater number of clerks, salesmen, managers, and officials orally transact business in our shops, stores, offices, and banks. Complaints are adjusted; difficulties are disentangled; and affairs of magnitude are consummated in personal interviews, the matter under discussion often being thought too important to be entrusted to correspondence. In every business oral English is essential.

First, there is oral expression, which is important because so many of our business transactions happen in person. Thousands of salespeople move around the country every day, earning their salaries by convincingly talking about the products they sell. An even greater number of clerks, salespeople, managers, and officials handle business verbally in our shops, stores, offices, and banks. Complaints are resolved; issues are sorted out; and significant matters are finalized in personal meetings, with discussions often deemed too important to trust to written correspondence. In every business, oral English is essential.

Second, there is written expression. This takes account of the writing of advertisements, circulars, booklets, and prospectuses, as well as of letters. And in the preparation of these oral English is fundamental. It precedes and practically includes the written expression. For example, we say colloquially that a good advertisement "talks." We mean that the writer has so fully realized the buyer's point of view that the words of the advertisement seem to speak directly to the reader, arousing his interest or perhaps answering[2] his objection. Oral English is fundamental, too, in the writing of letters, for most letters are dictated and not written. The correspondent dictates them to his stenographer or to a recording machine in the same tone, probably, that he would use if the customer were sitting before him.

Second, there is written expression. This includes writing advertisements, brochures, booklets, and prospectuses, as well as letters. In preparing these, spoken English is essential. It comes before and essentially encompasses written expression. For instance, we often say that a good advertisement "talks." This means that the writer has understood the buyer's perspective so well that the words in the advertisement seem to speak directly to the reader, sparking their interest or addressing their concerns[2]. Spoken English is also crucial in letter writing because most letters are dictated rather than written out. The person writing the letter dictates it to their secretary or a recording device in the same tone they would use if the customer were sitting right in front of them.

But in taking this point of view, we should not minimize the importance of written business English. In a way, it is more difficult to write well than it is to talk well. In talking we are not troubled with the problems of correct spelling, proper punctuation, and good paragraphing. We may even repeat somewhat, if only we are persuasive. But in writing we are confronted with the necessity of putting the best thoughts into the clearest, most concise language, at the same time obeying all the rules of spelling, punctuation, and grammar. The business man must be sure of these details in order to know that his letters and advertising matter are correct. The stenographer, especially, must be thoroughly familiar with them, so that she may correctly transcribe what has been dictated.

But in considering this perspective, we shouldn't underestimate the importance of written business English. In some ways, it's harder to write well than to speak well. When we talk, we don't have to deal with issues like correct spelling, proper punctuation, and good paragraph structure. We might even repeat ourselves a bit, as long as we're convincing. However, writing requires us to express our best thoughts in the clearest, most concise way while adhering to all the rules of spelling, punctuation, and grammar. A businessperson needs to be confident in these details to ensure that their letters and advertising materials are accurate. The stenographer, in particular, must be very familiar with these rules so she can accurately transcribe what has been dictated.

Business English is much the same as any other English. It consists in expression by means of words, sentences, and paragraphs. Moreover, they are much the same kind of words, sentences, and paragraphs that appear in any book that is written in what is commonly called the literary style. In a business letter the words are largely those of every day use, and but few are technical. It is the manner in which the words are put together, the idea back of the sentence, that makes the only difference.

Business English is basically the same as any other kind of English. It involves expressing thoughts through words, sentences, and paragraphs. In addition, they are a lot like the words, sentences, and paragraphs found in any book written in what we usually refer to as literary style. In a business letter, the words are mostly everyday terms, with only a few being technical. The main difference lies in how the words are arranged and the ideas behind the sentences.

We shall begin the study of business English with a study of words, for in all expression, whether oral or written, a knowledge of words, of their meaning and suggestive power, is fundamental. On the choice of words depends not only the correctness but also the effectiveness of expression—the courtesy of a letter, the appeal of an advertisement, the persuasiveness of a salesman's talk. A mastery of words cannot[3] be gained at once. Every time one speaks, he must consider what words will best convey his idea. In this chapter only the barest beginning of such study can be made. The exercises show the value of the subject.

We will start studying business English by focusing on words because understanding words, their meanings, and their impact is essential for all forms of communication, whether spoken or written. The choice of words affects not just accuracy but also how effective the communication is—like the politeness of a letter, the appeal of an ad, or how convincing a salesperson's pitch is. Mastering words isn’t something that happens overnight. Each time someone speaks, they must think about which words will best express their thoughts. In this chapter, we can only cover the very basics of this study. The exercises demonstrate the importance of the topic.[3]

The study of words is interesting because words themselves are interesting. Sometimes the interest consists in the story of the derivation. As an example, consider the word italic. Many words in this book are written in italic to draw attention to them. Literally the word means "relating to Italy or its people." It is now applied to a kind of type in which the letters slope toward the right. The type was called italic because it was dedicated to the states of Italy by the inventor, Manutius, about the year 1500. An unabridged dictionary will tell all about the word.

The study of words is fascinating because words themselves are fascinating. Sometimes that interest comes from the story behind their origins. Take the word italic as an example. Many words in this book are written in italic to highlight them. Literally, the word means "related to Italy or its people." It’s now used to describe a style of type where the letters slant to the right. The type was called italic because it was dedicated to the states of Italy by its creator, Manutius, around the year 1500. A comprehensive dictionary will provide all the details about the word.

The word salary tells a curious story. It is derived from a Latin word, salarium, meaning "salt money." It was the name of the money that was given to the Roman soldiers for salt, which was a part of their pay. Finally, instead of signifying only the salt money, it came to mean the total pay.

The word salary has an interesting history. It comes from the Latin word salarium, meaning "salt money." This was the term for the money given to Roman soldiers for salt, which was part of their wages. Eventually, it evolved from referring just to salt money to meaning total pay.

Practically all of this information a good dictionary gives. In other words, a dictionary is a story book containing not one, but hundreds of thousands of stories. Whenever possible it tells what language a word came from, how it got its different meanings, and how those meanings have changed in the course of time. For it is natural that words should change just as styles change, names of ancient things being lost and names for new things being made. As the objects themselves have gone out of use, their names have also gone. When a word has gone entirely out of use, it is marked obsolete in the dictionary. On the other hand, new inventions must be named. Thus new words are constantly being added to the language and the dictionary because they are needed.

Almost all of this information can be found in a good dictionary. In other words, a dictionary is like a storybook filled with not just one, but hundreds of thousands of stories. Whenever possible, it explains where a word comes from, how it developed different meanings, and how those meanings have changed over time. It's natural for words to evolve, just like styles do, with names for old things disappearing and new names being created for new things. As certain objects become obsolete, so do their names. When a word has completely fallen out of use, it is marked obsolete in the dictionary. On the other hand, new inventions need names. So, new words are continually being added to the language and the dictionary because they are necessary.

There is a large class of words that we shall not have[4] time to consider. They are called technical. Every profession, business, or trade has its distinctive words. The technical words that a printer would use are entirely different from those which a dentist, a bookkeeper, or a lawyer would use. You will learn the technical terms of your business most thoroughly after you enter it and see the use for such terms.

There is a large group of words we won't have[4] time to explore. They are known as technical. Every profession, business, or trade has its unique vocabulary. The technical terms used by a printer are completely different from those a dentist, a bookkeeper, or a lawyer would use. You'll really grasp the technical terms of your field once you start working in it and see how those terms are applied.

None of the words, therefore, that you will be asked to search out in the dictionary are, strictly speaking, technical. It is evident that it will do you no good to search out the words in the dictionary, unless you learn them—unless you use them correctly in speaking and writing. There is pleasure in thus employing new material, as everybody knows. Use your eyes and ears. When you hear a new word, or read one, focus the mind upon it for a moment until you can retain a mental picture of its spelling and of its pronunciation. Then as soon as possible look it up in the dictionary to fix its spelling, pronunciation, and definition. Do this regularly, and you will have reason to be proud of your vocabulary.

None of the words you'll be asked to look up in the dictionary are, strictly speaking, technical. It's clear that searching for the words in the dictionary won’t help unless you actually learn them—unless you use them correctly in your speaking and writing. There’s a certain joy in using new material, as everyone knows. Pay attention. When you hear a new word or read one, take a moment to focus on it until you can visualize its spelling and pronunciation. Then, as soon as you can, look it up in the dictionary to lock in its spelling, pronunciation, and meaning. Do this regularly, and you’ll have every reason to be proud of your vocabulary.

An excellent way to increase the number of words that you know is to read the right kind of books. The careful study of the words used in the speeches and addresses of noted men is good practice. The conditions that called forth the speech were probably important, and the speech itself interesting, or it would not be preserved. When a man has an interesting or important message to give, he usually gives it in clear, exact, simple language. Therefore the vocabulary that he uses is worth copying. As for stories, there is a kind that furnishes a wealth of material that modern authors are constantly using or referring to, and this is found in stories of the Bible, stories of Greek and Northern gods and goddesses, stories of the Iliad, the Odyssey, the Æneid, stories of chivalry—all old stories. Every one should know them well, because they are the basis of many allusions in which a single word oftentimes[5] suggests a whole story. The meaning of the word herculean, for instance, is missed if you do not know the story of Hercules and know that he was famous for his strength.

A great way to expand your vocabulary is by reading the right kinds of books. Studying the words used in the speeches and addresses of well-known figures is excellent practice. The circumstances that led to the speech were likely significant, and the speech itself would have to be engaging to be remembered. When someone has an interesting or important message, they typically express it in clear, precise, and simple language. So, the vocabulary they use is worth emulating. In terms of stories, there's a category that offers a wealth of material that modern writers frequently use or reference, found in Bible stories, tales of Greek and Northern gods and goddesses, and epic stories like the Iliad, the Odyssey, and the Æneid, as well as tales of chivalry—all classic stories. Everyone should be familiar with them because they form the foundation of many references where a single word often[5] evokes an entire narrative. For example, the meaning of the word herculean is lost if you’re unaware of the story of Hercules and that he was renowned for his strength.


Exercise 1

Atlas is an interesting word. Originally it was the name of a Greek god, who carried the world on his shoulders. Then it is supposed that in the sixteenth century the famous geographer Mercator prefixed his collection of maps with the picture of Atlas supporting the world. Thus a collection of maps in a volume came to be called an atlas. Consult an unabridged dictionary for the origin of each of the following:

Atlas is a fascinating word. It originally referred to a Greek god who held up the world on his shoulders. Then, in the sixteenth century, the well-known geographer Mercator added an image of Atlas supporting the globe to his collection of maps. As a result, a collection of maps in a book became known as an atlas. Check an unabridged dictionary for the origin of each of the following:

rival   fortune   cereal   boycott
dollar   finance   china   derrick
bankrupt   milliner   java   mercury
cash   pullman   cashmere   colossal
mint   grocer   macadam   turbine

Exercise 2

The days of the week and the months of the year are interesting in their derivation. Monday, for example, represents the day sacred to the Moon as a deity. Explain the origin of each of the following:

The days of the week and the months of the year have interesting origins. For instance, Monday is named after the Moon, which was considered a deity. Explain the origin of each of the following:

Sunday   Saturday   May   October
Tuesday   January   June   November
Wednesday   February   July   December
Thursday   March   August
Friday   April   September

Exercise 3

Look up the derivation of the following:

Look up the origin of the following:

cancel   bead   ambition   hospital
pecuniary   paper   influence   pavilion
cheat   book   virtue   mackintosh
speculation   bayonet   peevish   chapel
phaëton   tawdry   disaster   omnibus

Exercise 4

Explain the origin of each of the following:

Explain where each of the following comes from:

curfew   tulip   turquoise   good-bye
pompadour   aster   amethyst   dismal
hyacinth   dunce   tantalize   titanic
dandelion   humor   umbrella   volcano
dahlia   villain   sandwich   tangle
begonia   echo   lunatic   babble

Exercise 5

Name the image that each of the following suggests to you:

Name the image that each of the following brings to mind:

howl   sputter   rasping   munch
skim   prance   clatter   trickle
squeal   click   wheeze   shuffle
moan   thud   trudge   bulge
squeak   patter   chuckle   gobble
squawk   spatter   toddling   swish

Exercise 6

Bring to class a list of words which, because they are the names of modern inventions, have come into the language in modern time.

Bring to class a list of words that, because they are the names of modern inventions, have entered the language recently.


Exercise 7

How many words can you name which might be called the technical terms of school life, words which always carry with them a suggestion of the school room? Bring in a list of twenty such words.

How many words can you think of that could be called the technical terms of school life, words that always evoke images of the classroom? Come up with a list of twenty such words.


Exercise 8

How many words can you name which are used only in the business world? Bring in a list of twenty such words.

How many words can you think of that are only used in the business world? Bring a list of twenty of those words.


Exercise 9

How many words can you name which apply particularly to money and the payment or non-payment of money? Bring in a list of twenty or more such words.

How many words can you think of that relate specifically to money and its payment or non-payment? Create a list of twenty or more of these words.


CHAPTER II

PRONUNCIATION

We are judged by our speech. If we clip syllables, run words together, or pronounce them incorrectly, we shall merit the criticism of being careless or even ignorant. Yet clear enunciation and correct pronunciation are sometimes difficult. We learn most words by hearing others say them, and, if we do not hear the true values given to the different syllables, we shall find it hard to distinguish the correct from the incorrect forms. Children whose parents speak a foreign language usually have to watch their speech with especial care; Germans, for example, find difficulty in saying th and Irish people in saying oi as in oil. The exercises in this chapter are given for the purpose of correcting such habits. The words in the exercises should be pronounced repeatedly, until the correct forms are instinctive.

We are judged by how we speak. If we skip syllables, run words together, or mispronounce them, we risk being criticized for being careless or even ignorant. However, clear enunciation and correct pronunciation can be challenging at times. Most of us learn words by hearing others use them, and if we don’t hear the correct sounds attached to different syllables, we may struggle to tell the right forms from the wrong ones. Children whose parents speak a foreign language often have to be particularly careful with their speech; for instance, Germans have a hard time saying th and Irish people struggle with oi as in oil. The activities in this chapter are designed to help correct those habits. The words in the exercises should be pronounced repeatedly until the correct forms become second nature.

Train the ear to hear the difference between sounds, as in just and in jest. Don't slide over the final consonant in such words as going and reading. Watch words containing wh. The dictionary tells us that where was originally written hwar, the h coming before the w; and we still pronounce it so, although we write the w before the h. The word whether is of the same kind. The dictionary tells us that it was first spelled hweder. Such words should be carefully noted and their pronunciation practiced.

Train your ear to hear the difference between sounds, like in just and jest. Don't skip over the final consonant in words like going and reading. Pay attention to words that have wh. The dictionary tells us that where was originally written as hwar, with the h coming before the w; and we still pronounce it that way, even though we write the w before the h. The word whether is similar. The dictionary states that it was first spelled hweder. Such words should be carefully noted, and their pronunciation practiced.

Then there is the habit of slurring syllables. We may understand what is meant by the expression "C'm' on" or "Waja say?", but most of us would prefer not to be included in the class of people who use either. Correct speech cannot be mastered without an effort.[8]

Then there's the tendency to slur syllables. We get what’s meant by expressions like "C'm' on" or "Waja say?", but most of us would rather not be grouped with people who use those. Mastering correct speech takes effort.[8]

In the following exercises watch every vowel and every consonant so that you may give each one its full value.

In the following exercises, pay attention to every vowel and consonant so that you can give each one its full value.


Exercise 10—Diacritical Marks

Although an a is always written a, it is not always given the same quality or length of sound. When we discover a new word, it is important that we know exactly the quality to give each of the vowels in it. For this purpose diacritical marks have been invented. They are illustrated in the following list from Webster's International Dictionary.

Although an a is always spelled a, it doesn't always have the same sound quality or length. When we come across a new word, it's essential to understand the exact sound each vowel should have. To help with this, diacritical marks were created. They are shown in the following list from Webster's International Dictionary.

 

Transcriber's Note: Due to the constraints of HTML, a letter with a tack above such as a with tack above cannot be displayed. For this reason [+x] has been used to denote a letter with a tack above it.

 

ā as in āte, fāte, lāb´or
[+a]""sen´[+a]te, del´ic[+a]te, [+a]e´rial
â""câre, shâre, pâr´ent
ă""ăm, ădd, răn´dom
ä""ärm, fär, fä´ther
ȧ""ȧsk, grȧss, pȧss, dȧnce
""fi´na̠l, in´fa̠nt, guid´ānce
""a̤ll, a̤we, swa̤rm, ta̤lk
ē""ēve, mēte, serēne´
[+e]""[+e]vent´, d[+e]pend´, soci´[+e]ty
ĕ""ĕnd, mĕt, ĕxcuse´, ĕfface´
""fẽrn, hẽr, ẽr´mine, ev´ẽr
e""re´cent, de´cency, pru´dence
ī""īce, tīme, sīght, inspīre´
[+i]""[+i]dea´, tr[+i]bu´nal, b[+i]ol´ogy
ĭ""ĭll, pĭn, pĭt´y, admĭt´
ō""ōld, nōte, ō´ver, prōpose´
[+o]""[+o]bey´, t[+o]bac´co, sor´r[+o]w
ô""ôrb, lôrd, ôr´der, abhôr´
ŏ""ŏdd, nŏt, tŏr´rid, ŏccur´
ū""ūse, pūre, dū´ty, assūme´
[+u]""[+u]nite´, ac´t[+u]ate, ed[+u]ca´tion
""rṳde, rṳ´mor, intrṳde´
""fụll, pụt, fụlfill´
ŭ""ŭp, tŭb, stŭd´y
û""ûrn, fûr, concûr´
""pit´y̆, in´jury̆, divin´ity̆
o͞o""fo͞ol, fo͞od, mo͞on
o͝o""fo͝ot, wo͝ol, bo͝ok
ou""out, thou, devour´
oi""oil, noi´sy, avoid´
ā is called long a, and is marked with the macron
ă is called short a, and is marked with the breve
â is called caret a, and is marked with the caret
ä is called Italian a, and is marked with the diaeresis
ȧ is called short Italian a, and is marked with the dot
ẽ is called tilde e, and is marked with the tilde or wave

Exercise 11—Vowels

Of the twenty-six letters in the alphabet, how many are vowels? Name them. What are the other letters called?

Of the twenty-six letters in the alphabet, how many are vowels? List them. What do we call the other letters?

Compare the ă in hat and the ā in hate. Which has more nearly the sound of a in the alphabet? This is called the natural or long sound of the vowel. The other is called the short sound.

Compare the ă in hat and the ā in hate. Which one sounds more like the letter a in the alphabet? This is known as the natural or long sound of the vowel. The other is referred to as the short sound.

Drop the e from hate. Explain the result.

Drop the e from hate. Explain the result.

Name other monosyllables ending in e and containing the long a sound.

Name other monosyllables that end with e and have the long a sound.

Explain the difference in pronunciation between Pete, pet, ripe, rip, hope, hop, cube, cub.

Explain the difference in pronunciation between Pete, pet, ripe, rip, hope, hop, cube, cub.

Find other monosyllables ending in e and containing a long vowel that becomes short if the e is dropped.

Find other one-syllable words that end in e and contain a long vowel that turns short if you drop the e.

Monosyllables ending in silent e usually contain a long vowel sound, which becomes short when the final e is dropped.

Monosyllables that end in a silent e typically have a long vowel sound, which shortens when the final e is removed.


Exercise 12

Pronounce carefully the following words containing the short Italian a:

Pronounce the following words with the short Italian a: carefully:

advȧnceclȧsslȧnceplȧster
advȧntage      contrȧst    lȧstpȧstor
ȧfterenchȧntmȧskprȧnce
bȧsketFrȧncemȧsterrȧfter
brȧnchglȧncemȧstiff    shȧft
brȧssglȧsspȧsssurpȧss
chȧffgrȧsspȧsttȧsk

Exercise 13

Pronounce the following carefully, noting each a that is marked:[10]

Pronounce the following carefully, paying attention to each a that is marked:[10]

hälfideȧcälmaudācious
pȧthcȧn'tāpricotȧghȧst
ȧskcătchmȧdrăs   ălgebrȧ
fäther   v[+a]cātion   ăgileforbăde
dȧnceextrȧcȧsttrȧnce
lȧsscȧsketgrȧntāviātion

Exercise 14

Pronounce the vowel o in the following very carefully. Don't give the sound feller or fella when you mean fellow.

Pronounce the vowel o in the following very carefully. Don't use the sound feller or fella when you mean fellow.

fellowswallowtheoryborrow
potatofollowpositionheroism
windoworiginalfactorydonkey
pillowevaporate   ivorymemory
chocolate   mosquitolicorice   oriental

Exercise 15

The vowel u needs particular attention. When it is long, it is sounded naturally, as it is in the alphabet. Do not say redooce for reduce.

The vowel u needs special attention. When it’s long, it’s pronounced naturally, just like in the alphabet. Don’t say redooce for reduce.

reducepictureeducatefigure
producestupidjudicialduty
conducivestudentcalculateaccumulate
enduregenuinecuriosityTuesday
durationinduceregularparticular
singularavenuetuneinstitute
nutriment   constitution   culinaryJanuary
revenueintroduceopportunity   manufacture

Exercise 16

Using diacritical marks indicate the value of the vowels in the following. Try marking them without first consulting a dictionary. After you have marked them, compare your markings with those used in a dictionary.

Using diacritical marks, indicate the value of the vowels in the following. Try marking them without checking a dictionary first. After you’ve marked them, compare your markings with those found in a dictionary.

pupildifferent   diacritical   gigantic
alphabet   severalradiatinggymnasium
naturalletterWyomingsystem
resulterasertypicalmerchant

Exercise 17

Pronounce carefully, noting that in each word at least one consonant is silent, and sometimes a vowel as well. Draw an oblique line through the silent letter or letters in each.

Pronounce carefully, keeping in mind that each word has at least one silent consonant, and sometimes a silent vowel too. Draw a diagonal line through the silent letter or letters in each word.

throughchastenswordisland
although   oftenfastendaughter
wrongsoftencalfmight
yachtsubtlehastenbouquet
gnawalmondnaughtyhonest
psalmglistenthumbpalm
whistlesalveshouldknack
salmonchestnut   knowledge   castle
answerfolkslistenthigh
knotrightdebthonor

Exercise 18

Pronounce the following, paying particular attention to the vowels. Distinguish between the meanings of the words in each group.

Pronounce the following, paying special attention to the vowels. Distinguish between the meanings of the words in each group.

acceptbileleastprevision
exceptboillestprovision
   
affectcarolelevenpoor
effectcoralleavenpure
   
addition   descent   neitherradish
editiondissentnetherreddish
   
assayemergepasture   sentry
essayimmerge   pastorcentury
   
baronFrancispillarsit
barrenFrancespillowset
   
beenjestpointwrench
beanjustpintrinse
 gist

Exercise 19

Enunciate the consonant sounds carefully in the following. Distinguish between the meanings of the words in each group.

Enunciate the consonant sounds clearly in the following. Differentiate between the meanings of the words in each group.

actsclosetreatiesrows
axclothestreatiserouse
   
advice   crossed   princesrues
adviseacrossprincess   ruse
   
almsformerlyprinceeither
elmsformally   printsether
   
bodicegrayspricerunning
bodiesgraceprizeruin
   
ceaseloserecentwalking
seizelooseresentwalk in
   
chanceplaintivesectsweather
chantsplaintiff   sexwhether
   
doespairnewsworst
dosepayernooseworsted (yarn)
doze

Exercise 20

Pronounce the following, making sure that each syllable is correct. Guard against slurring the words in the last column.

Pronounce the following, making sure that each syllable is correct. Be careful not to slur the words in the last column.

beensuchbarrelDid you?
goneputfaucetDon't you?
towithsuburbGo on.
fortinyhearthOur education
auntandnothing   You are
farpoemofficeYou're not
ourcatchperilWe're coming
kepttowardforbadeThey're coming
saysdonkeyspiritWhat did you say?
ridagainsemiWhere are you going?
sinceagainst   scaredWhere have you been?
sleek   honestsaucyI want to go.
creeksavageturnipI'm going to go.
where    sweptroofTo-morrow morning
boilvelvetproofNext month
hoistdirecthydrantLast Saturday

Exercise 21

Enunciate carefully:

Speak clearly:

salarygentlemansupplegymnasium
becauselibrarysubtleperspiration
idealwrestleitalicclapboards
suitevesselinsectcupboard
thirtyfriendshiporchidarchangel
tomatojudgmenthovelcandelabra
grimycowardiceseveralextraordinary
patronmiserablepumpkincivilization
omeletguaranteeaccuratehorseshoe
hundredgelatineguardianlaboratory
couponglycerinedelinquent   tenacious
awkwardparaffinesecretarymeasure
hurrahportraitaudaciousFebruary
pigeonmercantile   conquercellar
history   juvenileconquestperfect
diamondthousandcongressgrandmother
asylumoverallslicoricegenerally

Exercise 22

Be especially careful of the sounds th and wh. Add no syllable to a word and omit none. Consult a dictionary for any word below about which you are not certain:

Be especially careful with the sounds th and wh. Don’t add any extra syllables to a word and don’t leave any out. Check a dictionary for any word you’re unsure about:

whenlengthdiphthonggenerally
wherestrengthdiphtheria   forget
whileheightanestheticrecognize
wharfwidthbetrothalhungry
whichdepththeorygeography
wheeltherethemeinstead
wheezethemarithmeticisolated
whyeleventh   bathewriting
whifftwelfthlathekettle
whencethoughtbelievelanguage
whetthroatbronchitisleisure
whatwreathsgovernment   volume
whalepathscourteouscolumn
wheatmonthsdifferentalways
wheedlemouthsengineonce
[14]whelpmythsEnglishtwice
whimperbreadthssurprisearctic
whipmothsdeafItalian
whitbathchildrenpicture
whither   earthcrueloften

Exercise 23—Homonyms

A homonym is a word having the same sound as another but differing from it in meaning. Use each of the following in a sentence to show its meaning.

A homonym is a word that sounds the same as another word but has a different meaning. Use each of the following in a sentence to demonstrate its meaning.

alouddraftfowlprincipal
alloweddraughtfoulprinciple
   
ascentfaintgatepeal
assentfeintgaitpeel
   
aughtcanvasgreatquire
oughtcanvassgratechoir
   
badcerealhewseen
badeserialhuescene
   
balecessionkernelsoul
bailsessioncolonel   sole
   
berryciteleasedstrait
burysiteleaststraight
   
boycoarselesserstair
buoycourselessorstare
   
bycompliment   mitesweet
buycomplementmightsuite
   
council   feignminerthere
counselfainminortheir
   
currentflourneedwood
currantflowerkneadwould

Exercise 24

Do the same with the following:

The task is unclear. Please provide the specific paragraph you would like modernized.

aisleclausekillsail
[15]isleclawskilnsale
awlclimbkeyring
allclimequaywring
basedraught   lieserge
bassdraftlyesurge
blewdewmedalsole
blueduemeddlesoul
boughdonepeershone
bowdunpiershown
breaddualporesteel
bredduelpoursteal
bearflueprofitstationary
bareflewprophet   stationery
bridalfreezequartswade
bridlefrieze   quartzweighed
capital   guiltrestwave
capitolgiltwrestwaive
ceilingheardrootwrap
sealingherdrouterap

Exercise 25—Syllabication

What is a syllable?

What’s a syllable?

Choose a word and notice that every vowel sound in it makes a syllable. Therefore, you never have two vowels in one syllable unless the two are pronounced as one sound.

Choose a word and notice that every vowel sound in it makes a syllable. So, you never have two vowels in one syllable unless the two are pronounced as one sound.

In pronouncing notice carefully to which syllable a consonant belongs; as in dif-fer-ent, beau-ti-fy, dai-sy.

In clearly noting which syllable a consonant belongs to; like in dif-fer-ent, beau-ti-fy, dai-sy.

Divide the following words into syllables. If you cannot decide with which syllable a consonant belongs, consult a dictionary.

Divide the following words into syllables. If you can’t decide which syllable a consonant belongs to, check a dictionary.

papergrocerrotatemystery
tomatoerectrepeatregular
vinegar   polish   general   arithmetic

If a syllable, especially an accented syllable, ends in a vowel, what is usually the length of the vowel?[16]

If a syllable, especially an emphasized syllable, ends in a vowel, what is the typical length of that vowel?[16]

If the syllable ends in a consonant, what is usually the length of the vowel of the syllable?

If a syllable ends with a consonant, how long is the vowel in that syllable typically?

When a consonant is doubled, the division is usually made between the two letters; as,

When a consonant is doubled, the split is usually between the two letters; as,

blot-terskip-ping   remit-tance
neces-sary   throt-tlespan-ning

As a rule, a prefix constitutes one syllable; as,

As a general rule, a prefix is usually one syllable; for example,

pro-longpre-fercon-stantde-fectad-mit
re-ceive   se-lect   dis-trust   e-merge   im-merse

As a rule, a suffix constitutes one syllable; as,

As a general rule, a suffix usually has one syllable; for example,

labor-ersoft-lybeauti-fyselec-tion
mole-cule   revolution-ist   percent-age   fanat-ic

When two or more letters together give one sound, they must not be divided; as,

When two or more letters come together to create one sound, they should not be separated; for example,

math-ematics   ex-change   paragraph-ing   abolish-ing
bow-ingtoil-ingnation-algra-cious

Can a word of one syllable be divided?

Can a one-syllable word be split?

Do not divide a syllable of one letter from the rest of the word. The division ever-y is wrong.

Do not separate a single-letter syllable from the rest of the word. The division ever-y is incorrect.


Exercise 26

Divide the following words into syllables, using the suggestions given in the preceding exercise:

Divide the following words into syllables, using the suggestions provided in the previous exercise:

accountantdissatisfaction   manufacturerreference
advertisementeconomymaterialrepeatedly
anecdoteemploymentmechanicalsalesman
annuallyenergeticneighborhood   security
applicationenvironmentoccupationseparate
automobileespeciallyopportunitysignature
beginningestablishmentorganizedspecification
collectionexpenditurepermanentstenography
comparisonfactorypreparationsuburban
competentfurniturepresidentsuperintend
confirmationillustrationquotationsystematic
consequenceimpressionrealizetelephone
correspondence   improvementreceptacletreasurer
counterfeitjudgmentrecognitionunanimous
customermachinistrecommendunusual

Exercise 27—Accent

What is accent?

What is an accent?

Divide into syllables, indicate the accent, and pronounce the following:

Divide into syllables, show the stress, and say the following:

expandvolumedefectinteresting
mischievous   usuallyincomparable   theatre
exquisitetedioushospitablegenerally
columninquiry   impious

In the following words the meaning changes with the accent. Use each word in a sentence to show its meaning.

In the following words, the meaning changes with the accent. Use each word in a sentence to show what it means.

ob´jectsubjectcontrast   desert
ob-ject´insultprotestextract
tor´mentessayconflictcompact
tor-ment´   transfer   compoundsurvey
minute (notice the vowel change)
refuse (notice the consonant change)

Bring to class a list of words that you have heard mispronounced in your classes. Be sure that you can pronounce them correctly.

Bring a list of words that you've heard mispronounced in your classes to class. Make sure you can pronounce them correctly.


Exercise 28

The following words are frequently mispronounced. Divide them into syllables, mark the accent, and pronounce carefully.

The following words are often mispronounced. Break them into syllables, mark the stress, and pronounce them carefully.

municipalexquisite   championaccurately
interesting   gondolainquiryGenoa
influencefinanceinexplicable   alias
illustratedeficitdespicableexpert
inventorypretensemischievousimpious
alternatedirigibleperfumedetail

CHAPTER III

SPELLING RULES

Exercise 29—Plurals of Nouns

(adress, dresses(bchair, chairs
 splash, splashes wave, waves
 business, businesses book, books
 church, churches pencil, pencils
 fox, foxes paper, papers

The usual way of forming the plural of English nouns is illustrated by the words in column (b) above. What is it?

The standard way of making plural nouns in English is shown by the words in column (b) above. What is it?

If you add s to the singular form dress, could you distinguish the pronunciation of the plural from the pronunciation of the singular? Does this suggest a reason for adding es to form the plural?

If you add s to the singular form dress, can you tell the difference between how the plural is pronounced compared to the singular? Does this give a reason for adding es to make the plural?

How many syllables must you use to pronounce the plural of fox? Does this suggest another reason for adding es to form the plural?

How many syllables do you need to pronounce the plural of fox? Does this hint at another reason for adding es to make the plural?

Every word that ends in a sibilant or hissing sound (ch, s, sh, ss, x, z) forms its plural like fox. Give several illustrations.

Every word that ends in a hissing sound (ch, s, sh, ss, x, z) makes its plural like fox. Provide several examples.

Rule 1.—Nouns regularly form the plural by adding s, but those ending in a sibilant must addes.

Rule 1.—Nouns usually make the plural by adding s, but those that end in a sibilant must add es.


Exercise 30
(alady, ladies(bvalley, valleys
 ally, allies alley, alleys
 soliloquy, soliloquies     journey, journeys

Name five words belonging to group (a) above. Does a vowel or a consonant precede the y in each case?

Name five words from group (a) above. Does a vowel or a consonant come before the y in each case?

Name other words belonging to the group (b) above. Does a vowel or a consonant precede the y in each case?[19]

Name other words that belong to the group (b) above. Does a vowel or a consonant come before the y in each instance?[19]

Rule 2.—Nouns ending in y preceded by a consonant (and nouns ending in quy) form the plural by changing y to i and adding es.

Rule 2.—Nouns that end in y after a consonant (and nouns that end in quy) make the plural by changing y to i and adding es.


Exercise 31—Words ending in o

(a)
potato, potatoeshero, heroesmulatto, mulattoes
tomato, tomatoes   buffalo, buffaloes   cargo, cargoes
negro, negroesecho, echoesmotto, mottoes
  
  
(b)
solo, solospiano, pianosmemento, mementos
halo, haloslasso, lassoscanto, cantos
zero, zerosquarto, quartos   soprano, sopranos
 stilletto, stillettos   

The older English words ending in o form the plural by adding es, as in potatoes; those more recently taken into the language form the plural by adding s, as in quartos.

The older English words that end in o form their plural by adding es, like potatoes; newer words that have entered the language form their plural by adding s, like quartos.


Exercise 32—Nouns in f and fe
leaf, leavescalf, calveswife, wives
loaf, loaves      sheaf, sheaves   shelf, shelves
half, halveswolf, wolveself, elves
life, livesbeef, beeveswharf, wharves (or wharfs)
self, selves   knife, knives

With the exception of the words given above, nouns ending in an f sound form the plural in the regular way; as,

With the exception of the words mentioned above, nouns that end with an f sound form the plural in the usual way; as,

hoof, hoofsscarf, scarfs   beliefs, beliefs
chief, chiefs         reef, reefsgrief, griefs

Exercise 33—Irregular Plurals

Some nouns form their plural by a change of vowel; as,

Some nouns create their plural by changing the vowel; for example,

manmenfootfeet
woman   women            tooth   teeth
goosegeese   mouse      mice

A few words retain the old time plural en; as,

A few words still have the old plural ending en; such as,

brother    brethren
child   children              ox   oxen

A few words are the same in both singular and plural; as,

A few words are the same in both singular and plural; as,

sheep, trout, deer

Some nouns have two plurals which differ in meaning; as,

Some nouns have two different plurals that have different meanings; for example,

Singular        Plural
brother          brothersbrethren
pennypennies   pence
peapeaspease
diediesdice

Consult a dictionary for the difference in meaning between the two plurals of each word.

Consult a dictionary to understand the difference in meaning between the two plurals of each word.


Exercise 34—Compound Nouns

Singular   Plural
brother-in-lawbrothers-in-law
father-in-lawfathers-in-law
court-martialcourts-martial
commander-in-chief   commanders-in-chief
man-of-warmen-of-war
major generalmajor generals
goose quillgoose quills
bill of farebills of fare
spoonfulspoonfuls
cupfulcupfuls

Rule 3.—Compound nouns usually add the sign of the plural to the fundamental part of the word.

Rule 3.—Compound nouns typically add the plural form to the main part of the word.

Note.—In spoonfuls the thought is of one spoon many times full.

Note.—In spoonfuls, the idea is of one spoon being full many times.


Plural of Letters and Figures

Rule 4.—Letters and figures form the plural by adding the apostrophe (') and s; as,

Rule 4.—Letters and numbers form the plural by adding an apostrophe (') and s; for example,

a   a's       33's
ww's5   5's

The same rule applies to the plural of words which ordinarily have no plural; as,

The same rule applies to the plural of words that typically don’t have a plural; for example,

Don't use so many and's and if's.

Exercise 35—Foreign Plurals

Some nouns derived from foreign languages retain their original plural. The following are in common use.

Some nouns borrowed from foreign languages keep their original plural forms. The following are commonly used.

Consult a dictionary for their pronunciation and definition.

Consult a dictionary for their pronunciation and definition.

SingularPlural    Singular    Plural
crisiscrisesstratumstrata
thesisthesesradiusradii
hypothesis   hypotheses   parenthesis   parentheses
focusfocisynopsissynopses
datumdatabasisbases
alumnusalumniautomatonautomata
alumnaalumnaeanalysisanalyses
oasisoasesnucleusnuclei
axisaxesphenomenon    phenomena
genusgenera

Some words admit of two plurals, one the foreign plural, and one the regular English plural; as,

Some words have two plural forms: one that’s borrowed from another language and one that’s the standard English plural; like,

Singular   Plural
beaubeauxbeaus
formula          formulaeformulas
vertexverticesvertexes
indexindicesindexes
cherubcherubim   cherubs
seraphseraphimseraphs
banditbandittibandits

Consult a dictionary to see whether there is any difference of meaning between the two plurals of these words.

Consult a dictionary to check if there’s any difference in meaning between the two plurals of these words.


Exercise 36—The Formation of Participles

 


Rap, rapping, rapped       Reap, reaping, reaped

Rap is a monosyllable ending in a single consonant preceded by a single vowel. The final consonant in such words is doubled before a suffix beginning with a vowel is added.

Rap is a one-syllable word that ends in a single consonant and has a single vowel before it. The last consonant in these words is doubled when you add a suffix that starts with a vowel.

In reap the final consonant is not doubled because it is preceded by two vowels.[22]

In reap, the final consonant isn't doubled because it comes after two vowels.[22]

Make the participles of the following verbs:

Make the participles of these verbs:

chatlapsuitstep
cheat   leapsitsteep
rottrain   soptrot
roottrimsoap   treat

 


Trap, trapping, trapped       Track, tracking, tracked

Why is the final consonant in trap doubled before ing or ed is added?

Why is the last consonant in trap doubled before adding ing or ed?

The final consonant in track is not doubled because track ends with two consonants.

The final consonant in track isn't doubled because track ends with two consonants.

 


Pin, pinning      Pine, pining

Pine drops the silent e because the tendency in English is to drop endings that are not needed for pronunciation before adding a suffix beginning with a vowel.

Pine drops the silent e because in English, we usually drop endings that aren't necessary for pronunciation before adding a suffix that starts with a vowel.

Form the participles of the following verbs:

Form the participles of these verbs:

knot   robflop
noterobeelope   
dealswimquit(u is not here a vowel)
clapstrike   crawl(w is here a vowel)
stopoilwax(x equals cks)
pealrushbow(w is here a vowel)

Exercise 37

Exercise 36 applies also to words of more than one syllable accented on the last syllable, if they retain the accent on the same syllable after the suffix is added. Thus we have

Exercise 36 also applies to multi-syllable words that are stressed on the last syllable, if they keep the accent on the same syllable after adding the suffix. So we have

Rule 5.—Monosyllables or words accented on the last syllable, ending in a single consonant preceded by a single vowel, double the final consonant before adding a suffix beginning with a vowel.

Rule 5.—Monosyllables or words stressed on the last syllable, ending in a single consonant preceded by a single vowel, double the final consonant before adding a suffix that starts with a vowel.

Form participles from the following words that are accented on the last syllable:[23]

Form participles from the following words that are stressed on the last syllable:[23]

preferintervene   escapeexpel
referrevealacquirecontain
occurrepealsecureforbid
permitpursueconceal   incur
interfere   erasearrangeforget
retaincontrolacquitrepel

Form participles from the following words not accented on the last syllable:

Form participles from the following words that are not accented on the last syllable:

benefit   travelmarvelshelter
revelanswer   exhibit   render
quarrelprofitshovellimit

Words in which the accent changes do not double the final consonant before adding a suffix beginning with a vowel; as,

Words in which the stress shifts don't double the final consonant before adding a suffix that starts with a vowel; as,

confer   conference         inferinference
referreferenceprefer   preferable

Explain why the final consonant is not doubled in each of the following words:

Explain why the final consonant is not doubled in each of the following words:

neglect   neglectingleanleaning
preferpreference         selectselecting
creepcreepingreceipt   receipting
wonderwonderingansweranswering

Exercise 38

Rule 6.—In forming the present participle of verbs ending in y, retain the y before adding ing; as,

Rule 6.—When creating the present participle of verbs that end in y, keep the y before adding ing; for example,

studystudyingobeyobeying
carry   carrying         convey   conveying
pitypitying

In forming the perfect participle, if in the present tense the y is preceded by a consonant, the y is changed to i and ed added; if the y is preceded by a vowel, the y is retained; as,

In creating the perfect participle, if the present tense y comes after a consonant, change the y to i and add ed; if the y comes after a vowel, keep the y; for example,

study   studied         carry   carried         pity   pitied

but
obey   obeyed         convey   conveyed

Compare with Rule 2.

Compare with __A_TAG_PLACEHOLDER_0__.


Exercise 39

Rule 7.—In words containing a long e sound spelled either ie or ei, ei follows c; ie follows one of the other consonants; as,

Rule 7.—In words with a long e sound spelled either ie or ei, use ei after c; use ie after other consonants; for example,

ei            ie
deceiverelievesiege
perceivebelieve      yield
receivebeliefgrief
conceive            chieffield
conceitpriestpiece
receiptniecewield
 reprievelien

Exceptions.—Either, neither, weird, seize, leisure.

Exceptions.—Either, neither, strange, grab, free time.

The following couplet may help in remembering when to write ie and when to write ei:

The following couplet might help you remember when to use ie and when to use ei:

When the letter c you spy,
Put the e before the i.

Exercise 40—The Pronunciation of c and g

The letter c is pronounced sometimes like s and sometimes like k.

The letter c is pronounced sometimes like s and sometimes like k.

What sound does c have before a? Illustrate.

What sound does c make before a? Illustrate.

Before e? Illustrate.

Before e? Show.

Before i? Illustrate.

Before I illustrate.

Before o? Illustrate.

Before o? Show it.

Before u? Illustrate.

Before you? Illustrate.

Before y? Illustrate.

Before y? Show.

If c is pronounced like k, it is called hard and is marked [\c].

If c is pronounced like k, it's called hard and is marked [\c].

If c is pronounced like s, it is called soft and is marked ç. The mark used to indicate the soft c is called the cedilla.

If c sounds like s, it’s called soft and is written as ç. The symbol used to show the soft c is called the cedilla.

Make a statement telling when c is hard and when it is soft.

Make a statement about when c is hard and when it is soft.

What sound does g have before each of the vowels, as in game, gone, gymnasium, Gunther, gentle?

What sound does g make before each of the vowels, like in game, gone, gymnasium, Gunther, gentle?

Rule 8.—C and g usually are soft before e, i, and y.[25]

Rule 8.—C and g are usually pronounced softly before e, i, and y.[25]


Exercise 41

Words ending in silent e, according to Rule 5, drop the e before a suffix beginning with a vowel. Exceptions occur when the e is needed to preserve the soft sound of c and g. Tell why e is dropped in encouraging and retained in courageous.

Words that end with a silent e, according to Rule 5, drop the e before a suffix that starts with a vowel. However, there are exceptions when the e is necessary to keep the soft sound of c and g. Explain why the e is dropped in encouraging and kept in courageous.

In words containing dg, as in judge and lodge, the d gives the g the soft sound, and there is no need to retain the e before adding a suffix, as in judgment.

In words containing dg, like judge and lodge, the d makes the g sound soft, and there's no need to keep the e before adding a suffix, like in judgment.

Rule 9.—Words ending in silent e usually drop the e before adding a suffix beginning with a vowel, unless the e is needed to preserve the pronunciation; as after soft c and g, when the suffix begins with a or o.

Rule 9.—Words that end in a silent e usually drop the e when adding a suffix that starts with a vowel, unless the e is necessary to keep the pronunciation; for example, after soft c and g, when the suffix starts with a or o.

Tell why the e is retained before the suffix in the following:

Tell why the e is kept before the suffix in the following:

noticeable   damageable   pronounceable   outrageous
courageous   peaceableserviceablemanageable

Tell why the e is dropped before adding the suffix in the following:

Tell why the e is dropped before adding the suffix in the following:

managingcurableerasure
besieging   admirablerealization
receivingobligingprecedence
 perseverance   

The fact that c has two different sounds causes a slight peculiarity in words ending in c. Final c has the sound of k. When words end in c, the letter k is usually added before a suffix beginning with either e, i, or y, to show that c is not pronounced like s; as,

The fact that c has two different sounds creates a small quirk in words that end with c. When c is at the end of a word, it sounds like k. In cases where words end with c, it’s common to add a k before a suffix that begins with either e, i, or y, to indicate that c is not pronounced like s; for example,

frolic       frolicked       frolicking

If the k is not added, the c changes its pronunciation; as,

If the k isn't added, the c changes how it's pronounced; as,

public       publicity

Exercise 42

It follows by inference from Rule 9 that words ending in silent e retain the e before a suffix beginning with a consonant; as,[26]

It can be inferred from Rule 9 that words ending in silent e keep the e before a suffix that starts with a consonant; as,[26]

movemovementdisgrace   disgraceful
defensedefenseless         fatefateful
arrange   arrangementfiercefiercely
noisenoiselessmanagemanagement
severeseverelyruderudeness

Exceptions.—Truly, duly, wisdom, awful, wholly.

Exceptions.—Truly, duly, wise, terrible, completely.

Bring to class a list of twenty words that retain the final e before a suffix beginning with a consonant.

Bring to class a list of twenty words that keep the final e before a suffix starting with a consonant.


Exercise 43

What spelling rule does each of the following words illustrate?

What spelling rule does each of the following words show?

advantageous   gigantic   boxesadmittance
mimickingpiecelibraries   occurrence
arrangementreceiptkeysacquittal

Exercise 44—Abbreviations

Write abbreviations for the months of the year. Are there any that should not be abbreviated?

Write abbreviations for the months of the year. Are there any that should not be abbreviated?

The abbreviations for the states and territories are:

The abbreviations for the states and territories are:

Alabama, Ala.Maryland, Md.
Arizona, Ariz.Massachusetts, Mass.
Arkansas, Ark.Michigan, Mich.
California, Cal.Minnesota, Minn.
Colorado, Colo.Mississippi, Miss.
Connecticut, Conn.Missouri, Mo.
Delaware, Del.Montana, Mont.
District of Columbia, D.C.   Nebraska, Nebr.
Florida, Fla.Nevada, Nev.
Georgia, Ga.New Hampshire, N.H.
Idaho, IdahoNew Mexico, N. Mex.
Illinois, Ill.New York, N.Y.
Indiana, Ind.New Jersey, N.J.
Iowa, Ia.North Carolina, N.C.
Kansas, Kans.North Dakota, N. Dak.
Kentucky, Ky.Ohio, O.
Louisiana, La.Oklahoma, Okla.
[27]Maine, Me.Oregon, Ore.
Pennsylvania, Pa.Utah, Utah
Philippine Islands, P.I.   Vermont, Vt.
Porto Rico, P.R.Virginia, Va.
South Carolina, S.C.Washington, Wash.
South Dakota, S.D.Wisconsin, Wis.
Tennessee, Tenn.West Virginia, W. Va.
Texas, Tex.Wyoming, Wyo.

Note.—It is much better to write the full name rather than the abbreviation whenever the former would make the address clearer, especially as regards similar abbreviations, such as Cal. and Colo.

Note.—It's much better to write out the full name instead of using the abbreviation when it makes the address clearer, especially for similar abbreviations like Cal. and Colo.


Exercise 45—Abbreviations of Commercial Terms
A 1, first classdoz., dozen
@, atE. & O.E., errors and omissions excepted
acct., accountea., each
adv., advertisement   e.g., for example
agt., agentetc., and so forth
a.m., forenoonexch., exchange
amt., amountft., foot
app., appendixf.o.b., free on board
atty., attorneygal., gallon
av., averagei.e., that is
avoir., avoirdupoisimp., imported
bal., balancein., inches
bbl., barrelinst., this month (instant)
B/L, bill of ladingJr., junior
bldg., buildingkg., keg
B/S, bill of salelb., pound
bu., bushelltd., limited
C.B., cash bookmdse., merchandise
C., hundredmem., memorandum
coll., collection, collector      mo., month
Co., companyM.S. (MSS)., manuscript
C.O.D., cash on deliverymtg., mortgage
cr., creditorN.B., take notice
cwt., hundredweightno., number
D., five hundredO.K., all right
dept., departmentper, by
disc., discountp.m., afternoon
do., ditto%, per cent
[28]dr., debtor, debitSt., street
pkg., packagestr., steamer
pp., pagesult., last month
pr., pairU.S.M., United States Mail
pc., pieceviz., namely
pk., peckvol., volume
prox., next monthW/B, way bill
pt., pintwt., weight
Sr., senior

CHAPTER IV

WORD ANALYSIS

To learn English words thoroughly we must spend some thought on the way in which they are made up, on the language from which they have been derived, and on the changes in meaning made by adding prefixes and suffixes. Three important influences in building the English have been the Anglo-Saxon, the Greek, and the Latin languages. The simplest words in the language are Anglo-Saxon. The following exercises illustrate how words have been multiplied by Anglo-Saxon prefixes and suffixes.

To fully grasp English words, we need to consider how they're formed, the languages they come from, and how adding prefixes and suffixes changes their meanings. Three key influences on the development of English are Anglo-Saxon, Greek, and Latin. The most basic words in the language come from Anglo-Saxon. The exercises below show how words have expanded through Anglo-Saxon prefixes and suffixes.


Exercise 46

Name as many words as you can that make use of each of the following prefixes. Give only such as are recognizable English words without the prefix.

Name as many words as you can that use each of the following prefixes. Only include words that are recognizable in English without the prefix.

a—aboardmis—misjudge
be—becalmun—unknown
fore—foretell   up—uproot

Give the meaning of each of the prefixes used above.

Give the meaning of each of the prefixes used above.

What part of speech does each prefix make?

What part of speech does each prefix create?


Exercise 47

Using the following Teutonic suffixes, form English words. Be careful that the root taken alone is an English word.

Using the following Teutonic suffixes, create English words. Make sure that the root by itself is an English word.

dom—kingdomness—goodness
hood—manhood      ship—friendship

What does each suffix mean?

What does each suffix signify?

What part of speech does it make?[30]

What part of speech is it?[30]


Exercise 48

As above, form words using the following suffixes:

As mentioned earlier, create words using these suffixes:

en—darkenful—fearful
en—goldenly—smoothly
ish—sweetishlike—childlike
less—fearless      some—lonesome

Define each suffix.

Define each suffix.

What part of speech does it make?

What part of speech does it create?


Exercise 49—Greek Roots

Below is given a list of common Greek roots with the English meaning of each. Form words using one or more of the roots for each word, and define the words you make. For instance, give the meaning of telephone, telegraph, and monarch.

Below is a list of common Greek roots along with their English meanings. Create words using one or more of these roots for each word, and define the words you come up with. For example, explain the meanings of telephone, telegraph, and monarch.

Greek    EnglishGreek    English
phon—hearchron—time
tele—farcycl—circle
graph—writegeo—earth
scop—seepolit—government
micro—smallcra—rule
mono—onedemo—people
arch—chiefhydro—water
metr—measurepoly—many
baro—pressure, weight      pluto—riches

How many names of modern inventions have you made?

How many names have you come up with for modern inventions?


Exercise 50

What words belonging to your vocabulary end in the following suffixes? Choose only such as have an English word for the root.

What words in your vocabulary end with the following suffixes? Choose only those that have an English word as the root.

Adjective Suffixes
1. able, ible—capable of being, suitable for being
Readable, suitable for reading.
2. al, eal, ial—related to, concerning
3. ant, ent—being, inclined to
[31] 4. ate—having the characteristic of, likely to
5. ic—like, related to
6. ive—related to, characterized by, belonging to
7. ory, ary—related to
8. ous—filled with, overflowing with

Verb Suffixes
ate—to create
2. fy, ify—to create
3. ise, ize—to create

Noun Suffixes
age—status, action, group of
2. ance, ancy, ence, ency—state of existence
3. ary, ory—a person who, a place where, that which
4. ant, ent—someone who
5. ist, ite—a person who
6. ion, sion, tion—act of, state of
7. ity, ty—state of being
8. ment—the act or state of being
9. or, er, ar—someone who
10. try—state of
11. tude, itude—condition of being
12. ure—condition of being, that which

Exercise 51

The following is a list of the more commonly used Latin prefixes:

The following is a list of the most commonly used Latin prefixes:

a, ab—away from16. intro—toward the inside
ad—toward17. mono—one
3. ante—before18. non—not
4. anti—against19. ob—in the way of, against
bi—two, twice20. per—through
6. circum—around21. pre—before
7. con—with, against22. post—after
8. contra—vs.23. pro—before
9. de—from, except for, down from24. re—again, back
10. dis—apart, not25. semi—half, partly
11. dia—through26. se—away from
12. ex—out of27. sub—under, below
13. in, en—into28. super—above, more than
[32]en—to make it happen29. trans—across
14. in, un—not30. uni—one
15. inter—between

Exercise 52

Analyze the following words, telling prefix, root, suffix, part of speech, and meaning:

Analyze the following words by identifying the prefix, root, suffix, part of speech, and meaning:

businesspackagetruthfulnessunsuccessful
uselessanteroomworkmanlikeagreement
prefixmonotonenervousnessuniformity
beautifybreakagedisrespectful   misguidance
semicircle   pleasantperfectioncrystallize
kingshipsameness   progressiveprecaution
incasesubwayundeniableimaginary
enrichdisowndispleasuresupernatural
pianistreadmitendurancemelodious
bicycleadjuster   reactioninterlineal

Exercise 53

When the prefixes ad, con, and in are used to form English words, the final consonant of each is often changed to the initial consonant of the root to which it is joined.

When the prefixes ad, con, and in are used to create English words, the last consonant of each is often altered to match the first consonant of the root they connect with.

Ad assumes the forms ab, ac, af, ag, al, an, ap, ar, as, at, assimilating the d with the first letter of the word to which it is prefixed; as,

Ad takes the forms ab, ac, af, ag, al, an, ap, ar, as, at, blending the d with the first letter of the word it’s added to; for example,

ab-breviate   al-literation   ar-rest
ac-ceptal-lotas-sign
ac-cumulate      an-nexas-sist
af-fectan-nounceat-tract
af-flictap-positionat-tribute
ag-gregateap-proveat-tune

Con assumes the forms col, cor, com, by assimilation; it takes the form com before p; and it drops the n before a vowel; as,

Con takes the forms col, cor, com through assimilation; it uses the form com before p; and drops the n before a vowel; for example,

col-lateral   com-mercial   com-pose
col-lectcor-relateco-operate
com-mission      cor-respondco-ordinate

In assumes the forms il, im, ir, by assimilation and takes the form of im before p.

In takes the forms il, im, ir through assimilation and becomes im before p.

il-lusion      im-migrate      ir-ruption      im-port

Exercise 54—Peculiar Adjective Endings

The suffixes able and ible are sometimes troublesome because it is difficult to know which ending to write. As a rule, if the new word was made from another English word, the ending is able, as blamable. The words ending in ible are derived from the Latin, and, as a rule, the ending cannot easily be separated from the root and still leave the latter an English word. Examples are:

The suffixes able and ible can be tricky because it’s hard to know which one to use. Generally, if the new word comes from another English word, you use able, like in blamable. On the other hand, words that end in ible come from Latin, and usually, the ending can’t be easily separated from the root without losing the original word's meaning in English. Examples are:

divisible   intelligible   digestible   audible
visiblepermissibleflexibleincredible
possibleterriblehorribleindelible

The suffixes ant and ent must also be carefully noted. No rule can be given for using one rather than the other. Whenever in doubt, consult a dictionary. Note the following:

The suffixes ant and ent should also be noted carefully. There isn’t a specific rule for choosing one over the other. Whenever you’re unsure, check a dictionary. Keep in mind the following:

ant   ent
importantindependent
pleasantconvalescent
triumphant      competent
luxuriantconvenient
stagnantconfident

The endings eous and ious, where e and i are often confused, are illustrated in the following:

The endings eous and ious, where e and i are frequently mixed up, are shown in the following:

eous   ious
hideousdelirious
miscellaneous      impious
courteousstudious

The endings cious and tious are shown in the following:

The endings cious and tious are shown in the following:

cious   tious
consciousfictitious
precioussuperstitious
deliciouscautious
graciousambitious
suspicious      nutritious

The endings gious and geous are illustrated in the following:

The endings gious and geous are shown in the following:

gious   geous
religious      courageous

Exercise 55—Peculiar Noun and Verb Endings

Nouns in ance and ence:

Nouns in ance and ence:

ance   ence
acceptanceintelligence
appearancereference
annoyancepatience
acquaintance      negligence
remittancediligence
ignoranceresidence

Nouns in sion, cion, and tion:

Nouns ending in sion, cion, and tion:

sion   cion   tion
exclusion      coercionacquisition
aversionsuspicion      precaution

Verbs in ise, yze, and ize:

Verbs ending in ise, yze, and ize:

ise   yze   ize
adviseanalyzebaptize
supervise      paralyze      recognize

Verbs in ceed, sede, and cede:

Verbs in ceed, sede, and cede:

ceed   sede   cede
exceedsupersede      concede
proceed         intercede
succeed   precede

Exercise 56

What other words can you form from the following? Explain what prefixes or suffixes you use in each case and what part of speech you form.

What other words can you make from the following? Explain the prefixes or suffixes you use for each one and what part of speech you create.

successconsiderrealchange
pleasedoubtpublishattend
occurapplyregularsatisfy
emphasize      industryoperateassess
[35]secondbusypractice      resist
expensedistribute      organdefine
dependlocateworksense
attractinstalldesirepreside
effectvitalcountsign

Exercise 57

There are many words the meanings of which are easily confused. The spelling and the definitions of such must be mastered. Analysis in this exercise and in the one following does not require separation into prefix, root, and suffix, but it necessitates a careful study of the words, first, to note the difference in spelling; second, to consult a dictionary, if necessary, for the difference in meaning.

There are many words whose meanings are often confused. You need to master their spelling and definitions. Analyzing these in this exercise and the next one doesn't require breaking them down into prefixes, roots, and suffixes, but it does require a close look at the words. First, pay attention to the differences in spelling; second, check a dictionary if you need to understand the differences in meaning.

Define each word clearly.

Define each word clearly.

Use each in a sentence to illustrate its meaning.

Use each one in a sentence to show what it means.

accept—exceptcommon—mutual
add—annexcomplementary—complimentary
advice—advisecontinual—continuous
affect—effectcontraction—abbreviation
after—afterwardcontradiction—denial
ascend—assentcurrant—current
assure—promisedefective—deficient
attain—obtaindeprecate—depreciate
benefit—advantageeffective—efficient
brief—conciseeligible—illegible
center—middleeminent—prominent
claim—maintainexpect—hope
combine—combination         intelligent—intelligible

Exercise 58

As above, define each word carefully and use it in a sentence to illustrate its meaning.

As mentioned earlier, define each word precisely and use it in a sentence to show what it means.

healthful—healthyproficient—efficient
inventory—invoiceproscribe—prescribe
invite—invitationpurpose—propose
last—latestquiet—quite
later—latterrecommend—recommendation
liable—likely—aptrefer—allude
[36]loose—loserepair—fix
need—wantrequirement—requisite—requisition
perspective—prospective    respectfully—respectively
positive—definitescarcely—hardly
practicable—practicalstationary—stationery
precede—proceedtherefore—accordingly
principal—principle         

500 SPELLING WORDS

Lesson 1
business    losingsurprising    height
receivelooselySaturdaydepth
believeacrossWednesdayeighth
whollywhetherexcellentdaily
obligeddescribeexerciseearnest

Lesson 2
attacheddecisionprobableseize
attackedbuyingusablesiege
gentlemenstudying    salablefriend
althoughrelyingdesirable    Messrs.
thoroughly    occasionhonorablenickel

Lesson 3
disappointknewacquittalstopped
disappeardesignoccurrence    referred
disapprove    fortycompellingplanned
disagreefourthbeginningswimming
anxiouspurpose    permittedsubmitted

Lesson 4
all right    persuadeNorwegianvariety
alreadypursuedpossessionprairie
tonguepreparedaccumulateneighbor
separaterepaireddissatisfy    soldier
crystalnecessary    dissolveshoulder

Lesson 5
theirawkwardopportunity    scheme
advisemucilagedevelopmentschedule
advicefamiliarstatisticsaccurately
laboratory    peculiar    accidentalefficient
untilsimilarcompetentSpaniard

Lesson 6
policypatientmerchandise    conscious
roughancientmercantileprecious
diseasepartialscarcitysuspicion
balancefacialindebtedphysician
decease    ambitious    estimatecaution

Lesson 7
ascendnoticeablevengeance    emergency
assentserviceableaddresscompliance
minutemanageablesalaryreference
concealexchangeable    currencyapparel
immense    advantageouswithholdtypical

Lesson 8
editionespeciallyappreciate    imitate
additionpamphletessentialinitial
identifyillustrate    eligibleofficial
illegalFebruarylegiblecurtain
nuisance    punctualillegibleadjacent

Lesson 9
latercrystallize    lieutenantlenient
latterneutralizeanthracitenaphtha
weighedconceitbituminousliquid
destroycatarrhrheumatismgauge
indelible    colonelinfluential    sieve

Lesson 10
dulyinterferedanalyzeattorneys
durabletransferred    analysisspecialty
mutualreconcileparalyze    sympathy
bargainaccidentalbananacampaign
misspell    irregularmolassesmattress

Lesson 11
acheddesignatevicinityrecognize
socialavailableguardiantechnical
forfeitadequatelycelebrate    hygiene
opposite    subordinate    porcelainangel
parallelsufficientpoulticeangle

Lesson 12
societyassociaterumoredremittance
sirloindefinitelycourtesyremuneration
laborersphericalobstinacy    restaurant
visitorcommercialfinancialgovernment
souvenir    permissible    sapphireacquaintance

Lesson 13
quiteappropriateconvenientknowledge
leastdistinguish    exaggerateprincipal, a
written    mysteriousconfidential    stationary, a
amongappearanceendeavoringjudgment
psalmconferenceimmediatelyimplement

Lesson 14
assuregreatlyembarrassment    auxiliary
expectgratefulorganizationconciliate
promptdeserveadvertisement    principle, n
eliminatebureauassessmentstationery, n
illuminate    deficient    accommodateparenthesis

Lesson 15
couponindispensable    measureproprietor
lengthinnumerablecondemntransient
vehicleinvestigatesecurity    persistent
customerincandescentlinimentsignature
costumer    effervescentmosquitomischievous

Lesson 16
canalcompany'srepetitionsulphur
channel    real estate    abbreviated    benefited
liquidequivalentunabridgedunanimous
recentassignmentassuranceitemize
troughextravagantpneumaticcalcimine

Lesson 17
precedefreightauthorityleisure
proceedachievemortgageneuralgia
procession    betweenspecimendyspepsia
precisionimagine    solicitorsubstantial
extinguish    autumncoöperates    passenger

Lesson 18
merelymechanicalpreliminaryomitted
cashierpermanentmiscellaneous    omission
urgentprominentsubscriptioncommittee
hesitateprecaution    incrediblecommission
anchored    intervalanticipationprecisely

Lesson 19
specifypreparationathleticsdeceit
equitycoincidenceexcursionreceipt
accrueirresolutesuggestion    obstacle
concrete    vaccination    courageouspromissory
summaryglycerineconcessioncompulsory

Lesson 20
deficitscepticalanniversary    rhythm
mansionconsciencepresumptionrhubarb
mentioninterruptionguaranteedfatigue
reckoned    approximately    prejudicesynopsis
licenseavoirdupoisprivilegeemphatic

Lesson 21
scholarElkhartindustriouscollision
scissorsMemphishideousdelusion
careerNiagaraartificialoxygen
sincereRaleigh    cantaloupemartyr
chiffonier    Oregonunscrupulous    apology

Lesson 22
receiptCincinnatisovereignchemical
welfareDes Moines    committeefrontier
feigned    Decaturingredients    fulfilled
chordDubuquecounterfeitfacsimile
scytheAlleghanyresponsibleidentical

Lesson 23
exceedPaducahforeignCheyenne
succeedEau Claire    solemnitymetallic
secedePeoriaassassinate    nauseated
immigrant    Savannahpneumoniainvariably
emigrantManiladiphtheriainjurious

Lesson 24
adoptionMinneapolisfraudulentmahogany
scientificIndianapolis    negligencecorduroy
guidanceSyracusediligenceSchenectady
syllableMilwaukeeridiculousduplicate
Fort Wayne    Valparaisocomparative    reënforce

Lesson 25
DuluthMassachusettspreferable    periodical
MissouriConnecticutpreferredinsertion
Wisconsin    enthusiasticpublicityexcursion
luxurious    acknowledgment    prevailingplateau
twelfthprofessionaldamageabletragedy

CHAPTER V

THE SENTENCE AND ITS ELEMENTS

In the preceding chapters we have seen words as they are used singly. We studied their pronunciation and the way in which they were formed to express a definite meaning. In this chapter we shall begin a review of grammar, a study of words not according to their pronunciation or their definition, but according to their use as they are arranged with other words to express complete ideas. The simplest group into which words are thus arranged is the sentence, consisting of two important parts, the subject and the predicate. The subject is the part about which something is told, and the predicate is the part that tells about the subject; as,

In the previous chapters, we've looked at words individually. We examined how they're pronounced and how they're formed to convey specific meanings. In this chapter, we'll start reviewing grammar, focusing on words not just by their pronunciation or definitions, but by how they're used when combined with other words to express complete ideas. The most basic arrangement of words is the sentence, which consists of two essential parts: the subject and the predicate. The subject is what we're talking about, and the predicate tells us something about the subject; for example,

Subject    Predicate
The sun        shines brightly

There are several different kinds of sentences, named according to the meaning which they express. They are as follows:

There are several different types of sentences, categorized based on the meaning they convey. They are as follows:

The declarative sentence states a fact.
The interrogative sentence asks a question.
The imperative sentence commands or entreats.
The exclamatory sentence expresses deep feeling.

Illustrations
Declarative: John closed the door.
Interrogative: Did John close the door?
Imperative: Close the door.
Exclamatory: What a noise the door made!

Sentences are classified, also, according to their structure or form. If a sentence has one subject and one predicate, it is a simple sentence. If it is made up of two independent parts, it is a compound sentence. If it has one independent part and one or more dependent parts, each of which contains a subject and a predicate of its own, the sentence is complex. The independent part of the sentence is called a principal clause, and the dependent part is called a subordinate clause. A phrase is also a dependent part of a sentence, but it differs from a subordinate clause in that it contains no subject or predicate. Both phrases and subordinate clauses are used as parts of speech, as nouns, adjectives, or adverbs. Thus we have the following definitions:

Sentences are also classified based on their structure or form. If a sentence has one subject and one predicate, it’s a simple sentence. If it consists of two independent parts, it’s a compound sentence. If it has one independent part and one or more dependent parts, each with its own subject and predicate, the sentence is complex. The independent part of the sentence is called a principal clause, and the dependent part is called a subordinate clause. A phrase is also a dependent part of a sentence, but it differs from a subordinate clause in that it doesn’t contain a subject or predicate. Both phrases and subordinate clauses can function as parts of speech, acting as nouns, adjectives, or adverbs. Thus we have the following definitions:

A simple sentence contains one principal clause.

A simple sentence has one main clause.

A compound sentence contains two or more principal clauses.

A compound sentence has two or more main clauses.

A complex sentence contains one principal clause and one or more subordinate clauses.

A complex sentence has one main clause and one or more subordinate clauses.

A phrase is a group of related words used as a part of speech. (See Exercises 68 and 69.)

A phrase is a set of connected words used as a part of speech. (See Exercises 68 and 69.)

A clause is a group of words containing a subject and a predicate. A subordinate clause is used as a part of speech. It usually has an introductory word to distinguish it from a principal clause. (See Exercise 71.)

A clause is a set of words that includes a subject and a verb. A subordinate clause functions as a part of speech. It typically starts with a word that sets it apart from a main clause. (See Exercise 71.)


Illustrations
Simple sentence: To-day most of the world's big questions are business questions.
Complex sentence: The view that business is only humdrum routine and sordid money-making needs revising, since most of the world's big questions are business questions.
Compound sentence: Many people still belittle business, calling it humdrum routine and sordid money-making, but this view needs revising.
Phrase:           (a) of the world's big questions.
(b) calling it humdrum routine and sordid money-making.
Subordinate clause: (a) that business is only humdrum routine and sordid money-making.
(b) since most of the world's big questions are business questions.

Exercise 59

Write two of each of the following kinds of sentences: a. Declarative, b. Interrogative, c. Imperative, d. Exclamatory.

Write two of each of these types of sentences: a. Declarative, b. Interrogative, c. Imperative, d. Exclamatory.

Examine each of the sentences below and tell

Examine each of the sentences below and tell

a. Whether it is simple, complex, or compound.

a. Whether it's simple, complex, or compound.

b. Its subject and its predicate.

Subject and predicate.

c. Its phrases and its subordinate clause (if there are any).

c. Its phrases and any subordinate clauses (if there are any).

1. Your subscription expires with this issue.

1. Your subscription ends with this issue.

2. This special offer will continue until the tenth of November.

2. This special offer will be available until November 10th.

3. The last shipment of castings that you made to us is decidedly unsatisfactory.

3. The last delivery of castings you sent us is definitely unsatisfactory.

4. Your imitation typewritten letters have greatly assisted us in the sale of our property, and we thank you for calling our attention to them.

4. Your fake typewritten letters have really helped us sell our property, and we appreciate you bringing them to our attention.

5. The advertised poster was sent to you to-day in a special tube.

5. The poster we advertised was sent to you today in a special tube.

6. Without doubt you will be interested in the booklet which we enclose.

6. We're sure you'll find the enclosed booklet interesting.

7. The machine which is standing there has just been repaired.

7. The machine that's over there has just been fixed.

8. The wheel that holds the type may be changed in an instant by the operator.

8. The operator can change the wheel that holds the type in an instant.

9. Whenever he wishes, the operator may write in different sizes of type on the same sheet of paper.

9. The operator can write in different font sizes on the same sheet of paper whenever they want.

10. Many of our styles have been copied exactly from the best designs that have recently been displayed in the Parisian exhibits.

10. Many of our styles have been directly taken from the top designs that were recently showcased in the Paris exhibitions.

11. Why are the department stores acquiring motor wagons?

11. Why are the department stores getting delivery trucks?

12. One reason is the economy of the motor wagon.

12. One reason is the efficiency of the motor vehicle.

13. Economy does not entirely explain the keenness which department stores are displaying in acquiring motor wagons.[44]

13. The economy doesn't fully account for the enthusiasm that department stores are showing in getting delivery trucks.[44]

14. In such establishments the quick delivery of merchandise is a necessity.

14. In these places, fast delivery of products is essential.

15. The best means of transportation must be employed, or a loss of trade will follow.

15. The best methods of transportation need to be used, or there will be a loss of trade.

16. Any one can cite examples that prove that faults in delivery cause a loss of trade.

16. Anyone can give examples that show how mistakes in delivery lead to a loss of business.

17. Machine service develops fewer errors than horse service (develops).

17. Machine service makes fewer mistakes than horse service.

18. The area which department stores serve is being greatly increased from year to year, and not even the establishment of the parcel post has avoided the necessity for sending package merchandise too far distant for conveyance by horses.

18. The area that department stores cover is expanding significantly each year, and the introduction of parcel post hasn’t eliminated the need to send packages too far away for transportation by horses.

19. Electric machines usually make the house-to-house package deliveries, and gasoline trucks, besides hauling furniture, transfer large loads from the store or warehouse to the distributing stations.

19. Electric machines typically handle door-to-door package deliveries, while gasoline trucks not only transport furniture but also move heavy loads from the store or warehouse to distribution centers.

20. In one store each transfer truck is loaded twice daily with fifty trunks containing parcels.

20. In one store, each transfer truck is loaded twice a day with fifty trunks filled with packages.


Exercise 60—Sentence Errors

S. 1. The Baby Blunder.—In writing, one of the most elementary forms of correctness is shown in the proper division into sentences. The ability instinctively to end a sentence at the right place is called the "sentence sense." Students who do not possess it or who have not learned the difference between sentences, subordinate clauses, and phrases frequently make the mistake of setting off too much or too little for one sentence. For example, they run two sentences together as one; as,

S. 1. The Baby Mistake.—In writing, one of the most basic aspects of correctness is knowing how to properly divide sentences. The instinct to end a sentence at the right point is referred to as "sentence sense." Students who either lack this ability or haven't learned the differences between sentences, subordinate clauses, and phrases often make the mistake of including too much or too little in a single sentence. For example, they combine two sentences into one; as,

Wrong: Motor wagons are economical, department stores of all large cities are acquiring them.

Wrong: Cars are cost-effective, and department stores in all major cities are getting them.

The sentence, as written above, contains one form of the sentence error—one of the worst possible mistakes in writing. It is sometimes called the comma fault or the baby blunder. For brevity we shall call it S 1 (sentence error number one). Motor wagons are economical is a principal clause. Department stores of all large cities are acquiring them is also a principal clause. Two such clauses may not stand[45] in the same sentence separated only by a comma. To correct, divide into two sentences; as,

The sentence above has a specific type of mistake—one of the worst errors in writing. It's sometimes referred to as a comma fault or a baby blunder. For simplicity, we will refer to it as S 1 (sentence error number one). Motor wagons are economical is a main clause. Department stores of all large cities are acquiring them is also a main clause. You can't have two main clauses in the same sentence that are only separated by a comma. To fix this, split it into two sentences; for example,

Right: Motor wagons are economical. Department stores of all large cities are acquiring them.

Right: Motor wagons are cost-effective. Department stores in all major cities are getting them.

Sometimes the thought in the two principal clauses is closely connected. In that case they may be put into the same sentence, provided they are properly connected or separated. Use a comma plus a coördinate conjunction (as and, or, but) to connect them, or a semicolon (;) to separate them.

Sometimes the ideas in the two main clauses are closely related. In that case, they can be combined into the same sentence, as long as they are properly connected or separated. Use a comma plus a coordinating conjunction (like and, or, but) to connect them, or a semicolon (;) to separate them.

Be particularly careful of the conjunctive adverbs so, then, therefore, thus, also, still, otherwise, however, hence, consequently, moreover, nevertheless. When they are used to join the principal clauses of a compound sentence, a comma is not sufficient punctuation between the clauses. A semicolon or a comma and a coördinate conjunction must be used.

Be particularly careful with the connecting adverbs so, then, therefore, thus, also, still, otherwise, however, hence, consequently, moreover, nevertheless. When they are used to connect the main clauses of a compound sentence, a comma alone is not enough punctuation between the clauses. You need to use a semicolon or a comma along with a coordinating conjunction.

Wrong: He had been a good customer, so they were sorry to lose his trade.

Wrong: He had been a valued customer, so they were disappointed to lose his business.

Right: He had been a good customer; so they were sorry to lose his trade.

Right: He had been a loyal customer, so they were sad to lose his business.

Right: He had been a good customer, and so they were sorry to lose his trade.

Right: He had been a loyal customer, so they were sad to lose his business.

S. 2.—The first form of the sentence error (S 1) is made by using too much for one sentence. The second form (S 2) is made by using too little. It consists in writing a subordinate clause or a phrase as a sentence; as,

S. 2.—The first type of sentence error (S 1) occurs when someone uses too much in one sentence. The second type (S 2) happens when someone uses too little. It involves writing a subordinate clause or a phrase as if it were a complete sentence; for example,

1. Wrong: I told her I would attend to the matter at my earliest convenience. Probably on my way from work in the evening.

1. Wrong: I told her I would take care of it as soon as I could. Probably on my way home from work in the evening.

2. Wrong: His doctor advised him to go to Arizona. Which he decided to do.

2. Wrong: His doctor advised him to go to Arizona. So he decided to do it.


Exercise 61

Each sentence should express one complete thought. Some of the following are really two sentences (S 1), and some are only parts of sentences (S 2). Correct each, naming the mistake.[46]

Each sentence should convey one complete idea. Some of the following are actually two sentences (S 1), and some are only fragments (S 2). Fix each one, identifying the mistake.[46]

1. You will find the booklet interesting it is also instructive.

1. You'll find the booklet interesting; it’s also informative.

2. Up to last January he was a salesman for Colgate & Co. since then he has opened a business of his own.

2. Until last January, he was a salesman for Colgate & Co. Since then, he has started his own business.

3. I didn't know you had come, when did you arrive?

3. I didn't know you were here, when did you get here?

4. Did any one take the newspaper, I left it here only a moment ago.

4. Did anyone take the newspaper? I just left it here a moment ago.

5. I shall take my vacation in September have you had yours?

5. I'm going to take my vacation in September. Have you taken yours?

6. I must go now good-bye I'll see you on Saturday.

6. I have to leave now, goodbye. I'll see you on Saturday.

7. The opening sentence held the man's attention, he read it again and again.

7. The opening sentence captured the man's attention; he read it over and over.

8. I'll have to run to catch the train, otherwise I shall be late for work.

8. I need to hurry to catch the train; otherwise, I’ll be late for work.

9. The advertisement is attractive, still it has not paid well.

9. The advertisement is appealing, yet it hasn't performed well.

10. We wished to reduce office drudgery therefore we installed adding and addressing machines.

10. We wanted to cut down on office chores, so we installed adding and addressing machines.

11. These problems all require a knowledge of square root for example, take the fourth.

11. These problems all require knowledge of square roots; for example, consider the fourth one.

12. Do you expect to come home for Christmas or shall you stay in New York I don't remember now which you said.

12. Are you planning to come home for Christmas, or will you stay in New York? I can’t remember what you said.

13. First I read a statement that recommended the bonds then I read an article that condemned them without question the result was that I didn't know what to do.

13. First, I read a statement that recommended the bonds, then I read an article that condemned them. Without a doubt, the result was that I didn't know what to do.

14. One-half of the statements are here, the others are in the safe.

14. Half of the statements are here; the rest are in the safe.

15. If your name is not correct on this envelope, please notify us we wish to insure your receiving our bulletin regularly.

15. If your name on this envelope is incorrect, please let us know. We want to make sure you receive our bulletin regularly.

16. The supply of fruit was greater than the demand, that is why fruit was cheap.

16. There was more fruit available than people wanted to buy, which is why fruit was affordable.

17. Flies are dangerous. Especially in a sick room from which they carry germs to others.

17. Flies are a threat, especially in a sick room where they can spread germs to others.

18. In the country the trees were loaded with fruit, their branches had to be propped so that they would not break.

18. In the countryside, the trees were heavy with fruit, and their branches had to be supported to prevent them from breaking.

19. When he was twenty-three years of age, Richard T. Crane, the late millionaire head of the immense Crane Manufacturing Company, came to Chicago, he started a brass foundry, which grew into the present giant establishment.

19. When he was twenty-three years old, Richard T. Crane, the late millionaire leader of the huge Crane Manufacturing Company, came to Chicago and started a brass foundry, which developed into the massive organization it is today.

20. We spent last summer in the Bitter Root Valley we camped within view of Willoughby Falls.

20. We spent last summer in the Bitter Root Valley, camping with a view of Willoughby Falls.

21. I want to congratulate you on your appointment I heard of it only yesterday.

21. I want to congratulate you on your appointment; I just found out about it yesterday.

22. It surely was not I whom you saw I wonder who it could have been.[47]

22. It definitely wasn't me that you saw. I wonder who it could have been.[47]

23. Not one of us has a salary of three thousand dollars so we do not worry over the income tax.

23. None of us makes a salary of three thousand dollars, so we don’t stress about the income tax.

24. Please send me the booklet you offered in the Business Magazine, I'd also like particulars of your advertised discount sale of typewriters.

24. Please send me the booklet you mentioned in the Business Magazine. I'd also like details about your advertised discount sale on typewriters.

25. Sooner or later shingles are sure to warp and curl, thus they pull out the nails and allow the rain to beat in, furthermore, shaded shingles soon rot and allow the water to soak through.

25. Eventually, shingles are bound to warp and curl, which leads to nails coming loose and letting rain seep in. Also, shaded shingles will quickly rot and let water soak through.

26. This sealing and stamping machine is endorsed by business men in all our large cities nevertheless it is not expensive.

26. This sealing and stamping machine is approved by businesspeople in all our major cities, yet it isn’t costly.

27. If you wish to prove the excellence of our paper, just tear off a corner of this sheet then tear off a corner of your present letterhead with a magnifying glass examine both torn edges.

27. If you want to demonstrate the quality of our paper, just rip off a corner of this sheet and then tear off a corner of your current letterhead. Use a magnifying glass to examine both torn edges.

28. The superior paper will show long, linen fibers the poorer, on the other hand, will have short, woody fibers.

28. The higher quality paper will have long linen fibers, while the lower quality will have short woody fibers.

29. When a German army is on the march, it stops every twenty minutes for a rest. Experiments having shown that a soldier can cover more ground when he is given this period of relaxation.

29. When a German army is marching, it takes a break every twenty minutes. Tests have shown that a soldier can cover more distance when he has this time to relax.

30. Two thousand convicts will be released according to a plan worked out by the governor; five hundred will be given their freedom at once, and, if the plan is a success one thousand five hundred others will be released. One-half their wages of fifty cents a day to go to their families and one-half to the penitentiary fund. If they leave the state or commit any crime while they are on parole, to serve the balance of their term and an extension of time. They will be put to work on roads and bridges the counties need several thousand such laborers but cannot pay union prices.

30. Two thousand prisoners will be released based on a plan developed by the governor; five hundred will be set free immediately, and if the plan works out, another one thousand five hundred will be released. Half of their daily wage of fifty cents will go to their families, and the other half will support the prison fund. If they leave the state or commit any crime while on parole, they will have to serve the rest of their sentence plus an extension. They will be assigned to work on roads and bridges since the counties need several thousand workers but can't afford union wages.


Exercise 62

Rewrite the following, dividing into sentences:

Rewrite the following, dividing into sentences:


1
Dear Sir:

There is no safer way to invest money than in a good first mortgage on city real estate by a good mortgage we mean one that is properly drawn and with such security as absolutely insures the holder against loss we have made a specialty of first mortgage loans, and we offer investors the benefit of our wide experience in such matters we investigate properties frequently and keep investors informed on their investment we look after all details[48] and collections without extra charge you will find it to your interest to consult us.

There’s no safer way to invest money than in a reliable first mortgage on city real estate. By a good mortgage, we mean one that is properly structured and has solid security that completely protects the holder from loss. We specialize in first mortgage loans and offer investors the benefits of our extensive experience in these matters. We regularly investigate properties and keep investors updated on their investments. We handle all the details and collections at no extra cost. You’ll find it in your best interest to consult with us.[48]

Yours truly,

2

Stick to your legitimate business do not go out into outside operations few men have brains enough for more than one business to dabble in stocks, to put a few thousand dollars into a mine, a few more into a manufactory, and a few more into an invention is enough to ruin any man be content with fair returns do not become greedy do not think that men are happy in proportion as they are rich and therefore do not aim too high be content with moderate wealth make friends a time will come when all the money in the world will not be worth to you as much as one staunch friend.

Stick to your legitimate business and don't get involved in outside ventures. Few people can handle more than one business. Dipping into stocks, investing a few thousand in a mine, a bit more in a factory, and a little in an invention is enough to ruin anyone. Be satisfied with reasonable returns; don’t be greedy. Don’t believe that people are happy just because they are rich, and don’t aim too high. Be content with moderate wealth. Build friendships, because one day, all the money in the world won’t be worth as much to you as having one loyal friend.


3

Sacramento City is a great commercial center its wholesale and jobbing business extends hundreds of miles to the north, south, west, and east it is fast becoming a substantial manufacturing center large six and eight story buildings are rapidly taking the place of the old two story structures a new city hall has just been completed which cost $150,000 and a new court house $1,000,000 the city has recently issued bonds amounting to $800,000 for new schools scarcely a week passes without recording some new enterprise all the main highways are macadamized so that automobile travel is possible every day of the year and the farmer can haul his produce to market at a minimum cost market conditions are good and any class of produce finds ready sale at remunerative prices.—(From an advertisement.)

Sacramento City is a thriving commercial hub, with its wholesale and jobbing businesses reaching hundreds of miles in all directions. It’s quickly becoming a significant manufacturing center, as large six and eight-story buildings are replacing the old two-story ones. A new city hall has just been finished, costing $150,000, and a new courthouse, $1,000,000. The city has recently issued $800,000 in bonds for new schools. Hardly a week goes by without some new venture being announced. All the main highways are paved, making car travel possible year-round, allowing farmers to transport their goods to market with minimal costs. Market conditions are strong, and any kind of produce sells easily at profitable prices. —(From an advertisement.)

Classify the sentences that you have formed in the foregoing exercise:

Classify the sentences you created in the previous exercise:

1. According to meaning.
2. According to form.

Exercise 63—Parts of Speech

There are eight different kinds of words called parts of speech, which are used to make sentences. They are as follows:[49]

There are eight different types of words known as parts of speech, which are used to create sentences. They are as follows:[49]

Noun: The horse is brown.
Pronoun: He is the best horse of all.
Verb: He galloped to town.
Adjective: The brown horse is my favorite.
Adverb: He runs swiftly.
Preposition: We shall ride to town.
Conjunction: The night is clear and cold.
Interjection: Oh! My horse stumbled.

Thus a noun names something. A word that stands for a noun is a pronoun. Sometimes a different part of speech is used like a noun, and for the time being it becomes a noun. The verb is a very important part of speech, since without it there can be no sentence. The verb makes an assertion, asks a question, or gives a command. Adjectives are words that belong to or describe nouns or pronouns. Adverbs go with or modify verbs, adjectives, or other adverbs. Prepositions and conjunctions connect. Prepositions join their objects to other words in the sentence; conjunctions join words, phrases, or clauses. An interjection, such as the exclamation oh, is used without having grammatical relation to any other word in the sentence. A preposition always takes an object, the preposition and its object making a phrase. Grouping this information, we have:

Thus a noun names something. A word that represents a noun is a pronoun. Sometimes a different part of speech is used like a noun, and for the time being, it becomes a noun. The verb is a very important part of speech since, without it, there can be no sentence. The verb makes a statement, asks a question, or gives a command. Adjectives are words that describe nouns or pronouns. Adverbs modify verbs, adjectives, or other adverbs. Prepositions and conjunctions connect. Prepositions link their objects to other words in the sentence; conjunctions connect words, phrases, or clauses. An interjection, such as the exclamation oh, is used without having a grammatical relation to any other word in the sentence. A preposition always takes an object, with the preposition and its object forming a phrase. Grouping this information, we have:

Parts of SpeechBracketNouns are names of persons and things.
Pronouns are substitutes for nouns.
Verbs make assertions, ask questions, or give commands.
Adjectives modify nouns and pronouns.
Adverbs modify verbs, adjectives, and adverbs.
They usually answer the questions how? when? where? why? to what degree?
Prepositions join object nouns or pronouns to other words in the sentence.
Conjunctions join words, phrases, and clauses.
Interjections are independent words used as exclamations.

A word is not always the same part of speech. We may say, "Did you starch the clothes?" in which case starch is[50] a verb. A grocer may say, "The starch in these packages is always clean." In this sentence starch is a noun. The part of speech depends entirely on the way the word is used.

A word isn't always the same part of speech. We might say, "Did you starch the clothes?" where starch is[50] a verb. A grocer might say, "The starch in these packages is always clean." In this sentence, starch is a noun. The part of speech depends entirely on how the word is used.

In the following, name the part of speech of each word in italic. Judge by the way the word is used in the sentence.

In the following, identify the part of speech of each word in *italic*. Assess this by how the word is used in the sentence.

 1. The desks have green pads.

The desks have green pads.

 2. Green is a restful color.

Green is a calming color.

 3. In the valley is a mill, which grinds flour. It is a flour mill.

3. In the valley is a mill, which grinds flour. It is a flour mill.

 4. I saw him stretch out his hand.

4. I saw him reach out his hand.

 5. The stretch of waste land amazed him.

The stretch of wasteland amazed him.

 6. Europeans say that Americans waste more than they use.

6. Europeans say that Americans waste more than they actually use.

 7. One of our great problems is how to lessen waste.

7. One of our major challenges is how to reduce waste.

 8. After the stormy night, the day dawned bright and clear.

8. After the stormy night, the day broke bright and clear.

 9. He has been working night and day.

He has been working nonstop.

10. The old man went home sad and weary.

10. The old man went home feeling sad and tired.

11. Home is the best place in the world.

11. Home is the best place on Earth.

12. We must fine you for such an offense.

12. We have to fine you for that offense.

13. Your fine is five dollars.

13. Your fine is $5.

14. We use fine sand in our concrete.

14. We use fine sand in our concrete.

15. I can talk better than I can write.

15. I can talk better than I can write.

16. John wrote the better circular.

John wrote the better flyer.

17. Talking will not better the matter.

17. Talking won’t improve the situation.

18. Young people should learn to respect their betters.

18. Young people should learn to respect their elders.

19. Suddenly there was a pause in the music.

19. Suddenly, the music cut out.

20. Did you see those men pause?

20. Did you see those guys stop?

21. He was our guide for he knew the ins and outs of the place.

21. He was our guide because he knew the ins and outs of the place.

22. Have you ever been in the house?

22. Have you ever been inside the house?

23. Where are you going—in or out?

Where are you going—inside or outside?

24. Good apples are expensive.

Good apples are pricey.

25. The good of the people is our first consideration.

25. The well-being of the people is our top priority.

26. I shall not go if it rains.

I won't go if it rains.

27. What is the use of saying if?

27. What's the point of saying if?

28. I like to see her just like this, for in like mood I do not know her like.

28. I like to see her just like this, because in this like mood, I don’t know her like.

29. Little drops of water make the mighty ocean.

29. Small drops of water create the vast ocean.

30. I can do little of the work until the typewriter is repaired.

30. I can do only a little of the work until the typewriter is fixed.

31. Do not belittle your work.

31. Don't underestimate your work.

32. She studies too little.

32. She studies too rarely.


Exercise 64

Each of the following may be used as different parts of speech. Write sentences illustrating as many uses as possible for each word.

Each of the following words can be used in different ways. Write sentences that show as many uses as you can for each word.

sound   paper   dress   ring
lightshoeboxdawn
ridelonginkcurb
ironwarmwalkuse
hearcoldrulecement

Exercise 65

Tell which of the words in italic are adjectives and which are adverbs. Remember that an adjective goes with a noun or pronoun; an adverb with another adverb, an adjective, or a verb, and usually answers the question how? when? where? why? how much? or how long?

Tell which words in italics are adjectives and which are adverbs. Remember that an adjective pairs with a noun or pronoun; an adverb pairs with another adverb, an adjective, or a verb, and usually answers the questions how? when? where? why? how much? or how long?

 1. You are walking too fast.

You're walking too fast.

 2. Send perishable articles by fast freight.

2. Send perishable items by express freight.

 3. He has been a well man since he has stopped working indoors.

3. He has been a good man since he stopped working indoors.

 4. He writes very well.

He writes really well.

 5. The fire is bright.

The fire is bright.

 6. It burns brightly.

It burns brightly.

 7. That is a very poor reason.

7. That is a really bad reason.

 8. The berries look good, but they taste sour.

8. The berries look good, but they taste sour.

 9. They are not good berries.

They are not good berries.

10. The sun shone brilliant above us. (Compare with brilliantly.)

10. The sun shone brightly above us. (Compare with bright.)

11. The bookkeeper looks angry.

The bookkeeper looks upset.

12. He looked at us angrily.

He looked at us angrily.

13. The flowers are sweet.

The flowers are nice.

14. They smell sweet. (May we say, The flowers smell sweetly?)

14. They smell sweet. (Can we say, The flowers smell sweetly?)

15. Act frankly, speak gently.

15. Act honestly, speak kindly.

16. Let your actions be frank, your speech gentle.

16. Let your actions be honest, your speech kind.

17. Laborers complain that they have to work too hard.

17. Workers say that they have to work too hard.


Exercise 66

Change the following adjectives to adverbs. In each case use both parts of speech in sentences.[52]

Change the following adjectives to adverbs. In each case, use both parts of speech in sentences.[52]

coldsurepolitecourteous
smooth   exactprecise   easy
bitterbadextremenice
loudgeneral   honestglad

Exercise 67

Tell which of the Words in italic are prepositions and which are adverbs. Remember that a preposition begins a phrase. It must be followed by an object.

Tell which of the words in italic are prepositions and which are adverbs. Remember that a preposition starts a phrase. It must be followed by an object.

1. He is the best man in the office.

1. He is the best guy in the office.

2. John was leaving as I came in this evening.

2. John was leaving as I came in this evening.

3. He did not have his coat on.

3. He didn't have his coat on.

4. It was hanging over his arm.

It was draped over his arm.

5. He stood on the top step several minutes, wondering whether he should wear the coat.

5. He stood on the top step for several minutes, thinking about whether he should put on the coat.

6. The handle fell off as I took the cup off the shelf.

6. The handle came off when I took the cup off the shelf.

7. The aeroplane flies over the city.

The airplane flies over the city.

8. I am going over to the factory.

I'm going to the factory.

Write sentences using above, across, down, up, underneath both as adverbs and as prepositions.

Write sentences using above, across, down, up, underneath both as adverbs and as prepositions.


Exercise 68—Prepositional Phrases

Illustrations

Adjective: The opinions of some people must be taken with caution.

Adjective: The opinions of some people should be regarded with caution.

Adverb: We shall return within a year.

We’ll be back within a year.

Noun: From New York to San Francisco is a long trip.

Noun: From New York to San Francisco is a long journey.

What part of speech is each of the italicized phrases below? Remember that an adjective modifies a noun; an adverb modifies a verb, an adjective, or an adverb.

What part of speech is each of the italicized phrases below? Remember that an adjective modifies a noun, while an adverb modifies a verb, an adjective, or another adverb.

1. The waves are rolling in, white with foam.

1. The waves are crashing in, frothy with foam.

2. A million dollars was invested in the business.

2. A million dollars was invested in the business.

3. I will abide on thy right side and keep the bridge with thee.

3. I will stay by your side and guard the bridge with you.

4. In summer milk soon turns sour.

4. In summer milk spoils quickly.

5. I have come for help.

I have come for help.

6. The people on the bridge cheered for hours.

6. The people on the bridge cheered for hours.

7. He threw up his hat for joy.

7. He tossed his hat up in the air for joy.

8. On the table before them stood a deer roasted whole.[53]

8. On the table before them was a whole roasted deer.[53]

9. We shall stay here until spring.

9. We'll stay here until spring.

10. We came in sight of the king's palace.

10. We came into view of the king's palace.

11. We drove to the factory today with the superintendent.

11. We drove to the factory today with the superintendent.

12. He works from sunrise to sunset.

12. He works from dawn until dusk.


Exercise 69

The phrase introduced by a preposition is the most common. A list of prepositions follows. They should be learned.

The phrase that starts with a preposition is the most common. Here's a list of prepositions. You should learn them.

aboutbeforeexcepttoward
abovebehindforunder
aboardbelowfromunderneath
acrossbeneathinuntil
afterbesideintoup
againstbetweenofupon
alongbetwixtonwith
amidbeyondoverwithin
amidstbut (except)    pastwithout
amongbythroughto the extent of
aroundconcerningthroughout    from under
athwart    downtillaccording to
atduringtoexcept for

Write three sentences containing prepositional adjective phrases.

Write three sentences with prepositional adjective phrases.

Prepositional adverbial phrases may express the following ideas:

Prepositional adverbial phrases can convey the following ideas:

Time, telling when something happened.
Place, telling where something happened.
Manner, telling how something happened.
Means, telling how something happened.
Cause or purpose, telling why something happened.
Degree, telling how long something lasted; how far it went; how much it cost, etc.
Agent, telling by whom it was done.
Accompaniment, telling with whom it was done.

Write a sentence containing a prepositional phrase telling:

Write a sentence that includes a prepositional phrase stating:

1. when6. how far
2. where7. how much
3. why8. by whom
4. in what way      9. with whom
5. how long10. by what means

Exercise 70

Name all the prepositional phrases in Exercise 179, explaining whether they are adjective or adverbial.

Name all the prepositional phrases in Exercise 179, and explain whether they are adjective phrases or adverbial phrases.


Exercise 71—The Clause

A subordinate clause, like a phrase, is a group of words used as a part of speech, the chief difference being that a clause must have a subject and a predicate. Clauses are introduced

A subordinate clause, like a phrase, is a group of words that functions as a part of speech, with the main difference being that a clause must have a subject and a predicate. Clauses are introduced

1. By relative pronouns:

By relative pronouns:

who, whose, whom, which, what, that

2. By subordinate conjunctions:

2. Using subordinate conjunctions:

whenbecausethanunless
wheresinceprovidedtill
whileifwhereasuntil
asas soon aswherever      before
as ifas long aswhetherafter
thoughin order that      whyfor
although      lestthatwhenever

Illustrations
Descriptive wordBracket  A lamp that smokesBracket  is a torture to a student.
  A smoking lamp
AdverbBracket When she was good  Bracketshe was very, very good.
Sometimes
When she was badshe was horrid.
Sometimes

Does the clause or the simple adverb give the more definite idea?

Does the clause or the simple adverb provide a clearer idea?

Noun: I know  Bracketwhere he lives.
the house.

Write three sentences illustrating adjective clauses, three illustrating adverbial clauses, and three illustrating noun clauses.

Write three sentences that demonstrate adjective clauses, three that show adverbial clauses, and three that include noun clauses.


Exercise 72

Name all the clauses in Exercises 179, 185, and 186. Explain the use of each.[55]

Name all the clauses in Exercises 179, 185, and 186. Explain the use of each.[55]


Exercise 73

Write sentences using each of the following words to introduce a phrase, and to introduce a clause.

Write sentences using each of the following words to introduce a phrase and to introduce a clause.

1. after3. for5. until
2. before      4. since      

Remember that just as a preposition must be followed by an object to form a phrase, a conjunction must be followed by a subject to form a clause.

Remember that just as a preposition needs to be followed by an object to create a phrase, a conjunction must be followed by a subject to create a clause.


Illustration
I have not seen him since Bracket  Christmas.—Item.
  he went away.—Subject.

Exercise 74

Name the complete subject in the following. Then name the simple subject, explaining by what elements—words, phrases, or clauses—it is modified.

Name the complete subject in the following. Then identify the simple subject, explaining which elements—words, phrases, or clauses—modify it.

Name the complete predicate. Then name the simple predicate, explaining by what elements the verb is modified.

Name the complete predicate. Then identify the simple predicate, explaining which elements modify the verb.

1. Modern business cannot be carried on by old-fashioned methods.

1. Modern business can't be run using outdated methods.

2. When a man engages in business, he buys or sells.

2. When a man goes into business, he buys or sells.

3. The great routes of trade have changed from time to time.

3. The major trade routes have changed over time.

4. Your order will be filled within a few days.

4. Your order will be processed within a few days.

5. Both blanks were properly filled out at the time.

5. Both blanks were filled out correctly at the time.

6. Means of travel have developed from the slowly moving caravan to the palatial railway coach.

6. Travel options have evolved from the slowly moving caravan to the luxurious train coach.

7. Commerce originated when one human being demanded something which had to be supplied by some one else.

7. Commerce started when one person wanted something that needed to be provided by someone else.

8. The latest American and European styles will be displayed in our new millinery department, which will be formally opened on the first of March.

8. The latest American and European styles will be showcased in our new hat department, which will officially open on March first.

9. The prosperity of nations rests very largely on the six inches of soil between the surface and the subsoil of the territory.

9. The wealth of nations heavily depends on the six inches of soil between the surface and the subsoil of the land.

10. One of the greatest losses to the Ohio farm lands in the floods of 1913 came about because the water took off the top[56] soil from the hillside and valleys and carried the vegetable material with it.

10. One of the biggest losses to Ohio's farmland during the floods of 1913 happened because the water washed away the top[56]soil from the hills and valleys, taking the nutrient-rich material along with it.

11. The conserving of the top soil is one of the greatest problems in national prosperity.

11. Protecting the topsoil is one of the biggest challenges for national prosperity.

12. We trust that shipment about September 8 will be satisfactory to you, as it is the best that we can do under the circumstances.

12. We hope that the shipment around September 8 will meet your expectations, as it's the best we can do given the situation.


CHAPTER VI

THE NOUN AND THE PRONOUN

For the plural of nouns see Chapter III.

For the plural of nouns see __A_TAG_PLACEHOLDER_0__.

The classes to which nouns belong are distinguished as follows:

The categories that nouns fall into are identified as follows:

A common noun is the name given to an object to denote the class to which it belongs; as, book, man.

A common noun is the name used for an object to identify the class it belongs to; for example, book, man.

A proper noun is the name given to a particular object to distinguish it from others of the same class; as, Mary, Republicans, England. Proper nouns should always be capitalized.

A proper noun is the name assigned to a specific object to set it apart from others in the same category; for example, Mary, Republicans, England. Proper nouns should always be capitalized.

A collective noun is a name which in the singular denotes a collection. It is usually plural in idea but singular in use; as, congregation, crowd.

A collective noun is a name that, when singular, refers to a group. It typically has a plural meaning but is used as singular; for example, congregation, crowd.

An abstract noun is the name denoting a quality of an object; as, power, purity, strength.

An abstract noun is a name that represents a quality of an object, such as power, purity, strength.

A verbal noun is the name of an action. As its name suggests, it is made from a verb; as, Sweeping is good exercise.

A verbal noun is the name of an action. As the name indicates, it comes from a verb; for example, Sweeping is good exercise.


Exercise 75

In the following sentences supply necessary capital letters. Explain why the same word in one expression needs a capital and in another does not.

In the following sentences, supply the necessary capital letters. Explain why the same word in one expression needs a capital letter and in another it does not.

1. I have just taken out an endowment policy in the northwestern mutual life insurance company.

1. I just bought an endowment policy from Northwestern Mutual Life Insurance Company.

2. There are many mutual life insurance companies in the country.

2. There are many mutual life insurance companies in the country.

3. His refusing the terms was practically a declaration of independence.

3. His refusal of the terms was practically a declaration of independence.

4. On the fourth of July we celebrate the signing of the declaration of independence, the first step in the revolutionary war.[58]

4. On July fourth, we celebrate the signing of the Declaration of Independence, the first step in the Revolutionary War.[58]

5. Mexico has had many revolutionary wars.

5. Mexico has experienced numerous revolutionary wars.

6. And king Arthur said, "The king who fights his people fights himself."

6. And King Arthur said, "A king who battles his own people is fighting against himself."

7. When does the bank close?

7. When does the bank shut down?

8. I have an account with the first national bank.

8. I have an account with First National Bank.

9. This is the first national bank that was ever established in this country.

9. This is the first national bank that was ever created in this country.

Explain to which class each noun in the foregoing sentences belongs. Be particularly careful to distinguish between common and proper nouns.

Explain to which class each noun in the previous sentences belongs. Be especially careful to differentiate between common and proper nouns.


Exercise 76—Pronouns

The different classes of pronouns are distinguished as follows:

The various types of pronouns are categorized as follows:

The personal pronoun is used in place of the name of a person or thing. The pronoun of the first person indicates the speaker, the pronoun of the second person indicates the person spoken to, and the pronoun of the third person indicates the person spoken of. They are declined as follows:

The personal pronoun replaces the name of a person or thing. The pronoun of the first person shows who is speaking, the pronoun of the second person shows who is being spoken to, and the pronoun of the third person shows who is being talked about. They change form as follows:

First person
         Singular   Plural
Nom.Iwe
Poss.       my, mineour, ours
Obj.meus

Second person
Nom.you (thou)you (ye)
Poss.       your, yours (thy, thine)       your, yours
Obj.you (thee)you

In modern usage you is used for both the singular and the plural, but the verb that goes with you is always plural.

In today's language, you is used for both one person and multiple people, but the verb that follows you is always in the plural form.

Third person
 SingularPlural
 Masc.Fem.    Neut.
Nom.hesheitthey
Poss.    hisher, hers     its     their, theirs
Obj.him          heritthem

Note.—The forms mine, thine, yours, hers, ours, theirs, and sometimes his are possessive case in form, but nominative or objective case in use. That pencil is mine really means, That pencil is my pencil. Mine is used as a substitute for a possessive pronoun and the noun it modifies.

Note.—The forms mine, thine, yours, hers, ours, theirs, and sometimes his are possessive in form, but they can act as nominative or objective cases in use. Saying that pencil is mine really means that pencil is my pencil. Mine is used as a substitute for a possessive pronoun and the noun it describes.

The personal pronouns compounded with self are of two kinds:

The personal pronouns combined with self fall into two categories:

1. Emphatic pronouns; as,

Emphatic pronouns; like,

The buyer himself told me.

2. Reflexive pronouns, referring back to the subject and at the same time being in the objective case; as,

2. Reflexive pronouns refer back to the subject while also being in the objective case; for example,

John slipped and hurt himself.

The relative pronoun is so called because it relates or refers to another word, called its antecedent, to which it joins the clause that it introduces. The relative pronouns are who, which, what, that; and the compound relatives are whoever, whosoever, whichever, whichsoever, whatever, whatsoever.

The relative pronoun is named this way because it connects to another word, known as its antecedent, and links it to the clause it introduces. The relative pronouns are who, which, what, that; and the compound relatives are whoever, whosoever, whichever, whichsoever, whatever, whatsoever.

They are declined as follows:

They are declined as follows:

Singular and Plural
Nom.whowhichwhoeverwhosoever
Poss.     whose     of which     whosever     whosesoever
Obj.whomwhichwhomeverwhomsoever

That, what, whichever, whichsoever, whatever, and whatsoever are not declined. They have the same form in the nominative and objective cases, and are not used in the possessive case.

That, what, whichever, whichsoever, whatever, and whatsoever do not change form. They have the same shape in the nominative and objective cases, and are not used in the possessive case.

What is peculiar in that it never has an antecedent expressed, but itself stands for both antecedent and relative. It is called the double relative. Compare the following:

What is interesting because it lacks an expressed antecedent, yet it represents both the antecedent and the relative. It's referred to as the double relative. Compare the following:

I did not hear the words that he said.
I did not hear that which he said.
I did not hear what he said.

That is called the restrictive relative, because it limits or restricts its antecedent to the meaning expressed in the[60] clause introduced by that. A restrictive clause is one, therefore, that is needed to make the meaning of the sentence clear. Compare the following:

That is called the restrictive relative because it limits or restricts its antecedent to the meaning expressed in the [60] clause introduced by that. A restrictive clause is one that is necessary to clarify the meaning of the sentence. Compare the following:

Non-restrictive: John Brown, who has no disease, needs no physician.

Non-restrictive: John Brown, who is healthy, doesn’t need a doctor.

Restrictive: He that hath no disease needs no physician.

Restrictive: He who has no illness doesn’t need a doctor.

Notice that a restrictive, or necessary, clause is not separated from the rest of the sentence by commas.

Notice that a restrictive or necessary clause isn’t set apart from the rest of the sentence with commas.

Who and which are sometimes used with restrictive force; as,

Who and which are sometimes used in a restrictive way; as,

1. Those who have finished their work may leave. (Not everybody.)

1. Those who have completed their work can leave. (Not everyone.)

2. Have you read the book which he recommended? (He recommended but one.)

2. Have you read the book that he recommended? (He recommended only one.)

Interrogative pronouns are used in asking questions. They are who, which, what. Who refers to persons; which refers to persons or things, and is used to distinguish one object from another; what refers to things. They are declined as follows:

Interrogative pronouns are used to ask questions. They are who, which, and what. Who refers to people; which refers to people or things and is used to differentiate one object from another; what refers to things. They are declined as follows:

Singular and Plural
Nom.whowhichwhat
Poss.     whose     (of which)     (of what)
Obj.whomwhichwhat

The interrogative pronouns which and what are frequently used as adjectives. In this case they are called pronominal adjectives. Compare:

The questioning words which and what are often used as adjectives. In this context, they are known as pronominal adjectives. Compare:

Pronoun: Which of these hats do you prefer?
Adjective: Which hat do you prefer?

The demonstrative pronouns are this and that with their plurals these and those. They are always used to point out, or demonstrate, the noun to which they refer. This and these are used for objects near at hand, or recently named; that and those are used for objects far away, or not recently named.[61]

The demonstrative pronouns are this and that, along with their plural forms these and those. They are always used to point to, or demonstrate, the noun they refer to. This and these are for objects that are nearby or have been mentioned recently; that and those are for objects that are further away or have not been mentioned recently.[61]

The demonstrative pronouns are frequently used as adjectives; as,

The demonstrative pronouns are often used as adjectives; for example,

Pronoun: That is my book.
Adjective: That book is mine.

Indefinite pronouns refer to objects or persons, but do not define or limit them. The indefinite pronouns are each, every, either, neither, one, none, other, another, few, all, many, several, some, each other, one another, and the compounds any one, some one, every one, something, nothing. Indefinite pronouns are frequently used as adjectives. Each, every, either, one, another, any one, some one, every one, whether they are used as pronouns or as adjectives, are singular in number. If another pronoun is used to refer to one of them, it must be in the singular number.

Indefinite pronouns refer to objects or people, but they don’t define or limit them. The indefinite pronouns are each, every, either, neither, one, none, other, another, few, all, many, several, some, each other, one another, and the compounds any one, some one, every one, something, nothing. Indefinite pronouns are often used as adjectives. Each, every, either, one, another, any one, some one, every one, whether they are used as pronouns or adjectives, are singular in number. If another pronoun is used to refer to one of them, it must be in the singular form.


Exercise 77—Classes of Pronouns

In the following sentences, explain which pronouns represent the person speaking, which represent the person spoken to, and which represent the person spoken of. Tell which pronouns ask questions; which are used as adjectives; which are used to connect subordinate clauses to the word for which they stand. If the antecedent is expressed, point it out.

In the following sentences, explain which pronouns refer to the speaker, which refer to the person being addressed, and which refer to the person being talked about. Identify which pronouns ask questions, which are used as adjectives, and which connect subordinate clauses to the word they represent. If the antecedent is stated, point it out.

1. Who is talking?

Who’s speaking?

2. The man who is speaking is the head of the credit department.

2. The guy who's talking is the head of the credit department.

3. If you are going, get ready.

3. If you’re going, get ready.

4. Which is the better piece of cloth?

4. Which piece of fabric is better?

5. This is the better piece of cloth.

5. This is the better piece of fabric.

6. The one who wishes to succeed must exercise great care in his work.

6. Anyone who wants to succeed needs to be very careful in their work.

7. He that would succeed must work.

7. Anyone who wants to succeed has to put in the effort.

8. Many men fail because of laziness.

8. A lot of guys fail because they're lazy.

9. What did you say?

What did you say?

10. Can you guess whom I saw?

10. Can you guess who I saw?

11. He himself told us.

He told us himself.

12. A cousin of ours is coming to town.[62]

12. A cousin of ours is coming to town.[62]

13. The man whose life is above criticism need fear no one.

13. A person whose life is above criticism has nothing to fear.

14. Whoever lives the truth need fear no criticism.

14. Anyone who lives in truth should fear no criticism.

15. I wish you would remove those files.

15. I wish you would take away those files.

16. Ink that is thick makes illegible writing.

16. Thick ink makes writing hard to read.

17. What paper should I destroy?

17. Which document should I get rid of?

18. I cannot understand what any one is saying.

18. I can't understand what anyone is saying.

19. This is not my umbrella. It is yours.

19. This isn't my umbrella. It's yours.

20. No friend of his would talk in that way.

20. No friend of his would talk like that.

21. This is no book of theirs; it belongs to us.

21. This isn't their book; it belongs to us.

22. Whatsoever he saith unto you, do it.

22. Whatever he tells you, do it.

23. I shall ask whomever I see.

23. I’ll ask whoever I see.

24. Each of us has his work assigned.

24. Each of us has our tasks assigned.

25. Every boy has his work assigned.

25. Every boy has his assigned tasks.


Exercise 78

In the following sentences he, his, they, their, them, it, or its should be inserted. Give the reason for your choice.

In the following sentences he, his, they, their, them, it, or its should be inserted. Give the reason for your choice.

1. No man is allowed to leave —— desk untidy.

1. No one is allowed to leave their desk messy.

2. Every one must put —— tools away before leaving the shop.

2. Everyone must put their tools away before leaving the shop.

3. Every office worker is required to be in —— place at eight-thirty every morning.

3. Every office worker needs to be in —— place by eight-thirty every morning.

4. In my business a person must learn to make up —— mind quickly.

4. In my business, a person has to learn to make decisions quickly.

5. It was cold this morning. Every one wore —— wraps.

5. It was cold this morning. Everyone wore coats.

6. Every clerk must do —— own work.

6. Every clerk must do their own work.

7. If an employee has ideas for the improvement of the business, —— is requested to report —— suggestions to the superintendent.

7. If an employee has ideas for improving the business, —— they are asked to share —— their suggestions with the superintendent.

8. The superintendent is anxious to have every workman feel that —— (has, have) a definite place in the organization, and that if —— (does not, don't) do —— work, the business will suffer.

8. The superintendent is eager for every worker to feel that they have a definite place in the organization, and that if they don't do their job, the business will suffer.

9. No goods will be accepted unless —— (are, is) in good condition.

9. No goods will be accepted unless they are in good condition.

10. Every newspaper is anxious to increase —— classified advertising.

10. Every newspaper is eager to boost — classified advertising.

11. No one cares to see —— friends frown.

11. No one wants to see —— friends frown.

12. Every one must agree that —— (has, have) —— faults.

12. Everyone must agree that everyone has faults.

13. Not one of the banks had —— deposits decreased.[63]

13. Not one of the banks had their deposits decreased.[63]

14. Will any one let me take —— umbrella?

14. Will anyone let me borrow their umbrella?

15. Every one says that —— had a delightful evening.

15. Everyone says that —— had a great evening.

16. Who was it said I had —— book?

16. Who said I had —— book?

17. Does each state pay over a part of —— taxes to the federal government?

17. Does each state contribute a portion of —— taxes to the federal government?

18. Every one will find in the current publications a wealth of information applicable to —— specific needs, much of which —— will wish to file for easy reference, no matter in what department of the world's work —— interest centers.

18. Everyone will find in the current publications a wealth of information relevant to —— specific needs, much of which —— they will want to file for easy reference, regardless of which department of the world's work —— their interest focuses on.

19. If any one could tell beforehand when —— opportunities would arrive, —— might be ready to grasp each as —— came.

19. If anyone could predict in advance when opportunities would show up, they could be ready to seize each one as it came.

20. If every one here would follow the directions that —— (has, have) received, —— would make fewer mistakes in shipments.

20. If everyone here followed the directions that —— (has, have) received, —— would make fewer mistakes in shipments.

21. Any one who wishes may give —— opinion.

21. Anyone who wants to may give their opinion.

22. No one need expect to leave before —— work is finished.

22. No one should expect to leave before the work is finished.

23. Every one in the office took —— vacation early this year except me.

23. Everyone in the office took their vacation early this year except me.

24. Each of the twenty banks sent —— representative to the meeting.

24. Each of the twenty banks sent a representative to the meeting.

25. On applying for a position, each man is given a blank that —— must fill out carefully, making —— answers as definite as possible.

25. When applying for a job, each person is given a blank form that they must fill out carefully, providing answers that are as specific as possible.

Some of the following are right, and some are wrong. Correct those that are wrong, explaining why they are wrong.

Some of the following are correct, and some are incorrect. Fix the ones that are incorrect, explaining why they are incorrect.

1. Neither one of them know what they are expected to do.

1. Neither of them knows what they are supposed to do.

2. Applicant after applicant handed in their names.

2. Applicant after applicant submitted their names.

3. If any one has a complaint to make, he should report it in writing to the superintendent.

3. If anyone has a complaint, they should submit it in writing to the superintendent.

4. Have either of the stenographers finished their letters?

4. Have either of the stenographers finished their letters?

5. I wish everybody would do their own work and let me do mine.

5. I wish everyone would take care of their own tasks and let me handle mine.

6. Each man did his work faithfully.

6. Every man did his job diligently.

7. Has neither the carpenter nor the plumber yet brought his tools?

7. Have neither the carpenter nor the plumber brought their tools yet?

8. Every one of the clerks must hand their report to the head bookkeeper before five o'clock.

8. Each of the clerks must submit their report to the head bookkeeper before five o'clock.

9. One of them must have neglected to hand in his report.

9. One of them must have forgotten to submit his report.

10. Man after man yesterday promised me that they'd be on hand to work this morning, and not one of them showed themselves.

10. One after another yesterday, guys promised me they’d be here to work this morning, and not one of them showed up.


Exercise 79

In the following exercise, tell which of the italicized pronouns introduce restrictive, and which introduce non-restrictive clauses:

In the following exercise, indicate which of the italicized pronouns introduce restrictive clauses and which introduce non-restrictive clauses:

1. This is the best bargain that we have ever offered.

1. This is the best deal that we've ever offered.

2. This is Mr. Burton, whose work I recommended to you.

2. This is Mr. Burton, whose work I suggested to you.

3. The city that I enjoyed most was Quebec.

3. The city that I liked the most was Quebec.

4. I enjoyed walking on the old wall that still surrounds the town.

4. I enjoyed walking on the old wall that still surrounds the town.

5. The club to which I belong will hold a meeting next week.

5. The club I belong to will hold a meeting next week.

6. The club that I belong to will hold a meeting next Monday.

6. The club that I'm part of will have a meeting next Monday.

7. All those whose daily work showed an improvement were given an increase in salary.

7. All those whose daily work showed improvement received a raise.

8. The horse that ran away belonged to my partner.

8. The horse that ran away belonged to my partner.

9. The greatest man is he who feels himself the least.

9. The greatest person is the one who feels the least self-importance.

10. An old story tells us that when Caesar, who was a great Roman emperor, returned from a conquest which has ever since been famous, he brought back to Rome a formula that has revolutionized the world. It was a formula for making soap, and was considered one of the greatest treasures that was captured during the campaign. Caesar immediately saw the value that it would have in the eyes of the world, and he forced the soap-makers to reveal their secret.

10. An old story tells us that when Caesar, who was a great Roman emperor, returned from a famous conquest that has been celebrated ever since, he brought back to Rome a formula that changed the world. It was a formula for making soap, and it was considered one of the greatest treasures that was captured during the campaign. Caesar immediately recognized its value that it would hold in the eyes of the world, and he compelled the soap makers to reveal their secret.

11. The garrison is a handful of invalid soldiers, whose principal duty is to guard some of the outer towers.

11. The garrison is a small group of injured soldiers, whose main job is to guard a few of the outer towers.

12. This is the gentleman whom we met in Boston.

12. This is the guy whom we met in Boston.

13. Mr. Carter, who was a member of our Boston firm, will take charge of our city sales.

13. Mr. Carter, who was a member of our Boston firm, will handle our city sales.

14. We honestly believe that our latest Style Book, which goes with this letter, offers you more for every dollar that you spend than you can get elsewhere.

14. We truly believe that our latest Style Book, which comes with this letter, gives you more value for every dollar that you spend than you can find anywhere else.


Exercise 80—Case

Case is that modification of a noun or a pronoun which denotes its relation to other words in the sentence. There are three cases: the nominative, the objective, and the possessive. Although nouns are used in all three cases, no change of form occurs except in the possessive case.[65]

Case is the modification of a noun or a pronoun that shows its relationship to other words in the sentence. There are three cases: the nominative, the objective, and the possessive. While nouns can be used in all three cases, only the possessive case changes form.[65]

The nominative case is used in the following ways:

The nominative case is used in these ways:

1. The principal use of the nominative case is as subject of the sentence; as,

1. The main use of the nominative case is as the subject of the sentence; for example,

Noun:      The business is prosperous.
Pronoun:  It has been established for five years.

2. Sometimes a noun or pronoun is used to complete the meaning of such verbs as be, become, seem, appear, taste, feel. Such a noun is in the nominative case, and is called a predicate nominative, or a subjective complement; as,

2. Sometimes a noun or pronoun is used to complete the meaning of verbs like be, become, seem, appear, taste, and feel. This noun is in the nominative case and is called a predicate nominative or a subjective complement; as,

Noun:Mr. Brown is the manager.
 He seems a gentleman.
Pronoun:   I think it is she.

3. A noun in apposition with another noun in the nominative case is also in the nominative case; as,

3. A noun in apposition with another noun in the nominative case is also in the nominative case; as,

Mr. Brown, the manager, is very capable.
The man to whom you should apply is Mr. Brown, the manager.

4. Sometimes a noun or a pronoun is used in direct address or in an exclamation, without having any grammatical relation to the rest of the sentence. It is then said to be nominative independent; as,

4. Sometimes a noun or pronoun is used in direct address or in an exclamation, without having any grammatical connection to the rest of the sentence. It is then called nominative independent; as,

Mr. Brown, a gentleman wishes to speak to you.
A strike! Why are they declaring a strike?
You! I thought you were in South America.

5. Sometimes a noun or pronoun is used with a participle to express an adverbial relation. Such a noun is in the nominative case, and is called nominative absolute, because it has no grammatical relation to any other part of the sentence; as,

5. Sometimes a noun or pronoun is used with a participle to show an adverbial relationship. This noun is in the nominative case and is called nominative absolute, because it doesn’t have any grammatical connection to the other parts of the sentence; for example,

Mr. Brown having gone, we told the gentleman to see Mr. Jones.

Mr. Brown left, so we told the guy to talk to Mr. Jones.

He being the guide, we asked no questions.

He was the guide, so we asked no questions.

It is much better to use a clause to express such an idea; as,

It’s much better to use a clause to express this idea; for example,

As Mr. Brown had gone, we told the gentleman to see Mr. Jones.

As Mr. Brown had left, we told the gentleman to go see Mr. Jones.

Write a sentence containing a noun and one containing a pronoun in each of the following uses of the nominative case:

Write a sentence with a noun and one with a pronoun for each of the following uses of the nominative case:

1. Subject.
2. Predicate Nominative.

Write a sentence containing a noun used

Write a sentence that includes a noun used.

1. In direct address.
2. In exclamation.
3. In apposition with another noun in the nominative case.

Exercise 81—The Objective Case

A noun or a pronoun may be used in the objective case in the following ways:

A noun or pronoun can be used in the objective case in these ways:

1. Direct object of a transitive verb; as,

1. Direct object of a transitive verb; for example,

I have a good position.
Do you know him?

2. Object of a preposition; as,

2. Object of a preposition; for example,

I have just returned from the library.
Bring the book to me.

3. Indirect object of such verbs as ask, give, teach, showing the person for whom or to whom the action is done; as,

3. Indirect object of verbs like ask, give, teach, indicating the person for whom or to whom the action is performed; for example,

She brought her mother some flowers.
I gave her singing lessons.

4. A noun as second object after verbs of making, choosing, calling, electing; as,

4. A noun as second object after verbs of making, choosing, calling, electing; as,

They chose John secretary.

5. A noun in apposition with another objective; as,

5. A noun in apposition with another object; for example,

Send your report to the secretary, John Wilson.

6. Adverbial modifier; as,

6. Adverbial modifier; like,

We are going home.

Write a sentence containing a noun and one containing a pronoun in each of the following uses of the objective case:[67]

Write a sentence using a noun and another using a pronoun for each of the following uses of the objective case:[67]

1. Direct object of a transitive verb.
2. Indirect object.
3. Object of a preposition.

Write a sentence containing a noun used as

Write a sentence that uses a noun as

1. Adverbial objective.
2. Second object.
3. Appositive of another noun in the objective case.

Exercise 82—The Possessive Case

To form the possessive case of nouns add an apostrophe and s to all singular nouns, and to all plural nouns that do not end in s; if a plural noun ends in s add only an apostrophe; as, child's, children's, boys'.

To create the possessive form of nouns, add an apostrophe and s to all singular nouns, and to all plural nouns that don’t end in s; if a plural noun ends in s, just add an apostrophe; for example, child's, children's, boys'.

Exception.—When, in long words, the additional s in the singular would cause a disagreeable sound, some writers use only the apostrophe; as,

Exception.—When, in lengthy words, adding an s in the singular would create an unpleasant sound, some writers use just an apostrophe; for example,

We awaited the princess's decision.
We awaited the princess' decision.

It is often better in such cases to use a phrase; as,

It’s often better in such cases to use a phrase; as,

We awaited the decision of the princess.

Thus, an of phrase may be used instead of the possessive case. In speaking of an inanimate object one should use it instead of the apostrophe and s; as, the top of the mountain. However, we use such expressions as last year's prices.

Thus, an of phrase can be used instead of the possessive case. When talking about an inanimate object, you should use it instead of the apostrophe and s; like in the top of the mountain. However, we do use expressions like last year's prices.

When, as in the name of a firm, two or more nouns are taken together with the idea of common possession, the sign of the possessive is added to the last noun only. If separate possession is implied, the sign of the possessive is added to each noun; as,

When, as in the name of a company, two or more nouns are grouped together to show shared ownership, the possessive sign is only added to the last noun. If individual ownership is suggested, the possessive sign is added to each noun; for example,

Have you seen Wilson & King's new building?
This is Mary and Helen's room.
Is this Mary's or Helen's coat?

A noun or pronoun is in the possessive case before a verbal noun; as,[68]

A noun or pronoun is in the possessive case before a gerund; for example,[68]

I prefer to have John's studying done before dinner.
I prefer to have his studying done before dinner.

Write sentences expressing relation between the words in the following pairs. Use one of them in the possessive case or use an of phrase, whichever seems better.

Write sentences that show the relationship between the words in the following pairs. Use one of them in the possessive form or use an of phrase, whichever works better.

the manager, desk      city, harbor
desk, top drawerproprietor, private office
book, covertypewriter, keys
city, mayorledger, first page

Bring to class five incorrect possessive phrases taken from advertisements. Explain and correct the mistakes.

Bring to class five incorrect possessive phrases from ads. Explain and fix the errors.


Exercise 83

Which of the italicized words would you use? Why?

Which of the italicized words would you choose? Why?

1. Have you heard of Mr. Bennett, Mr. Bennett's being appointed chairman of the meeting?

1. Have you heard that Mr. Bennett has been appointed as the chairman of the meeting?

2. It will probably delay him, his coming here.

2. It will probably delay him, his arrival here.

3. I don't understand him, his refusing to accept the position.

3. I don't get him, his refusal to take the job.

4. We have heard a great deal of him, his making a success of photography.

4. We've heard a lot about him, his success in photography.

5. The man's industry has resulted in him, his gaining fame.

5. The man's hard work has led to him, his gaining fame.

6. Will you sign this permit for us, our visiting the factory?

6. Will you sign this permit for us, our to visit the factory?

7. What do you say to us, our making some candy?

7. What do you think about us, our making some candy?

8. I am very sorry that me, my interrupting you yesterday delayed your work.

8. I'm really sorry that I interrupted you yesterday and delayed your work.

9. The machine is in excellent condition. There is no reason for it, its needing any repair.

9. The machine is in great shape. There's no reason for it to need any repairs.

10. Everybody, everybody's being on time is absolutely necessary.

Everyone's punctuality is essential.


Exercise 84

Each of the following sentences is incorrect because the sign of the possessive case has been omitted. Insert the apostrophe or the apostrophe and s, wherever either is needed.

Each of the following sentences is incorrect because the sign of the possessive case has been left out. Insert the apostrophe or the apostrophe and s, wherever either is needed.

1. There is a new boys school in our town.

1. There's a new boys' school in our town.

2. James brother John is our new bookkeeper.

2. James' brother John is our new bookkeeper.

3. For entrance to this course three years work in mathematics and one years work in German are required.[69]

3. To enroll in this course, three years of math and one year of German are required.[69]

4. This new building will be occupied by J. M. Hopkins mail order department.

4. This new building will house the mail order department of J. M. Hopkins.

5. The superintendents inspection was thorough.

5. The superintendent's inspection was thorough.

6. The trouble will be in John agreeing to the proposition.

6. The problem will be in John agreeing to the proposal.

7. All applications for help should be made to the Womens Committees.

7. All requests for assistance should be submitted to the Women's Committees.

8. The employees rest rooms are on the sunny side of the building.

8. The employee break rooms are on the sunny side of the building.

9. Our fifteen years experience in selling bonds has convinced us that investments paying a low rate of interest are the safest.

9. Our fifteen years of experience in selling bonds has convinced us that investments with a low interest rate are the safest.

10. In to-days mail I received a very large order from Graham & Moore's successors.

10. In today's mail, I received a very large order from Graham & Moore's successors.

11. Jones Brothers new store is on the corner of Madison Street.

11. The new Jones Brothers store is on the corner of Madison Street.

12. Last month sales show an increase of two thousand dollars.

12. Last month's sales increased by two thousand dollars.

13. Everybodys business is nobodys business.

13. Everyone's business is nobody's business.

14. It is when to-morrows burden is added to the burden of to-day that the weight is more than a man can bear.

14. It’s when tomorrow's burden gets added to today’s that the weight becomes more than anyone can handle.

15. The present governor was the peoples choice.

15. The current governor was the people's choice.

16. I prefer Tennysons poems to Longfellows.

16. I prefer Tennyson's poetry to Longfellow's.

17. I have read both Longfellow and Tennysons poems.

17. I have read both Longfellow's and Tennyson's poems.

18. I bought the book at Barlow and Companys new store.

18. I bought the book at Barlow and Company’s new store.

19. We are going to insist on Mary taking a long vacation this year.

19. We're going to make sure Mary takes a long vacation this year.

20. I have had the pleasure of staying at both your friends houses.

20. I've enjoyed staying at both of your friends' houses.


Exercise 85—The Apostrophe

Some of the following sentences are right, and some are wrong. Correct those that are wrong, explaining why they are wrong.

Some of the following sentences are correct, and some are incorrect. Fix the ones that are incorrect, explaining why they are wrong.

1. The man who's coming this way is Mr. Burton.

1. The guy walking this way is Mr. Burton.

2. Whose coat is that?

Whose jacket is that?

3. The man who's place you are taking has been with this firm for twenty years.

3. The man whose position you are taking has been with this company for twenty years.

4. The next one whose to give a report is the treasurer.

4. The next person to give a report is the treasurer.

5. The next one whose report we must hear is the treasurer.

5. The next person we need to hear from is the treasurer.

6. Don't you think it's too early to start?

6. Don’t you think it’s too soon to start?

7. He is a ladies tailor.

7. He is a men's tailor.

8. Remember your to let us know at once who's elected.

8. Remember to let us know right away who's elected.

9. Its too late now to change its wording.[70]

9. It's too late now to change its wording.[70]

10. Mr. Jones' house is being repaired.

10. Mr. Jones' house is under renovation.

11. The Joneses' house is being repaired.

11. The Joneses' house is getting fixed.

12. There coming as fast as their horse will bring them.

12. They are coming as quickly as their horse can take them.

13. I think you're typewriter needs cleaning.

13. I think your typewriter needs cleaning.

14. Your coming too, are'nt you?

14. You're coming too, yeah?

15. Every business has it's problems.

15. Every business has its problems.

16. The Bon Ton has a big sale in mens' and womens' coat's.

16. The Bon Ton is having a big sale on men's and women's coats.

17. Why, it's March! No wonder their having a sale.

17. Wow, it's March! No wonder they're having a sale.

18. We shall give you a special discount if you will send your dealer's name.

18. We'll give you a special discount if you send us your dealer's name.

19. Most of the dealer's advertise very little.

19. Most of the dealers advertise very little.

20. It's just a year ago since we received your last order.

20. It's only been a year since we got your last order.

21. Its not willingness we lack; it's time.

21. It's not that we lack willingness; it's time.

22. If you use our safety device, you may leave you're window open with security, and you will arise refreshed, ready for a big days work.

22. If you use our safety device, you can leave your window open safely, and you'll wake up feeling refreshed, ready for a big day's work.

23. Lets take our vacation when they take their's.

23. Let's take our vacation when they take theirs.

24. I think we shall have to take our's in August. Two of us must stay during July, for the work will not do it's self, you know.

24. I think we’ll have to take ours in August. Two of us must stay during July, because the work won’t do itself, you know.

25. In any explanation it should be the writers purpose to so describe his good's that the reader will desire them. A good salesman never shows a necktie in a box. He takes it out and with a deft twist forms it's length into a four-in-hand over his finger. The customer then sees not only the scarf, it's color and its weave, but he sees it in it's relation to himself, as it will look when it's tied.

25. In any explanation, a writer's goal should be to describe their products in a way that makes the reader want them. A good salesperson never presents a necktie in a box. They take it out and, with a quick twist, drape it over their finger in a four-in-hand knot. The customer then sees not just the tie, its color, and its pattern, but also how it relates to them and how it will look when they wear it.


Exercise 86

Supply who or whom:

Supply who or whom:

1. —— did you take me for?

1. —— what did you think I was?

2. The shipping clerk, —— I consider responsible for the mistake, must go.

2. The shipping clerk, — I believe is responsible for the mistake, has to go.

3. The shipping clerk, —— I feel certain is responsible for the mistake, must go.

3. The shipping clerk, —— I’m sure is responsible for the mistake, has to go.

4. —— is it?

4. —— is it now?

5. —— shall I say called?

5. —— should I say called?

6. —— do you wish to see?

6. —— do you want to see?

7. —— did you say was elected?

7. —— who did you say was elected?

8. He is the one —— every one thought should be elected.

8. He is the one everyone thought should be elected.

9. Choose the one —— you think will give the best service.

9. Choose the one that you think will provide the best service.

10. Choose the one —— you think you can trust.[71]

10. Choose the one — you think you can trust.[71]

11. She asked me —— did it.

11. She asked me who did it.

12. —— do you think is the best salesman in the firm?

12. —— who do you think is the best salesperson in the company?

13. —— do you regard as the best salesman in the firm?

13. —— who do you think is the best salesperson in the company?

14. —— was that —— you were talking to?

14. —— was that —— you were chatting with?

15. He is the one —— I was speaking about.

15. He's the one I was talking about.

16. —— do we play next week?

16. —— who do we play next week?

17. He is a workman —— can be trusted.

17. He is a worker you can trust.

18. He is a workman upon —— you can depend.

18. He is a reliable worker — you can count on that.

19. This letter comes from Robert, —— we all know very well.

19. This letter is from Robert, someone we all know quite well.

20. This letter comes from Robert, —— we all know writes good letters.

20. This letter is from Robert, who we all know writes great letters.

21. —— do you consider to be most capable? [The subject of the infinitive to be must be in the objective case.]

21. —— who do you think is the most capable? [The subject of the infinitive to be must be in the objective case.]

22. This booklet was written by the man —— Mr. Bardon considers [to be] the best correspondent in our office.

22. This booklet was written by the person Mr. Bardon thinks is the best writer in our office.

23. He is the one —— every one believes to be worthy of the highest honors.

23. He is the one everyone believes deserves the highest honors.

24. The critic —— every one thought gave the most truthful account of the performance is a man of great culture.

24. The critic that everyone believed gave the most accurate review of the performance is a highly cultured man.

Supply whoever or whomever:

Supply whoever or whomever:

1. Give the book to —— needs it.

1. Give the book to —— who needs it.

2. Give it to —— you think best.

2. Give it to whoever you think is best.

3. —— I send can be trusted.

3. —— I can be trusted.

4. Send me —— is there.

4. Send me —— is there.

5. Send me —— you find there.

5. Send me what you find there.

6. —— reaches the line first will receive the cup.

6. —— who reaches the line first will get the cup.

7. The cup will be given to —— reaches the lines first.

7. The cup will be given to whoever reaches the lines first.

8. In the country lane he spoke to —— he met.

8. On the country lane, he talked to —— he met.

9. —— you choose may compete for the prize.

9. —— you choose can compete for the prize.

10. —— you bring is welcome.

10. —— whatever you bring is welcome.


Exercise 87

Read the following sentences, using one of the forms in italic. Be able to give a reason for your choice.

Read the following sentences, using one of the forms in italics. Be ready to explain your choice.

1. Hehim and Ime are going camping next summer.

He, him, and I are going camping next summer.

2. It is a question that refers to you and Ime.

2. It’s a question that involves you and me.

3. It is a question between you and Ime.

3. It's a question between you and me.

4. I am sure that it was sheher.

4. I am sure that it was herher.

5. I am sure that we saw you and hehim.[72]

5. I'm sure we saw you and himhim.[72]

6. Weus boys are going camping.

We boys are going camping.

7. Will you go camping with weus boys?

7. Will you go camping with us boys?

8. Theythem and their cousins are going camping.

8. Theythem and their cousins are going camping.

9. We bought a large piece of ground so that my brother and Ime could have a garden.

9. We bought a big piece of land so that my brother and Ime could have a garden.

10. It was bought for hehim and Ime.

It was bought for him and me.

11. Is that hehim entering the gate? Yes, that is hehim.

11. Is that him entering the gate? Yes, that is him.

12. Whowhom should I meet at the station but old Mr. McGregor, whowhom I had not seen for several years.

12. Whowhom should I run into at the station but old Mr. McGregor, whowhom I hadn’t seen in several years.

13. If I were hehim, I should start at once.

13. If I were him, I would start right away.

14. There is no need of himhis staying any longer.

14. He doesn't need to stay any longer.

15. He does not work so rapidly as Ime.

15. He doesn't work as quickly as Ime.

16. Mary and sheher work in the same office.

16. Mary and sheher work in the same office.

17. There is no danger of memy failing.

17. There’s no risk of me failing.

18. Please let sheher and Ime do the work together.

18. Please let her and me do the work together.

19. There is no use of usour trying any more.

19. There's no point in usour trying anymore.

20. Usour giving up now will spoil everything.

20. Usgiving up now will ruin everything.

21. My mother objected to memy going.

21. My mom objected to me going.

22. Why did you insist upon usour coming to-day?

22. Why did you insist on usour coming today?

23. I hardly think it is hehim whowhom is to blame.

23. I really don’t think it’s hehim whowhom that’s at fault.

24. I should like to be sheher.

I want to be her.

25. Theythem that do wrong shall be punished.

25. Theythose who do wrong will be punished.

26. Theythem that do wrong I shall punish.

26. Theythose who do wrong I will punish.

27. Hehim that is your friend you can call upon in your hour of need.

27. Hehim who is your friend you can rely on in your time of need.

28. Hehim that is your friend will respond to your call.

28. Hehim who is your friend will answer your call.

29. The manager praised both the bookkeepers and weus girls.

29. The manager praised both the bookkeepers and us girls.

30. Was it you who called? Yes, it was Ime.

30. Was it you who called? Yes, it was Ime.

31. It surely was not Ime whom you saw.

31. It definitely wasn't me that you saw.

32. He reproved us both but Ime more than sheher.

32. He scolded us both but meme more than herher.

33. Are you sure it's Ime whom he appointed?

33. Are you sure it’s Ime that he appointed?

34. If it's really Ime who was appointed, I'm sure I should have been notified.

34. If it's really Ime who got the appointment, I’m sure I would have been informed.

35. I'm sure it can't be Ime.

35. I'm sure it can't be Ime.


Exercise 88—Same as a Pronoun

One of the worst constructions found in business letters of today is the use of same as a pronoun. The word may be an adjective or a noun but never a pronoun.[73]

One of the worst things in today's business letters is using same as a pronoun. The word can be an adjective or a noun but never a pronoun.[73]

Wrong: Will you please fill out the enclosed blank and return same as soon as possible?

Wrong: Could you please fill out the enclosed form and return it as soon as possible?

Right: Will you please fill out the enclosed blank and return it as soon as possible?

Right: Could you please complete the attached form and send it back as soon as you can?

In each of the following sentences substitute a noun or a pronoun for same:

In each of the following sentences, replace same: with a noun or a pronoun.

1. Will you not send us a check by Friday so that we may use same for our pay roll on Saturday?

1. Can you please send us a check by Friday so we can use it for our payroll on Saturday?

2. Do you wish to bid for our cinder output this year? We have a sample car that we shall be glad to have you inspect if you think you will have any use for same.

2. Do you want to place a bid for our cinder output this year? We have a sample car that we’d be happy to have you check out if you think it will be useful to you.

3. We have no use for the material this year, but we thank you for giving us an opportunity to bid for same.

3. We don’t need the materials this year, but we appreciate the chance to submit a bid for them.

4. If you are dissatisfied with the machine, return same at our expense.

4. If you're not happy with the machine, return it at our cost.

5. You state that you sent us an order on June 10, but we cannot find any trace of same.

5. You say you sent us an order on June 10, but we can’t find any record of it.

6. We are in the market for two dozen Standard clothes wringers, and we should be glad to receive your lowest price on same.

6. We are looking to buy two dozen Standard clothes wringers and would appreciate your best price on them.

7. We have given you credit for this amount and desire to thank you for your promptness in sending same.

7. We’ve credited you for this amount and want to thank you for sending it so quickly.

8. We have your letter of November 6 and thank you for same.

8. We received your letter dated November 6, and we appreciate it.

9. If you think you can use this type of machine, we shall be glad to send you same on ten days' trial.

9. If you think you can use this type of machine, we will be happy to send you one for a ten-day trial.

10. We have decided to use your machine if you will give us a satisfactory guarantee as to strength, efficiency, and freedom from leaks. As soon as possible let us hear from you in regard to same.

10. We’ve decided to use your machine if you can provide us with a satisfactory guarantee regarding its strength, efficiency, and leak-free operation. Please get back to us as soon as possible about this.


Exercise 89—Nouns and Pronouns Incorrectly Used
WrongRight
1. We saw lots of curious things.We saw a number of curious things.
2. Do you know that party?Do you know that man?
3. I stayed at home the balance of the day.I stayed at home the rest of the day.
4. What business have you to go?What right have you to go?
5. The dress will be done in a couple of days.The dress will be done in a few days.
6. I'll walk a piece with you.I'll walk a short distance with you.
7. Did you get a raise in pay?Did you get an increase in pay?[74]
8. I'll send you a postal.I'll send you a postal card.
9. Christmas is still a long ways off.Christmas is still a long way off.
10. What line of business are you in now?What kind of business are you in now?
11. If you expect to open a grocery, let me give you a little advice along that line.     If you expect to open a grocery, let me give you a little advice on the subject.
12. Have you anything new in the neckwear line?Have you any new neckwear?
13. I have a date with the dentist.I have an appointment with the dentist.
14. Have you a date for this evening?Have you an engagement for this evening?
15. He always does his work in good shape.He always does his work well.
16. That is a good write-up on the tariff.That is a good article on the tariff.
17. Yourself and friends are invited.You and your friends are invited.
18. Don't they have street cars in your town?Are there no street cars in your town?
19. It said in this morning's paper that the traffic men would strike.This morning's paper said that the traffic men would strike.
20. The book what he advised is not fiction.The book that he advised is not fiction.

CHAPTER VII

THE ADJECTIVE AND THE ADVERB

As a rule, adverbs present more difficulty than do adjectives. Careless pupils frequently use an adjective when an adverb is necessary; as,

As a rule, adverbs are usually more challenging than adjectives. Careless students often use an adjective when they really need an adverb; for example,

Wrong: He solved the problem very quick.
Right: He solved the problem very quickly.
 
Wrong: This is real good candy.
Right: This is really (or very) good candy.

Until the habit of correct usage is formed, every sentence must be watched. When a word modifies a verb, an adjective, or an adverb, another adverb must be used, and an adjective may not correctly be substituted. As a rule, adverbs express the following ideas:

Until the habit of using words correctly is established, every sentence needs to be carefully monitored. When a word modifies a verb, an adjective, or another adverb, you must use another adverb, and you can't just replace it with an adjective. Generally, adverbs convey the following ideas:

Time: We arrived early.
Place: We have been here since January.
Manner: He walked steadily onward.
Cause: Why did you refuse the offer?
Degree: I am very much surprised.
Number: I did it once not twice.
Assertion: BracketI do not agree.
Denial:

Adverb modifying a verb: See how slowly the man walks!

Adverb modifying a verb: See how slowly the guy walks!

Adverb modifying an adjective: The weather has been extremely warm.

Adverb modifying an adjective: The weather has been really warm.

Adverb modifying an adverb: He dictates very rapidly.

Adverb modifying an adverb: He dictates really quickly.

It must be remembered, however, that verbs of the senses—taste, feel, look, smell, sound, and the like—are sometimes almost equal in meaning to the verb be. In[76] that case, they are followed by adjectives and not by adverbs; as,

It’s important to remember that verbs related to the senses—taste, feel, look, smell, sound, and similar—can sometimes be nearly the same in meaning as the verb be. In[76] those situations, they are followed by adjectives rather than adverbs; for example,

Adjective: He looked angry.
Adverb: He looked angrily at us.

Exercise 90

Name the adjectives in the following selection, explaining with what noun each belongs.

Name the adjectives in the following selection, and explain which noun each one describes.

Name the adverbs, explaining what part of speech each modifies.

Name the adverbs and describe what part of speech each one modifies.

Since 1904 the number of live cattle exported from this country has been steadily growing smaller. Exports of dressed beef have also shrunk to such insignificant proportions that the United States is no longer an important factor in the foreign markets for beef. Often has it been said that the competition of cheap Argentine beef has deprived us of foreign markets. It would be more nearly true to say that foreigners buy the inferior article only because we cannot supply them with all they want of the best grade. Take, for instance, the Englishman's willingness to pay considerably more for American corn-fed beef than for Argentine.

Since 1904, the number of live cattle exported from this country has been steadily decreasing. Exports of processed beef have also decreased to such a small extent that the United States is no longer a significant player in the international beef market. It's often claimed that the competition from cheap Argentine beef has cost us foreign markets. However, it would be more accurate to say that buyers choose the lower-quality product only because we can't provide them with all the premium grade they want. For example, consider the Englishman's willingness to pay much more for American corn-fed beef than for Argentine beef.

The raising of cattle is important, also, from the standpoint of the leather business. Obviously, with a 21 per cent increase in population in each decade, many more shoes are necessary. Automobile and other industries are making constantly increasing demands for leather. Shoes cannot become cheaper in the face of increased demand and diminished supply. Too much depends upon the cattle industry for us to allow it to wane.

Raising cattle is also important for the leather industry. With a 21 percent increase in population every decade, there’s a greater need for shoes. The automotive and other industries are steadily increasing their demand for leather. Prices for shoes can’t drop when demand goes up and supply decreases. The cattle industry is too vital for us to let it decline.


Exercise 91

Which of the italicized words should you use in the following, and why?

Which of the italicized words should you use in the following, and why?

1. Why do you walk so slowslowly?

1. Why do you walk so slowslowly?

2. Speak loudermore loudly.

2. Speak louder.

3. I cannot explain why he spoke so gentlegently.

3. I can't explain why he spoke so gentlegently.

4. The automobile was going very swiftswiftly.

4. The car was going very fastquickly.

5. The well has been dug very deepdeeply.

5. The well has been dug really deepdeeply.

6. He is not nearnearly so tall as you are.

6. He is not nearnearly as tall as you are.

7. Are you cutting that evenevenly?[77]

7. Are you cutting that evenly?

8. She does pen and ink sketches beautifulbeautifully.

8. She creates pen and ink sketches beautifulbeautifully.

9. Why can't I grow quickermore quickly?

9. Why can't I grow fastermore quickly?

10. I feel badbadly this morning.

I feel bad this morning.

11. Can you do all I have asked? Easyeasily.

11. Can you do everything I’ve asked? Sureno problem.

12. She does her work goodwell.

12. She does her work well.

13. She does her work finefinely.

She does her work well.

14. I am realvery much surprised to see you.

I’m really surprised to see you.

15. He became realvery angry.

He became really angry.

16. I'm afraid it's not nearnearly big enough.

16. I'm afraid it's not nearnearly big enough.

17. She works twice as quickquickly as you do.

17. She works twice as quickquickly as you do.

18. He suresurely is a good speaker. He seems suresurely of himself.

18. He is definitely a good speaker. He seems confident in himself.

19. Are you going? Suresurely?

Are you going? Definitelyfor sure?

20. He says he is nearnearly starved.

He says he is closealmost starved.

21. He worked steadysteadily all morning. The others did not work nearnearly so hard.

21. He worked steadily all morning. The others did not work nearly as hard.

22. I am speaking as seriousseriously as I can.

22. I’m speaking as seriousseriously as I can.

23. The orange tastes bitterbitterly.

The orange tastes bitterly.

24. Don't you think he has been acting queerqueerly?

24. Don't you think he has been acting weird—strangely?

25. The coat is finished nicenicely.

The coat is finished nicely.


Exercise 92

Explain the proper position of the italicized adverbs in the following sentences. Remember that an adverb must stand as closely as possible to the word that it modifies, but remember also that an infinitive, although made up of two parts, is one word and should not be split by an adverb.

Explain the correct placement of the italicized adverbs in the following sentences. Keep in mind that an adverb should be positioned as closely as possible to the word it modifies, but also remember that an infinitive, even though it consists of two parts, is one word and should not be interrupted by an adverb.

1. I merely want the Milwaukee list of customers.

1. I just want the Milwaukee customer list.

2. You almost write like her.

You almost write like her.

3. Your writing is like hers almost.

3. Your writing is kind of similar to hers.

4. I can not find one of the papers I had on the desk.

4. I can't find one of the papers I had on the desk.

5. He told me to carefully add the figures in the column.

5. He told me to carefully add the numbers in the column.

6. I expect to quickly finish my dictation.

6. I expect to quickly finish my dictation.

7. I don't even understand the first problem in the lesson.

7. I don’t even get the first problem in the lesson.

8. Don't say you don't ever expect to go to school again.

8. Don't say you don't ever expect to go back to school again.

9. All the statements are not on my desk.

9. None of the statements are on my desk.

10. He promised to quickly settle the matter.

10. He promised to quickly resolve the issue.

11. I wish you to clearly understand the situation.

11. I want you to clearly understand what's going on.

12. I only have two more items to enter.

12. I just have two more items to enter.

13. I only expect to take a short vacation this year. [78]

13. I only plan to take a short vacation this year. [78]

14. He only spoke of two causes of the loss in trade.

14. He only talked about two reasons for the decline in trade.

15. I only decided to take the Western instead of the Eastern trip at the last moment.

15. I just decided to take the Western trip instead of the Eastern one at the last minute.


Exercise 93—Comparison

Adjectives are compared so as to express different degrees of quality. There are three degrees of comparison, the positive, the comparative, and the superlative. When the object modified or described by the adjective is not compared with another, the first or positive degree is used. When two objects are compared, the second or comparative degree is used to denote more or less of the quality expressed by the adjective. When several objects are compared, the superlative degree of the adjective is used to express the highest or the lowest possible degree of the adjective.

Adjectives are compared to show different levels of quality. There are three levels of comparison: the positive, the comparative, and the superlative. When the noun being described by the adjective is not compared to anything else, the first or positive level is used. When two nouns are compared, the second or comparative level is used to indicate more or less of the quality described by the adjective. When multiple nouns are compared, the superlative level of the adjective is used to indicate the highest or lowest possible level of the adjective.

The usual method of comparing an adjective is to add er to the positive to form the comparative, and est to form the superlative. Frequently, however, especially for an adjective of two or more syllables, the comparative is formed by prefixing more or less to the positive, and the superlative by prefixing most or least. Besides the adjectives in these two classes there are some which do not follow any regular method and must, therefore, be watched a little more closely.

The usual way to compare adjectives is to add er to the positive form to create the comparative, and est to create the superlative. However, especially with adjectives that have two or more syllables, the comparative is often formed by adding more or less before the positive, and the superlative is formed by adding most or least. Besides these two categories of adjectives, there are some that don't follow any regular pattern and need to be looked at a bit more carefully.

The following table illustrates the different methods of comparison:

The table below shows the various methods of comparison:

Positive   Comparative   Superlative   
brightbrighterbrightest
dangerousmore dangerous      most dangerous
beautiful      more beautifulmost beautiful
goodbetterbest
badworseworst
illworseworst

Be careful to avoid using a double sign for the comparative degree; as,

Be careful not to use a double sign for the comparative degree; for example,

Wrong: This writing is more neater than yours.

Some adverbs are also compared; as,

Some adverbs can also be compared; for example,

PositiveComparativeSuperlative
wellbetterbest
quickly      more quickly      most quickly

Some adjectives and adverbs cannot be compared because the positive degree in itself expresses a complete or absolute meaning; as,

Some adjectives and adverbs can’t be compared because the positive degree itself conveys a complete or absolute meaning; for example,

absolute,-ly      eternalperfectsufficient
circularextremeperpendicular      supreme
continualfaultlessperpetualunanimous
deadfullrightunique
decisiveimpossible      rounduniversal
emptyincurablesquarewhite

Compare those of the following adjectives that may be compared. Explain why some do not admit of comparison.

Compare the following adjectives that can be compared. Explain why some cannot be compared.

greatspotless      expensivewise
talldearparallelhigh
desirable      eastoldnew
honorableearlyexclusive      blank

Exercise 94

In the following exercise, select the correct one of the two italicized forms. Remember that the comparative degree is used in comparing two objects, the superlative in comparing three or more.

In the following exercise, choose the correct one of the two italicized forms. Keep in mind that the comparative degree is used when comparing two objects, while the superlative is used for comparing three or more.

1. I had three pens. I have lost the betterbest one.

1. I had three pens. I've lost the betterbest one.

2. I have two clerks. John is the olderoldest.

2. I have two clerks. John is the olderoldest.

3. Of the two colors, I think the tan is the moremost becoming to you.

3. Of the two colors, I think the tan is the moremost flattering on you.

4. You are the tallertallest of all the boys.

4. You are the tallertallest of all the boys.

5. Of two professions, choose the moremost honorable.

5. Of two professions, choose the moremost honorable.

6. He is the fasterfastest workman in the shop.

6. He is the fasterfastest worker in the shop.

7. Which of your hands is the cleanercleanest?

7. Which of your hands is the cleanercleanest?

8. Which do you like betterbest, skating or sleighing?

8. Which do you like betterbest, skating or sledding?

9. Which of your eyes has the betterbest vision?

9. Which of your eyes has the betterbest vision?

10. Of all the shops, she likes Leslie's betterbest. [80]

10. Of all the stores, she likes Leslie's betterbest. [80]

11. Which is moremost durable, serge or broadcloth?

11. Which is moremost durable, serge or broadcloth?

12. Which tree lives longerlongest, the poplar or the elm?

12. Which tree lives longerlongest, the poplar or the elm?

13. Which is the bestbetter policy, honesty or dishonesty?

13. Which is the bestbetter approach, honesty or dishonesty?

14. He is the wittierwittiest one in the class.

14. He is the wittiest one in the class.

15. He is the wittierwittiest boy in the class. There is only one boy in the class besides him.

15. He is the wittierwittiest boy in the class. There is only one boy in the class besides him.

16. Of our twenty salesmen, he is considered betterbest because he is quickerquickest witted than any other.

16. Out of our twenty salesmen, he is seen as betterthe best because he is quickerthe quickest witted than anyone else.

17. You should not mention the two men in one breath. The formerfirst is famous and the latterlast infamous.

17. You shouldn’t mention the two men together. The first is famous and the last is infamous.

18. Which of you two do you think deserves moremost praise?

18. Which of you two do you think deserves moremost praise?

19. Which of you two deserves lessleast praise?

19. Which of you two deserves lessleast praise?

20. Which of you two can run the fasterfastest?

20. Which of you two can run the fasterfastest?


Exercise 95

Remember that the double negative is wrong; as,

Remember that using a double negative is incorrect; as,

Wrong: I haven't no paper.
Right: I have no paper.

Correct any of the following sentences that contain this mistake:

Correct any of the following sentences that have this mistake:

1. None of them didn't come.

They all showed up.

2. I couldn't do the problem neither.

2. I couldn't solve the problem either.

3. This paper isn't very good, I don't think.

3. I don't think this paper is very good.

4. Couldn't you find no better pen?

4. Couldn't you find a better pen?

5. I didn't choose none of them.

5. I didn't choose any of them.

6. I don't see nothing to complain of.

6. I don't see anything to complain about.

7. He couldn't hardly see across the street.

7. He could barely see across the street.

8. We didn't find the paper nowhere.

8. We didn't find the paper anywhere.

9. They can't scarcely believe the report.

9. They can hardly believe the report.

10. She couldn't stay with us only a few minutes.

10. She couldn't be with us for more than a few minutes.


Exercise 96—Fewer, Less

Fewer refers to a smaller number by counting, less refers to a smaller quantity by measuring. Insert the correct word:

Fewer means a smaller number that you can count, while less means a smaller amount that you measure. Insert the correct word:

1. You are making —— mistakes each day.

1. You are making —— mistakes every day.

2. I am having —— difficulty in writing shorthand.

2. I'm having difficulty writing shorthand.

3. There are —— houses on this street than I had thought.[81]

3. There are more houses on this street than I thought.[81]

4. The farther inland we went the —— signs of habitation we saw.

4. The farther inland we went, the fewer signs of habitation we saw.

5. Each year there is —— opportunity for an uneducated man to rise.

5. Each year there is an opportunity for an uneducated man to rise.

6. Each year there are —— opportunities for the uneducated man to rise.

6. Every year there are —— opportunities for the uneducated person to advance.


Most, Almost

Most refers to quantity or number; almost means not quite. Insert the correct word:

Most refers to quantity or number; almost means close to. Insert the correct word:

7. —— people enjoy their work.

7. —— people enjoy their jobs.

8. I have —— finished the course in stenography.

8. I have — finished the course in shorthand.

9. —— European cities are beautiful.

9. —— European cities are stunning.

10. —— all European cities are beautiful.

10. —— all European cities are beautiful.


Real, Very

Real is an adjective meaning actual; very is an adverb of degree. Insert the correct word:

Real is an adjective meaning actual; very is an adverb of degree. Insert the correct word:

11. I'm —— glad to see you.

11. I'm really glad to see you.

12. Is your comb —— amber?

Is your comb made of amber?

13. The men of the Titanic were —— heroes.

13. The men of the Titanic were — heroes.

14. He is a —— good soloist.

14. He is a really good soloist.

15. She is —— entertaining in conversation; it was a —— pleasure to meet her.

15. She is really fun to talk to; it was a great pleasure to meet her.


Exercise 97—Adjectives and Adverbs Incorrectly Used
WrongRight
1. I don't like those kind of pens.I don't like that kind of pens.
2. What sort of a course are you taking?What sort of course are you taking?
3. His statements made me mad.His statements made me angry.
4. Yours respectively.Yours respectfully.
(Consult a dictionary for the correct use of respectively)
5. Do you want in?Do you want to come in?
6. Go some place with me.Go somewhere with me.
7. My father is some better.My father is somewhat better.
8. He comes every once in a while.He comes occasionally.
9. Did you recognize the girl who drove past?            Did you recognize the girl who drove by?
10. The two are both alike.The two are alike.[82]
11. He is liable to come any minute.He is likely to come at any minute.
12. That ring has a funny design.That ring has an odd design.
13. I'd sooner stay at home.I'd rather stay at home.
14. Are you most ready?Are you almost ready?
15. I'm kind of sleepy.I'm rather sleepy.
16. What size hat do you wear?What sized hat do you wear?
17. This here book is the one I wish.This book is the one I wish.
18. He spoke angry like.He spoke angrily.
19. His ideas are no good.His ideas are worthless (or not good).
20. He seldom ever makes a mistake.He seldom (hardly ever) makes a mistake.
21. I didn't work any last night.I didn't work at all last night.
22. I walked this far yesterday.I walked as far as this yesterday.
23. I want to see you badly.I want to see you very much.
24. He sells insurance on the side.In addition to his other business he sells insurance.
25. Don't talk out loud.Don't talk aloud.
26. She is very disappointed.She is very much disappointed.
(Before a perfect participle too or very may not be used without the addition of the adverb much)
27. She is a cute (or cunning) child.She is a pretty child.
(Look up the words cute and cunning in a dictionary)
28. He was lying face down on the grass.He was lying face downward on the grass.

CHAPTER VIII

THE VERB

Verbs may be transitive or intransitive.

Verbs can be transitive or intransitive.

A verb is transitive when it needs an object to complete its meaning; that is, when the action passes over (Latin, transire, to pass over) from the subject or doer to the object or receiver; as,

A verb is transitive when it requires an object to finish its meaning; that is, when the action moves over (from the Latin, transire, to pass over) from the subject or doer to the object or receiver; as,

He hit the ball.

A verb is intransitive when it needs no object to complete its meaning; as,

A verb is intransitive when it doesn't require an object to complete its meaning; for example,

The crowd cheered.

Some intransitive verbs require a predicate noun or pronoun in the nominative case, or an adjective, to complete their meaning. They are the verbs be, become, appear, seem, feel, taste, look, smell; as,

Some intransitive verbs need a predicate noun or pronoun in the nominative case, or an adjective, to fully express their meaning. These verbs include be, become, appear, seem, feel, taste, look, smell; as,

Adjective: The berries taste sour.
Noun: John is my brother.
Pronoun: It is I.

Such verbs are sometimes called copulatives.

Such verbs are sometimes called copulas.


Exercise 98

Tell whether each verb in the following sentences is transitive or intransitive and whether it is followed by a noun or a pronoun in the nominative or the objective case or by a complementary adjective.

Tell if each verb in the following sentences is transitive or intransitive, and if it’s followed by a noun or a pronoun in the nominative or objective case, or by a complementary adjective.

1. Primitive people have left traces of very early commercial relations.[84]

1. Early humans have left evidence of very basic trading relationships.[84]

2. Explorers visited the Ohio valley and found articles of remote manufacture.

2. Explorers went to the Ohio Valley and discovered items made far away.

3. Checks and drafts are great conveniences to the business man.

3. Checks and drafts are very useful tools for business people.

4. The United States Supreme Court made a decision that labor unions are punishable under trust penalties.

4. The United States Supreme Court ruled that labor unions can face penalties under antitrust laws.

5. A labor union is different from a trust.

5. A labor union is not the same as a trust.

6. This is the opinion of the labor leader.

6. This is the labor leader's opinion.

7. What is your opinion?

What's your opinion?

8. The total value of merchandise sent to Latin-America from the United States exceeds that supplied by any other single country.

8. The total value of goods shipped to Latin America from the United States is higher than what any other individual country provides.

Write three sentences illustrating transitive verbs.

Write three sentences showing examples of transitive verbs.

Write three sentences illustrating intransitive verbs.

Write three sentences showing intransitive verbs.

Write three sentences illustrating copulative verbs.

Write three sentences showing linking verbs.


Exercise 99—Voice

Voice is that property of the verb that shows whether the subject acts or is acted upon. If the subject acts, the verb is in the active voice. If the subject is acted upon, the verb is in the passive voice. Every sentence containing a transitive verb must have the following parts:

Voice is the quality of the verb that indicates whether the subject performs the action or is the recipient of the action. If the subject performs the action, the verb is in the active voice. If the subject receives the action, the verb is in the passive voice. Every sentence with a transitive verb must include the following parts:

Agent(doer)ActionReceiver
The runaway horse        injured         John.

When the sentence is in the order shown above, the subject is the agent, and the verb expresses the action of the agent. When the sentence is written in this order, the verb is said to be in the active voice.

When the sentence is in the order shown above, the subject is the doer, and the verb shows the action of the doer. When the sentence is written in this order, the verb is said to be in the active voice.

However, without changing the meaning of the sentence, we may change the order of the ideas; thus,

However, without changing the meaning of the sentence, we can change the order of the ideas; thus,

ReceiverActionAgent
John        was injured       by the runaway horse.

The receiver of the action has become the subject, and the agent has become part of the predicate, being expressed in the phrase by the runaway horse. When the sentence is[85] expressed in this order, the subject receiving or "suffering" the action, the verb is said to be in the passive voice. Only transitive verbs, therefore, may be changed to the passive voice.

The one who receives the action has become the subject, and the doer has become part of the predicate, shown in the phrase by the runaway horse. When the sentence is[85] structured this way, where the subject receives or "suffers" the action, the verb is said to be in the passive voice. Therefore, only transitive verbs can be changed to the passive voice.

Note.—There are certain intransitive verbs that sometimes have a preposition so closely connected with them that the two are treated almost like a transitive verb, and may be made passive; as,

Note.—There are certain intransitive verbs that sometimes have a preposition so closely connected to them that the two are treated almost like a transitive verb and can be made passive; as,

Active: The audience laughed at the speaker.
Passive: The speaker was laughed at by the audience.

Write five sentences in the active voice.

Write five sentences using the active voice.

Change them to the passive voice.

Change them to the passive voice.

In the sentences that you have written, is the active form of the verb or the passive form better? Which is more direct in its wording? Which, then, is the better form to use regularly?

In the sentences you've written, is the active voice or the passive voice better? Which one is more straightforward in its wording? Which one should you use more often?


Exercise 100—Number and Person

The number of the verb is decided by the number of the subject. If the subject is a singular noun, or a pronoun that stands for a singular noun, it requires a singular verb; if the subject is plural, it requires a plural verb. As a rule, there is no difference between the singular and the plural forms of the verb except in the form for the third person singular; as,

The verb’s number is determined by the subject's number. If the subject is a singular noun or a pronoun that represents a singular noun, it needs a singular verb; if the subject is plural, it needs a plural verb. Generally, there’s no difference between the singular and plural forms of the verb except for the third person singular; for example,

I sayWe say
You say       You say
He saysThey say

But as the third person of the verb is the one most often used, it must be carefully noted.

But since the third person of the verb is the one that's used most often, it should be noted carefully.

The following subjects of verbs are singular and require a singular verb to accompany them:

The subjects of verbs listed below are singular and need a singular verb to go with them:

1. A collective noun that denotes a group of objects acting as one thing; as,

1. A collective noun that refers to a group of objects functioning as a single unit; for example,

The crowd is scattering.

2. A group of words which, like a collective noun, is plural in form but singular in meaning; as,

2. A group of words that, like a collective noun, is plural in form but singular in meaning; for example,

Thirty dollars is what I paid for the ring.

3. A singular noun modified by every, each, one, no, many a; or the pronouns each, everybody, either, neither, and none when it means not one; as,

3. A singular noun modified by every, each, one, no, many a; or the pronouns each, everybody, either, neither, and none when it means not one; as,

Each of us has his lesson.
Many an opportunity has been wasted.
Everybody is here now.

4. Singular[1] nouns or pronouns joined by or, either—or, neither—nor; as,

4. Singular[1] nouns or pronouns connected by or, either—or, neither—nor; for example,

Either John or his father is coming.

5. Two nouns joined by and, denoting one person or thing; as,

5. Two nouns connected by and, referring to one person or thing; for example,

The bookkeeper and stenographer is an expert.

Note.—If two persons are meant, the article should be repeated before the second noun.

Note.—If two people are referred to, the article should be repeated before the second noun.

The following subjects of verbs are plural and require plural verbs:

The following subjects of verbs are plural and need plural verbs:

1. A collective noun denoting plurality; that is, referring to the individuals that compose the group; as,

1. A collective noun that indicates a group; that is, referring to the individuals that make up the group; for example,

The class are all studious.

2. A compound subject joined by and, when the objects joined are different; as,

2. A compound subject connected by and, when the objects joined are different; for example,

The door and the window are both open.

3. The pronoun you, though it may denote only one person; as,

3. The pronoun you, although it can refer to just one person; as,

Right: You were right.
Wrong: You was right.

Exercise 101

In the following sentences, decide which of the italicized forms is correct. Give the reason for your choice.

In the following sentences, decide which of the italicized forms is correct. Explain why you chose that option.

1. Two dollars isare too much for you to pay.

1. Two dollars isare too much for you to pay.

2. Bread and butter isare what I prefer to eat.

2. Bread and butter isare what I like to eat.

3. Bread and butter isare both sold here.

3. Bread and butter are sold here.

4. His opinion and mine isare different.

His opinion and mine are different.

5. The majority of the class isare present.

Most of the class is present.

6. The class isare dismissed.

The class is dismissed.

7. The congregation isare asked to remain a few minutes after the close of the service.

7. The congregation isare asked to stay for a few minutes after the service ends.

8. The community isare rapidly changing.

The community is rapidly changing.

9. A few of the books waswere given to me.

9. A few of the books were given to me.

10. There waswere forty people present.

There were forty people present.

11. The secretary and treasurer waswere asked to read histheir report.

11. The secretary and treasurer were asked to read their report.

12. One-third of the office waswere late this morning because the cars were not running.

12. One-third of the office waswere late this morning because the cars weren't working.

13. He don'tdoesn't understand what I mean.

He doesn't understand what I mean.

14. If the quality and the price isare right, buy.

14. If the quality and the price are right, buy.

15. There comecomes a crowd of people.

15. A crowd of people is coming.

16. The library with its thousands of books waswere destroyed by fire.

16. The library with its thousands of books waswere destroyed by fire.

17. There don'tdoesn't seem to be much difference between the two.

17. There don'tdoesn't seem to be much difference between the two.

18. The whole system of filing and indexing isare wrong.

18. The entire filing and indexing system is wrong.

19. Safety as well as success isare at stake.

19. Safety and success are at risk.

20. The state of public affairs callscall for quick action.

20. The state of public affairs calls for quick action.

21. Many a man hashave neglected golden opportunities.

21. Many a man has neglected golden opportunities.

22. Many men hashave neglected golden opportunities.

22. Many men have neglected golden opportunities.

23. The committee hashave given itstheir report.

The committee has given their report.

24. Our team waswere beaten.

Our team was beaten.

25. One of us surely isare mistaken.

One of us is mistaken.

26. Every one waswere happy when Tom was elected president.

26. Everyone was happy when Tom was elected president.

27. Tom and James isare going skating.

27. Tom and James are going skating.

28. Tom with his brother James isare going skating.

28. Tom and his brother James are going skating.

29. The only thing I have not prepared for dinner isare the potatoes. [88]

29. The only thing I haven’t prepared for dinner isare the potatoes. [88]

30. Fifty feet of sidewalk waswere laid to-day.

30. Fifty feet of sidewalk waswere laid today.

31. None of the boys isare studying stenography.

31. None of the boys is studying stenography.

32. Neither Tom nor his brother isare studying stenography.

32. Neither Tom nor his brother is studying stenography.

33. Both Tom and his brother isare stenographers.

33. Both Tom and his brother are stenographers.

34. Every one isare interested in the cost of living.

34. Everyone isare interested in the cost of living.

In the last sentence above substitute one of the following for every one, using the correct form of the verb with each:

In the last sentence above, replace every one with one of the following, using the correct form of the verb for each:

each of us; everybody; all of us; several people; both of the men; neither of the men; neither Mary nor John; Mary and John; our club; our class; the nation; not only Europe but America; Europe as well as America; the nation as well as several of the larger cities

Exercise 102—Tense

The tense of the verb indicates the time of the action. There are three primary tenses, indicating action in the present, the past, and the future. Each of these tenses has also a perfect tense, which, represents the action as being perfect or complete in the present, the past, and the future.

The verb tense shows when the action takes place. There are three main tenses, representing action in the present, the past, and the future. Each of these tenses also has a perfect tense, which indicates the action as being perfect or complete in the present, the past, and the future.

The present tense is the simplest form. It denotes that the action takes place now; as,

The present tense is the most straightforward form. It indicates that the action is happening right now; for example,

I writeWe write
You write         You write
He writesThey write

To be more exact, we may indicate that the action is continuing in the present time, and then we say,

I am writingWe are writing
You are writing         You are writing
He is writingThey are writing

This is called the present progressive tense.

It may be that you wish to be emphatic, and you say,

It might be that you want to be really clear, and you say,

I do writeWe do write
You do writeYou do write
He does write         They do write

This is called the emphatic present tense.

The past tense indicates that the action took place in past time; as,

The past tense shows that the action happened in the past; for example,

I wroteWe wrote
You wrote         You wrote
He wroteThey wrote

or, the past progressive; as,

I was writingWe were writing
You were writing         You were writing
He was writingThey were writing

or, the past emphatic; as,

I did writeWe did write
You did write         You did write
He did writeThey did write

The emphatic form is used only in the present and the past tenses.

The emphatic form is used only in the present and past tenses.


The future tense denotes that the action will take place at some future time. It is formed by using shall or will with the simplest form of the verb; as,

The future tense indicates that the action will happen at some point later on. It's created by using shall or will with the base form of the verb; for example,

I shall writeWe shall write
You will write         You will write
He will writeThey will write

The progressive form is not common. It is

I shall be writingWe shall be writing
You will be writing         You will be writing
He will be writingThey will be writing

The three perfect tenses are formed by using the verb have with the perfect participle of the verb.

The three perfect tenses are formed by using the verb have with the perfect participle of the verb.

The present perfect tense denotes that the action is complete at the present time. It is formed by the present tense of have and the perfect participle of the verb; as,

The present perfect tense indicates that the action is complete at the present time. It is formed by the present tense of have and the perfect participle of the verb; for example,

I have writtenWe have written
You have written         You have written
He has writtenThey have written

The progressive form is,

I have been writingWe have been writing
You have been writing         You have been writing
He has been writingThey have been writing

The past perfect denotes that the action was completed in past time. It is formed by using the past tense of have and the perfect participle of the verb; as,

The past perfect indicates that the action was completed in the past. It's created by using the past tense of have and the perfect participle of the verb; for example,

I had writtenWe had written
You had written         You had written
He had writtenThey had written

The progressive form is,

I had been writingWe had been writing
You had been writing         You had been writing
He had been writingThey had been writing

The future perfect tense denotes that the action will be completed at some future time. It is formed by the future of have and the perfect participle of the verb; as,

The future perfect tense indicates that the action will be completed at some point in the future. It is created by combining the future form of have with the perfect participle of the verb; for example,

I shall have writtenWe shall have written
You will have written         You will have written
He will have writtenThey will have written

The progressive form is rarely used. It is

I shall have been writingWe shall have been writing
You will have been writing         You will have been writing
He will have been writingThey will have been writing

Giving all forms singular and plural, first, second, and third persons of each tense constitutes the conjugation of a verb. Giving one person in each tense constitutes the synopsis of the conjugation.

Giving all forms, singular and plural, for first, second, and third persons of each tense makes up the conjugation of a verb. Providing one person in each tense makes up the synopsis of the conjugation.

The following is a synopsis of all the tenses of the active voice in the first person singular number of the verb write[91]:

The following is a summary of all the tenses of the active voice in the first person singular form of the verb write[91]:

Active Voice
Tense Bracket Primary Bracket Present Bracket I write (simple form)
I am writing (progressive form)
I do write (emphatic form)
Past Bracket I wrote (simple)
I was writing (progressive)
I did write (emphatic)
FutureBracketI shall write (simple)
I shall be writing (progressive)
Perfect
or
Secondary
 
BracketPresent PerfectBracketI have written (simple)
I have been writing (progressive)
Past PerfectBracketI had written (simple)
I had been writing (progressive)
Future Perfect Bracket I shall have written (simple)
I shall have been writing (progressive)

Exercise 103

Conjugate the following in the active voice:

Conjugate the following in active voice:

1. Simple past tense of walk.

Walked.

2. Present progressive tense of walk.

Walking

3. Present perfect of drive. (See Exercise 108 for the principal parts.)

3. Present perfect of drive. (See Exercise 108 for the main forms.)

4. Present perfect progressive of drive.

Present perfect progressive of drive.

5. Future progressive of ride.

Future progressive of ride.

6. Past of ride.

6. Past tense of ride.

7. Present progressive of ride.

Riding

8. Past emphatic of ride.

8. Past tense of *ride*.

9. Past perfect of ride.

9. Had ridden.

10. Present perfect progressive of ride.

10. Present perfect progressive of ride.

Give a synopsis of the progressive tenses of begin, using he as the subject.

Give a summary of the progressive tenses of begin, using he as the subject.


Exercise 104—Shall and Will

The auxiliary verbs used to form the future tenses are shall and will. The two must be carefully distinguished because they denote different ideas, according to the person with which they are used. The rule is, to express simple future time, use shall in the first person, will in the second and third persons.

The auxiliary verbs used to create future tenses are shall and will. It's important to differentiate between the two because they convey different meanings depending on the person used. The guideline is, to indicate simple future time, use shall in the first person, and will in the second and third persons.

The future tense of the verb walk is conjugated as follows:

The future tense of the verb walk is conjugated like this:

I shall walkWe shall walk
You will walk           You will walk
He will walkThey will walk

This is the form to use when you expect the action to take place naturally.

This is the form to use when you expect the action to happen naturally.

On the other hand, instead of letting things take their natural course as they do in the simple future, you may force them to take place. You may, for example, be determined to walk, or determined to make some one else walk. In that case the use is reversed; as,

On the other hand, instead of allowing things to unfold naturally like they do in the simple future, you might push them to happen. You might, for instance, be set on walking or set on getting someone else to walk. In that case, the usage is flipped; as,

I will walkWe will walk
You shall walk           You shall walk
He shall walkThey shall walk

This form is used whenever the speaker has authority to bring about the action indicated by the verb.

This form is used whenever the speaker has the authority to make the action described by the verb happen.

In questions of the first person always use shall. In questions of the second and third persons use the same form that you expect in the answer; as,

In questions for the first person, always use shall. For questions in the second and third persons, use the same form that you expect in the answer; for example,

Shall you be at home to-morrow? I shall.

In the following sentences insert shall or will, giving the reason for your choice:

In the following sentences insert shall or will, giving the reason for your choice:

1. I —— finish the work by three o'clock, I think.

1. I should finish the work by three o'clock, I think.

2. To-morrow he —— feel sorry for this; I vow it. [93]

2. Tomorrow he will feel sorry for this; I swear it. [93]

3. I am sorry, but I —— not be able to finish the work before next week.

3. I'm sorry, but I won't be able to finish the work before next week.

4. —— you finish your business course in February or in June? I —— finish in June, I think.

4. —— Are you going to finish your business course in February or in June? I —— think I’ll finish in June.

5. —— he finish in February? No, he —— finish in June.

5. —— Did he finish in February? No, he finished in June.

6. The foreman declares he —— not have another chance.

6. The foreman declares he won’t have another chance.

7. He —— see his mistake when it is too late.

7. He won't see his mistake until it's too late.

8. They —— surely be at the station to meet me.

8. They must be at the station to meet me.

9. I'm afraid you —— be kicked if you go near that horse.

9. I'm afraid you'll get kicked if you go near that horse.

10. If he doesn't take the examination, he —— fail.

10. If he doesn't take the exam, he will fail.

11. I am determined that I —— win.

11. I am determined that I will win.

12. I —— sail probably on the fifteenth.

12. I’ll probably sail on the fifteenth.

13. He —— be twenty-one to-morrow.

13. He will be twenty-one tomorrow.

14. I —— go in spite of him.

14. I will go anyway, despite him.

15. —— you go by train, do you think?

15. —— Are you going by train, do you think?

16. I —— be greatly obliged if you —— send the book at once.

16. I would be really grateful if you could send the book right away.

17. I promise you John —— know his lesson to-morrow.

17. I promise you, John will know his lesson tomorrow.

18. —— you be at home this evening?

18. —— Will you be at home this evening?

19. —— the train be on time?

19. —— will the train be on time?

20. —— the store be open this evening?

20. — Is the store open this evening?

Conjugate the future and future perfect tenses of the following verbs:

Conjugate the future and future perfect tenses of these verbs:

drive           seegorun           sweep
ridechoose           sing           eatsell

Exercise 105—Should and Would

Should and would are the past tenses of shall and will and, in general, express the same ideas as do shall and will, except that should sometimes means ought; as,

Should and would are the past forms of shall and will, and generally convey the same meanings as shall and will, except that should can sometimes mean ought; as,

You should not speak in that way.

Would, also, sometimes indicates an action that occurs frequently; as,

Would can also sometimes indicate an action that happens often; for example,

She would often sit at the window all the morning.

The use of should and would in indirect statements and questions is sometimes puzzling. First of all, decide whether shall or will would be used in the direct form of the sentence.[94] If the direct form uses shall, use should in the indirect; if the direct uses will, use would in the indirect; as,

The use of should and would in indirect statements and questions can be confusing. First, determine whether shall or will is used in the direct version of the sentence.[94] If the direct version uses shall, use should in the indirect; if the direct uses will, use would in the indirect; for example,

Direct: The market will improve.

The market is going to improve.

Indirect: He said that the market would improve.

He said the market would improve.

In conditional clauses (if), use should for all persons.

In conditional clauses (if), use should for everyone.

Insert should or would.

Insert should or would.

1. If I knew his address, I —— send him a telegram.

1. If I knew his address, I would send him a telegram.

2. He promised that he —— not make the mistake again. (The direct form would read, I will not —— )

2. He promised that he would not make the mistake again. (The direct form would read, I will not —)

3. I promised that I —— not make the mistake again.

3. I promised that I wouldn’t make that mistake again.

4. You promised that you —— not make the mistake again.

4. You promised that you wouldn’t make that mistake again.

5. Do you think that I —— go?

5. Do you think I should go?

6. I —— if I were you.

I would do that if I were you.

7. I —— think he —— know better than to apply for that position.

7. I think he knows better than to apply for that position.

8. John said that, no matter what we thought, he —— not go.

8. John said that, no matter what we thought, he would not go.

9. If you —— decide to accept the offer, let me know at once.

9. If you decide to accept the offer, let me know right away.

10. I am sorry he did that. He —— not, of course.

10. I'm sorry he did that. He —— not, of course.

11. If I —— see him, I'd let him know.

11. If I see him, I'll let him know.

12. If he —— come during my absence, ask him to wait.

12. If he comes while I'm not here, ask him to wait.

13. I —— think you would be more careful.

13. I think you would be more careful.

14. Let me know if you —— not be able to come.

14. Let me know if you can't come.


Exercise 106

Change the italicized verbs to past tense, future, present perfect, past perfect, future perfect. Wherever necessary, add sufficient to make the meaning of the tense clear; as,

Change the italicized verbs to past tense, future, present perfect, past perfect, and future perfect. Wherever necessary, add sufficient context to clarify the meaning of the tense; as,

Present: The manager is now in his office.

The manager is in his office.

Past: The manager was in his office a few minutes ago.

Past: The manager was in his office a few minutes ago.

Future: The manager will be in his office to-morrow at ten o'clock.

Future: The manager will be in his office tomorrow at 10 a.m..

Present Perfect: The manager has been in his office all the morning. (It is still morning.)

Present Perfect: The manager has been in his office all morning. (It is still morning.)

Past Perfect: The manager had been in his office only a few moments when the president arrived.

Past Perfect: The manager had been in his office for just a few moments when the president arrived.

Future Perfect: In about five minutes the manager will have been in the president's office exactly three hours. [95]

Future Perfect: In about five minutes the manager will have been in the president's office for exactly three hours. [95]

1. The cashier opens the safe in the morning.

1. The cashier opens the safe in the morning.

2. The mechanic earns good wages.

2. The mechanic makes good money.

3. The buyer leaves to-night.

3. The buyer leaves tonight.

4. The bookkeeper makes out the statements.

4. The bookkeeper prepares the statements.

5. The correspondent writes the booklets.

The correspondent writes the booklets.

6. The advertising manager approves the copy.

6. The advertising manager reviews the copy.

7. The adding machine is broken.

7. The adding machine is out of order.

8. The chief clerk attends to the incoming mail.

8. The head clerk handles the incoming mail.

9. The superintendent visits the factory every day.

9. The superintendent checks the factory daily.

10. The salesman is selling five thousand dollars' worth of goods a week.

10. The salesman is selling five thousand dollars' worth of goods a week.


Exercise 107

The present tense is used to indicate general truths—things true in past time and still true. Omit the incorrect form in the following sentences:

The present tense is used to express general truths—things that were true in the past and are still true now. Omit the incorrect form in the following sentences:

1. What did you say iswas the meaning of the term bona fide?

1. What did you say iswas the meaning of the term bona fide?

2. What wasis the name of that book that you enjoyed so much?

2. What wasis the name of that book that you liked so much?

3. Didn't you know that the lion iswas called the king of beasts?

3. Didn't you know that the lion iswas called the king of animals?

4. They told me that the legal rate of interest at present is-was six per cent.

4. They told me that the legal rate of interest right now is-was six percent.

5. Have you ever heard him try to prove that black iswas white?

5. Have you ever heard him try to prove that black iswas white?

6. What iswas the name of the banker who lectured to us yesterday?

6. What iswas the name of the banker who spoke to us yesterday?

7. I never could remember what the important products of my county arewere.

7. I could never remember what the important products of my county arewere.

8. The advocate of Equal Suffrage argued that mothers needneeded the ballot to protect their children.

8. The supporter of Equal Suffrage argued that mothers needneeded the vote to protect their children.

9. She said that a democracy iswas a government of the people, by the people, and for the people, and that women are-were people as well as men.

9. She said that a democracy iswas a government of the people, by the people, and for the people, and that women are-were people just like men.

10. The speaker asserted that this country needsneeded a tariff to protect home industries.

10. The speaker claimed that this country needsneeded a tariff to protect local industries.


Exercise 108—Principal Parts

No one can be certain of using the correct form of a verb unless he knows the principal parts. Some verbs are regular;[96] that is, they form their past tense and their perfect participle by adding ed to the present tense; as,

No one can be sure they're using the correct verb form unless they know the main parts. Some verbs are regular;[96] which means they create their past tense and perfect participle by adding ed to the present tense; for example,

PresentPastPerfect Participle
walk           walked           walked

Some verbs, however, are very irregular, having a different form for each of the principal parts. A list of such verbs follows:

Some verbs, however, are really irregular, using a different form for each of the main parts. Here’s a list of those verbs:

PresentPastPerfect Participle
arisearosearisen
awakeawoke or awaked           awaked
bewasbeen
bear (carry)           boreborne
beatbeatbeaten
becomebecamebecome
beginbeganbegun
bidbadebidden
bitebitbitten
blowblewblown
breakbrokebroken
choosechosechosen
comecamecome
dodiddone
drawdrewdrawn
drinkdrankdrunk
drivedrovedriven
eatateeaten
fallfellfallen
flyflewflown
forbidforbadeforbidden
forsakeforsookforsaken
freezefrozefrozen
givegavegiven
gowentgone
growgrewgrown
hidehidhidden
knowknewknown
lie (to rest)           laylain
rideroderidden
ringrangrung[97]
riseroserisen
runranrun
seesawseen
shakeshookshaken
showshowedshown
shrinkshrankshrunk
singsangsung
slayslewslain
slideslidslidden
sowsowedsown
speakspokespoken
springsprangsprung
stealstolestolen
strivestrovestriven
swearsworesworn
swellswelledswelled, swollen
swimswamswum
taketooktaken
teartoretorn
throwthrewthrown
wearworeworn
weavewovewoven
writewrotewritten

Exercise 109

Some verbs, though irregularly formed, have the past tense and perfect participle alike. A list of such verbs follows:

Some verbs, while formed irregularly, have the same past tense and perfect participle. Here’s a list of those verbs:

PresentPastPerfect Participle
bendbentbent
beholdbeheldbeheld
beseech             besoughtbesought
bindboundbound
bleedbledbled
blessblessed, blestblessed, blest
bringbroughtbrought
buildbuiltbuilt
burnburned, burntburned, burnt[98]
buyboughtbought
catchcaughtcaught
clingclungclung
clotheclothed, cladclothed, clad
creepcreptcrept
dealdealtdealt
digdugdug
dreamdreamed, dreamt             dreamed, dreamt
dwelldweltdwelt
fleefledfled
grindgroundground
hanghung, hangedhung, hanged
havehadhad
hearheardheard
holdheldheld
kneelkneltknelt
laylaidlaid
leadledled
leapleaptleapt
lendlentlent
paypaidpaid
saysaidsaid
shineshoneshone
sitsatsat
sleepsleptslept
slingslungslung
speedspedsped
spinspunspun
standstoodstood
stingstungstung
strikestruckstruck
stringstrungstrung
sweepsweptswept
swingswungswung
teachtaughttaught
thinkthought             thought
weepweptwept
winwonwon
windwoundwound
wringwrungwrung

Exercise 110

Some verbs have all three forms alike. A list of such follows:

Some verbs have all three forms the same. Here’s a list of those:

Present             PastPerfect Participle
betbetbet
burstburstburst
castcastcast
costcostcost
cutcutcut
hithithit
hurthurthurt
knitknitknit
letletlet
putputput
ridridrid
setsetset
shedshedshed
spreadspread             spread
sweatsweatsweat
wetwetwet

Exercise 111

Choose the correct form of the italicized words below, and give the reason for your choice.

Choose the correct form of the italicized words below and explain why you chose that option.

1. If it don'tdoesn't fit you, we shall alter it.

1. If it doesn't fit you, we will change it.

2. I knewknowed I was right.

I knew—I knew I was right.

3. Aren'tain't you glad we came?

Aren't you glad we came?

4. Ain'tisn't he well?

4. Isn't he well?

5. We donedid the right thing.

We did the right thing.

6. Letleave the book on the table.

Let the book stay on the table.

7. Letleave me do as I planned.

7. Let me do as planned.

8. Mary has brokebroken her arm.

8. Mary has broken her arm.

9. My mother has gonewent to Boston.

9. My mother has left for Boston.

10. Where waswere you yesterday?

10. Where were you yesterday?

11. When the dinner bell rangrung, we all comecame running in.

11. When the dinner bell rang, we all came running in.

12. He don'tdoesn't know what you said.

He doesn't know what you said.

13. To what hospital have they takentook him?

13. To which hospital have they takentook him?

14. I sawseen him a few minutes ago.

14. I sawseen him a few minutes ago.

15. I sawseen him yesterday.

I saw him yesterday.

16. I should haveof brought my book.

I should have brought my book.

17. My winter coat is woreworn out.

My winter coat is worn out.

18. Have you ever roderidden in an aeroplane?

18. Have you ever ridden in an airplane?

19. I have shownshowed you all the styles I have.

19. I have shownshowed you all the styles I have.

20. Don'tdoesn't it seem odd that he don'tdoesn't come?

20. Doesn't it seem odd that he doesn't come?

21. She don'tdoesn't remember you.

She doesn't remember you.

22. We beganbegun the work yesterday.

We started the work yesterday.

23. I'm afraid my foot is frozefrozen.

23. I'm afraid my foot is frozen.

24. We ranrun all the way.

We ranrun the whole way.

25. I've shookshaken him three times, but he don'tdoesn't awake.

25. I've shaken him three times, but he doesn't awake.

26. The bell rangrung just before you entered.

26. The bell rangrung just before you came in.

27. She sangsung very well.

She sang very well.

28. He swamswum all yesterday morning.

He swam all yesterday morning.

29. Why don'tdoesn't some one tell John that his coat is toretorn?

29. Why doesn't someone tell John that his coat is torn?

30. Don'tdoesn't mother know that the vase is brokebroken?

30. Don'tdoesn't mom know that the vase is brokebroken?


Exercise 112—Troublesome Verbs

Lie, Lay

Lie is intransitive; lay is transitive. Lie signifies to rest; lay, to place. Insert the correct form in the following:

Lie is an intransitive verb; lay is a transitive verb. Lie means to rest; lay means to place. Insert the correct form in the following:

1. He told me to —— the book on the table. It —— there now.

1. He told me to put the book on the table. It's there now.

2. I —— all day waiting for help to arrive.

I waited all day for help to arrive.

3. Where did you —— the purse?

3. Where did you find the purse?

4. I —— it on your desk.

4. I put it on your desk.

5. I have —— the letters on your desk.

5. I have —— the letters on your desk.

6. They told me to —— down. I —— down for about two hours.

6. They told me to lie down. I lay down for about two hours.

7. As I wished to bleach the clothes, I —— them on the grass.

7. Since I wanted to bleach the clothes, I laid them out on the grass.

8. —— the bundle down and listen to me.

8. —— put the bundle down and listen to me.

9. You will probably find your cap ——ing where it has —— since you dropped it.

9. You will probably find your cap lying where it has stayed since you dropped it.

10. They let the field —— fallow.

10. They let the field lie unused.

11. How long has it —— fallow?

11. How long has it been left untouched?

12. Yesterday he —— on the grass almost all day.

12. Yesterday he lounged on the grass almost all day.

13. The hunter —— still and watched.

13. The hunter —— stood still and watched.

14. He —— his gun beside him and waited.

14. He set his gun beside him and waited.

15. It will —— undisturbed till morning.

15. It will stay undisturbed until morning.

16. —— down awhile before dinner.

16. —— rest for a bit before dinner.

17. I don't know how long he has —— here.

17. I don't know how long he has been here.

18. He let his tools —— in the rain.

18. He left his tools out in the rain.


Exercise 113—Troublesome Verbs

Sit, Set

Sit is intransitive and signifies to rest. Set is transitive and means to place. Insert the correct form:

Sit is intransitive and means to rest. Set is transitive and means to place. Insert the correct form:

1. I have —— the ferns in the rain.

1. I have —— the ferns in the rain.

2. —— down for a few minutes.

2. —— lie down for a few minutes.

3. She drew up a chair and —— down, while we were ——ting down the probable expenses of the new house.

3. She pulled up a chair and sat down while we were calculating the likely expenses of the new house.

4. Why don't you —— us a good example?

4. Why don't you show us a good example?

5. ——ting the table is not strenuous enough for one who has been ——ting all day.

5. Setting the table isn't challenging enough for someone who has been working all day.

6. The hen is ——ting on her eggs.

6. The hen is sitting on her eggs.

7. The man is ——ting out trees.

7. The man is cutting down trees.

8. —— still; I'll go.

8. —— still; I'm going.


Fly, Flow, Flee

Remember that birds fly; rivers flow; hunted creatures flee.

Remember that birds fly; rivers flow; hunted creatures flee.

9. Still the river —— on its accustomed course.

9. The river continues on its usual path.

10. Every autumn the birds —— south.

10. Every autumn, the birds fly south.

11. The birds have not yet —— away.

11. The birds haven't flown away yet.

12. The deer —— before the dogs.

12. The deer —— before the dogs.


Rise, Raise

Rise is intransitive; raise is transitive.

Rise is intransitive; raise is transitive.

13. I have been trying all morning to —— this window.

13. I’ve been trying all morning to —— this window.

14. I set the bread to ——.

14. I set the bread to rise.

15. He will surely —— in his profession.

15. He will surely succeed in his profession.


Teach, Learn

16. Will you —— me how to play tennis?

16. Will you show me how to play tennis?

17. I thought you had —— how to play tennis.

17. I thought you knew how to play tennis.

18. I —— (past tense) her the new system of filing.

18. I taught her the new system of filing.


May, Can

May signifies permission; can denotes possibility.

May means permission; can means possibility.

19. —— I use your book?

19. —— Can I use your book?

20. —— you write shorthand?

20. —— can you write shorthand?

21. —— I go with you?

21. —— Should I go with you?

22. My mother says that I —— go with you.

22. My mom says that I —— can go with you.


Might, Could

Might is the past tense of may, and could is the past tense of can.

Might is the past tense of may, and could is the past tense of can.

23. He said that I —— go.

23. He said that I should go.

24. He —— do the work if he wished.

24. He could do the work if he wanted to.

25. Did you say I —— use your typewriter?

25. Did you say I could use your typewriter?


Exercise 114—Accept, Except

Accept means to receive. Except as a verb means to exclude; as a preposition it means with the exception of. Insert the correct form in the following:

Accept means to receive. Except as a verb means to exclude; as a preposition it means with the exception of. Insert the correct form in the following:

1. Did you —— the position? Yes, no one applied for it —— me.

1. Did you hear about the position? Yes, no one applied for it besides me.

2. I have no other reason for not ——ing your invitation —— that I shall not be in the city.

2. I have no other reason for not accepting your invitation other than that I won’t be in the city.

3. —— Mary all ——ed the invitation.

3. —— Mary accepted the invitation.

4. He would not —— the money —— on one condition.

4. He wouldn't give the money unless one condition was met.

5. Why do you —— him from the general offer that you are making?

5. Why do you exclude him from the overall offer you're making?

6. I agree with you —— on one point.

6. I agree with you — on one thing.

7. He ——ed the rebuke in silence.

7. He accepted the rebuke in silence.

8. We were forced to —— their conditions.

8. We were forced to accept their conditions.

9. He said he would not —— the money —— that he knew he could return it.

9. He said he wouldn’t take the money since he knew he could return it.

10. You have answered everything —— what I asked you.

10. You've answered everything—what I asked you.


Exercise 115—Affect, Effect

Affect means to influence. It is always a verb. Effect as a verb means to bring to pass; as a noun it means result. Insert the correct form in the following sentences:

Affect means to influence. It's always used as a verb. Effect when used as a verb means to bring to pass; as a noun, it means result. Insert the correct form in the following sentences:

1. His opinion does not —— the case. [103]

1. His opinion doesn't matter in this situation. [103]

2. How does war —— trade?

2. How does war impact trade?

3. His walking has had a good —— upon his health.

3. His walking has had a good effect on his health.

4. The ruling did not —— the wholesale dealers, but it had a big —— upon us.

4. The ruling didn't affect the wholesale dealers, but it had a big impact on us.

5. What —— did the loss have upon him?

5. What effect did the loss have on him?

6. The failure of the bank ——ed the small depositors but had no —— upon the big business men.

6. The failure of the bank affected the small depositors but had no impact on the big businessmen.

7. The —— of the law has been startling because of the number of people ——ed by it.

7. The impact of the law has been surprising because of the number of people affected by it.

8. They ——ed the consolidation, but thereby produced a bad —— upon the price of their stock.

8. They finalized the consolidation, but in doing so, negatively impacted the price of their stock.

9. The accident seriously ——ed his nervous system. In fact, the —— of the fall is only gradually disappearing.

9. The accident seriously affected his nervous system. In fact, the impact of the fall is only gradually disappearing.

10. Did the celebrated physician really —— a cure?

10. Did the famous doctor really find a cure?


Exercise 116—Lose, Loose

Lose is a verb, while loose is usually an adjective. The two should be carefully distinguished. Insert the correct form:

Lose is a verb, while loose is typically an adjective. The two should be clearly distinguished. Insert the correct form:

1. I have a note book with —— leaves.

1. I have a notebook with —— pages.

2. Aren't you afraid you will —— some of the —— leaves of that book?

2. Aren't you afraid you will —— some of the —— pages of that book?

3. Be careful that you don't —— that —— bolt.

3. Be careful that you don't lose that bolt.

4. Do you remember that you had warned me that I'd —— the —— button on my coat? I did —— it not five minutes afterward.

4. Do you remember that you warned me that I'd lost the button on my coat? I did lose it not five minutes afterward.

5. One of the hinges of the door has become ——.

5. One of the hinges of the door has become —.

6. Do not —— the —— change in that pocket.

6. Do not —— the —— change in that pocket.

7. He will —— the parcel as the cord is ——.

7. He will —— the parcel as the cord is ——.

8. Did you —— the —— leaf journal?

8. Did you —— the —— leaf journal?

9. She may —— the money, as the clasp of her purse is ——.

9. She may lose the money, as the clasp of her purse is broken.

10. I keep my —— journal paper together by a rubber band so that there will be no chance of ——ing it.

10. I keep my —— journal papers together with a rubber band so there’s no chance of ——ing it.


Exercise 117—Had ought

Wrong: We had ought to go.
Right: We ought to go.
Wrong: We had ought to have gone.
Right: We ought to have gone.

Correct the following sentences:

Please provide the sentences you would like me to correct.

1. I had ought to have studied harder.

1. I should have studied harder.

2. You ought to do it, hadn't you?

You should do it, shouldn't you?

3. Hadn't you ought to have gone?

Shouldn't you have gone?

4. Yes, I had ought to have gone yesterday.

4. Yes, I should have gone yesterday.

5. Do you think I had ought to have accepted?

5. Do you think I should have accepted?

6. He had ought to come to-morrow.

He should come by tomorrow.

7. The tickets had ought to have come from the printer's yesterday.

7. The tickets should have come from the printer yesterday.

8. We had not ought to stay out so late.

8. We shouldn't have stayed out so late.

9. You had ought to wear your coat.

9. You should wear your coat.

10. He had ought to have become naturalized.

10. He should have become a citizen.

11. You had ought to have washed the dishes before you went out.

11. You should have washed the dishes before you went out.

12. You had ought to take an umbrella.

You should bring an umbrella.

13. You had ought to have heard what she said.

13. You should have heard what she said.

14. We hadn't ought to disagree.

We shouldn't argue.

15. You ought to have invested, hadn't you?

15. You should have invested, shouldn’t you?


Exercise 118

Conjugation of the verb be in the

Conjugation of the verb "be" in the

Indicative Mood

Present Tense
SingularPlural
I amWe are
You areYou are
He isThey are
 
Past Tense
I wasWe were
You wereYou were
He wasThey were
 
Future Tense
I shall beWe shall be
You will beYou will be
He will beThey will be[105]
 
Present Perfect Tense
I have beenWe have been
You have beenYou have been
He has beenThey have been
 
Past Perfect Tense
I had beenWe had been
You had beenYou had been
He had beenThey had been
 
Future Perfect Tense
I shall have beenWe shall have been
You will have been        You will have been
He will have beenThey will have been

The verb be is used to form the progressive tenses of the active voice (See Exercise 102) and the simple tenses of the passive voice; as,

The verb be is used to create the progressive tenses of the active voice (See Exercise 102) and the simple tenses of the passive voice; as,

Passive Voice

Present Tense
      Singular      Plural
I am followedWe are followed
You are followedYou are followed
He is followedThey are followed
 
Past Tense
I was followedWe were followed
You were followedYou were followed
He was followedThey were followed
 
Future Tense
I shall be followedWe shall be followed
You will be followedYou will be followed
He will be followedThey will be followed[106]
 
Present Perfect Tense
I have been followedWe have been followed
You have been followed       You have been followed
He has been followedThey have been followed
 
Past Perfect Tense
I had been followedWe had been followed
You had been followedYou had been followed
He had been followedThey had been followed
 
Future Perfect Tense
I shall have been followedWe shall have been followed
You will have been followed          You will have been followed
He will have been followedThey will have been followed

If we add the progressive form wherever it may be used, we have the following synopsis of the indicative mood:

If we include the progressive form wherever it's applicable, we have the following summary of the indicative mood:

Passive Voice

TensesBracketPrimaryBracketPresentI am followed (simple)
I am being followed (progressive)
 
PastI was followed (simple)
I was being followed (progressive)
 
FutureI shall be followed
 
PerfectBracketPresent PerfectI have been followed
Past PerfectI had been followed
Future PerfectI shall have been followed

Exercise 119

Conjugate the following in the passive voice:

Conjugate the following in the passive voice:

1. Simple present of pay.

Simple present of pay.

2. Progressive past of pay.

Paying

3. Present perfect of throw.

Has thrown

4. Future of praise.

4. Future of recognition.

5. Past perfect of forget.[107]

5. Past perfect of forget.[107]

6. Progressive present of choose.

Progressive present of choose.

7. Past progressive of choose.

7. Was choosing

8. Future of choose.

Future of choices.

9. Future perfect of choose.

Future perfect of choose.

10. Past perfect of choose.

10. Had chosen.


Exercise 120

Supply the verb forms indicated. Use the active unless the passive is definitely called for.

Supply the verb forms indicated. Use the active voice unless the passive voice is clearly required.

1. The vegetables (present perfect of lie) in water all the morning.

1. The vegetables have been lying in water all morning.

2. Rumors (past progressive passive of spread) far and wide that Germany would fight England.

2. Rumors were being spread far and wide that Germany would fight England.

3. I thought the gingham (past perfect passive of shrink) before the dress (past passive of made).

3. I had thought the gingham (past perfect passive of shrink) before the dress (past passive of made).

4. I am afraid my ear (present progressive of freeze).

4. I'm afraid my ear is freezing.

5. Is it true that your ring (present perfect passive of steal)?

5. Is it true that your ring has been stolen?

6. A sudden storm (past of arise) yesterday afternoon, and a little boy (past passive of drown) in the river where he and several of his companions (past perfect progressive of swim) since noon.

6. A sudden storm arose yesterday afternoon, and a little boy drowned in the river where he and several of his companions had been swimming since noon.

7. I (present perfect of speak) of the matter to no one.

7. I have not spoken to anyone about the matter.

8. I suppose that it (present perfect passive of break).

8. I guess that it has been broken.

9. I must (present perfect of show) him twenty different styles, but he (past of choose) none of them, for as soon as I (past of show) him one, he (past of shake) his head.

9. I have shown him twenty different styles, but he chose none of them, because as soon as I showed him one, he shook his head.

10. She (past progressive of wring) out the clothes when the door bell (past of ring).

10. She was wringing out the clothes when the doorbell rang.

11. I am afraid my purse (present passive of lose).

11. I'm afraid my wallet is lost.

12. The knight (past of say) that he (past perfect of decide) (infinitive of follow) the quest.

12. The knight said that he had decided to follow the quest.

13. I thought I (past perfect of bring) you the morning paper.

13. I thought I had brought you the morning paper.

14. He (past of swim) the river twice yesterday.

14. He swam the river twice yesterday.

15. There he stood (present participle of ring) the dinner bell.

15. There he stood ringing the dinner bell.

16. His coat (present perfect passive of wet) through more than once.

16. His coat has been wet more than once.

17. The trip (past of cost) him a hundred dollars.

17. The trip cost him a hundred dollars.

18. I (past of see) the superintendent yesterday, but he said that there (present of be) no vacancies at present.

18. I saw the superintendent yesterday, but he said that there are no vacancies right now.

19. They (past of lay) the clippings on the desk, and then they (past of sit) down.[108]

19. They laid the clippings on the desk, and then they sat down.[108]

20. As he (past of speak), he (past progressive of shake) from head to foot.

20. As he spoke, he was shaking from head to foot.

21. The clouds (past of lie) low on the horizon.

21. The clouds lay low on the horizon.

22. The building in which I work (present perfect passive of burn).

22. The building where I work has been burned.

23. Your employer (present perfect deal) fairly with you.

23. Your employer has dealt fairly with you.

24. I (present perfect of have) the same position for three years.

24. I have had the same position for three years.

25. I (future of lend) him no money.

25. I won't lend him any money.

26. The floor (past passive of lay) by an expert workman.

26. The floor was laid by an expert workman.

27. The beads (past passive of string) on a waxed thread.

27. The beads are strung on a waxed thread.

28. He (present perfect of throw) the whole office into confusion.

28. He has thrown the whole office into confusion.

29. Before he came forward, he (past of set) the child down.

29. Before he stepped forward, he set the child down.

30. After the storm, leaves and twigs (past progressive of lie) thick upon the roads.

30. After the storm, leaves and twigs lay thick upon the roads.

31. He (past of drive) to town yesterday. He (future of go) again to-morrow.

31. He drove to town yesterday. He will go again tomorrow.

32. The dictionary (present progressive of lie) on the table where you (past of lay) it.

32. The dictionary (currently lying) on the table where you laid it.

33. The dog (past of lay) the bone down, and then he (past of lie) down.

33. The dog laid the bone down, and then he lay down.

34. He (past of set) the chair by the window and then (past of sit) down.

34. He set the chair by the window and then sat down.

35. I think we (future of see) him as we pass, for he usually (present of lie) on a couch by the window.

35. I think we're seeing him as we pass by, since he usually lies on a couch by the window.

36. The snow (past perfect progressive of fall) for several hours and now (past of lie) deep on every path.

36. The snow had been falling for several hours and now lay deep on every path.

37. Everything (present perfect passive of lay) in readiness.

Everything's ready.

38. (Present participle of lie) in the hammock, he soon fell asleep.

38. (Present participle of lie) in the hammock, he quickly fell asleep.

39. I saw the man (present participle of lie) on the ground.

39. I saw the man lying on the ground.

40. After he (past perfect of lie) there a few minutes, he suddenly (past of sit) up.

40. After he had lied there for a few minutes, he suddenly sat up.

41. The biplane, which (past perfect progressive of lie) in the hangar since it (past perfect passive of raise) from the water in which it (past perfect of lie) for two weeks, (past of rise) up over the city.

41. The biplane, which had been lying in the hangar since it had been raised from the water where it had been for two weeks, rose up over the city.

42. Large crowds (past progressive of sit) on the fields, (present participle of wait) for the aeroplane (infinitive of rise).

42. Large crowds were sitting on the fields, waiting for the airplane to rise.

43. Many people (past perfect of set) tents on the field during the night and now (past progressive of get) a good view of the flight.[109]

43. Many people had set up tents on the field during the night and now were getting a good view of the flight.[109]

44. All eyes (past progressive of turn) toward the aeroplane, which (past progressive of rise) steadily.

44. All eyes were turning toward the airplane, which was rising steadily.

45. The biplane (past of rise) until it (past perfect of rise) about five hundred feet above the tallest building; then it (past passive of raise) about fifty feet more to get it out of an air current that (past progressive of raise) one end of it.

45. The biplane rose until it had reached about five hundred feet above the tallest building; then it was raised about fifty feet more to get it out of an air current that was lifting one end of it.


Exercise 121—Infinitives and Participles

Infinitives are verb forms that are used as nouns, as adjectives, or as adverbs. Participles are verb forms that are used as adjectives. Thus at the same time each acts as two parts of speech. As verbs both have the meaning of the verbs from which they are made; both have tense and voice; both may be modified by adverbial expressions; and, if they are made from transitive verbs, both may take objects.

Infinitives are verb forms that can function as nouns, adjectives, or adverbs. Participles are verb forms used as adjectives. So, each serves as two parts of speech at once. As verbs, both retain the meanings of the original verbs they come from; both have tense and voice; both can be modified by adverbial phrases; and, if they derive from transitive verbs, both can take objects.

The Participle

The tenses and voices of the participle are as follows:

The tenses and voices of the participle are as follows:

Active Voice
 
Present
SimpleProgressive
selling——
Perfect
having soldhaving been selling
 
Passive Voice
Present
being sold——
Perfect
having been sold             ——

The participle frequently introduces a phrase. Usually the phrase is used like an adjective; occasionally it is used like a noun (sometimes called the gerund phrase).[110]

The participle often starts a phrase. Typically, the phrase functions like an adjective; sometimes it acts like a noun (which is sometimes referred to as the gerund phrase).[110]

Adjective: Seeing your perplexity, I'll offer a suggestion. (Notice the punctuation.)

Adjective: Seeing your confusion, I’ll make a suggestion. (Notice the punctuation.)

Noun(Gerund): Playing tennis is good exercise.

Noun(Gerund): Playing tennis is a great workout.

The Infinitive

The infinitive is distinguished by the word to, either expressed or understood. The tenses and voices of the infinitive are as follows:

The infinitive is marked by the word to, whether it’s stated or implied. The tenses and voices of the infinitive are as follows:

Active Voice
 
Present
     Simple   Progressive
to sellto be selling
 
Perfect
to have soldto have been selling
 
Passive Voice
 
Present
to be sold——
 
Perfect
to have been sold        ——

The infinitive is often used to introduce a phrase; as,

The infinitive is often used to introduce a phrase; for example,

Noun: To get to the top of the hill was a difficult matter.
Adverb: I went to buy the sugar.
Adjective: It's a drawing to be proud of.

Grouping all the facts that we have thus far learned about phrases, and expressing them in diagram form, we have the following:

Grouping all the facts we've learned about phrases so far and showing them in diagram form, we have the following:

Phrases may be classified:

Phrases can be categorized:

According to FormAccording to Use
PrepositionalAdverbial
Participial (Gerund)        Adjective
InfinitiveNoun

The prepositional and infinitive phrases may have all three uses; the participial phrase has two—adjective and noun (gerund).

The prepositional and infinitive phrases can all have three uses; the participial phrase has two—adjective and noun (gerund).

Variety of Expression[2]

Phrases are important because, like clauses, they help us to vary the form of our sentences. They help us, above all, to avoid the childish so habit. Thus, instead of They wished to make the ice smooth so they flooded the pond, we may use, for example:

Phrases are important because, like clauses, they help us vary our sentence structure. They especially help us avoid the childish habit of using so. Instead of saying They wished to make the ice smooth so they flooded the pond, we could say, for example:

Subordinate clause: Because (as, since) they wished to make the ice smooth, they flooded the pond.

Subordinate clause: Because they wanted to make the ice smooth, they flooded the pond.

Participial phrase: Wishing to make the ice smooth, they flooded the pond.

Participial phrase: Wanting to make the ice smooth, they flooded the pond.

Infinitive phrase: To make the ice smooth, they flooded the pond.

Infinitive phrase: To smooth out the ice, they flooded the pond.

Gerund phrase: Flooding the pond made the ice smooth.

Gerund phrase: Filling the pond made the ice smooth.

Prepositional phrase modifying noun subject: The flooding of the pond made the ice smooth.

Prepositional phrase modifying noun subject: The flooding of the pond made the ice smooth.

Recast each of the following sentences in at least two of the ways shown above:

Rephrase each of the following sentences in at least two of the ways mentioned above:

1. They wished to finish the work so they stayed till six o'clock.

1. They wanted to get the work done, so they stayed until six o'clock.

2. John hoped to arrive before the others so he started early.

2. John hoped to get there before the others, so he set out early.

3. He saw that the cars were not running so he walked so he would be on time.

3. He noticed that the cars weren't moving, so he decided to walk to make sure he would arrive on time.

4. They needed some gasoline so they had to stop at a garage.

4. They needed some gas, so they had to stop at a gas station.

5. He wished to make a tool chest so he bought some lumber.

5. He wanted to build a tool chest, so he bought some wood.

6. They saw that he liked to read so they gave him several books.

6. They noticed that he enjoyed reading, so they gave him a few books.

7. She wished to make a good appearance at the party so she bought a new dress.

7. She wanted to look great at the party, so she bought a new dress.

8. He was in a hurry so he walked fast.

8. He was in a rush, so he walked quickly.

9. We were afraid that we'd be late so we ran.

9. We were worried about being late, so we ran.

10. The campers thought they'd like a fire so they gathered a quantity of dry leaves and wood.

10. The campers thought they would enjoy a fire, so they collected a bunch of dry leaves and wood.

11. I was very tired when I reached home so I couldn't go to the lecture.[112]

11. I was really tired when I got home, so I couldn't make it to the lecture.[112]

12. The work was difficult so it took three hours to finish it.

12. The task was challenging, so it took three hours to complete.

13. The clock needed repairing so he took it to a jeweler's.

13. The clock needed fixing, so he took it to a jeweler.

14. The coat did not fit so she sent it back.

14. The coat didn’t fit, so she returned it.

15. She didn't know where to take the train so she asked a policeman.

15. She didn’t know where to catch the train, so she asked a policeman.


Exercise 122—Mode

Mode is the form of the verb that indicates the manner of expressing the thought. The modes, or moods, that every one should be able to distinguish are the indicative and the subjunctive. If the verb indicates a fact, we say it is in the indicative mode; if it expresses a supposition, a doubt, a statement contrary to fact, or a wish, we say it is in the subjunctive mode.

Mode is the form of the verb that shows how a thought is expressed. The modes, or moods, everyone should be able to recognize are the indicative and the subjunctive. If the verb states a fact, we call it indicative; if it conveys a supposition, doubt, an assertion that's not factual, or a wish, we call it subjunctive.

You are good.(A fact—indicative.)
I wish I were good.            (Contrary to fact, a wish—subjunctive.)

In form the indicative and the subjunctive differ in the present and the past tenses of the verb to be, as follows:

In terms of form, the indicative and subjunctive differ in the present and past tenses of the verb to be, as follows:

Indicative of be
 
Present    Past    
I amWe areI wasWe were
You are     You areYou were     You were
He isThey are     He wasThey were
 
Subjunctive of be
Present    Past    
If I beIf we beIf I wereIf we were
If you be        If you beIf you were      If you were
If he beIf they be        If he wereIf they were

Other verbs in the subjunctive mode do not end in s in the third person singular number, but use the same form as the other persons in the singular number; as, if he go, if she walk.

Other verbs in the subjunctive mood do not end in s in the third person singular; they use the same form as the other singular persons, like if he goes, if she walks.

If, though, although, or lest usually introduce the subjunctive form.[113]

If, though, although, or lest typically introduce the subjunctive form.[113]

In modern English, the use of the subjunctive is becoming rare except in the past and past perfect tenses in statements contrary to fact, and in wishes, which are really statements contrary to fact; as,

In modern English, the use of the subjunctive is becoming rare, except in the past and past perfect tenses in statements contrary to fact and in wishes, which are essentially statements contrary to fact; as,

1. If I were a king (but I'm not), I'd see that my laws were obeyed.

1. If I were a king (but I'm not), I'd make sure my laws were followed.

2. I wish I were a king! (but I'm not).

2. I wish I were a king! (but I’m not).

3. If I had been careful, my work would be good. (I was not careful.)

3. If I had been careful, my work would have been good. (I wasn't careful.)

4. I wish I had been careful! (I was not.)

4. I wish I had been more careful! (I wasn't.)

Notice that the verb is in the past or in the past perfect tense.

Notice that the verb is in the past or past perfect tense.

There are some careful writers who still use the present subjunctive to show a possibility; as,

There are some careful writers who still use the present subjunctive to indicate a possibility; as,

Lest he start too late, remind him again that he must meet the 4:15 train.

Lest he start too late, remind him again that he needs to catch the 4:15 train.

In the following sentences, which form is better? May any of the sentences use either form?

In the following sentences, which form is better? Can any of the sentences use either form?

1. I wish I waswere rich.

I wish I were rich.

2. If I waswere you, I should go at once.

2. If I were you, I would go right away.

3. If his work waswere exact, he would have no trouble in holding a position.

3. If his work waswere precise, he wouldn't have any issues keeping a job.

4. If it waswere true, why didn't you say so?

4. If it waswere true, why didn't you mention it?

5. If he waswere a millionaire, he could not have been more lavish.

5. If he waswere a millionaire, he couldn't have been more extravagant.

6. If such a thing waswere possible, our government would be no government.

6. If that were possible, our government wouldn't be a government at all.

7. If the election waswere postponed, we should have been informed.

7. If the election waswere postponed, we should have been informed.


Exercise 123

Insert was or were in each of the following sentences, in each case giving a reason for your choice. Remember that the indicative was is used to denote a statement of fact in the past time, and the subjunctive were (singular and plural) is used to denote a possibility, something that is[114] supposed to be true, or a statement entirely contrary to fact, as in a wish.

Insert was or were in each of the following sentences, providing a reason for your choice. Keep in mind that the indicative was indicates a statement of fact in the past, while the subjunctive were (singular and plural) refers to a possibility, something that is supposed to be true, or a statement that contradicts reality, like a wish.

1. I wish I —— going with you.

1. I wish I were going with you.

2. As he —— not well, he could not go.

2. Since he wasn't feeling well, he couldn't go.

3. If he —— well, he could go.

3. If he —— well, he could leave.

4. If he —— attentive in class, he would not fail.

4. If he paid attention in class, he wouldn't fail.

5. They treated me as if I —— one of the family.

5. They treated me as if I were one of the family.

6. When I —— in the South I visited New Orleans.

6. When I was in the South I visited New Orleans.

7. Suppose she —— your guest, how would you entertain her?

7. Imagine she were your guest, how would you entertain her?

8. He would appear very tall —— it not for the breadth of his shoulders.

8. He would seem very tall —— if it weren’t for the width of his shoulders.

9. We decided that if it —— still raining by seven o'clock, we should not go.

9. We decided that if it was still raining by seven o'clock, we shouldn’t go.

10. If our strawberries —— ripe, I'd give you some.

10. If our strawberries were ripe, I'd give you some.

11. If the package —— left yesterday, as you say, it must have been while I —— not at home.

11. If the package was sent yesterday, as you said, it must have been while I wasn’t home.

12. If he —— late yesterday, he must start earlier to-day.

12. If he was late yesterday, he must start earlier today.

13. If every man —— honest, business life would be very pleasant.

13. If every man were honest, business life would be much more enjoyable.

14. I saw that he —— not interested.

14. I saw that he wasn’t interested.

15. If he —— not interested, he surely looked as if he ——.

15. If he wasn't interested, he definitely looked like he was.

16. —— I certain that the bonds —— safe, I should invest in them.

16. —— I’m sure that the bonds —— are safe, I should invest in them.

17. As the tablecloth —— stained, we laid it on the grass to bleach it.

17. Since the tablecloth was stained, we laid it on the grass to bleach it.

18. If that stained tablecloth —— mine, I'd try bleaching it.

18. If that stained tablecloth were mine, I'd try bleaching it.

19. If I —— as interested in farming as you are, I'd buy a farm.

19. If I were as interested in farming as you are, I'd buy a farm.

20. If her work —— best, why didn't she get the higher salary?

20. If her work was the best, why didn't she get the higher salary?


Exercise 124—Verbs Incorrectly Used
Wrong        Right
1. Let the book on the table.Leave the book on the table.
2. Leave me go with you.Let me go with you.
3. Don't blame it on me.Don't accuse me.
4. Do you carry stationery?Do you sell stationery?
5. The child aggravates me.The child irritates me.
6. Please except my invitation.Please accept my invitation.
7. Where have you located?Where have you settled?
(Locate is a transitive verb.)[115]
8. I expect you are very busy.I suppose you are very busy.
9. I disremember seeing him.I don't remember seeing him.
10. Do you mind where you saw it?Do you remember where you saw it?
11. Where are you stopping?Where are you staying?
12. Did you extend an invitation to him?Did you invite him?
13. This clock needs fixing.This clock needs repairing.
14. I should admire to go.I should like to go.
15. I'd love to go.I'd like to go.
16. He didn't show up on time.He didn't appear on time.
17. I had a strange thing happen to me yesterday.A strange thing happened to me yesterday.
18. I didn't get to go.I was unable to go.
19. Loan me your pencil.Lend me your pencil.
(May I borrow your pencil? is correct. Loan is a noun.)[3]
20. I can't seem to understand that problem.I seem unable to understand that problem.
21. I don't take any stock in such schemes.I have no confidence in such schemes.
22. How do you size up the situation?What do you think of the situation?
23. I beg to state. . . .Omit.
(This expression has been so overdone in business letters
that it should be avoided)
24. He dove off the pier.He dived off the pier.
25. He claims that he was deceived.He asserts (maintains) that he was deceived.
26. Can I take your pencil?May I take your pencil?
27. We expect to get up a club.We expect to organize a club.
28. Did you notice how that show window was got up?                     Did you notice how that show window was decorated?
29. It is going on ten o'clock.It is almost ten o'clock.
30. He said to go at once.He said that we should go at once.

Note.—The secretary's daily report will be found an excellent means of securing variety of expression in pupils' writing. A different pupil is elected each Monday to act as the secretary of the class for the ensuing week, his duty being to report each day the doings of the class on the preceding day. The conditions are that not more than one and be used in each report and not more than one sentence begin with the subject.

Note.—The secretary's daily report is a great way to encourage variety in students' writing. Each Monday, a different student is chosen to be the class secretary for that week, and their job is to summarize what the class did the day before. The guidelines are that no more than one and can be used in each report, and only one sentence can start with the subject.


CHAPTER IX

THE PREPOSITION AND THE CONJUNCTION
Prepositions

It is important in the study of prepositions to observe that there are certain words that are followed by certain prepositions. To change the preposition is to convey a different meaning from the one that the speaker intended, or to convey no meaning at all. A partial list of such words with their appropriate prepositions follows:

It is important in the study of prepositions to notice that certain words are paired with specific prepositions. Changing the preposition can alter the intended meaning or result in no meaning at all. Here’s a partial list of those words along with their correct prepositions:

accompaniedwith anything having no life
accompaniedbyanything having life
acquitof
accuseof
adaptedtoa thing
adaptedfora course, because of one's nature
adaptedfroman author
agreetoa plan or proposition
agreewitha person
agreeuponsomething that must be decided
angryata thing
angrywitha person
comparewithto bring out similar qualities
comparetowithout analyzing
complywith
conferonmeaning to give to
conferwithmeaning to talk to
confideinmeaning to put faith in
confidetomeaning to commit to one's keeping
conformto
correspondto, witha thing, denoting similarity
correspondwithmeaning to write to[117]
differentfrom
dependentona person
dependentfora thing
independentof
disappointed               in
employedata certain place or salary
employedina certain kind of business
employedbya certain person or company
enteruponduties
enterata door
followedby
influenceover, upon
expectof
participate               in
profitby
remonstrateagainst               a thing
remonstratewitha person

Exercise 125

Insert the correct preposition in the following:

Insert the correct preposition in the following:

1. I shall comply —— your request.

1. I will comply with your request.

2. The chairman came upon the platform accompanied —— the speaker.

2. The chairman arrived on the platform with the speaker.

3. He took a walk accompanied —— his dog.

3. He took a walk with his dog.

4. The lecture will be accompanied —— stereopticon views.

4. The lecture will be accompanied by stereopticon views.

5. Strikes are usually accompanied —— riots.

5. Strikes usually come with riots.

6. The years of prosperity were followed —— years of famine.

6. The years of prosperity were followed by years of famine.

7. He was accused —— theft, but was acquitted —— the accusation.

7. He was accused of theft, but was cleared of the accusation.

8. She is well adapted —— the position that is open.

8. She is well suited for the open position.

9. An electric iron is especially adapted —— summer use.

9. An electric iron is especially designed for summer use.

10. The selection was adapted —— Irving.

10. The selection was adapted —— Irving.

11. This cloth is well adapted —— summer clothing because it is very light in weight.[118]

11. This fabric is perfect for summer clothes because it's really light in weight.[118]

12. I agree —— you that the plan is impracticable.

12. I agree with you that the plan is impractical.

13. Let us agree now —— a place to spend our summer vacation.

13. Let's agree on a place to spend our summer vacation.

14. That is not a proposition —— which I shall agree.

14. That is not a proposal that I will agree to.

15. It is silly to be angry —— an inanimate object.

15. It's ridiculous to be angry at an inanimate object.

16. Don't be angry —— a person because he tells you your faults.

16. Don’t be mad at someone for pointing out your faults.

17. His report corresponds in all respects —- yours.

17. His report matches yours in every way.

18. Mr. Giles suggested that you would be glad to have us correspond —— you concerning our new bond issues.

18. Mr. Giles suggested that you would be happy to communicate with us regarding our new bond issues.

19. I shall confer —— my lawyer.

19. I will consult with my lawyer.

20. The public has conferred a great honor —— him.

20. The public has given him a great honor.

21. One should always profit —— his experiences.

21. One should always benefit from his experiences.

22. The new device is entirely different —— the old.

22. The new device is completely different from the old one.

23. I am employed —— a fairly large salary —— a business that is growing daily.

23. I have a pretty good job with a decent salary at a business that's growing every day.

24. All employees must conform —— the rules.

24. All employees must follow the rules.

25. I am confiding —— you because I know that I can trust you.

25. I'm confiding in you because I know I can trust you.

26. She confided her child —— the care of her brother.

26. She entrusted her child to the care of her brother.

27. She is dependent —— her brother —— support.

27. She relies on her brother for support.

28. You can have an influence for good —— him.

28. You can have a positive impact on him.

29. I have remonstrated —— the change several times.

29. I have protested against the change several times.

30. Perhaps he will change his plans if we remonstrate —— him at once.

30. Maybe he'll change his plans if we confront him right away.


Exercise 126—Prepositions Incorrectly Used

Each of the incorrect sentences given below contains an unnecessary preposition. When the meaning of "Where are you going?" is entirely clear, there is nothing gained by saying "Where are you going to?" Omit such superfluous prepositions.

Each of the incorrect sentences below has an unnecessary preposition. When the meaning of "Where are you going?" is totally clear, there's no benefit in saying "Where are you going to?" Just get rid of those extra prepositions.

Wrong         Right
1. I took it off of the shelf.I took it off the shelf.
2. I shall accept of your hospitality.I shall accept your hospitality.
3. Where are you at?Where are you?
4. Where are you going to?Where are you going?[119]
5. It is a building of from twenty to thirty stories in height.          It is a building twenty to thirty stories in height.
6. Look out of the window.Look out the window.
7. John copies after his father in everything.John copies his father in everything.
8. I am wondering about what I should do.I am wondering what I should do.
9. I shall consult with my lawyer.I shall consult my lawyer.
10. He sat opposite to me.He sat opposite me.
11. I shall leave later on.I shall leave later.
 
and for to
12. I shall try and go.I shall try to go.
 
of for have
13. I might of gone.I might have gone.
 
The wrong preposition
14. He fell in the water.He fell into the water.
15. She died with diphtheria.She died of diphtheria.
16. Divide the work between the four of us.         Divide the work among the four of us.
(Between may be used in speaking of only two persons or things)
17. It will be done inside of an hour.It will be done within an hour.
18. Are you angry at me?Are you angry with me?
 
Preposition must be used
19. It's no use to try.It's of no use to try.
20. My sister stayed home.My sister stayed at home.
21. Why do you act that way?Why do you act in that way?
22. We left the third of June.We left on the third of June.

Exercise 127

The object of a preposition is always in the objective case. Some people have great difficulty in recognizing that in such expressions as for you and me, the pronoun me is as much the object of the preposition for as the pronoun you. Both[120] words must be in the objective case. It is incorrect to say for you and I.

The object of a preposition is always in the objective case. Some people struggle to understand that in phrases like for you and me, the pronoun me is just as much the object of the preposition for as the pronoun you. Both[120] words need to be in the objective case. It is incorrect to say for you and I.

In the following sentences omit the incorrect italicized form:

In the following sentences, leave out the incorrect italicized form:

1. The invitation is for father and Ime.

1. The invitation is for my father and me.

2. Every one has finished his work except hehim and Ime.

2. Everyone has finished their work except him and me.

3. It's a question that you and Ime must decide; it refers to you and Ime alone.

3. It's a question that you and Ime need to figure out; it involves you and Ime only.

4. Girls like you and sheher should have a good influence over the others.

4. Girls like you and sheher should positively impact the others.

5. All but you and Ime have left.

5. Everyone except you and me has left.

6. He did it for you and Ime.

6. He did it for you and me.

7. No one objected but theythem and weus.

No one objected except them—us.

8. She sat opposite you and Ime.

8. She sat across from you and me.

9. They were sitting near you and Ime.

9. They were sitting close to you and me.

10. We expect you to return with mother and Ime.

10. We expect you to come back with mom and Ime.

11. He wanted my brother and Ime to go into business with his brother and hehim.

11. He wanted my brother and me to go into business with his brother and him.

12. Neither sheher nor her sister have I seen for several months.

12. I haven't seen her or her sister for several months.

13. My companion and Ime took up the trail of the bear at once. For some distance it led hehim and Ime over the soft, yielding carpet of moss and pine needles, and the footprints were quite easily made out.

13. My companion and I took up the trail of the bear right away. For some distance, it led him and me over the soft, giving carpet of moss and pine needles, and the footprints were pretty easy to see.

14. Hehim and Ime had, of course, to keep a sharp lookout ahead and around for the grizzly.

14. Hehim and Ime had to stay alert and watchful for the grizzly.

15. All are going on the excursion except hehim and Ime.

15. Everyone is going on the trip except for him and me.

16. Hehim and Ime went fishing.

He, him, and I went fishing.

17. The rule applies to weus all—the manager, theythem who keep books, you, and Ime.

17. The rule applies to we—all of us—the manager, they—those who keep books, you, and I—me.

18. She beckoned to my companion and Ime.

18. She signaled to my friend and me.

19. The letter was to be read by the president or Ime.

19. The letter was to be read by the president or me.

20. He did it for the sake of my father and Ime.

20. He did it for my dad and me.

21. We study Shakespeare with her sister and sheher.

21. We study Shakespeare with her sister and her.

22. Sheher and her sister went to the lecture with my sister and Ime.

22. Sheher and her sister went to the lecture with my sister and Ime.

23. They sent for sheher and Ime, not you and hehim.

23. They called for her and me, not you and him.

24. The program was arranged by the president and Ime.[121]

24. The program was set up by the president and me.[121]

25. They found that his father and hehim had already left.

25. They found that his father and hehim had already left.

26. Mother is going to buy a birthday present to-day for sheher and Ime.

26. Mom is going to buy a birthday present today for her and me.

27. The play is interesting not only to you older people but to weus younger ones also.

27. The play is interesting not just to you older folks but to us younger ones as well.

28. They expected the work to be done by sheher and Ime.

28. They expected the work to be done by hershe and meI.

29. The dispute between his neighbor and hehim over their lot line was settled by the surveyors this morning.

29. The dispute between his neighbor and him over their lot line was settled by the surveyors this morning.

30. He wants to speak to you and Ime.

30. He wants to talk to you and me.


Exercise 128—Than, as

Than and as are not prepositions but conjunctions. They are used to introduce subordinate clauses. Usually the clause is incomplete, but the omitted part is easily understood from the preceding clause and must be supplied to show the case of the noun or the pronoun that is expressed; as,

Than and as aren’t prepositions; they’re conjunctions. They’re used to introduce subordinate clauses. Usually, the clause is incomplete, but the missing part is easily understood from the previous clause and needs to be supplied to indicate the case of the noun or pronoun that is expressed; as,

Right: She is as tall as I [am].
Right: She is taller than he [is].
Right: I should invite you rather than her [than I should invite her].

Use the correct one of the italicized pronouns in the following sentences:

Use the right italicized pronouns in the sentences below:

1. I'll agree that he is richer than Ime, but riches are not everything.

1. I’ll admit that he is wealthier than me, but money isn’t everything.

2. I shall send her rather than hehim.

2. I will send her instead of hehim.

3. No one felt sorrier than sheher.

3. No one felt worse than she did.

4. No one knows more about an automobile than hehim.

4. No one knows more about a car than hehim.

5. You are more capable of doing the work than hehim.

5. You can do the work better than he can.

6. We were nearer the goal than you or hehim.

6. We were closer to the goal than you or him.

7. You finished the work almost as quickly as sheher.

7. You finished the work almost as quickly as she did.

8. She writes fully as well as hehim.

8. She writes just as well as he does.

9. The manager said he would rather send me than hehim.

9. The manager said he would rather send me than him.

10. I secured a position sooner than sheher.

10. I got a job before she did.

11. It seems to me that they ought to go rather than weus.

11. It seems to me that they should go instead of weus.

12. I am surprised that you arrived sooner than theythem.

12. I'm surprised that you got here before they did.

13. They should have elected him rather than Ime.[122]

13. They should have elected him instead of Ime.[122]

14. I am not so well-fitted as hehim to hold the position.

14. I am not as well-suited as hehim to hold the position.

15. You are more popular than hehim.

15. You are more popular than he is.


Exercise 129—Correlatives

There are certain conjunctions, called correlatives, that are used in pairs. They are

There are certain conjunctions, called correlatives, that are used in pairs. They are

both—andas—as, so—as
either—ornot only—but also
neither—nor               whether—or
so—thatsuch—as

Illustrations
Both—andHe has both skill and energy.
Either—orI shall leave either Monday or Tuesday.
Neither—norI can neither sing nor play.
So—thatIt rained so hard that we stayed at home.
As—asWe shall come as early as we can.
So—asShe is not so tall as you are.
(Used in negative expressions.)
Not only—but also             We saw not only Mr. Brown but his wife also.
Whether—orWhether I return to work or stay at home depends on my mother's health.
Such—asWe shall buy only such goods as we think we can sell.

Be very careful not to use the correlative so as incorrectly for so that. So as is used in negative expressions of comparison; so that is used to express result.

Be very careful not to use the correlative so as incorrectly for so that. So as is used in negative comparisons; so that is used to show a result.

Wrong: We went early so as we could get good seats.
Right: We went early so that we could get good seats.

In the illustrations given above, notice that the correlatives always join two similar or coördinate expressions. It is important that they be placed each immediately before one of the two coördinate expressions.

In the illustrations provided above, you can see that the correlatives always connect two similar or coördinate expressions. It's essential that they be placed right before one of the two coördinate expressions.

Wrong: I neither can sing nor play.
Right: I can neither sing nor play.

Recast the following sentences, placing the correlative conjunctions before coördinate expressions:

Rephrase the following sentences, putting the correlative conjunctions before the coordinated expressions:

1. Either you ordered it late or not at all.

1. Either you ordered it late or you didn't order it at all.

2. He said he neither had money nor time.

He said he had neither money nor time.

3. We not only bought the books you wished but the games also.

3. We not only bought the books you wanted but also the games.

4. We like the place in which we live both on account of its quietness and its pleasant surroundings.

4. We love where we live because it's quiet and has a nice environment.

5. I shall either go to Quebec or Montreal.

5. I'm either going to Quebec or Montreal.

6. Either he must spray his trees or expect no fruit.

6. He either has to spray his trees or he shouldn't expect any fruit.

7. I neither like the appearance of the shop nor the attitude of the clerks.

7. I don't like the look of the store or the attitude of the staff.

8. They did it both for the sake of your brother and you.

8. They did it for both your brother and you.

9. This sample not only is much darker but heavier also.

9. This sample is not only much darker, but it’s also heavier.

10. They are barred who neither can read nor write.

10. Those who can't read or write are excluded.


Exercise 130—Either—or, Neither—nor

These conjunctions are correctly used in speaking of two things only. Care must be taken to use or with either and nor with neither. In comparing three or more things use any of them, none of them, or no.

These conjunctions are used correctly when referring to just two things. Be careful to use or with either and nor with neither. When comparing three or more things, use any of them, none of them, or no.

In the following sentences use only the correct italicized forms:

In the following sentences, use only the correct italicized forms:

1. Neither effort noror money was spared in the undertaking.

1. Neither effort noror money was spared in the undertaking.

2. I have considered planting maple, oak, and elm trees, but neithernone of them seems to grow well in this climate.

2. I have thought about planting maple, oak, and elm trees, but neithernone of them seems to grow well in this climate.

3. We do not believe in either enduring oppression noror killing the oppressor. We believe in arbitration.

3. We don’t believe in either enduring oppression or killing the oppressor. We believe in mediation.

4. He has noneither time, patience, noror energy.

He has no time, patience, or energy.

5. If you ask me which of the three I prefer, I'll be frank and tell you I like neithernone of them.

5. If you ask me which of the three I prefer, I’ll be honest and tell you I like neithernone of them.

6. Three courses will be given in the subject this year; you may take eitherany one of them.

6. Three courses will be offered in this subject this year; you can take eitherany one of them.

7. I had already passed three branch roads, but neithernone of them had looked familiar to me.

7. I had already passed three side roads, but neithernone of them looked familiar to me.

8. I hardly think he accepted anyeither of the two offers he received.[124]

8. I really don't think he accepted anyeither of the two offers he got.[124]

9. Neither the doctor ornor his wife was at home.

9. Neither the doctor ornor his wife was at home.

10. Both the books look shop-worn. I'll take neithernone.

10. Both books look worn out. I'll take neithernone.


Exercise 131—Except, Without, Unless

Except and without are prepositions, and are used, therefore, to introduce phrases; unless is a conjunction, and is used to introduce a clause.

Except and without are prepositions and are used to introduce phrases; unless is a conjunction and is used to introduce a clause.

In the following sentences insert the correct form, giving a reason for your choice:

In the following sentences, fill in the correct form and explain your choice:

1. —— you leave at once, you will miss your train.

1. —— if you don't leave right now, you'll miss your train.

2. I cannot learn to swim, —— some one teaches me.

2. I can't learn to swim unless someone teaches me.

3. I cannot learn to swim —— a teacher.

3. I can’t learn to swim — a teacher.

4. No one could do the work —— me.

4. No one could do the work — except me.

5. John expects to learn —— studying.

5. John expects to learn while studying.

6. John will discover that he cannot win promotion —— he works hard.

6. John will realize that he can't get promoted — he puts in a lot of effort.

7. No one can learn how to spell —— first learning how to observe.

7. No one can learn how to spell without first learning how to observe.

8. No one will learn to spell —— he learns to observe.

8. No one will learn to spell — he learns to pay attention.

9. No one will succeed —— he has energy and patience.

9. No one will succeed — he has the drive and endurance.

10. No one will succeed —— energy and patience.

10. No one will succeed without energy and patience.

11. You cannot succeed in any way —— by seizing each opportunity as it comes.

11. You won't succeed by just grabbing every opportunity that comes your way.

12. It is impossible to grow beautiful flowers —— the soil is good.

12. It’s impossible to grow beautiful flowers — the soil is good.


Exercise 132—Like, as

Like is followed by a noun or pronoun in the objective case. As is a conjunction and introduces a clause, and is therefore followed by a verb. Like is not a conjunction and therefore may not be substituted for as or as if.

Like is followed by a noun or pronoun in the objective case. As is a conjunction that introduces a clause, so it’s followed by a verb. Like is not a conjunction, so it can’t be used instead of as or as if.

Wrong: I wish I could play like you can.
Right: I wish I could play as you can.

Insert the correct word in the following sentences:

Insert the correct word in the following sentences:

1. The picture looks just —— you.

1. The picture looks just like you.

2. I haven't a voice —— my brother's.

I don't have a voice—it's my brother's.

3. I cannot sing —— my brother can.[125]

3. I can't sing —— my brother can.[125]

4. He walks just —— you do.

4. He walks just like you do.

5. I hope you will all enjoy the trip —— I did.

5. I hope you all enjoy the trip —— I did.

6. For pleasure and exercise I think there is no game —— tennis.

6. For fun and exercise, I believe there’s no game like tennis.

7. He said that the town looked just —— it had when he was a boy.

7. He said that the town looked exactly like it did when he was a kid.

8. I cut the paper just —— you said I should.

8. I cut the paper just like you told me to.

9. He talks —— his father.

9. He talks to his father.

10. He has the same sort of drawl —— his father [has].

10. He has the same kind of drawl that his father does.

11. She was there —— you said she would be.

11. She was there — you said she would be.

12. They worked —— beavers.

They worked like beavers.

13. He looked —— a tramp.

13. He looked like a homeless person.

14. To give the stitch the proper twist throw the thread over the needle —— I do.

14. To give the stitch the right twist, wrap the thread over the needle — I do.

15. He walks —— he were lame.

15. He walks as if he were lame.


Exercise 133—As—as, So—as

Use asas in stating equality; use soas in negative comparisons.

Use asas to express equality; use soas for negative comparisons.

1. You will find the new clerks fully —— courteous as were the old.

1. You will find the new clerks just as courteous as the old ones.

2. You will not find the new clerks —— courteous as were the old.

2. You won't find the new clerks as polite as the old ones were.

3. Elms do not grow —— well in this climate as do poplars.

3. Elms don't grow as well in this climate as poplars do.

4. We did not carry —— much advertising this year as we did last year, and we find that our receipts are smaller.

4. We didn't do as much advertising this year as we did last year, and we've noticed that our sales are down.

5. Under our system of individual instruction a student may advance —— rapidly as his ability permits.

5. In our system of personalized instruction, a student can progress as quickly as their ability allows.

6. You are not —— tall as your sister.

6. You are not as tall as your sister.

7. I do not seem to learn languages —— easily as mathematics.

7. I don’t seem to learn languages as easily as math.

8. This house is not —— large as the other.

8. This house is not as large as the other.

9. He is —— active as he was twenty years ago.

9. He is just as active as he was twenty years ago.

10. He is not —— active as he was twenty years ago.

10. He is not as active as he was twenty years ago.


Exercise 134—Miscellaneous Blunders

To, Too, Two

To is a preposition; too is an adverb, and means excessively or also; two is a numeral adjective. Insert the correct form in each of the following sentences:[126]

To is a preposition; too is an adverb, meaning excessively or also; two is a numeral adjective. Insert the correct form in each of the following sentences:[126]

1. The —— sisters discovered that it was —— late for the 4:15 train.

1. The —— sisters found out that it was —— too late for the 4:15 train.

2. It is —— dark in that corner; come —— the light.

2. It’s really dark in that corner; come into the light.

3. He spends —— much time in dreaming, —— little in working.

3. He spends too much time dreaming, and too little working.

4. He would have done better if he had not given —— little heed —— the advice of his —— older brothers.

4. He would have been better off if he hadn't paid so little attention to the advice of his older brothers.

5. —— more hours were passed in the all —— weary task of waiting.

5. —— more hours were spent in the exhausting task of waiting.

6. It was —— cold —— stay out more than —— hours.

6. It was too cold to stay out for more than a few hours.

7. You may go ——, but don't stay —— long.

7. You can go ——, but don’t linger —— too long.

8. —— stay there for —— weeks would be —— tiresome.

8. —— staying there for —— weeks would be —— boring.

9. The doctor said that the —— men were —— sick —— go home alone, and I thought so ——.

9. The doctor said that the —— men were —— sick —— go home alone, and I thought so ——.

10. About —— hours ago I met Mary who said that she was going —— the country ——.

10. About a few hours ago, I met Mary, who said she was going out of town.


There, Their

11. —— are seven brothers in —— family.

11. There are seven brothers in the family.

12. —— books are —— on the table.

12. —— books are —— on the table.

13. —— is no doubt that —— knowledge of mathematics is greater than —— knowledge of English.

13. There's no doubt that his knowledge of mathematics is greater than his knowledge of English.


Were, Where

14. —— have you been?

How have you been?

15. —— you ever on a farm —— alfalfa is grown?

15. Have you ever been on a farm where alfalfa is grown?

16. —— —— you when the report was read?

16. —— —— you when the report was read?

17. I was just —— you ——.

17. I was just —— you ——.


Of, Have

18. You should —— read more distinctly.

18. You should read more clearly.

19. I could —— done the work if I had had more —— the necessary tools.

19. I could have done the work if I had had more of the necessary tools.

20. If I had tried harder, I might —— done the work better.

20. If I had put in more effort, I could have done the work better.


PART II—COMPOSITION: ORAL AND WRITTEN


CHAPTER X

ORAL ENGLISH

Exercise 135

Retell a story that you know or one that the instructor has read to you. See if you can tell the whole story in fairly long sentences without using a single and. You will be allowed to use three and's. As soon as you say the third, you must take your seat. Let the class keep count.

Recount a story you know or one that the teacher has shared with you. Try to narrate the entire story in fairly long sentences without using the word and at all. You can use three and's. Once you say the third one, you have to sit down. Let the class keep track.

The story may be an anecdote, a fable, or any other short incident that can easily be told in one or two minutes. You probably have read many such or have heard your father and your mother tell them. A joke that can be told in two or three sentences will not be long enough.

The story could be a short anecdote, a fable, or any brief event that can easily be shared in just a minute or two. You’ve likely read a lot of these or heard your parents tell them. A joke that fits into two or three sentences won’t be lengthy enough.

The excessive use of and spoils the telling of many stories. It is a mistake to think that the gap between the end of one sentence and the beginning of the next appears as great to the listener as it does to us as we are deliberating what to say next. To avoid the gap we bridge the two sentences with and. Its use in this way is hardly ever necessary if we think out a sentence to the end before we begin to speak it. When we have finished the thought, we should finish the sentence without trying to bind it artificially to the next one. The sentences will be bound together if the thought of one grows out of the thought of the preceding one.

The excessive use of and ruins many stories. It's a mistake to believe that the pause between the end of one sentence and the start of the next feels as large to the listener as it does to us while we figure out what to say next. To fill this gap, we connect the two sentences with and. This isn't usually necessary if we fully think through a sentence before we start to speak it. Once we've completed a thought, we should end the sentence without trying to force it to connect to the next one. The sentences will connect naturally if the idea of one flows from the idea of the previous one.

If the unfolding of the idea does not seem sufficient to tie the parts, there are better expressions to use than and. There are short expressions like in this way, likewise, moreover, thus, therefore, besides, as might be expected, and too. Another[128] way to avoid and is to change the form of the sentence: (1) better than the form, "I opened the window and saw," is, "Opening the window, I saw;" (2) better than "I am going to the store and buy some sugar," is, "I am going to the store to buy some sugar;" (3) better than "There was a boy and his name was John," is, "There was a boy whose name was John;" (4) better than "I reached home and found that my cousin had arrived," is, "When I reached home, I found that my cousin had arrived." In place of and, therefore, we may use (1) participles, (2) infinitives, (3) relative pronouns, and (4) subordinate conjunctions.

If the development of the idea doesn't seem strong enough to connect the parts, there are better expressions to use than and. There are short phrases like in this way, likewise, moreover, thus, therefore, besides, as might be expected, and too. Another[128] way to avoid and is to change the sentence structure: (1) instead of saying, "I opened the window and saw," it's better to say, "Opening the window, I saw;" (2) instead of "I am going to the store and buy some sugar," it's better to say, "I am going to the store to buy some sugar;" (3) instead of "There was a boy and his name was John," it's better to say, "There was a boy whose name was John;" (4) instead of "I reached home and found that my cousin had arrived," it's better to say, "When I reached home, I found that my cousin had arrived." Instead of and, then, we can use (1) participles, (2) infinitives, (3) relative pronouns, and (4) subordinate conjunctions.

Above all, avoid and everything, as in, "I washed the dishes and swept the floor and everything." To try thus to complete an idea that is already complete shows childishness.

Above all, avoid and everything, like, "I washed the dishes and swept the floor and everything." Trying to add that to an idea that is already complete comes off as immature.


Exercise 136

Very likely in telling the story as suggested above you found yourself frequently using the word so to connect two sentences. Perhaps, too, you used why to begin sentences.

Very likely in telling the story as suggested above you found yourself frequently using the word so to connect two sentences. Perhaps, too, you used why to begin sentences.

Now tell one of your own experiences, being careful not to use and, so, or why. Introduce as much conversation as possible. What, if any, is the advantage of telling a story in the first person? Why is it good to introduce conversation?

Now share one of your own experiences, making sure not to use and, so, or why. Include as much dialogue as you can. What, if anything, is the benefit of telling a story from the first person? Why is it helpful to include conversation?

In your conversation make use of several of the following words:

In your conversation, use a few of the following words:

repliedwhisperedspokeinquired
answeredagreedcriedexplained
askedexclaimedshoutedremarked
questionedrepeatedcontinued             suggested
promisedmaintained                objectedrejoined
interrupted                quotedreturnedadded

Exercise 137

Far too many boys and girls pay but little regard to the matter of choosing the word that will give the exact[129] meaning that they wish to convey. In order to lend force to their words they have formed the habit of speaking in superlatives; like the girl who said, "We had a perfectly grand time, but I'm so beastly tired now that I'm nearly dead," and yet she showed no evidence of suffering.

Far too many boys and girls pay little attention to choosing the words that express the exact meaning they want to convey. To make their words more impactful, they've developed a habit of speaking in superlatives; like the girl who said, "We had an absolutely amazing time, but I’m so incredibly tired now that I feel like I’m nearly dead," even though she showed no signs of exhaustion.

Isn't it a pity that our beautiful English language should be so degraded in common usage that it loses all its force and meaning? Instead of convincing people that she really was tired, the girl quoted above made herself ridiculous by her exaggeration. Yet isn't the quotation a fair example of the speech of many boys and girls? Surely everything about us is not either grand or beastly. The habit thus formed is difficult to break, but it must be broken if we wish to speak our language correctly.

Isn't it a shame that our beautiful English language has become so degraded in everyday use that it loses all its power and meaning? Instead of convincing people that she was really tired, the girl mentioned above made herself look foolish with her exaggeration. But isn't that quote a typical example of how many boys and girls speak? Surely not everything around us is either amazing or terrible. The habit we've formed is tough to break, but it needs to be broken if we want to use our language properly.


Make a list of the slang phrases that you have acquired. For each one substitute a good English expression.

Make a list of the slang phrases you've picked up. For each one, replace it with a suitable English expression.


The reason we must watch our oral English closely is that it is in our conversation that our habits of speech are formed. The expressions we use then we unconsciously employ when we are writing or talking to the class. If we are accustomed to use considerable slang when we speak, we shall have difficulty in eliminating it from our writing or in finding a good word to express the idea for which we usually use slang. As a rule, slang and extravagant expressions of all kinds are used to serve such a variety of meanings that the use of them tends to limit the vocabulary to these expressions. Consider slang something undesirable and stop using it.

The reason we need to keep an eye on our spoken English is that it's in our conversations where our speech habits are formed. The phrases we use in conversation are ones we unconsciously rely on when we write or talk in class. If we’re used to using a lot of slang when we speak, we’ll struggle to remove it from our writing or to find the right words to express ideas that we usually express with slang. Generally, slang and over-the-top expressions are used for such a wide range of meanings that relying on them limits our vocabulary to just those phrases. Think of slang as something negative and stop using it.


Exercise 138

Look up the words in each of the following groups. You will notice that there is a resemblance of meaning between all the words of each group, but that there is also a shade of difference in meaning that distinguishes each word from its[130] companions. Discover that shade of difference. Use each word in a sentence.

Look up the words in each of the following groups. You will notice that there is a similarity in meaning between all the words in each group, but there is also a slight difference in meaning that sets each word apart from its[130] companions. Identify that slight difference. Use each word in a sentence.

1. Lovely, beautiful, pretty, handsome.

Lovely, beautiful, pretty, attractive.

2. Awful, terrible, horrible, dreadful, fearful.

2. Awful, terrible, horrible, dreadful, scary.

3. Nice, pleasant, delightful, dainty, fine, agreeable.

3. Nice, pleasant, delightful, dainty, fine, agreeable.

4. Grand, imposing, splendid, impressive.

4. Grand, impressive, magnificent.

5. Love, like, adore, admire, revere.

5. Love, like, adore, admire, respect.

6. Smart, clever, bright, quick-witted.

Intelligent, sharp, quick.

7. Fierce, ferocious, wild.

Fierce, feral, wild.

8. Guess, think, suppose, imagine.

8. Guess, think, assume, imagine.

9. Hate, dislike, despise, abhor, detest.

9. Hate, dislike, loathe, can't stand, detest.

10. Scholar, student, pupil.

Scholar, learner, student.


Exercise 139

Carelessness in speaking frequently results in wordiness, since the speaker in an effort to be clear or forceful repeats the idea two or three times. Such speech is tiresome. In each of the following sentences there are too many words to express the idea. See how many you can omit and yet preserve the meaning. Sometimes the sentence needs revision.

Carelessness in speaking often leads to wordiness because the speaker, trying to be clear or impactful, repeats the same idea two or three times. This kind of speech can be exhausting. In each of the following sentences, there are too many words to convey the idea. See how many you can cut while still keeping the meaning. Sometimes the sentence needs to be revised.

1. I haven't got any time.

1. I don’t have any time.

2. Where does he live at?

Where does he live now?

3. Don't stand up; there's a chair.

3. Don’t stand; there’s a chair.

4. The woman she had an accident.

4. The woman had an accident.

5. You had ought to take more exercise.

5. You should get more exercise.

6. I was just going to go.

6. I was just about to leave.

7. I excuse you because you are a new beginner.

7. I forgive you because you're just starting out.

8. I can finish the work in three days' time.

8. I can complete the work in three days.

9. The offices are both alike in all respects.

9. The offices are alike in every way.

10. He engaged the both of us.

10. He got both of us involved.

11. We applied to Mr. Abbot, he being the manager.

11. We applied to Mr. Abbot, since he was the manager.

12. My mind often reverts back to the time when I began in business.

12. I often think back to when I started in business.

13. That high building that is going up on Twelfth Street is going to be twenty stories high when it is finished.

13. That tall building being constructed on Twelfth Street will be twenty stories high when it's completed.

14. From his appearance he looked to be in very poor circumstances.

14. From his appearance, he seemed to be in really tough shape.

15. He is afraid of the results that will ensue if he follows the course that he has planned.[131]

15. He is worried about what will happen if he goes through with the plan he has made.[131]

16. The present state of affairs that is now confronting the public has become what it now is because the citizens are not public spirited.

16. The current situation facing the public has become what it is because the citizens lack a sense of community responsibility.

17. The reason why I was not at work yesterday was because I was not feeling as well as I might.

17. The reason I wasn't at work yesterday is that I wasn't feeling my best.

18. I shall never forget the terrible sights that I saw the time that I witnessed the street car collision.

18. I will never forget the awful sights I saw when I witnessed the streetcar crash.

19. I have been debating in my mind whether I ought to accept the offer.

19. I've been thinking about whether I should accept the offer.

20. He was a mere little child when he first began to work in the mine.

20. He was just a little kid when he first started working in the mine.

21. Mix together both the butter and the sugar, and rub the two of them to a cream.

21. Combine the butter and sugar, and blend them together until smooth and creamy.

22. The two pieces of cloth are just exactly the same in every way.

22. The two pieces of fabric are exactly the same in every way.

23. You will find this chair equally as comfortable as the other.

23. You'll find this chair just as comfortable as the other one.

24. He said that when he started in his business that he had almost no capital at all.

24. He said that when he started his business, he had hardly any capital at all.

25. It was the office of Morgan & Son where I got my experience.

25. I gained my experience at the office of Morgan & Son.

26. China is undergoing a vast change at the present time.

26. China is going through a massive change right now.

27. At about the age of fourteen years he left his home town.

27. At around the age of fourteen, he left his hometown.

28. They did it gladly and willingly.

28. They did it happily and with enthusiasm.

29. He always shows great deference and respect when he speaks to those who are in authority.

29. He always shows a lot of respect and consideration when he talks to those in power.

30. He is the proprietor and owner of the News.

30. He is the owner and manager of the News.

31. You can easily get the training that will make you a competent and efficient high-salaried trained man.

31. You can easily get the training that will make you a skilled and efficient professional with a high salary.

32. For sale, a large, commodious house, arranged with every convenience to make it comfortable.

32. For sale, a spacious, comfortable house, designed with every amenity for a pleasant living experience.

33. We are making all the necessary improvements that are needed.

33. We are making all the necessary improvements that are needed.

34. I went to high school to take up stenography.

34. I went to high school to study stenography.


Exercise 140—Making a Speech

One of the most profitable exercises to cultivate clear thinking and consequent clear expression is the making of speeches, usually spoken of as oral themes. In this exercise a pupil stands before the class to talk upon a subject[132] about which he has thought, but upon which he has written nothing. He has two objects in view. First, he must choose those facts that will make his subject clear and interesting to his audience. Second, he must deliver them well; that is, he must stand in a good position before the class, use good grammar, no slang, and enunciate so that every one in the room can understand him. If his speech is to be longer than one paragraph, he should have an outline prepared, in which each division is clearly indicated, as well as the important details within each division.

One of the most effective ways to develop clear thinking and clear communication is through giving speeches, often referred to as oral presentations. In this exercise, a student stands in front of the class to talk about a topic they have thought about, but for which they haven’t written anything down. They have two main goals. First, they need to select the facts that will make their topic clear and engaging for their audience. Second, they must present them effectively; this means standing confidently in front of the class, using proper grammar, avoiding slang, and speaking clearly so everyone in the room can understand. If their speech is going to be longer than a paragraph, they should prepare an outline that clearly marks each section, along with the key points within each section.[132]

In making a speech, the best way is to start with a clear statement of the subject. Suppose you take (9) below. You might begin, "I am going to talk of a street car transfer. First, I shall tell you how it looks; and second, how it is used. Then first, a street car transfer—(describe it fully). In the second place, it is used—(give details)." After you have explained fully, to show that you have said all you intend to say, finish with a sentence of conclusion. Therefore, consequently, for these reasons, thus we may see, are instances of words which may be used to begin a sentence of conclusion.

When giving a speech, the best approach is to start with a clear statement of the topic. For example, you might say, "I am going to talk about a streetcar transfer. First, I'll describe what it looks like; and second, how it's used. So, first, a streetcar transfer—(describe it fully). Next, let’s discuss its use—(provide details)." After you’ve explained everything, to indicate that you’ve covered all your points, finish with a concluding sentence. Words like therefore, consequently, for these reasons, and thus we may see are good examples of phrases you can use to start a concluding sentence.


Use each of the following questions as the subject for a speech. Answer each question clearly and completely. Use illustrations to show exactly what you mean.

Use each of the following questions as the topic for a speech. Answer each question clearly and thoroughly. Use examples to show exactly what you mean.

1. What does it mean to be a hero?

1. What does it mean to be a hero?

2. What does it mean to be successful?

2. What does it mean to be successful?

3. What does it mean to be unfortunate?

3. What does it mean to be unlucky?

4. What does it mean to be generous?

4. What does it mean to be generous?

5. What does it mean to be lenient?

5. What does it mean to be easygoing?

6. What does it mean to be mercenary?

6. What does it mean to be motivated by money?

7. What does it mean to be diffident?

7. What does it mean to be shy?

8. What does it mean to be penurious?

8. What does it mean to be broke?

9. What is a street car transfer? How does it look and how is it used?

9. What is a streetcar transfer? What does it look like and how is it used?

10. What occupation do you wish to follow, and why? What preparations are you making?[133]

10. What career do you want to pursue, and why? What preparations are you making?[133]

11. Why do we have a smoke ordinance?

11. Why do we have a smoking law?

12. Why must buildings have fire escapes?

12. Why do buildings need fire escapes?

13. Why do the farmers of Kansas insure their barns against cyclones?

13. Why do farmers in Kansas insure their barns against tornadoes?

14. What is fire insurance?

What is fire coverage?

15. Why is ventilation important?

15. Why is ventilation necessary?

16. Why do so many immigrants come to this country?

16. Why do so many immigrants come to this country?

17. Why do cities grow?

17. Why do cities expand?

18. Why was the steam engine an important invention?

18. Why was the steam engine such an important invention?

19. Why was the telephone an important invention?

19. Why was the telephone such an important invention?

20. What is the principle of vaccination?

20. What is the principle of vaccination?

21. What is the principle of anti-toxin?

21. What is the principle of antitoxin?

22. Of what good is the trade union to the laborer?

22. What good is the trade union to the worker?

23. Why does the employer object to the union?

23. Why does the employer oppose the union?

24. What is a monopoly?

What’s a monopoly?

25. What is meant by a corner in wheat?

25. What does a corner in wheat mean?


Exercise 141

In your neighborhood you have frequently noticed a lawn and a garden that are very poorly kept, the garden needing weeding and the lawn both weeding and mowing. Imagine that you go to the owner to make him a proposition. You know the man slightly, and you have heard that he has a quick temper. Know exactly what work you will offer to do and how often you will do it. Be careful of your first sentences. Let them be especially courteous, so that you may not offend the gentleman by suggesting that he does not take care of his property. Tell him frankly that you would like to earn some money.

In your neighborhood, you’ve often noticed a lawn and garden that are really unkempt—the garden needs weeding and the lawn needs both weeding and mowing. Imagine you approach the owner to make him an offer. You know him a bit, and you’ve heard he has a quick temper. Be clear about what work you want to do and how often you’ll do it. Watch your opening sentences; be especially polite to avoid offending him by implying he doesn’t take care of his property. Let him know honestly that you’d like to earn some money.

In this exercise the class will represent the owner. Moreover, they will watch carefully so that they may point out to the speaker wherein his speech was not quite courteous or not quite clear.

In this exercise, the class will act as the owner. Additionally, they will pay close attention so they can highlight areas where the speaker's speech was not entirely polite or clear.


Exercise 142

From one of the newspapers cut an advertisement of a position for which you think you can apply. Bring the[134] advertisement with you and convince the class that you are fitted for the position.

From one of the newspapers, cut out an ad for a job you think you can apply for. Bring the [134] ad with you and convince the class that you're right for the position.

In this exercise you must be exact. Choose an advertisement for a kind of work about which you know something. If you have ever had any experience that would fit you for the position, do not fail to tell of it, since experience counts for much in the employer's estimate of an applicant.

In this exercise, you need to be precise. Pick an advertisement for a type of job that you're familiar with. If you’ve had any experiences that would qualify you for the position, make sure to mention them, as experience is very important in how employers view applicants.

Let the class judge whether the speaker has been convincing and whether he has shown the properly courteous attitude toward an employer. Let them ask themselves such questions as: Is he alert in his manner? Does he make one feel that he is capable? Does he stand and talk as if he has confidence in himself? Is he too meek? Does he seem over-confident? Let each be able to offer suggestions for improvement.

Let the class evaluate whether the speaker has been convincing and if he has shown the right level of respect toward an employer. They should ask themselves questions like: Is he attentive in his demeanor? Does he make you feel that he is capable? Does he stand and speak with confidence? Is he too timid? Does he come off as overly confident? Everyone should be able to provide suggestions for improvement.


Exercise 143

Imagine that you are an agent. Choose an article that is especially useful to housekeepers. Try to sell it to the class, or choose an individual member to whom you wish to sell it. Bring a sample with you for the purpose of demonstrating its usefulness.

Imagine you are an agent. Pick an article that's particularly helpful for housekeepers. Try to sell it to the class, or pick a specific person to whom you want to sell it. Bring a sample to demonstrate its usefulness.

As in the preceding exercise the speaker must strive to be convincing. He must know all there is to be known about the article that he is demonstrating. If it is at all possible, he should have used it in order that he may explain exactly how it is operated and why it is better than a similar article that the housekeeper probably is at present using.

As in the previous exercise, the speaker needs to be convincing. They must know everything about the product they are demonstrating. If possible, they should have used it themselves so they can explain exactly how it works and why it's better than a similar product the housekeeper is currently using.


Exercise 144

You wish to start a business and need a certain amount of money. Try to convince the instructor or a selected pupil that you need it.

You want to start a business and need a specific amount of money. Try to persuade the instructor or a chosen student that you require it.

Be sure that you are able to tell definitely the kind of business for which you wish the money, where you will start the[135] business, why you think that this particular location is good, when you will be able to return the money, and what security you can give.

Make sure you can clearly explain the type of business you need the money for, where you plan to start the[135] business, why you believe this location is ideal, when you will be able to pay back the money, and what collateral you can provide.

Don't make the mistake of choosing something too big for a boy or a girl to carry through. Perhaps the following will be suggestive:

Don't make the mistake of picking something too big for a boy or girl to handle. Maybe the following will give you some ideas:

1. A newspaper stand.

A newsstand.

2. A miniature truck farm in the empty lot next door.

2. A tiny truck farm in the vacant lot next door.

3. A pop corn wagon.

A popcorn cart.

4. A fruit cart or stand.

4. A fruit cart or stand.

5. A shoe shining stand.

A shoe shine station.

6. Raising ferns or flowers for sale.

6. Growing ferns or flowers to sell.

7. Buying vegetables from a farmer and selling them to housewives.

7. Buying vegetables from a farmer and selling them to homemakers.

8. Printing business cards and blotters on a small press.

8. Printing business cards and blotters on a small press.

9. Making place cards.

9. Creating place cards.

10. Making valentines.

Making valentines.

11. Painting holiday postal cards or fancy cards for Christmas, Easter, Thanksgiving, and the like.

11. Painting holiday postcards or decorative cards for Christmas, Easter, Thanksgiving, and similar occasions.

12. Printing on postal cards pretty scenes that you have photographed perhaps in your town or at a summer resort.

12. Print a nice scene on postcards that you’ve taken, maybe in your town or at a summer vacation spot.

13. Making and selling cakes, doughnuts, and the like.

13. Making and selling cakes, donuts, and similar treats.

14. Selling crocheted or embroidered articles.

14. Selling crocheted or embroidered items.


Exercise 145—Elements of Success

Prepare a short speech on each of the following. Wherever possible make your statements clear and forceful by using illustrations or examples.

Prepare a brief speech on each of the following topics. Whenever you can, make your points clear and impactful by using illustrations or examples.

1. Cheerfulness helps to bring success.

1. Being cheerful helps to achieve success.

2. The habit of neatness is an asset.

2. Being neat is a valuable trait.

3. The habit of punctuality is a necessity.

3. Being on time is essential.

4. He was not promoted because he watched the clock.

4. He didn’t get promoted because he was always checking the time.

5. He was not promoted because his excuse was always, "I forgot."

5. He didn't get promoted because his excuse was always, "I forgot."

6. He was not promoted because he learned nothing from his mistakes.

6. He wasn't promoted because he didn't learn anything from his mistakes.

7. He was not promoted because he was always grumbling.

7. He didn't get promoted because he was always complaining.

8. He was not promoted because he was content to be a second-rate man.[136]

8. He wasn't promoted because he was okay with being a second-rate guy.[136]

9. He was not promoted because he ruined his ability by half-doing things.

9. He didn't get promoted because he messed up his chances by doing things halfway.

10. He was not promoted because he did not learn to act on his own judgment.

10. He wasn't promoted because he didn't learn to trust his own judgment.

11. One to-day is worth two to-morrows.

11. One today is worth two tomorrows.

12. Experience is an expensive teacher.

12. Experience is a costly teacher.

13. Be not simply good—be good for something.

13. Don’t just be good—be good for a reason.

14. Not failure, but low aim, is crime.

14. It's not failure that’s the real problem, but aiming too low.

15. To be successful one must have confidence in himself.

15. To be successful, you need to have confidence in yourself.


Exercise 146

As in the preceding exercise prepare a speech on each of the following:

As in the previous exercise, prepare a speech on each of the following:

1. A dishonest person cannot succeed.

1. A dishonest person can't succeed.

2. There is no excuse for discouragement.

2. There's no reason to feel discouraged.

3. You may secure a position through another's influence, but you keep it through your own merit.

3. You might get a job because of someone else's connections, but you hold onto it because of your own skills.

4. There is always room at the top.

4. There's always space at the top.

5. There is no such thing as luck.

Luck isn't real.

6. The proper attitude toward an employer is one of deference.

6. The right attitude toward an employer is one of respect.

7. A business woman should dress simply.

7. A businesswoman should dress simply.

8. Perseverance is the key to success.

8. Sticking with it is the key to success.

9. To accomplish much one must work systematically.

9. To achieve a lot, you have to work methodically.

10. It is possible to cultivate a good memory.

10. You can develop a good memory.

11. The ability to converse is a business asset.

11. The ability to communicate effectively is a valuable business skill.

12. The habit of exaggeration is dangerous.

12. The habit of exaggerating is risky.


Exercise 147—Successful Men and Women

How can one measure the success of men or women? Is it by the money they make? the land they acquire? the fame they win? the good they do? By what means have they won success? Was it through favorable circumstances? strength of character? favoritism? physical strength? mental energy? daring? doing what they thought was right in spite of opposition? or simply doing nothing and waiting for success to come?

How can you measure the success of people? Is it by the money they make? The land they own? The fame they achieve? The good they do? How have they achieved success? Was it through good luck? Strong character? Favoritism? Physical strength? Mental energy? Bravery? Doing what they believed was right even when facing opposition? Or just sitting back and waiting for success to happen?

Study the life and character of one or more of the following. Have they gained what you consider success? What qualities[137] of character do you recognize in them? Would you care to be like any of them?

Study the life and character of one or more of the following. Have they achieved what you consider success? What qualities[137] of character do you see in them? Would you want to be like any of them?

Make a list of the habits that you recognize in their life and in the way they worked.

Make a list of the habits you notice in their life and how they worked.

Make a list of the characteristics of the ones that you study.

Make a list of the traits of the people you study.

Florence NightingaleFrances WillardBismarck
David MaydoleElla Flagg YoungGladstone
R. L. StevensonHelen Gould Shepard                   Marshall Field
Booker T. Washington                   Jane AddamsCarnegie
Captain ScottNapoleonJ. Pierpont Morgan
Mary AntinFranklinEdison
Daniel BooneLincolnRoosevelt
Mary LyonNathan HaleGoethals

Exercise 148—Debating

A very great asset in business is the ability to see the truth or the falsity of a statement, and to advance proofs for or against it. This ability we shall try to acquire through the practice of debating; that is, through the making of speeches in which students take opposite sides of the same subject, trying by the presentation of facts and illustrations to prove that the side which they represent is the correct one. The statement that is thus argued is called a proposition.

A major advantage in business is the ability to determine whether a statement is true or false and to present arguments for or against it. We’ll work on developing this skill through debating; that is, by making speeches where students take opposing sides on the same topic, trying to demonstrate with facts and examples that their side is the right one. The statement being debated is called a proposition.

Debating is excellent practice because it teaches not only clear-cut reasoning, but also forceful expression. If a debater fails to make any of his several arguments convincing, if he introduces irrelevant matter, or, though he has prepared strong proofs, if he expresses them in incorrect English, the result will be poor. In working out a debate, therefore, observe the following carefully:

Debating is great practice because it teaches not only clear reasoning but also strong expression. If a debater can't make any of their arguments convincing, if they bring up irrelevant points, or if they have solid evidence but express it in poor English, the outcome will be unsatisfactory. So, when preparing for a debate, pay close attention to the following:

1. Know your subject thoroughly. If you have insufficient knowledge, you cannot be convincing.

1. Know your subject inside and out. If you don't have enough knowledge, you won't be convincing.

2. Understand your point of view exactly and explain it clearly. If you and your opponent have different ideas of the word trust, for example, you can never argue on a[138] subject that concerns the trusts. Define your position first of all.

2. Understand your perspective clearly and explain it well. If you and your opponent have different interpretations of the word trust, for instance, you can never have a productive argument on a[138] topic related to trusts. Start by defining your position.

3. After you have gathered your facts, study them as a whole. What three arguments, let us say, stand out clearly in your mind as being irrefutable because of the strong proofs you have to back them? These are the ones that you should use; the rest will probably be of little value. Plan to give the weakest of the three first, so that your argument will gain force as you advance.

3. Once you've gathered your facts, take a look at them as a whole. What three arguments stand out clearly in your mind as undeniable because you have solid evidence to support them? Those are the ones you should use; the others will likely have little value. Plan to present the weakest of the three first, so that your argument will gain strength as you go along.

4. Work out the details of each argument. A mere statement of each is not enough. It must be supported by many facts and illustrations.

4. Work out the details of each argument. Just stating each one isn't enough. It needs to be backed up by plenty of facts and examples.

5. Prepare an outline. It will show you whether your arguments follow each other clearly, whether you have so arranged them as to secure climax. (See Exercise 152.)

5. Create an outline. It will help you see if your arguments flow clearly from one to the next and if you've organized them to build towards a climax. (See Exercise 152.)

6. In talking, follow the plan explained in Exercise 140, being especially careful in conclusion to summarize the proofs that you have presented.

6. When speaking, stick to the plan outlined in Exercise 140, and make sure to wrap up by summarizing the evidence you've provided.


The conclusions that you reach in your arguments must be based upon statements that are true. In the following, some of the statements are false, and therefore the conclusions based upon them are false. Point out wherein the falsity consists. In others of the following, irrelevant matter has been introduced. Point it out, explaining why it is irrelevant.

The conclusions you draw in your arguments have to be based on true statements. In the following text, some statements are false, so the conclusions based on them are also false. Identify where the falsehood lies. In some other parts of the text, unrelated information has been included. Highlight it and explain why it’s irrelevant.

1. We shall forget a great many facts that we learn at school. Therefore it is useless to learn them.

1. We'll forget a lot of facts we learn in school. So, there's no point in learning them.

2. Oil should be used instead of water in sprinkling our streets, because oil does not evaporate so quickly as water, and so does not allow the dust to rise. Moreover, as the street must be cleaned before the oil is laid, there is less dust to rise. When the oil lies on the streets, it is very sticky, and clings to everyone's shoes. In this way it is tracked into the houses and stores, making everything dirty. Therefore I think the streets should be oiled instead of being watered.[139]

2. Oil should be used instead of water for sprinkling our streets because oil doesn’t evaporate as quickly as water, which keeps the dust from rising. Plus, since the street needs to be cleaned before the oil is applied, there’s less dust to begin with. When the oil is on the streets, it’s very sticky and sticks to everyone’s shoes. This means it gets tracked into homes and stores, making everything dirty. So, I believe we should oil the streets instead of watering them.[139]

3. Half of the keys would not work on the typewriter that I used yesterday. This machine will work no better, as it is made by the same company.

3. Half of the keys didn’t work on the typewriter I used yesterday. This machine won’t work any better, since it’s made by the same company.

4. Last year September was very warm, and the winter was extreme. This year September has been very warm, and therefore the winter will be extreme.

4. Last year, September was really warm, and the winter was harsh. This year, September has been really warm, so that means the winter will be harsh.

5. My cousin never went to high school, and when he went to work he earned eight dollars a week. I have gone to high school for one year. Therefore I shall receive more than eight dollars a week when I go to work.

5. My cousin never attended high school, and when he started working, he made eight dollars a week. I've been in high school for one year. So, I will earn more than eight dollars a week when I start working.

6. When you are working, your employer will never ask you the definition of a noun. Therefore it is unnecessary to know any grammar.

6. When you're at work, your employer will never ask you the definition of a noun. So, it’s not important to know any grammar.

7. Every one should be punctual in doing his work. If he is punctual, he will be promoted and earn a larger salary. Money is a very important item in this world, but it is not everything. A person must be satisfied with his work so that he can do it cheerfully; otherwise he will not succeed. Therefore I think every one ought to be on time.

7. Everyone should be on time with their work. If they are punctual, they’ll get promoted and earn a higher salary. Money is important in this world, but it’s not everything. A person needs to be satisfied with their work in order to do it happily; otherwise, they won’t succeed. So, I believe everyone should make an effort to be on time.

8. The day is either sunny or it is not sunny. To-day is not sunny; therefore it is sunny.

8. The day is either sunny or not sunny. Today is not sunny; therefore, it is sunny.

9. It always rains when I wear new shoes. I am wearing new shoes; therefore it will rain to-day.

9. It always rains when I wear new shoes. I'm wearing new shoes, so it will rain today.


Exercise 149

Find three reasons for each of the following propositions. State them concisely, reserving the strongest for the last.

Find three reasons for each of the following statements. State them clearly, putting the strongest one last.

As above, find three reasons against each of the following.

As mentioned above, find three reasons against each of the following.

Expand one of the reasons that you advanced for one of the propositions given below. Using your statement as the opening sentence, develop it into a paragraph by explanations and illustrations.

Expand on one of the reasons you presented for one of the propositions listed below. Use your statement as the opening sentence and turn it into a paragraph by adding explanations and examples.

1. The high school should have the same session as the grades.

1. The high school should have the same schedule as the grades.

2. The high school session should begin at eight o'clock and close at one, with no recess for luncheon.

2. The high school day should start at 8 AM and finish at 1 PM, without a lunch break.

3. Final examinations shall be abolished.

3. Final exams will be eliminated.

4. Every high school should teach manual training.

4. Every high school should offer hands-on skills training.

5. Every high school should offer business courses.[140]

5. Every high school should offer business classes.[140]

6. Every high school pupil should receive a business training.

6. Every high school student should get business training.

7. Stenography (or bookkeeping) is a more important study than wood-working.

7. Stenography (or bookkeeping) is a more important subject than woodworking.

8. If a pupil fails in the first semester of a subject, he should be allowed to try the second without repeating the first.

8. If a student fails in the first semester of a subject, they should be allowed to attempt the second semester without having to repeat the first.

9. A pupil should not be expected to learn a lesson that he does not enjoy.

9. A student shouldn’t be expected to learn a lesson they don’t enjoy.

10. Moving picture shows do more harm than good.

10. Movies do more harm than good.


Exercise 150

Let three or four pupils write upon the blackboard three arguments in support of the same one of the following propositions. Then let the class choose from all the arguments given those three or four that they think are best, giving in each case reasons for their choice.

Let three or four students write on the blackboard three arguments supporting one of the following propositions. Then, let the class select the three or four arguments they think are the best, providing reasons for their choices in each case.

In the same way let them work out the negative of the same proposition.

In the same way, let them figure out the negative of the same proposition.

1. Every city should have a public park in the business district.

1. Every city should have a public park in the downtown area.

2. The large department stores should be abolished and smaller stores, selling only one kind of commodity, established.

2. The big department stores should be eliminated and smaller shops, selling just one type of product, should be set up.

3. The mail order house should be abolished.

3. The mail order house should be eliminated.

4. It is bad business policy to conduct cut-price sales.

4. It's poor business practice to hold discount sales.

5. The newspapers are the greatest educators of the time.

5. Newspapers are the greatest educators of the time.

6. Billboard advertisements destroy the beauty of a city.

6. Billboard ads ruin the beauty of a city.

7. Women should be allowed to vote.

7. Women should have the right to vote.

8. Labor unions are a benefit to the public.

8. Labor unions are a benefit to the community.

9. All government should be conducted on the civil service plan.

9. All government should operate on a civil service model.

10. Underselling a competitor ruins trade.

10. Undercutting a competitor harms business.


Exercise 151

One or two weeks in advance let the class choose three members for each side of one of the following propositions. On the day of the debate let the rest of the class act as judges to decide which side has presented the most convincing arguments in the best English.[141]

One or two weeks ahead of time, have the class select three members for each side of one of the following propositions. On the day of the debate, let the rest of the class serve as judges to determine which side has presented the most convincing arguments in the best English.[141]

1. It is better to be a farm hand than a factory employee.

1. It's better to be a farm worker than a factory worker.

2. Every girl should prepare herself to earn her own living.

2. Every girl should get ready to support herself.

3. Trusts should be regulated, not abolished.

3. Trusts should be regulated, not eliminated.

4. Strikes should be considered illegal.

4. Strikes should be seen as illegal.

5. Advertising has increased the cost of living. (See Exercise 152.)

5. Advertising has raised the cost of living. (See Exercise 152.)

6. Communism would lower the cost of living.

6. Communism would reduce the cost of living.

7. The business of a city should not be centralized.

7. A city's operations shouldn't be centralized.

8. Labor troubles are brought about because the poor ape the rich.

8. Labor issues arise because the poor try to imitate the rich.

9. Contentment is better than wealth.

9. Being happy is better than being rich.

10. Tariff increases the cost of living.

10. Tariffs raise the cost of living.


Exercise 152—Outline for a Debate

Choose two or four members of the class to develop each side of the following debate. Wherever possible, definite figures should be used.

Choose two or four class members to develop each side of the following debate. Use specific figures whenever possible.

Resolved, That Advertising has Increased the Cost of Living.

Resolved, The Advertising Has Increased the Cost of Living.

Affirmative
I. Modern advertising is global in scope.
Almost all types of products are now widely advertised.
(1) Food items; for example, breakfast foods.
(2) Clothing; e.g., men's suits.
Luxuries, like cars.
Investments, like real estate.
(b) Every possible medium is utilized.
News articles.
Magazines.
Billboards and streetcars.
(4) Brochures and booklets.
II. A huge amount of money is spent on advertising.
The use of advertising agencies is becoming more common.
One agency has reported that it employs nine men with a total salary of $227,000 per year.
[142](b) More and more companies are hiring advertising managers.
They earn big salaries.
In many cases, $10,000 a year.
(c) Advertising rates are quite expensive; for instance,
The cost for a specific magazine is $1000 per page per issue.
Metropolitan newspapers can charge as much as $500 per page for each issue.
(d) Many advertisers utilize each issue across several platforms, leading to a significantly high total cost; for example,
Cream of Wheat is promoted in nearly every issue of almost every magazine.
III. The consumer pays for the advertising.
(a) The price that the consumer pays for an item must cover the production costs and distribution expenses, leaving
fair profit margins, since
The manufacturer will stop producing if he stops making a profit.
He doesn't want to deduct the cost of advertising from his manufacturing profits.
The dealer won’t deduct the advertising cost from his own profit.
IV. Advertising raises prices.
(a) The manufacturing costs and distribution expenses have been consistently reduced, yet the prices of items have remained stable.
advanced; so
(1) The increase isn’t because of the cost of production.
(2) Nor to the cost of distribution.
(b) Competition requires more advertising.
If one company starts advertising, its competitors, wanting to protect themselves, have to do the same.
(c) Competitive advertising increases costs beyond the level where a reasonable profit is made at the old price.
For a specific type of goods, there is typically a certain level of business that increases with the population.
(2) If all the companies competing in those products increase their spending on advertising, they will have to raise prices to maintain the same profit.
profit as before.
(d) Advertised items are priced higher than the non-advertised ones.
(1) Bulk rolled oats vs. packaged rolled oats.
(2) Bulk pickles and relishes versus branded options.
(3) Bulk macaroni vs. packaged goods.
[143]

Negative
I. The current rise in advertising is a result of normal growth.
(a) More products mean more advertisements.
New products are launched on the market every day.
No product has a chance of selling until people know about it.
In today's community life, advertising is the easiest way to inform consumers about
new products.
(b) Any unexpected rise in advertising has a justifiable reason.
(1) Car advertising has grown as cars have taken the place of wagons and carriages, due to
More convenience.
Lower operating costs.
Advertising for prepared breakfast foods has risen as these foods have taken the place of cooked meals, because of
Greater convenience.
II. More advertising is being conducted at the level of previous prices.
(a) Merchants won't raise prices to make consumers cover the advertising costs because
They have to compete with companies that don't advertise and have no advertising costs.
The most advertised items are the affordable essential accessories.
Food items.
Soaps and laundry detergents.
Personal care products.
(c) Their prices have not gone up.
Quaker Oats.
Ivory Soap; Sapolio.
Mennen Talcum Powder.
III. Widespread advertising works to the advantage, not the disadvantage, of the consumer.
It creates new opportunities
[144]To compare values.
(2) To purchase for the best benefit; for instance,
In advertised sales.
It lowers production costs and selling expenses, which helps to reduce the price.
By boosting sales, it lowers the cost per item.
(x) Maximum purchasing power means the lowest cost for the manufacturer.
(2) By replacing salespeople, it cuts costs, which lowers the price; for instance,
In online shopping companies.
(3) So, the advertising expense is not significant in affecting a higher price.
IV. The most significant price increases have occurred in the essential items of life that are not advertised.
In baked goods.
(1) Smaller amounts at higher prices than before.
In meats and poultry.
An advance ranging from 25% to over 100%.
In butter and eggs.
(1) A progress similar to what’s seen in meats and poultry.

Exercise 153—Additional Subjects for Debates

1. The wages of women should be the same as those of men in the same occupation.

1. Women should earn the same wages as men for the same job.

2. The government should grant old age pensions.

2. The government should provide retirement pensions.

3. Employers should be liable for the life and health of employees.

3. Employers should be responsible for the well-being and safety of their employees.

4. The boycott is a legitimate method of obtaining employees' demands.

4. The boycott is a valid way to achieve the demands of employees.

5. National expositions do not benefit the cities in which they are held.

5. National exhibitions do not benefit the cities that host them.

6. Railroad combination lowers rates.

6. Railroad merger reduces prices.

7. Piece-work should be prohibited by law.

7. Piece work should be banned by law.

8. National party lines should be discarded in municipal elections.

8. Political party affiliations should be set aside in local elections.

9. City governments should be allowed to decide their problems without intervention of the state legislature.

9. City governments should be able to address their issues without interference from the state legislature.

10. Municipal offices should be appointive and not elective.

10. Municipal offices should be appointed rather than elected.

11. The commission form of government is best for large cities.[145]

11. The commission style of government works best for big cities.[145]

12. Immigration is the cause of municipal evils.

12. Immigration is the root of local problems.

13. A personal property tax cannot be levied with fairness.

13. A personal property tax can't be fairly applied.

14. The United States should not further extend its colonial dependencies.

14. The United States should not continue to extend its colonial dependencies.

15. The President should be elected by a direct vote of the people.

15. The President should be chosen through a direct vote by the people.

16. Ex-presidents of the United States should become life members of the Senate.

16. Former presidents of the United States should become lifetime members of the Senate.

17. The President and the Vice-President should be prohibited from taking part in political campaigns.

17. The President and the Vice President should not be allowed to participate in political campaigns.

18. The United States should subsidize a merchant marine.

18. The United States should support a merchant marine.

19. Foreign-built ships, owned by Americans, should be granted the privilege of American register.

19. Ships built in other countries that are owned by Americans should be allowed to register in America.

20. The governors of states should not have the power to pardon.

20. State governors shouldn't have the power to grant pardons.

21. A three-fourths vote of a jury should be sufficient to render a verdict in criminal cases.

21. A three-fourths vote of a jury should be enough to reach a verdict in criminal cases.

22. The coast defenses of the United States should be increased.

22. The coastal defenses of the United States should be strengthened.

23. The farmer is to blame for the high prices.

23. The farmer is at fault for the high prices.

24. The results of Arctic explorations have not justified the cost.

24. The outcomes of Arctic explorations haven't made the expense worthwhile.


CHAPTER XI

CHOOSING SUBJECTS

In Chapter X definite subjects were assigned for talks. Getting a subject for yourself sometimes seems difficult; you are likely to think that there is no topic upon which you can say more than a few sentences. Isn't it true that when you are talking to your friends you seldom are at a loss for something to say? Of course, what your companion says often suggests an idea on which you give your opinion. You speak about things that interest you, and the words come fairly easily. Why not apply the same principle to more formal composition, whether oral or written? Unless a subject interests you, do not use it. But be careful that you do not reject it as uninteresting until you have thought about it carefully, considering it from all sides. Often one subject will suggest another akin to it, but more interesting to you because you know more about it. For this reason choose very simple subjects, and become thoroughly familiar with them by thinking or reading about them, before you attempt to explain them.

In Chapter X specific topics were assigned for discussions. Finding a topic for yourself can sometimes feel challenging; you might think there’s nothing you can say more than a few sentences about. Isn't it true that when you're chatting with friends, you rarely struggle to find something to say? Of course, what your friend says often sparks an idea for you to share your thoughts on. You talk about things that you find interesting, and the words come pretty easily. So why not use the same approach for more formal writing or speaking? If a topic doesn't engage you, skip it. But be careful not to dismiss it as boring before you’ve thought it through, considering all angles. Often, one topic will lead to another that’s related but more engaging for you because you have more knowledge about it. For this reason, start with very straightforward topics and get to know them well by thinking or reading about them before you try to explain them.

Sometimes, again, you will find that the subject you have chosen is not good because it is not definite enough. You hardly know where or how to begin to explain it, because it suggests no definite ideas. Perhaps, for instance, you have decided to write on the automobile and can think of nothing to say until you remember that you once saw an automobile race about which you can tell several interesting details; or you have seen an automobile accident and can write on the topic A Runaway Electric. If[147] you can speak or write on a topic taken from your own observation, your composition will probably be good. You know the facts, you have an interest in the subject, and you will very likely say something of interest to others. Subjects taken from school life or neighborhood happenings, especially such things as you yourself have seen, are excellent. Perhaps on your way to school you noticed that several old houses are being torn down. You remember that you heard that a candy factory is to be erected. At once several suggestions for themes will come to you; as, Why the Factory is Being Erected in this Neighborhood, How Neighborhoods Change in a Large City, The Work the Wrecking Company Carries on. Perhaps your father owns property in the neighborhood, and you could write on How Real Estate Values have Changed in this Neighborhood.

Sometimes, you'll find that the topic you've chosen isn't great because it's not specific enough. You barely know where or how to start explaining it because it doesn't bring to mind any clear ideas. For example, maybe you decided to write about cars but can't think of anything to say until you remember a car race you once saw and can share some interesting details about it; or you witnessed a car accident and can write about the topic A Runaway Electric. If[147] you can discuss or write about a topic based on your own observations, your writing will likely be good. You know the facts, you're interested in the subject, and you will probably say something that others will find interesting. Topics from school life or local events, especially things you have seen yourself, are excellent choices. Maybe on your way to school, you noticed that several old houses are being torn down. You remember hearing that a candy factory is going to be built. Immediately, several ideas for themes will come to mind, such as Why the Factory is Being Built in this Neighborhood, How Neighborhoods Change in a Big City, or The Work the Wrecking Company is Doing. Perhaps your dad owns property in the area, and you could write about How Real Estate Values have Changed in this Neighborhood.

Next to your own experience, the best source from which to draw subjects is your reading. This may be divided into (1) books, (2) magazines and newspapers. Recall one of the books that you read in the grammar grades, perhaps The Courtship of Miles Standish. Drawing your material from this source, you can write A Picture of Early Plymouth Days, or a sketch of Miles Standish's character, using the title Practice What You Preach. But to try to tell the whole story to any one in two or three minutes would result in failure, for it would be a subject entirely too big to treat in so short a time. All the interesting details would have to be omitted, and, if the details are omitted, the story loses its vitality.

Next to your own experience, the best source for topics is your reading. This can be divided into (1) books, and (2) magazines and newspapers. Think back to one of the books you read in elementary school, maybe The Courtship of Miles Standish. Using this as a source, you could write A Picture of Early Plymouth Days, or a character sketch of Miles Standish, titled Practice What You Preach. But trying to explain the whole story to someone in two or three minutes would lead to failure, as it’s simply too big of a topic to cover in such a short time. All the interesting details would have to be left out, and if the details are missing, the story loses its life.

It is the newspaper or the magazine, however, that offers us the most available source of subjects. Practically all that we know of the modern world and of the wonderful progress being made in invention and discovery, as well as of the accidents and disasters that take place, we have learned first from the newspaper and have verified later by the articles in magazines. Every issue of a newspaper or[148] of a magazine contains suggestions for many subjects. Such magazines as The World's Work, System, The Outlook, The Technical World, and other magazines that deal with technical subjects in a popular way are excellent for this work.

It's the newspaper or magazine that gives us the best source of topics. Almost everything we know about the modern world and the amazing advancements in invention and discovery, along with the accidents and disasters that occur, we first learned from newspapers and later confirmed through magazine articles. Each issue of a newspaper or [148] magazine presents ideas for many subjects. Magazines like The World's Work, System, The Outlook, The Technical World, and other publications that cover technical subjects in an accessible way are great for this purpose.

A third important source of subjects is the studies that you are now pursuing. Every new study affords a new point of view, which should suggest many topics for oral and written themes. Sometimes a good subject is the comparison of two of your studies by which you try to show, perhaps, how the one depends on the other.

A third important source of topics is the studies you're currently engaged in. Every new study offers a different perspective, which should inspire many ideas for both spoken and written assignments. Sometimes a great topic is the comparison of two of your studies, where you can explore how one is connected to the other.

The subject, of course, is but the beginning of the composition. Developing the subject is fully as important as having a subject to develop. The ability to develop a subject clearly is very important in the business world. A business man sells his goods either by talking or by writing; by the salesman or by the letter and the advertisement. Unless the salesman talks in a convincing way, he probably will sell few goods. He must know not only what to say, but how to say it.

The topic, of course, is just the start of the piece. Expanding on the topic is just as important as having a topic to expand on. Being able to clearly develop a topic is crucial in the business world. A businessman sells his products either through conversation or writing; whether through the salesperson or through letters and advertisements. If the salesperson doesn’t communicate convincingly, they’re likely to sell very little. They need to know not just what to say, but also how to say it.


Exercise 154—The Subject as a Whole

First, you must see your subject in its entirety, as one thing. Ask yourself, "Just what does my title mean?" and if you have not as yet selected a title, study your subject from all sides until you can see how to narrow it to certain definite dimensions. Now you have set a sort of fence around your subject. Nothing outside must enter, but nothing inside must escape. The length of the composition you are to write usually helps you decide on the limits of your subject. If you are writing a book on Africa, you might include all that the title suggests to you of exploration, colonization, civilization, and Christianization. But if you are writing a very short theme—not over three pages—it is evident that the subject must be narrowed. Would The Transvaal be good? The Jungles of Africa?[149] Roosevelt in Africa? African Mission Stations? When I think of Africa I think of Stanley?

First, you need to view your topic as a whole, as one unit. Ask yourself, "What does my title really mean?" If you haven't chosen a title yet, examine your topic from every angle until you can figure out how to refine it to specific parameters. Now you've created a sort of boundary around your topic. Nothing from outside should come in, and nothing inside should be overlooked. The length of the piece you're writing usually helps you determine the scope of your topic. If you're writing a book about Africa, you might cover everything your title suggests regarding exploration, colonization, civilization, and Christianization. However, if you're writing a short essay—not more than three pages—it's clear that the subject needs to be more focused. Would The Transvaal be a good choice? The Jungles of Africa?[149] Roosevelt in Africa? African Mission Stations? When I think of Africa, I think of Stanley?


Which of the following subjects would be good for short compositions, either oral or written? The oral theme should occupy two or three minutes, the written perhaps three pages. What is the objection to a one word subject?

Which of the following topics would be suitable for short compositions, either spoken or written? The spoken piece should last two or three minutes, while the written one should be around three pages. What’s the issue with a one-word topic?

1. Manufacturing.11. The dead letter office.
2. Household uses of electricity.12. The clearing house.
3. The Constitution of the United States.             13. Business.
4. Why we celebrate the Fourth of July.14. Honesty in business.
5. The destruction of our forests.15. Physicians should advertise.
6. Europe.16. Paper.
7. The westernizing of China.17. How an electric bell works.
8. How railroads build cities.18. Electrifying the railroads.
9. The fire drill at school.19. How to make candy.
10. Education.20. Vocational education in Germany.

Exercise 155—The Divisions of the Subject

After you have selected your subject, decide into what divisions it naturally falls. If it is of the proper length, it probably will divide itself into two or three divisions. Each of these will constitute one-half or one-third of your composition, and within each division illustrations, reasons, and explanatory details will appear. Arrange the divisions in the order in which they naturally come, according to their relative time of happening or according to their relative importance, reserving the most important for the last.

After you’ve picked your topic, figure out the natural divisions it falls into. If it’s the right length, it will likely break down into two or three parts. Each of these will make up half or a third of your piece, and within each part, you’ll include illustrations, reasons, and explanations. Organize the divisions in the order they naturally occur, based on when they happen or how important they are, saving the most important for last.

Sometimes this sort of division is difficult to make, because a subject can frequently be treated from different points of view, the point of view deciding the divisions. Sometimes you will find that you have made a number of small divisions, in each of which you can say only one or two sentences. This will at once suggest that you have not found the main parts of the subject, but have made unimportant divisions.[150] Again, it may seem that you cannot divide your subject into satisfactory parts. In that case, you probably do not know enough about it. Think about it again, and, if you find that you really cannot divide it, choose another.

Sometimes it's hard to make this kind of division because a subject can often be viewed from different angles, and those angles determine the divisions. You might find that you've created several small divisions, each requiring only one or two sentences to explain. This suggests that you haven't identified the main components of the subject and have instead made trivial divisions.[150] On the other hand, it might feel like you can't split your subject into clear parts. If that's the case, you probably don't know enough about it. Reflect on it again, and if you genuinely can't divide it, pick a different topic.


Choose one of the following subjects. Is the title definite and clear? If it is not, change it so that it will be. For example, Photography (5) is not a definite title. No one could attempt to explain the entire subject of photography in a few minutes. A better title for a theme would be one of the following: How to Develop a Negative; How to Intensify [or reduce] a Negative; Our Camera Club; The Photography Exhibit at the Art Museum; Kinematography; Flash Light Pictures without Smoke or Odor; The Conditions Necessary for a Good Snap Shot Picture; The Advantages of Using a Developing Machine; How My Camera Helped Pay for My Vacation. Can you suggest still others?

Choose one of the following topics. Is the title clear and specific? If it’s not, change it to make it so. For instance, Photography (5) isn’t a specific title. No one could cover the entire topic of photography in just a few minutes. A better title for a theme could be one of these: How to Develop a Negative; How to Intensify [or reduce] a Negative; Our Camera Club; The Photography Exhibit at the Art Museum; Kinematography; Flashlight Pictures without Smoke or Odor; The Conditions Necessary for a Good Snapshot; The Benefits of Using a Developing Machine; How My Camera Helped Pay for My Vacation. Can you think of any others?

After having selected your title, decide into what divisions the subject naturally falls. For example, let us take (2) below. A Ball Game is not a definite title. Instead, let us choose Last Saturday's Football Game. As stated above, a subject may be treated from different points of view, the point of view deciding the divisions. Thus, in treating Last Saturday's Football Game, we may divide:

After choosing your title, figure out what categories the subject naturally fits into. For instance, let’s take (2) below. A Ball Game isn’t a specific title. Instead, let’s go with Last Saturday's Football Game. As mentioned earlier, a subject can be approached from various perspectives, with the perspective determining the categories. So, when discussing Last Saturday's Football Game, we might divide:

a
Last Saturday's Football Match
I. The first quarter.
II. The second quarter.
III. The third quarter.
IV. The fourth quarter.
b
Last Saturday's football match
I. The excitement for a week before the game.
II. The tension during the struggle.
III. The celebration after the game.[151]
c
The Two Key Plays in Saturday's Game
I. The long forward pass.
II. The end run to the five-yard line.

Still other divisions may be made if we consider the subject from the point of view of the teams or the players themselves. Can you suggest any such divisions?

Still, more divisions can be made when we look at the topic from the perspective of the teams or the players themselves. Can you think of any such divisions?

In the same way choose one of the subjects given below. Change it, if necessary. Then write out the topic of each division in as few words as possible.

In the same way, choose one of the topics listed below. Modify it if needed. Then, summarize the main idea of each section in as few words as possible.

A crucial electronic device.
A sports game.
3. Having dinner.
The airplane.
Photography.
6. How trends change.
7. The back-to-the-farm trend.
8. Why oriental rugs are costly.
9. Wireless communication.
10. The business course in this school.

Exercise 156—The Outline

If your theme consists of more than one division, before you begin to speak or write you should prepare a definite working plan or outline. It should include enough to suggest the first sentence of each division and the more important details within each. The outline will help you in speaking or writing to arrange the topics so that they will follow one another clearly. If you have an outline, there will be much less danger of including details which do not belong to the subject and of omitting details which should appear.

If your theme has multiple sections, before you start speaking or writing, you should create a clear working plan or outline. It should include enough to give a hint for the opening sentence of each section and the key details within each. The outline will assist you in organizing the topics in a way that flows logically. With an outline, there's a much lower risk of including irrelevant details or leaving out important information.

In the following very simple outlines notice the use of indentation:[152]

In the following very simple outlines, notice how indentation is used:[152]

1
The Challenge of Keeping Our Cities Clean
Street cleaning.
In the summer.
The cost of sprinkling.
In winter.
(1) The price of snow removal.
Cleaning alleys.
Garbage disposal.
III. The smoke nuisance.
Smoke users.
Smoke inspection.

2
Public Gyms
I. Definition of a public gym.
Location.
Equipment.
Management.
II. Public Benefits.
(a) Keeps kids off the streets.
Crowded neighborhoods.
(b) Develops them physically.
Gives them pleasure.
Outdoor and indoor games.
(2) Swimming at beaches linked to gyms.

One more suggestion is in place here. In writing an outline, be careful that you express similar subdivisions of a topic by similar grammatical elements. For example, in the first outline above, (a) under I is a phrase; (b) under I should be a similar phrase. It would be incorrectly worded Winter or What the winter problem is. What is the advantage of such similarity?

One more suggestion is worth mentioning. When creating an outline, make sure to express similar subdivisions of a topic using similar grammatical structures. For instance, in the first outline above, (a) under I is a phrase; (b) under I should also be a similar phrase. It would be incorrect to word it as Winter or What the winter problem is. What’s the benefit of this kind of similarity?


Using the divisions you made for one of the subjects under Exercise 155, develop an outline for a theme.[153]

Using the divisions you created for one of the subjects under Exercise 155, create an outline for a theme.[153]


Exercise 157

Choose one of the following subjects; restrict it or expand it, if necessary; select a proper title; write an outline; and then write or deliver your composition, following your outline closely. Notice that the shorter your title the more it includes, and therefore the longer your composition must be to deal adequately with the subject.

Choose one of the following topics; narrow it down or broaden it, if needed; pick an appropriate title; create an outline; and then write or present your piece, sticking closely to your outline. Keep in mind that the shorter your title, the more it covers, meaning your composition will need to be longer to thoroughly address the topic.

1. Giving talks before a class develops self-reliance.

1. Giving presentations in front of a class builds confidence.

2. Most inventors would not have succeeded without perseverance.

2. Most inventors wouldn't have succeeded without persistence.

3. The more training a man has, the better chance he has to succeed.

3. The more training a person has, the better their chances of succeeding.

4. Most rich men learned to save early.

4. Most wealthy men learned to save money early on.

5. The value of courtesy in a retail business.

5. The importance of courtesy in a retail business.

6. The dangers of football.

The risks of football.

7. The various methods of heating a house.

7. The different ways to heat a house.

8. The sporting page often sells the newspaper.

8. The sports section often boosts newspaper sales.

9. Educational features of the modern newspaper.

9. Educational aspects of today's newspaper.

10. Our national game.

Our national sport.

11. Baseball is a better game than football.

11. Baseball is a better game than football.

12. The use of machinery has lowered the cost of manufactured articles.

12. The use of machines has reduced the cost of manufactured goods.

13. How to prevent taking colds.

13. How to avoid catching colds.

14. Athletic contests develop courage.

14. Sports competitions build courage.

15. Qualities essential to good salesmanship.

15. Key qualities for effective salesmanship.

16. Our debate with ——.

16. Our debate with __A_TAG_PLACEHOLDER_0__.

17. The qualities of a good street car advertisement.

17. The characteristics of an effective streetcar ad.

18. A good cartoon.

A great cartoon.

19. Learning to swim.

Learning to swim.

20. The trials of washing day.

20. The challenges of laundry day.

21. Birds as money savers.

21. Birds as money savers.

22. Birds as destroyers.

22. Birds as pests.

23. Open air as a cure for tuberculosis.

23. Fresh air as a treatment for tuberculosis.

24. Making a raft.

Building a raft.

25. Every one should open a savings account.

25. Everyone should open a savings account.

26. Laziness.

Laziness.

27. Tennis is better than baseball.

27. Tennis is better than baseball.

28. Our respiratory system.

28. Our lungs and breathing system.

29. The bad effects of ridicule.

29. The negative impacts of ridicule.

30. The good effects of ridicule.

30. The positive effects of mockery.


Exercise 158

Recall one of the books that you have read recently. Name two subjects that it suggests to you and that you can talk about. Write a careful outline for each of them, and be prepared to speak on one.

Recall one of the books you've read recently. Name two topics that it brings to mind and that you can discuss. Write a detailed outline for each of them, and be ready to talk about one.


Exercise 159

Name a subject taken from one of your studies, history for example. Let it be definite enough so that you can tell all the details that you know about it in a speech lasting two or three minutes. Use examples and illustrations to make the subject interesting and clear. Prepare an outline.

Name a topic from one of your studies, like history for instance. Choose something specific enough that you can share all the details you know about it in a speech that lasts two to three minutes. Use examples and illustrations to make the topic engaging and clear. Create an outline.


Exercise 160

Reproduce an article that you have read in a current magazine. Be careful that you make the material your own before attempting to retell it. Do not under any circumstances try to memorize the article. Understand fully what it says, make an outline of the facts that you wish to reproduce, and then give them as if they were your own ideas. At the beginning of your speech tell the name and date of the magazine from which you are taking the facts.

Reproduce an article that you have read in a recent magazine. Make sure to make the material your own before trying to retell it. Don't, under any circumstances, try to memorize the article. Fully understand what it says, create an outline of the facts you want to include, and then present them as if they were your own ideas. At the start of your speech, mention the name and date of the magazine where you found the information.


Exercise 161

As has been said, most of us get our ideas of what is taking place in the world from the articles that we read in current newspapers and magazines. We cannot always form our opinion from what one newspaper on one day says of a particular event. We must read what it says on successive days and, if possible, consult other newspapers on the same subject, for it is well known that not all newspapers are non-partisan. If one in the city is known to be so, that is the paper to read for the material for this exercise. Then, if we can read what one of the magazines says on the same[155] subject, our knowledge will probably be more definite and more nearly true.

As mentioned, most of us get our understanding of what’s happening in the world from articles in current newspapers and magazines. We can’t always form our opinions based on what one newspaper says on a particular day about an event. We need to look at what it says over several days and, if possible, check out other newspapers covering the same topic, since it’s well known that not all newspapers are unbiased. If there’s one in the city that is known to be impartial, that’s the one to read for this exercise. Then, if we can also see what one of the magazines says on the same[155] topic, our understanding will likely be clearer and closer to the truth.

Let the class be divided into different sections, representing different kinds of news; for example, national, local, foreign, and business news. Under national news, you can perhaps find articles on national politics, legislative measures being discussed at Washington, rumors of war, immigration; under local news, anything pertaining to the city or the state in which you live; under foreign news, anything of interest to any of the other countries of the world; under business news, the prices of food products, strikes, panics, and their effect on business conditions. These are but suggestions. Such topics change so rapidly that nothing more definite can here be given.

Let the class be split into different sections, each covering different types of news: for instance, national, local, foreign, and business news. Under national news, you might find articles on politics, legislation being discussed in Washington, rumors of war, and immigration. Under local news, anything related to your city or state. Under foreign news, anything of interest regarding other countries around the world. Under business news, you would have information on food prices, strikes, economic turmoil, and their impacts on business conditions. These are just suggestions. Topics change so quickly that nothing more specific can be provided.

When you have been assigned to one of these divisions, prepare a talk on a topic that you understand thoroughly. Begin your talk with a clear statement of your subject, as explained in Exercise 140; amplify it by details or illustrations; and end with a sentence of conclusion, forecasting the future of your topic or restating what you have proved.

When you’ve been assigned to one of these divisions, prepare a presentation on a topic you know well. Start your presentation with a clear statement of your subject, as explained in Exercise 140; expand on it with details or examples; and finish with a concluding sentence that looks ahead to the future of your topic or summarizes what you’ve proved.


Exercise 162

For a week follow the same current event as recorded in the newspaper, taking notes as you read. Then choose from all your material only those facts that belong strictly to one topic. Write an outline, setting forth the facts in logical order. Deliver the speech, following your outline closely.

For a week, follow the same news story reported in the newspaper, taking notes as you read. Then select from all your notes only the facts that relate specifically to one topic. Create an outline, organizing the facts in logical order. Give the speech, closely following your outline.


Exercise 163

Let the class choose four or six members one week in advance, who are to prepare a debate on a topic of current interest. Let the other members of the class act as judges or volunteer on either side, as the instructor may see fit. Such debates should occur as often as possible.[156]

Let the class pick four or six members a week ahead of time to prepare a debate on a topic that’s currently relevant. The other class members can either serve as judges or volunteer for either side, depending on what the instructor decides. These debates should happen as often as possible.[156]


Exercise 164

About once a month devote a day to the production of a class paper. Let the class choose a name. During the first year let the items be developed into paragraphs. Longer compositions should be reserved for the second year.

About once a month, set aside a day for creating a class paper. Allow the class to choose a title. In the first year, let the topics be expanded into paragraphs. Longer pieces should be saved for the second year.

Article Ideas for the Paper
1. A column of interesting business items clipped from leading papers.
2. An important news item that would make a good "story."
3. Original editorials on one or more of the following:
a. Needs or improvements in the city, school, or home.
Recent city news.
c. Business updates.
State news.
e. National news.
Foreign news.
4. Personal experiences, amusing incidents, or anecdotes, preferably of the business world.
5. For sale advertisements, or "want ads" that the class would understand.

Exercise 165

Criticise the following outlines. Each topic is supposed to represent a division in thought.

Critique the following outlines. Each topic is meant to represent a distinct line of thinking.

1
The Wheat Harvest
1. A group of reapers.
2. Their costumes.
3. The field.
4. Starting the harvest.
5. Carting the sheaves to the barn.
6. The stacks.
7. The field after the harvest.

2[157]
The Tongue
1. What it is.
2. It is a good thing.
3. It instructs.
4. Evils done by the tongue.
5. Especially slander.
6. Conclusion.

3
The News Strike
1. The cause.
Strikers want better pay.
(b) The poverty of the families of the strikers.
(c) Police need to protect newsboys from strikers.
2. Disadvantages.
Newspapers are losing readership.
Newsboys support the strikers.
3. Riots.
Newsboys are injured and newspapers are set on fire.
(b) Police can’t monitor every area of the city.
4. Conclusion.

CHAPTER XII

PUNCTUATION

When we speak, we make our meaning clear by the expression that we put into our words and sentences. Some sentences we say all in one breath and with not much change in emphasis from one word to the next. We may be pretty sure that such a sentence is short and simple, with all its elements arranged in their natural order. In this respect compare the sentences given below.

When we talk, we clarify our meaning through the way we express our words and sentences. Some sentences we deliver all at once, without much variation in emphasis from one word to the next. We can be fairly confident that such a sentence is short and straightforward, with all its parts in their usual order. In this regard, compare the sentences given below.

Notice that the following sentence is spoken as one word group:

Notice that the following sentence is spoken as one word group:

Steam and electricity are making one commercial community of all nations.

Steam and electricity are creating a global commercial community among all nations.

A part that is subordinate in idea is subordinate in tone; as,

A part that is lesser in concept is also lesser in tone; as,

Steam and electricity, which are the greatest of all discoveries, are making one commercial community of all nations.

Steam and electricity, which are the greatest of all discoveries, are bringing together all nations into one commercial community.

In the usual order of the sentence the subject comes first. Sometimes for emphasis a participial phrase or an adverbial clause precedes the subject. Such inversion is always indicated; as,

In the usual sentence structure, the subject comes first. Sometimes, for emphasis, a participial phrase or an adverbial clause comes before the subject. This kind of inversion is always indicated; for example,

If the grape crop is large, the price of grapes is low.

If the grape harvest is plentiful, the price of grapes is low.

Sometimes a word or phrase is thrust into the sentence to give clearness or force; as,

Sometimes a word or phrase is inserted into the sentence to provide clarity or emphasis; for example,

If, on the other hand, the season is poor, the price of grapes is high.

If, on the other hand, the season is bad, the price of grapes is high.

What, then, determines the price of grapes?

What, then, decides the price of grapes?

We cannot become good speakers until we learn to subordinate in tone those groups of words that are subordinate in idea, and to bring out clearly those groups which, for one reason or another, are emphatic. The same thing is true in music. We cannot become good musicians until we learn phrasing; that is, until we learn to group the notes to form distinct musical ideas. But when we write our thoughts, we cannot indicate the tone in which the words are spoken. We must show in some other way which groups of words belong together, which are important, and which are subordinate in idea. For this purpose punctuation marks have been invented. When we write, we unconsciously speak the thoughts to ourselves; we hear the divisions between the parts of ideas; and, if we understand punctuation, we indicate the divisions.

We can't become good speakers until we learn to emphasize the groups of words that are less important and clearly highlight those that are more significant. The same principle applies to music. We can’t become good musicians until we understand phrasing; that is, until we learn to group notes to create distinct musical ideas. However, when we write our thoughts, we can’t convey the tone in which the words are meant to be spoken. We need to find other ways to show which groups of words are related, which are important, and which are less significant. That's why punctuation marks were invented. When we write, we automatically vocalize our thoughts; we perceive the pauses between different parts of the ideas, and if we understand punctuation, we can mark those divisions.

Questions

1. Why in writing and printing do we separate one word from the next? In ancient writing this was not done.

1. Why do we separate one word from another in writing and printing? In ancient writing, this wasn't done.

2. Why do we separate one sentence from the next?

2. Why do we put a space between one sentence and the next?

3. We use punctuation marks for the same reason. Explain.

3. We use punctuation marks for the same reason. Explain.

4. The word to keep in mind in punctuation is separate. If two words belong together in idea, the two making one idea, allow them to stand unseparated. If they give two ideas, separate them by a mark of punctuation. What is the difference in thought in the two sentences that follow?

4. The word to remember in punctuation is separate. If two words go together in meaning, forming one idea, let them stay connected. If they represent two ideas, separate them with a punctuation mark. What is the difference in meaning between the two sentences that follow?

(a) She is a pretty, energetic girl.
(b) She is a pretty energetic girl.

Exercise 166—The Apostrophe (')

The apostrophe (') is used—

The apostrophe (') is used—

1. To show the possessive case of nouns (See Exercise 82); as,

1. To indicate the possessive form of nouns (See Exercise 82); as,

The boy's writing is excellent.

The boy's writing is outstanding.

2. To indicate the omission of one or more letters; as,

2. To show that one or more letters are missing; for example,

I'll attend to the matter.

I’ll handle the matter.

3. To show the plural of letters, figures, and words that usually have no plural; as,

3. To indicate the plural of letters, numbers, and words that typically don’t have a plural; for example,

Your 3's are too much like your 5's, your a's like your u's.

Your 3's look too much like your 5's, your a's look like your u's.

Don't use so many and's.

Don't use so many ands.

Write sentences in each of which you use one of the following words correctly:

Write sentences using each of the following words correctly:

you're               we're             who'sthey're
yourwerewhosethere
it'she'sdon'ttheir
itshisdoesn't             

Explain why the apostrophe is used in the following:

Explain why the apostrophe is used in the following:

1. I've received no reply.

I haven't received a reply.

2. This month's sales exceed last month's by one thousand dollars.

2. This month's sales are one thousand dollars more than last month's.

3. Politics doesn't affect the matter very much.

3. Politics doesn't really impact the issue much.

4. The mistake was caused by his making his 7's like his 9's.

4. The mistake happened because he wrote his 7's like his 9's.

5. Have you received the treasurer's report? No, I haven't.

5. Have you gotten the treasurer's report? No, I haven't.

Point out the mistakes in the following:

Point out the mistakes in the following:

1. For sale, A ladies fur coat.

1. For sale: A women's fur coat.

2. The boy's have gone skating.

The guys have gone skating.

3. We wo'nt worry over the political situation.

3. We won't worry about the political situation.

4. Lets decide now where were to spend our vacation.

4. Let's decide now where we're going to spend our vacation.

5. Dot your is and not your us.

5. Make sure to cross your t's and dot your i's.

6. Is this book your's or her's?

6. Is this book yours or hers?


Exercise 167—Capitals

Capitals are used for—

Capitals are used for—

1. The first word of every sentence.

1. The first word of every sentence.

2. The first word of every line of poetry.

2. The first word of each line of poetry.

3. The first word of a quotation (See Exercise 169).

3. The first word of a quote (See Exercise 169).

4. The first word of a formal statement or resolution; as,

4. The first word of a formal statement or resolution; for example,

Resolved, That women shall be given the right to vote.

Resolved, That women will be granted the right to vote.

5. The first word of every group of words paragraphed separately in an itemized list, as in an order for merchandise.

5. The first word of each separate paragraph in a list, like when ordering merchandise.

6. The pronoun I and the interjection O (not oh).

The pronoun I and the interjection O (not oh).

7. The words Bible and Scripture, the books of the Bible, all names applied to the Deity, and all personal pronouns referring to Him.

7. The terms Bible and Scripture, the books of the Bible, all names used for God, and all personal pronouns that refer to Him.

8. All proper nouns, proper adjectives, and words that are considered proper nouns; as,

8. All proper nouns, proper adjectives, and words that are considered proper nouns; for example,

a. Names of the days of the week, holidays, and months of the year, but not names of the seasons.

a. Names of the days of the week, holidays, and months of the year, but not names of the seasons.

b. North, South, etc., when they refer to sections of the country, but not when they refer to a direction or a point of the compass.

b. North, South, etc., when they talk about areas of the country, but not when they indicate a direction or a point on the compass.

c. Official titles or titles of honor when they are used in connection with names, but not when they are used without names; as,

c. Official titles or titles of honor are used when paired with names, but not when used alone; for example,

Vice-President Roosevelt, ex-President Roosevelt.
Nominations are now in order for vice-president.

d. Names of political parties.

d. Political party names.

e. Names of religious sects.

e. Names of religions.

f. Names of important events or documents; as,

f. Names of significant events or documents; for example,

The Revolution, The Declaration of Independence.

g. The salutation in a letter; as,

g. The greeting in a letter; for example,

Dear Sir, Gentlemen.

h. Words indicating relationship, when they are used in connection with a proper name, or when used alone as a name, but not when used with a possessive pronoun; as,

h. Terms that indicate a relationship, when used with a proper name or when they stand alone as a name, but not when they are used with a possessive pronoun; for example,

We expect Aunt Ellen at four o'clock.
I expect my mother at four o'clock.

9. The important words in the title of a book, play, or composition. Prepositions, articles, and conjunctions are not capitalized; as,

9. The important words in the title of a book, play, or composition are capitalized. Prepositions, articles, and conjunctions are not capitalized; for example,

The Call of the Wild.

10. Such words as Paragraph, Article, or Section, when accompanied with a number; as,

10. Words like Paragraph, Article, or Section, when followed by a number; for example,

Paragraph 26, Article 3.

11. See Exercise 75.

11. Check __A_TAG_PLACEHOLDER_0__.


Exercise 168

The period (.) is used—

The period (.) is used—

1. To indicate the end of a declarative sentence; as,

1. To show the end of a statement; for example,

The business is prosperous.

2. To indicate an abbreviation; as,

2. To show an abbreviation; for example,

The firm of Clark Bros. has opened a new office at 144 Pleasant St., Erie, Pa.

The interrogation mark (?) is used—

The question mark (?) is used—

To indicate the end of a sentence that asks a question; as,

To show the end of a sentence that asks a question; for example,

When did you order the goods?

The exclamation mark (!) is used—

The exclamation mark (!) is used—

To indicate the end of a sentence or other expression that shows strong feeling; as,

To indicate the end of a sentence or any expression that conveys strong emotion; for example,

Such demands are inhuman!

Frequently, all that shows exactly how the writer wished his thought to be understood is the punctuation. The same words may express different ideas according to the mark of punctuation that follows them. Read the following to show the meaning that the writer wished to convey by each. Explain the circumstances under which each might have been spoken.[163]

Frequently, the punctuation is all that indicates how the writer wanted their thoughts to be understood. The same words can express different ideas depending on the punctuation mark that follows them. Read the following to illustrate the meaning the writer intended to convey with each. Explain the situations in which each might have been said.[163]

1. The cost is too high.
2. The cost is way too high!
3. Is the price too high?
4. The harvest won't be good. There won't be any corn.
5. Corn! There won’t be any corn!
6. You didn't say that to him.
7. You didn’t tell him that!
8. You didn't tell him that?
You’re having a good time.
10. You are enjoying yourself?
11. You are enjoying yourself!

Exercise 169—Quotation Marks (" ")

1. When a speaker's words are quoted exactly, they should be enclosed in quotation marks. This is called a direct quotation.

1. When a speaker's words are quoted exactly, they should be put in quotation marks. This is called a direct quotation.

He said, "The business is growing."

Notice that the word said is followed by a comma, and that the quotation begins with a capital letter.

Notice that the word said is followed by a comma, and that the quotation begins with a capital letter.

2. If the quotation itself is a question, although it forms part of a declarative sentence, it requires an interrogation mark before the quotation mark; as,

2. If the quote itself is a question, even though it’s part of a statement, it needs a question mark before the quotation mark; as,

Have you been waiting long?
She opened the door and said, "Have you been waiting long?"

3. The same applies to a quotation that requires an exclamation mark; as,

3. The same goes for a quote that needs an exclamation mark; as,

Look!
He cried, "Look!"

4. When the words of explanation follow the quoted words, the punctuation is as follows:

4. When the explanation comes after the quoted words, the punctuation is as follows:

(a) When the quotation is a declarative sentence, put a comma after the quotation and begin the words of explanation with a small letter; as,

(a) When the quote is a complete sentence, place a comma after the quote and start the explanation with a lowercase letter; for example,

"The business is growing," he said.

(b) When the quotation is a question, conclude it with an interrogation mark, and begin the words of explanation with a small letter; as,

(b) When the quote is a question, end it with a question mark, and start the explanation with a lowercase letter; as,

"Have you been waiting long?" she asked.

(c) When the quotation is an exclamation, conclude it with an exclamation mark, and begin the words of explanation with a small letter; as,

(c) When the quote is an exclamation, end it with an exclamation mark, and start the words of explanation with a lowercase letter; as,

"Look!" he cried.

5. When the author's words of explanation interrupt the speaker's words, the punctuation is as follows:

5. When the author's explanatory words interrupt the speaker's words, the punctuation is as follows:

(a) When the interrupted parts are not naturally separated by any punctuation mark, the comma is used as follows:

(a) When the interrupted parts aren't naturally separated by any punctuation mark, a comma is used like this:

I do not believe that the report is true.
"I do not believe," he said, "that the report is true."
Notice in what way the quotation marks show that the words he said do not belong to the quoted words.

(b) Whatever mark of punctuation would naturally appear between the interrupted parts must be used; as,

(b) Whatever punctuation mark would normally appear between the interrupted sections must be used; such as,

(1) I shall buy the Boston ferns; they seem to require but little care.

(1) I’m going to buy the Boston ferns; they don’t seem to need much care.

"I shall buy the Boston ferns," she said; "they seem to require but little care."

"I'll get the Boston ferns," she said; "they don't require much maintenance."

(2) Oh! The flames are higher!

(2) Oh! The flames are taller!

"Oh!" she cried. "The flames are higher!"

"Oh!" she said. "The flames are getting larger!"

4. Division into sentences is made within a quotation just as elsewhere. When the thought ends, the sentence must end. The different sentences, however, must not be divided by quotation marks; as,

4. Division into sentences happens within a quotation just like anywhere else. When the thought ends, the sentence must end. However, the different sentences must not be separated by quotation marks; for example,

"The train came in," said he, "half an hour ago. I do not see them in the waiting room. I think they did not come."

"The train arrived," he said, "half an hour ago. I don't see them in the waiting room. I think they didn't show up."

5. When a quotation is very long, consisting of several paragraphs, quotation marks should be placed at the beginning of the quotation, at the beginning of each succeeding[165] paragraph, and at the end of the quotation—not at the end of each paragraph.

5. When a quote is really long and includes multiple paragraphs, you should put quotation marks at the start of the quote, at the beginning of each following[165] paragraph, and at the end of the quote—not at the end of each paragraph.

6. When a quotation occurs within a quotation, the one within is distinguished by single marks; as,

6. When a quote appears within another quote, the inner one is marked with single quotation marks; for example,

John explained, "After I had told Mr. Brown how I thought the work could be done more easily, he said, 'Thank you for your suggestion.'"

John explained, "After I told Mr. Brown how I thought the work could be done more easily, he said, 'Thank you for your suggestion.'"

7. Any words quoted from a book or article, or any words quoted with a special significance, such as slang, should be enclosed in quotation marks; as,

7. Any words taken from a book or article, or any words used with a specific meaning, like slang, should be enclosed in quotation marks; as,

The day of the salesman who is satisfied with the "good old way" is fast passing.

The era of the salesman who is content with the "good old way" is quickly coming to an end.

8. A formal question, statement, or resolution for a debate is not enclosed in quotation marks; as,

8. A formal question, statement, or resolution for a debate is not put in quotation marks; for example,

The question we are to discuss is, Shall women vote?

The question we are going to talk about is, Should women be allowed to vote?


Exercise 170

Punctuate the following, dividing into sentences wherever the sense demands division:

Punctuate the following, breaking it into sentences wherever the meaning requires a break:

1. Thank you for your suggestion said Mr. Brown

1. "Thank you for your suggestion," said Mr. Brown.

2. Mr. Brown said thank you for your suggestion

2. Mr. Brown said thanks for your suggestion.

3. Thank you said Mr. Brown for your suggestion

3. Thank you, said Mr. Brown, for your suggestion.

4. If you will ask the shipping clerk I volunteered I think you can get definite information

4. If you ask the shipping clerk I volunteered, I think you can get clear information.

5. How can we enforce the law asked the man

5. How can we enforce the law? asked the man.

6. The law cried the man how can we enforce the law

6. The law, the man exclaimed, how can we enforce it?

7. Tell me said the man how we can enforce the law

7. Tell me, said the man, how we can enforce the law.

8. Tell me this said the man how can we enforce the law

8. Tell me this, the man said: how can we enforce the law?

9. The question before us is how can we enforce the law

9. The question we have to consider is how we can enforce the law

10. John whispered did you hear his mother say yes you may go

10. John whispered, "Did you hear his mother say, 'Yes, you may go?'"

11. As I was walking along the river he continued I heard a voice cry help

11. As I was walking along the river, I heard a voice call out for help.

12. Halt shouted the captain the bridge is down

12. "Stop!" the captain shouted. "The bridge is down!"

13. The captain shouted halt the bridge is down

13. The captain shouted, "Stop! The bridge is down!"

14. We cannot cross said the captain the bridge is down[166]

14. We can't cross, said the captain, the bridge is down[166]

15. The bridge is down said the captain and I fear there is no other way to cross

15. The bridge is down, said the captain, and I’m afraid there’s no other way to get across.

16. Is the bridge down asked the captain does no one know another way to cross

16. "Is the bridge down?" asked the captain. "Doesn't anyone know another way to cross?"

17. The captain said the bridge is down do you know another way to cross

17. The captain said the bridge is down. Do you know another way to get across?

18. What shall we do asked a soldier if the bridge is down

18. What should we do? asked a soldier if the bridge is down.

19. Do cried the captain swim that's what we'll do

19. So the captain said, "That's what we'll do."

20. As we were riding along spoke up one of the soldiers I heard a farmer shout you fellows better try the bridge lower down

20. While we were riding along, one of the soldiers spoke up. I heard a farmer shout, "You guys should try the bridge further down!"


Exercise 171—Indirect Discourse

In the preceding exercise we saw different forms of direct quotations, or direct discourse. In each case, the speaker's words were quoted exactly. When the substance of the thought is given in slightly different form, we have an indirect quotation, or indirect discourse, in which no quotation marks are used. An indirect quotation is usually a subordinate clause depending on a word of thinking, saying, telling, or the like. Indirect statements are usually introduced by that, and indirect questions by when, where, why, whether, if, who, which, what, and the like. When a sentence is changed from direct to indirect discourse, the person and usually the tense of the direct quotation are changed; as,

In the previous exercise, we looked at different forms of direct quotations, or direct speech. In each case, the speaker's words were quoted word-for-word. When the main idea is expressed in a slightly different way, it's called an indirect quotation, or indirect speech, which doesn't use quotation marks. An indirect quotation typically functions as a subordinate clause that follows a word like thinking, saying, telling, or similar terms. Indirect statements are usually introduced with that, and indirect questions with when, where, why, whether, if, who, which, what, and similar words. When a sentence is shifted from direct to indirect speech, the person and typically the tense of the direct quotation are changed; for example,

Direct: He said, "I do not believe the report."
Indirect: He said that he did not believe the report.

Direct: He said, "Germany is over-populated."
Indirect: He said that Germany is over-populated. (See Exercise 107.)

Direct: She said, "I did my work before I went to school."
Indirect: She said that she had done her work before she went to school.

Direct: "I have finished my work," said the girl.
Indirect: She says that she has finished her work.

Direct: "Why didn't he succeed?" I asked.
[167]Indirect: I asked why he had not succeeded.

Direct: "When may I go?" she inquired.
Indirect: She inquired when she might go.

In the following change the italicized parts to direct quotations. Do not change the paragraphing.

In the following, change the italicized parts to direct quotations. Do not change the paragraphing.

1
The Seal's Lesson

The baby seal said that he could not swim.

The baby seal said that he couldn't swim.

His mother answered that he could try.

His mother said that he could give it a shot.

The little fellow persisted that he could never learn.

The little guy insisted that he could never learn.

His mother looked at him sternly, and said that every seal must learn to swim.

His mother looked at him seriously and said that every seal must learn to swim.

He replied that the water was cold and that he liked the sand better, but because his mother insisted, he slid into the water whimpering.

He said that the water was cold and that he preferred the sand, but since his mother insisted, he reluctantly climbed into the water while whimpering.

After he had gone a short distance, he turned around and called out that the water was much pleasanter than the sand.

After he had walked a little way, he turned around and called out that the water was way nicer than the sand.

His mother said that she knew that it would be so. She said that young people must do as they are told because they have not had enough experience to judge for themselves.

His mother said that she knew it would turn out this way. She said that young people need to follow instructions because they haven't had enough experience to make their own judgments.


2
A Loyal Employee

A certain old time king said that he needed a servant who could be depended upon. He said he knew that such a man is difficult to secure, and in the hope of getting the right one, he would hire two.

A certain old-time king said that he needed a servant he could rely on. He acknowledged that finding such a person is hard to do, and in hopes of getting the right one, he would hire two.

When he had engaged them, he took them to a well and, showing them a large basket, told them to fill it with water. He said that he would return at night to see what they had done.

When he had brought them together, he took them to a well and, pointing to a big basket, told them to fill it with water. He said he would come back at night to see what they had done.

The men were very much in earnest when they began the work, but, after pouring five or six bucketfuls of water into the basket, one of them stopped and said that he did not see any use in doing that because, as soon as he poured the water in, it ran out again, and his time was lost.

The men were really determined when they started the work, but after pouring five or six buckets of water into the basket, one of them stopped and said that he didn’t see the point in doing that because, as soon as he poured the water in, it just ran out again, and he was wasting his time.

His companion replied that the kind of work that their master gave them was no concern of theirs; that they were paid to do the work; and, whether it seemed useful to them or not, they ought to do it. [168]

His companion responded that it didn't matter what kind of work their boss assigned them; they were paid to complete it, and whether it seemed useful to them or not, they should just get it done. [168]

The first speaker said that the other man could do as he pleased, but, as for him, he did not expect to waste his time on such foolish work. Throwing his bucket down, he walked off.

The first speaker said that the other man could do whatever he wanted, but for him, he didn’t plan to waste his time on such pointless work. After dropping his bucket, he walked away.

The one that was left continued at the work until about sunset, when he had nearly emptied the well. Looking into the basket, he saw something glittering. Stooping to look more closely, he found in the basket a ring of great value which his bucket had scooped up from the mud at the bottom of the well. He said that now he knew why the king had wanted the water poured into the basket.

The one who was left kept working until around sunset, when he had almost emptied the well. Peering into the basket, he noticed something shiny. Bending down to take a closer look, he discovered a very valuable ring that his bucket had brought up from the mud at the bottom of the well. He said that now he understood why the king had wanted the water poured into the basket.

Shortly afterward, when the king came up with some of his officers and saw the ring in the basket, he knew that the man had obeyed him, and he said that he knew he could trust him, and as a reward for obedience he would make him master over other servants.

Shortly after, when the king arrived with some of his officers and saw the ring in the basket, he realized that the man had followed his orders, and he said that he knew he could trust him, and as a reward for his obedience, he would make him the master over the other servants.


Exercise 172—The Paragraph in Dialogue

In conversation the words of each speaker, together with the author's words of explanation, form one paragraph. Whenever the speaker changes, the paragraph changes; as,

In conversation, the words of each speaker, along with the author's explanatory words, create one paragraph. Whenever the speaker changes, the paragraph changes; as,

"Mimer," boldly said the god Odin to the gray old guardian of the well where wit and wisdom lie hidden, "Mimer, let me drink of the waters of wisdom."

"Mimer," boldly said the god Odin to the gray old guardian of the well where knowledge and insight are hidden, "Mimer, let me drink from the waters of wisdom."

"Truly, Odin," answered Mimer, "it is a great treasure that you seek and one which many have sought before but who, when they knew the price of it, turned back."

"Honestly, Odin," replied Mimer, "you're after a great treasure, one that many have chased before, but when they learned the cost, they backed away."

Then replied Odin, "I would give my right hand for wisdom willingly."

Then Odin replied, "I would gladly give my right hand for wisdom."

"Nay," rejoined the remorseless Mimer, "it is not your right hand, but your right eye, you must give."—Keary: The Heroes of Asgard.

"Nay," replied the relentless Mimer, "it is not your right hand, but your right eye that you must give."—Keary: The Heroes of Asgard.

However, when one speaker talks at length, what he says is formed into paragraphs according to the divisions into which it falls. (See Chapter XIV.)

However, when one speaker talks for a long time, what he says is organized into paragraphs based on the categories it fits into. (See Chapter XIV.)

When a short quotation is simply part of a paragraph, it is punctuated as follows:

When a short quote is just part of a paragraph, it's punctuated like this:

This, however, was of use to me, the impression continuing on my mind. Often when I was tempted to buy some unnecessary[169] thing, I said to myself, "Don't give too much for the whistle," and I saved my money.

This, however, was helpful to me, leaving a lasting impression on my mind. Often when I was tempted to buy something I didn't need[169], I reminded myself, "Don't pay too much for the whistle," and I saved my money.

Paragraph the following:

Please provide the text you would like me to modernize.

1

On the next morning we had gone but a mile or two when we came to an extensive belt of woods, through the midst of which ran a stream, wide, deep, and of an appearance particularly muddy and treacherous. In plunged the cart, but midway it stuck fast. Then approached the long team and heavy wagon of our friends, but it paused on the brink. "Now my advice is,—" began the captain, who had been anxiously contemplating the muddy gulf. "Drive on!" cried R. But Wright, the muleteer, apparently had not as yet decided the point in his own mind. He sat still in his seat on one of the shaft-mules, whistling in a low, contemplative strain to himself. "My advice is," resumed the captain, "that we unload; for I'll bet any man five pounds that if we try to go through, we shall stick fast." "By the powers, we shall stick fast!" echoed Jack, the captain's brother, shaking his large head with an air of conviction. "Drive on! drive on!" petulantly cried R. "Well," observed the captain, turning to us as we sat looking on, "I can only give my advice; and if people won't be reasonable, why, they won't, that's all!"—Parkman: The Oregon Trail.

The next morning, we had traveled just a mile or two when we came to a large stretch of woods, through which a stream flowed—wide, deep, and looking especially muddy and dangerous. The cart plunged in but got stuck halfway. Then our friends with their long team and heavy wagon approached, but they hesitated at the edge. "Now my advice is—" began the captain, who had been anxiously staring at the muddy abyss. "Drive on!" shouted R. But Wright, the muleteer, seemed undecided. He sat in his seat on one of the shaft mules, whistling softly to himself in a thoughtful way. "My advice is," the captain continued, "that we unload; because I’ll bet anyone five pounds that if we try to cross, we’ll get stuck." "By the powers, we will get stuck!" echoed Jack, the captain’s brother, shaking his large head with certainty. "Drive on! Drive on!" R. cried impatiently. "Well," the captain said, turning to us as we watched, "I can only give my advice; and if people won't be reasonable, then they won't, that's all!" —Parkman: The Oregon Trail.


2

Rebecca walked up the lane and went to the side door. There was a porch there. Seated in a rocking-chair, husking corn, was a good-looking young man. Rebecca was a trifle shy at this encounter, but there was nothing to do except explain her presence; so she asked, "Is the lady of the house at home?." "I am the lady of the house at present," said the stranger with a whimsical smile. "What can I do for you?" "Have you ever heard of the—would you like—er I mean, do you need any soap?" queried Rebecca. "Do I look as if I do?" he responded unexpectedly. Rebecca dimpled. "I didn't mean that; I have some soap to sell; I mean I would like to introduce to you a very remarkable soap, the best now on the market. It is called the—" "Oh! I must know that soap," said the gentleman genially. "Made out of pure vegetable fats, isn't it?" "The very purest,"[170] corroborated Rebecca. "No acid in it?" "Not a trace." "And yet a child could do the Monday washing with it and use no force?" "A babe," corrected Rebecca. "Oh! a babe, eh? That child grows younger every year, instead of older—wise child!"—Wiggin: Rebecca of Sunnybrook Farm.

Rebecca walked up the lane and went to the side door. There was a porch there. Sitting in a rocking chair, husking corn, was a good-looking young man. Rebecca felt a bit shy about this encounter, but she had to explain why she was there, so she asked, "Is the lady of the house at home?" "I am the lady of the house right now," replied the stranger with a playful smile. "How can I help you?" "Have you ever heard of the—would you like—uh, I mean, do you need any soap?" Rebecca inquired. "Do I look like I need any?" he responded unexpectedly. Rebecca smiled. "I didn't mean that; I have some soap to sell. I mean I want to introduce you to a really amazing soap, the best on the market now. It’s called the—" "Oh! I have to know about that soap," said the gentleman cheerfully. "Made from pure vegetable fats, right?" "The very purest," confirmed Rebecca. "No acid in it?" "Not a trace." "And yet a child could do the Monday washing with it and use no effort?" "A baby," corrected Rebecca. "Oh! A baby, huh? That child gets younger every year instead of older—smart child!"—Wiggin: Rebecca of Sunnybrook Farm.

Change the following from indirect to direct discourse and paragraph:

Change the following from indirect to direct discourse and paragraph:

When Whittier went on his first fishing trip, it was a day in early summer. The long afternoon shadows lay cool on the grass. The boy said that the flowers seemed brighter and the birds merrier than ever before. When they came to a bend in the river, his uncle said that this was a good place to try. He told the boy to throw out his line as he had seen others do and move it on the surface of the water in imitation of the leap of a frog. The boy did as he was told, but he caught no fish. His uncle said that he should try again. Suddenly the bait sank out of sight, and the boy cried out that he had caught a fish at last. As he spoke, he pulled up a tangle of weeds. His uncle said that he should try again, because fishermen must have patience. In a moment the boy felt something tug at his line, and as he jerked it up, he saw a fine pickerel wriggling in the sun. In uncontrollable excitement he called out to his uncle, telling him to look at the big pickerel. His uncle said that the boy didn't have it yet, and as he spoke there was a splash in the water, and the boy's hook hung empty. His uncle assured him that there were more fish in the river, but the boy would not be comforted. His uncle smiled shrewdly and told Whittier to remember never to brag of catching a fish until it was on dry land. He said that he had seen older people doing that in more ways than one, and so making fools of themselves. He said that it was better not to boast of doing a thing until it was done.

When Whittier went on his first fishing trip, it was an early summer day. The long afternoon shadows lay cool on the grass. The boy said the flowers looked brighter and the birds sounded happier than ever before. When they reached a bend in the river, his uncle said it was a good place to try. He told the boy to cast his line like he had seen others do and to move it along the water's surface, mimicking the leap of a frog. The boy followed his uncle's advice but didn't catch any fish. His uncle encouraged him to try again. Suddenly, the bait disappeared, and the boy shouted that he had finally caught a fish. But as he pulled up his line, he found a mess of weeds. His uncle said he should keep trying because fishermen need patience. Soon after, the boy felt a tug on his line, and as he quickly pulled it up, he saw a nice pickerel wriggling in the sun. In pure excitement, he called out to his uncle to look at the big pickerel. His uncle told him he didn't have it yet, and just then there was a splash in the water, leaving the boy's hook empty. His uncle reassured him that there were more fish in the river, but the boy was not comforted. His uncle smiled knowingly and told Whittier to remember never to brag about catching a fish until it was on dry land. He said he had seen older people do that in various ways, making a fool of themselves. He concluded that it's better not to boast about something until it’s actually accomplished.


Exercise 173—The Comma (,)

Rule 1.—The comma is used to separate a direct quotation from the words of explanation.

Rule 1.—Use a comma to separate a direct quote from the explanatory words.

For illustration see the foregoing exercises.

For examples, see the exercises above.

Write the following from dictation; then compare your version with the original:[171]

Write the following from dictation; then compare your version with the original:[171]

Literature, the ministry, medicine, the law, and other occupations are hindered for want of men to do the work. To test this statement thoroughly you need only hunt up a first-class editor, reporter, business manager, foreman of a shop, mechanic, or artist in any branch of industry and try to hire him. You will find that he is already hired. He is sober, industrious, capable, reliable, and always in demand. He cannot get a day's holiday except by courtesy of his employer, or of his city, or of the great general public. But if you need idlers, shirkers, half-instructed, unambitious, and comfort-seeking editors, reporters, lawyers, doctors, and mechanics apply anywhere.—Mark Twain.

Literature, the ministry, medicine, law, and various other jobs are struggling because there aren't enough people to do them. To prove this point, all you have to do is look for a top-notch editor, reporter, business manager, shop foreman, mechanic, or artist in any field and try to hire them. You'll find they’re already employed. They're hardworking, skilled, dependable, and always in demand. They can hardly take a day off unless their employer, their city, or the general public lets them. But if you're looking for lazy, unreliable, underqualified, unambitious, and comfort-seeking editors, reporters, lawyers, doctors, and mechanics, you can find them anywhere.—Mark Twain.

Rule 2.—The comma is used to separate the members of a series.

Rule 2.—Use a comma to separate items in a list.


Exercise 174

Divide the following into sentences and supply the necessary commas:

Divide the following into sentences and add the necessary commas:

Abraham Lincoln was a tall strong powerfully built boy he could lift a load cut down a tree or build a fence more quickly than any one else in the neighborhood his perseverance in his boyhood helps us to appreciate the firm true steady hand that guided our country through its great crisis Lincoln unceasingly showed his wise brain his great courage and his kindness of heart his character was not made in a day nor a month nor a year it was built up after years of yearning years of striving and years of hard work.

Abraham Lincoln was a tall, strong, and muscular boy. He could lift heavy loads, chop down trees, or build fences faster than anyone else in the neighborhood. His determination in his youth helps us appreciate the steady, reliable hand that led our country through its major crisis. Lincoln consistently demonstrated his intelligence, bravery, and kindness. His character wasn’t formed in a day, a month, or even a year; it was developed over years of yearning, striving, and hard work.

In the above point out the instances where the comma is used—

In the above, point out the instances where the comma is used—

1. When several nouns follow one another, all being in the same case.

1. When multiple nouns follow each other, all in the same case.

2. When several adjectives follow one another, all modifying the same noun.

2. When multiple adjectives come after each other, all describing the same noun.

3. When a succession of phrases modifies the same noun.

3. When a series of phrases describes the same noun.

This kind of succession is called a series. Each new member gives a new idea, the comma being used to help the reader to separate one from the next with ease. Notice that the comma is used between the last two members before the coördinate conjunction as well as between the other members.[172]

This type of succession is called a series. Each new member presents a new idea, with commas helping the reader easily separate one from the next. Note that a comma is placed between the last two members before the coordinating conjunction, as well as between the other members.[172]

2
Dear Sir:[4]

You can make no mistake in buying BCL Power Co. bonds now the company supplies power to mines and towns of Colorado Utah and Idaho it furnishes electric light and power to Ophir Ouray Ames Pandora and other towns in Colorado in Utah it supplies light to Mescal Eureka Provo Logan and Bingham it also furnishes power for the street railway systems of Salt Lake City Farmington and Ogden.

You can't go wrong buying BCL Power Co. bonds right now. The company provides power to mines and towns in Colorado, Utah, and Idaho. It supplies electric light and power to Ophir, Ouray, Ames, Pandora, and other towns in Colorado. In Utah, it provides light to Mescal, Eureka, Provo, Logan, and Bingham. It also powers the streetcar systems in Salt Lake City, Farmington, and Ogden.

The bonds offer such good security good interest and ready convertibility that we expect our allotment to be heavily oversubscribed will you therefore send us your order before Monday

The bonds provide excellent security, attractive interest rates, and easy convertibility, so we anticipate our allocation will be heavily oversubscribed. Could you please send us your order before Monday?

Yours truly,

3

Imagine the scene: a little hollow in the prairie forming a perfect amphitheater the yellow grass and wild oats grazed short a herd of horses staring from the slope I myself standing in the middle like a ring-master in a circus and this wonderful horse performing at his own free will. He trotted powerfully he galloped gracefully he thundered at full speed he lifted forelegs to welcome he flung out hind legs to repel he leaped as if springing over bayonets he pranced and curvetted as if he were the pretty plaything of a girl and finally he trotted up and snuffed about me—just out of reach.

Imagine the scene: a small hollow in the prairie creating a perfect amphitheater with the yellow grass and wild oats cut short. A herd of horses watching from the slope, and I stood in the middle like a ringmaster in a circus, while this amazing horse performed entirely of his own accord. He trotted powerfully, galloped gracefully, thundered at full speed, raised his front legs in a welcome, kicked out his hind legs to ward off, leaped as if jumping over bayonets, pranced and showed off like a playful toy in a girl’s hands, and finally trotted over to me, sniffing around—just out of reach.

4
Dear Madam:[4]

Our Style Book shows you the best of the season's styles for ladies misses and children it contains illustrations of the latest kinds of long coats of skirts in the most fashionable cuts and materials of hats that are new and particularly becoming and of dresses with the newest sleeves and collars we are especially sure that you will like our waists they are artistic in design stylish in cut and excellent in workmanship they are selected from the leading fashion centers are the creations of the best costumers and always have individuality twenty years of selling goods by mail have given us experience skill and knowledge that make it certain we can please you.

Our Style Book showcases the best styles of the season for women, misses, and children. It includes illustrations of the latest long coats, skirts in the most fashionable cuts and materials, stylish new hats, and dresses with the newest sleeves and collars. We’re especially confident that you’ll love our blouses—they're artistic in design, stylish in cut, and excellent in workmanship. They are carefully selected from the leading fashion centers, crafted by the best designers, and are always unique. With twenty years of experience selling goods by mail, we have the skills and knowledge to ensure your satisfaction.

The enclosed coupon is good for fifty cents on a five dollar order one dollar and twenty-five cents on a ten dollar order and two[173] dollars on an order for fifteen dollars or more this offer expires September 30.

The included coupon gives you fifty cents off a five dollar purchase, one dollar and twenty-five cents off a ten dollar purchase, and two dollars off an order of fifteen dollars or more. This offer expires on September 30.

Yours truly,

5

Increased wages shorter hours and perhaps lower efficiency for the hours worked have done more to raise the cost of living than almost anything else this higher cost of production we see on the farm in the factory in transportation in merchandising and even in domestic service we cannot double the cost of excavating brick-laying plumbing and decorating and expect not to double the rents that we must pay the cost of building has increased as the demands of laborers increased as their hours of work decreased and as their wages advanced the materials that go into a building the transportation of that material the labor of assembling it and the labor of fashioning it into a building have all advanced in price.

Higher wages, shorter hours, and possibly lower efficiency for the hours worked have contributed more to rising living costs than almost anything else. This higher production cost is evident on farms, in factories, in transportation, in retail, and even in domestic services. We can't double the costs for excavating, bricklaying, plumbing, and decorating without also doubling the rents we have to pay. The cost of construction has gone up as the demands of workers increased, their working hours decreased, and their wages went up. The materials used in construction, the transportation of those materials, the labor to assemble them, and the labor to shape them into a building have all risen in price.

Moreover, high living has a great deal to do with the high cost of living because it has made most of us think that we must have more conveniences more luxuries more clothes and more amusements than our fathers had with a return to the thrift of our fathers with a return to their desire for work we shall no longer feel the grip of the high cost of living there is a real danger to our nation in our extravagance in our indifference to cost in our sweep toward ease and idleness and in our growing antipathy for work.

Moreover, living extravagantly has a lot to do with the high cost of living because it has led most of us to believe we need more conveniences, more luxuries, more clothes, and more entertainment than our parents had. By returning to our parents' thriftiness and their desire to work, we won't feel the pressure of the high cost of living. There’s a serious risk to our country in our wastefulness, our disregard for expenses, our move toward comfort and laziness, and our increasing dislike for hard work.


Exercise 175

Write five sentences illustrating series of words; five illustrating series of phrases; and five illustrating series of clauses.

Write five sentences that show a series of words; five that show a series of phrases; and five that show a series of clauses.


Exercise 176

Write the following from dictation:

Modernize it into contemporary English.

1
The Government's Laundromat

Some of the paper money in circulation is so dirty that one feels the need of gloves in handling it, and the suspicion that it[174] is germ laden might well be verified. It has often been said that money spreads contagious diseases, nor can such a statement be questioned when one remembers that money goes into every kind of home and is handled by many infected persons. The government has long felt that something should be done to lessen this means of spreading disease, and a machine has finally been invented that will wash and iron the dirtiest bills until they look almost as fresh as new ones. The entire cost of operating the device is hardly fifty cents for each thousand bills, but it is estimated that it will save the government as much as a million dollars a year.

Some of the paper money in circulation is so dirty that you feel like you need gloves to handle it, and the suspicion that it’s loaded with germs might actually be confirmed. It’s often said that money spreads contagious diseases, and that claim is hard to dispute when you consider that money goes into every kind of home and is touched by many infected people. The government has long believed that something should be done to reduce this way of spreading disease, and a machine has finally been created that will wash and iron the dirtiest bills until they almost look as fresh as new ones. The total cost of operating the machine is barely fifty cents for every thousand bills, but it’s estimated that it will save the government around a million dollars a year.


2
Luck and Hard Work

Luck is ever waiting for something to turn up; labor with keen eyes and strong will turns something up. Luck lies in bed and wishes the postman would bring him news of a fortune; labor turns out at six o'clock and with busy pen or ringing hammer lays the foundation of a competence. Luck whines; labor whistles. Luck relies on chance; labor on character.—Cobden.

Luck is always waiting for something to happen; hard work with sharp focus and determination makes things happen. Luck stays in bed wishing the mailman will bring good news about a fortune; hard work gets up at six o'clock and, with a busy pen or ringing hammer, builds the foundation of a stable income. Luck complains; hard work stays upbeat. Luck depends on chance; hard work depends on character.—Cobden.

The selections given above illustrate the compound sentence. Notice the thought expressed in these sentences. There is usually an idea of balance or contrast, and the two halves of the sentence express the two halves of the idea. The two members are usually distinct enough to require a comma before the conjunction. If the conjunction is omitted, a semicolon must separate the two members, as in the second selection above.

The examples listed above show a compound sentence. Pay attention to the ideas conveyed in these sentences. They often feature a sense of balance or contrast, with each half expressing part of the overall idea. The two parts are usually clear enough that a comma is needed before the conjunction. If the conjunction is left out, a semicolon should separate the two parts, as seen in the second example above.

Rule 3.—The comma is used before the coördinate conjunction in a compound sentence. If the conjunction is omitted, a semicolon must be used.

Rule 3.—Use a comma before the coordinating conjunction in a compound sentence. If the conjunction is left out, you must use a semicolon.


Exercise 177

Separate the following into compound sentences and punctuate:

Separate the following into compound sentences and punctuate:


1

Sawdust as a fire extinguisher sounds absurd but recent experiments in Boston have proved it to be successful in quenching fires[175] in tanks of oil and other inflammable liquids the Boston experiments were conducted with tanks of burning varnish but the same principles seem to apply to tanks of burning oil the floating sawdust forms a blanket that shuts off the air from the flames and the lack of oxygen causes the fire to die out the experiments were tried with both wet and dry sawdust and the dry material seemed to extinguish the fire as quickly as the wet.

Sawdust as a fire extinguisher might sound ridiculous, but recent experiments in Boston have shown that it can effectively put out fires[175] in tanks of oil and other flammable liquids. The Boston experiments involved tanks of burning varnish, but the same principles appear to work for tanks of burning oil. The sawdust floats on top, creating a barrier that cuts off the air from the flames, and the lack of oxygen causes the fire to go out. They tested both wet and dry sawdust, and the dry material seemed to extinguish the fire just as quickly as the wet.


2

Select the kind of business that suits your natural inclination and temperament some men are naturally mechanics others have a strong aversion to machinery because they do not understand it some men are imaginative others are purely practical some prefer active work others like sedentary employment all should select those occupations that suit them best.

Choose the type of business that fits your natural inclinations and personality. Some people are naturally drawn to mechanics, while others have a strong dislike for machines because they don't understand them. Some individuals are creative, while others are purely practical. Some prefer hands-on work, while others enjoy desk jobs. Everyone should choose the jobs that suit them best.


3

Certain Western railroads have long felt the need of a new material for sleepers and they have been experimenting for some time past with cocobolo or Japanese oak the wood is so hard that it is almost impossible to drive spikes into it and screwed spikes in bored holes are used these sleepers will cost a trifle more than those made from American oak but they are expected to last twenty-five or thirty years the reason for experimenting with foreign woods is that native oak is becoming scarce and it is deemed wise to search in time for a substitute.

Certain Western railroads have long recognized the need for a new material for railway ties and have been experimenting for some time with cocobolo or Japanese oak. The wood is so hard that it’s almost impossible to drive spikes into it, so they use screwed spikes in drilled holes. These ties will cost a bit more than those made from American oak, but they are expected to last twenty-five to thirty years. The reason for experimenting with foreign woods is that native oak is becoming scarce, making it wise to look for a substitute in advance.


4
Dear Sir:

We wrote you on the third but as yet no word has come of your decision in regard to the investment you were considering at 475 Second Avenue let us have your order and we shall at once prepare the contract of sale the building is an especially attractive offering at $9,500 and we feel sure that you will find the return from it unusually large.

We contacted you on the 3rd, but we haven't heard back about your decision regarding the investment at 475 Second Avenue. Please send us your order, and we will prepare the sales contract right away. The building is a really appealing offer at $9,500, and we're confident that you'll find the return on it to be unusually high.

Yours very truly,

Exercise 178

When an adverbial clause or a participial adjective phrase is put at the beginning of a sentence to secure emphasis,[176] it is called an initial clause or participial phrase. A comma separates it from the independent clause to help the reader to see where the subordinate idea ends and where the main idea begins. Rewrite the following from dictation, noticing the punctuation of initial elements:

When an adverbial clause or a participial adjective phrase is placed at the start of a sentence for emphasis,[176] it's referred to as an initial clause or participial phrase. A comma separates it from the independent clause to help the reader identify where the subordinate idea ends and where the main idea starts. Rewrite the following from dictation, paying attention to the punctuation of initial elements:

If a city is to be kept in good condition, every citizen must pay his share of the expense. If the dreadful epidemics are to be exterminated, there must be a good board of health to see that everything is kept sanitary. When the health officers do their work well, the health of the city improves. In order that the decrees of the health department and of the courts may be enforced, there must be a good police department. Besides having these advantages, cities need good streets and good schools. Because all of these good things cost a great deal of money, high taxes must be levied to pay for them.

If a city is going to stay in good shape, every citizen needs to contribute their fair share of the expenses. To eliminate terrible epidemics, there must be an effective health board to ensure everything stays sanitary. When health officials do their jobs well, the city's health improves. To enforce the regulations from the health department and the courts, a strong police department is necessary. In addition to these benefits, cities also need good roads and quality schools. Since all of these important things come at a high cost, higher taxes must be imposed to fund them.

Rule 4.—An initial clause or participial phrase must be set off from the rest of the sentence by a comma.

Rule 4.—An introductory clause or participial phrase must be separated from the rest of the sentence by a comma.


Exercise 179

Punctuate the following:

Punctuate the following:


1

Although cotton seed used to be considered worse than rubbish there now come from it every year millions of dollars in profit. Formerly if it was not hauled away to rot it was usually dumped into a neighboring stream and there it did much harm even if we had the space it would be impossible to explain all the products now made from the seed paper and an excellent meal for cattle may be made from the hulls but the most important products are made from the kernels besides making meal for cattle they are readily converted into crude oil according to the degree of refining that it receives this oil may appear as oil for miner's lamps lard compounds or salad oils as an illustration of the way in which modern manufacturers utilize former waste products the cotton seed is supreme.

Although cotton seed used to be seen as worthless, it now generates millions of dollars in profit each year. In the past, if it wasn't taken away to decay, it was often dumped into a nearby stream, causing significant damage. Even if we had the space, it would be impossible to list all the products now made from the seed. Paper and excellent cattle feed can be created from the hulls, but the most important products come from the kernels. Besides making feed for livestock, the kernels can also be turned into crude oil, which can be refined into oil for miner's lamps, lard compounds, or salad oils. The cotton seed is a prime example of how modern manufacturers have turned what used to be waste into valuable products.


2

When you sell your old clothes to the ragman do you know that they come back to you as writing paper because the metal[177] buttons buckles and hooks that are often left on the garments cannot be converted into paper they used to be a source of annoyance to the papermaker although the cloth sorters tried to remove them before the garments went into the pulp vats some were overlooked if any found their way into the pulp they tore holes in the paper and often damaged the rollers in order that such danger may be avoided the pulp is now passed through a series of magnetized rakes as the rakes are passed to and fro every bit of metal clings to them when a quantity of such bits of iron is collected it is sent to the foundry to return to us in many new forms.

When you sell your old clothes to the ragman, did you know that they come back to you as writing paper? This happens because the metal buttons, buckles, and hooks that are often left on the garments can’t be turned into paper. They used to frustrate the papermakers, even though the cloth sorters tried to remove them before the clothes went into the pulp vats. Some were missed, and if any made it into the pulp, they would tear holes in the paper and often damage the rollers. To prevent this problem, the pulp now goes through a series of magnetized rakes. As the rakes move back and forth, every metal piece sticks to them. Once a significant amount of metal bits is collected, it is sent to the foundry to be transformed into many new forms.


3
Dear Sir:

Investigating your complaint of the fifth instant we found that the furniture which you ordered on the tenth of last month left our factory on the fifteenth if all had gone well you would have received the articles on or about the twentieth as you surmised the delay in the arrival of the goods is due to a mistake on the part of the railroad company although the goods were properly billed to you they were allowed to go on to Columbus if you do not receive them within ten days' time let us hear from you again.

Looking into your complaint from the 5th, we found that the furniture you ordered on the 10th of last month left our factory on the 15th. If everything had gone smoothly, you would have received the items around the 20th, as you suspected. The delay in the arrival of the goods is due to a mistake by the railroad company. Even though the items were properly billed to you, they were sent on to Columbus instead. If you don’t receive them within ten days, please let us know again.

Yours truly,

4
Dear Sir:

Complying with your request of the 10th inst. I am sending you particulars of the property which I wish to sell as I told you when I was in your office last week the price at which I am holding the building is $20,000 if the buyer prefers not to assume the mortgage of $10,000 I think I can get the mortgagee to agree to accept present payment for the note that he holds against me unless the buyer agrees to pay the unpaid taxes for last year and the assessments levied for improvements already made I shall not consider a sale.

Following up on your request from the 10th, I'm sending you the details of the property I want to sell. As I mentioned during my visit to your office last week, I'm asking $20,000 for the building. If the buyer doesn't want to take over the $10,000 mortgage, I believe I can get the lender to agree to accept a current payment for the note they hold against me. However, unless the buyer agrees to cover the unpaid taxes from last year and the assessments for improvements already made, I won't consider the sale.

After all preliminary arrangements are made if you will prepare a contract of sale and forward it to me I will have the abstract brought down to date and secured by a guaranty policy.

After all preliminary arrangements are made, if you could prepare a sales contract and send it to me, I will get the abstract updated and insured with a guaranty policy.

Since I presume that the prospective purchaser has examined the property and is satisfied to pay the price for it in its present condition I would suggest that you do nothing more toward securing bids for rebuilding the porches.

Since I assume that the potential buyer has looked over the property and is okay with paying the price for it as it is, I would recommend that you take no further action to obtain bids for rebuilding the porches.

Yours very truly,

Exercise 180

Write five sentences containing initial participial phrases.

Write five sentences that begin with participial phrases.

Write five sentences containing initial adverbial clauses.

Write five sentences that start with adverbial clauses.


Exercise 181

The comma is used to separate the month from the year, the city from the county or state, the company from the place in which it is operated, or the like; as,

The comma is used to separate the month from the year, the city from the county or state, the company from the location where it operates, and similar cases; for example,

In December, 1912, I wrote to you from Seattle, Washington.

In December 1912, I wrote to you from Seattle, Washington.

This use of the comma indicates that words have been omitted, the sentence above really meaning,

This use of the comma shows that words have been left out, meaning the sentence above actually says,

In December of the year 1912 I wrote to you from Seattle in the state of Washington.

In December 1912, I wrote to you from Seattle, Washington.

The same use is shown in such sentences as,

The same use is evident in sentences like,

Of the three stenographers Mary received fifteen dollars a week; Ellen, twelve; Susan, ten.

Of the three stenographers, Mary earned fifteen dollars a week; Ellen, twelve; and Susan, ten.

Rule 5.—The comma is used to indicate the omission of words.

Rule 5.—The comma is used to show that words have been left out.

Supply the necessary commas in the following:

Supply the necessary commas in the following:

1. The bonds will be taken over on or before October 1 1934.

1. The bonds will be taken over on or before October 1, 1934.

2. On January 1 1913 the company had outstanding $4,000,000 of stock of the par value of one dollar a share.

2. On January 1, 1913, the company had $4,000,000 worth of stock with a par value of one dollar per share.

3. The offices are at Salt Lake City Utah.

3. The offices are in Salt Lake City, Utah.

4. The transaction was officially conducted between the Power Bond & Share Co. New York and the Pacific Power Co. Tacoma Washington.

4. The transaction was officially carried out between the Power Bond & Share Co. in New York and the Pacific Power Co. in Tacoma, Washington.

5. A late announcement of the Census Bureau tells us that the center of population of the United States is four and one-quarter miles south of Unionville Monroe County Indiana.

5. A recent announcement from the Census Bureau informs us that the center of population of the United States is located four and a quarter miles south of Unionville, Monroe County, Indiana.

6. Many mechanical devices in common use may be traced to the patterns furnished by nature. Thus the hog suggests the plow; the butterfly the ordinary hinge; the toadstool the umbrella; the duck the ship; the fungus growth on trees the bracket.

6. Many mechanical devices we commonly use can be traced back to patterns found in nature. For example, the pig inspires the plow; the butterfly gives us the standard hinge; the mushroom suggests the umbrella; the duck relates to ships; and the fungal growth on trees provides the idea for brackets.

7. The per capita saving in the banks of the United States[179] in 1820 was twelve cents; in 1830 fifty-four cents; in 1840 eighty-two cents; in 1850 $1.87; in 1860 $4.75; in 1870 $14.26; in 1880 $16.33; in 1890 $24.75; in 1900 $31.78; in 1910 $45.05; and it is still increasing.

7. The average savings per person in U.S. banks[179] in 1820 was twelve cents; in 1830 it was fifty-four cents; in 1840, eighty-two cents; in 1850, $1.87; in 1860, $4.75; in 1870, $14.26; in 1880, $16.33; in 1890, $24.75; in 1900, $31.78; in 1910, $45.05; and it's still going up.

8. The population in 1820 was 10,000,000 and in 1910 90,000,000.

8. The population in 1820 was 10 million and in 1910 it was 90 million.

9. Mexico draws about 55% of her imports from the United States; Nicaragua about 50%; the other Central American states from 35 to 75%; Venezuela 31%; Cuba 52%.

9. Mexico sources about 55% of its imports from the United States; Nicaragua about 50%; the other Central American countries between 35% and 75%; Venezuela 31%; Cuba 52%.

10. In one decade Germany's exports to Latin-America have shown an increase of 222%; those of the United Kingdom an increase of 115%; and those of the United States an increase of 130%.

10. In the past decade, Germany's exports to Latin America have increased by 222%; the United Kingdom's exports have gone up by 115%; and the United States' exports have risen by 130%.

Write five sentences illustrating Rule 5.

Write five sentences illustrating Rule 5.


Exercise 182—Explanatory Expressions

There are a number of expressions—words, phrases, and clauses—which are inserted into the sentence for clearness or emphasis. They add a bit of explanation but are not absolutely necessary. In other words, they might be omitted, and the sentence would still be clear. These may be of various kinds but are all similar in use. They should be set off by commas so that the reader will easily see that they are subordinate to the main idea of the sentence.

There are several expressions—words, phrases, and clauses—that are added to a sentence for clarity or emphasis. They provide some extra explanation but aren’t essential. In other words, you could remove them, and the sentence would still make sense. They can come in different forms but serve a similar purpose. They should be set off by commas so the reader can easily recognize that they are secondary to the main idea of the sentence.

A. The appositive is a word or a group of words inserted lo explain the noun that it follows. (See Exercise 80.)

A. The appositive is a word or group of words added to explain the noun that comes after it. (See Exercise 80.)

Explain the use of the commas in the following sentences:

Explain how the commas are used in these sentences:

1. William E. Curtis, one of the world's ablest newspaper correspondents, in his will expressed the hope that his grandson would continue his life-work, a recital of the good that men had done and not of the crimes they had committed.

1. William E. Curtis, one of the world's most capable newspaper reporters, stated in his will that he hoped his grandson would carry on his life's work, focusing on the good that people had done and not on the crimes they had committed.

2. The new device, the adding machine, has greatly lessened office drudgery.

2. The new device, the adding machine, has significantly reduced office monotony.

3. Wall street, the great center of business life, fixes stock prices.[180]

3. Wall Street, the major hub of business activity, sets stock prices.[180]

4. The people in moderate circumstances, the excellent middle class of a country, suffer most from the strain of high prices.

4. People in moderate situations, the great middle class of a nation, experience the most stress from rising prices.

5. The Montreal Tramways Company, the first company to introduce pay-as-you-enter cars, started its business in the winter of 1861 with a very simple equipment, two horse-drawn sleighs.

5. The Montreal Tramways Company, the first company to introduce pay-as-you-enter cars, began its operations in the winter of 1861 with very basic equipment: two horse-drawn sleighs.

6. The Early Gem musk melon, one of the best shipping melons grown, is a cross between the Rocky Ford and the Emerald Green varieties.

6. The Early Gem musk melon, one of the top shipping melons grown today, is a cross between the Rocky Ford and the Emerald Green varieties.

7. In making up our collections and bargain offers for this year, we have arranged to put up a "Surprise Box," one hundred packages of selected vegetable and flower seeds.

7. For our collections and special deals this year, we've decided to introduce a "Surprise Box" that contains one hundred packages of handpicked vegetable and flower seeds.

8. The Chinese Giant, a new variety of sweet pepper, produces branching plants about two feet in height.

8. The Chinese Giant, a new type of sweet pepper, grows branching plants that reach about two feet tall.

9. Amundsen, the discoverer of the south pole, is a native of Norway.

9. Amundsen, the person who discovered the South Pole, is from Norway.

Rule 6.—The comma is used to separate an appositive from the rest of the sentence.

Rule 6.—The comma is used to separate an appositive from the rest of the sentence.

Write five sentences illustrating the use of the comma to set off an appositive.

Write five sentences showing how to use a comma to separate an appositive.


Exercise 183—Explanatory Expressions

Similar in use to appositives are—

Similar in use to appositives are—

B. Words, phrases, or clauses that separate the subject from the predicate verb, the verb from its object, or the like.

B. Words, phrases, or clauses that separate the subject from the predicate verb, the verb from its object, or similar.

In the natural order of the sentence the verb immediately follows the subject and the object follows the verb. When, for the purpose of explanation, something is inserted between the two, it should be set off from the rest of the sentence by commas. Words that are thus inserted are called appositive or parenthetical expressions and are illustrated in the following:

In the natural order of a sentence, the verb comes right after the subject, and the object comes after the verb. When something is added in between for clarification, it should be separated from the rest of the sentence by commas. Words that are added this way are called appositive or parenthetical expressions, as shown in the following:

In Ohio and Kentucky enterprising individuals, evidently taking the suggestion from the popular rural delivery service, have established ice cream routes. Ice cream wagons travel the country roads at stated times so that, with no more trouble than is required to answer the postman's whistle, dwellers on the farms can now secure[181] the hot weather luxury at reasonable prices. The plan, so far as one can tell from present indications, gives promise of meeting with great success.

In Ohio and Kentucky, enterprising individuals, clearly inspired by the popular rural delivery service, have started ice cream routes. Ice cream trucks travel the country roads at scheduled times so that, with just as much effort as it takes to respond to the postman's whistle, people living on farms can now get[181] this summer treat at reasonable prices. The plan, based on current signs, seems likely to achieve great success.

Rule 7.—Parenthetical expressions should be set off by commas.

Rule 7.—Use commas to separate parenthetical expressions.

Punctuate the following:

Punctuate the following:

1

The politics of the city as well as those of the nation must be kept clean. The most intelligent men of the community not the least intelligent should make our political speeches and be our political leaders. The very opposite we must confess is what we see too often. Many business men steadily pursuing their own ends during the day feel that they cannot devote time to politics. We need not search far to discover that too many of them even if they have the time do not care to give it. At election the most influential business and professional men either through lack of interest or through laziness stay at home instead of going to the polls. The men who are elected in nine cases out of ten are not fit to hold office. The blame belongs every one will agree to those who do not vote.

The city's and the nation's politics need to be clean. The smartest people in the community, not the least informed, should be the ones giving our political speeches and leading us. Unfortunately, we often see the exact opposite. Many businesspeople are focused on their own interests during the day and feel they can't spend time on politics. It’s easy to see that too many of them, even if they do have the time, just don’t care to get involved. During elections, the most influential business and professional figures often stay home due to lack of interest or laziness, rather than going to vote. In most cases, the people who get elected aren’t fit for office. Everyone can agree that the blame lies with those who don’t vote.


2

England as most people know is becoming vastly interested in the production of cotton in the Soudan. This state of affairs for more reasons than one is a matter of interest to the American manufacturer as well as to the American cotton planter. Egyptian cotton ranking next to our own sea-island in length and strength of fiber is wanted because of the brilliant finish it gives. For the manufacture of fine goods including sateens India linens and mercerized goods as well as for mixing with silk it has been found very valuable. Cotton growers expect that the enlargement of the Assouan dam will eventually redeem about a million acres from the desert in Lower Egypt and although not more than half will probably be planted to cotton it will increase Egypt's output about twenty-five per cent. Our Department of Agriculture after having experimented for years has developed and acclimated in California a variety of Egyptian cotton superior several experts say to the real Egyptian. It now rests with the planters any one can see to decide whether American manufacturers will get their fine cotton at home or abroad.—The Wall Street Journal.

England, as most people know, is becoming very interested in cotton production in the Soudan. This situation is important for both American manufacturers and cotton growers for several reasons. Egyptian cotton, which ranks just after our own sea-island cotton in terms of fiber length and strength, is in demand because of the excellent finish it provides. It's highly valued for making fine goods like sateens, India linens, and mercerized fabrics, as well as for blending with silk. Cotton growers believe that expanding the Assouan dam will eventually convert about a million acres of desert land in Lower Egypt into arable land, and while likely only half of that will be planted with cotton, it will boost Egypt's cotton output by around twenty-five percent. After years of experimentation, our Department of Agriculture has developed a variety of Egyptian cotton in California that, according to several experts, is superior to the original Egyptian cotton. Now, it’s up to the planters to decide whether American manufacturers will source their fine cotton domestically or from abroad.—The Wall Street Journal.


3

For several reasons some of them certainly unworthy people on both sides of the Atlantic are talking of the perils of a "yellow" invasion. It is true that in the past various invasions have been attended with evil but civilization has passed on into an age when migrations even the mightiest that the world has seen are taking place silently and steadily for the good of all. There is no reason to suppose that the overflow and interflow of nations heretofore synonymous with the progress of humanity should bring to us anything but good. Commerce is to lead the van in the new movement of the nations as it has in the past and the merchant consciously or unconsciously is going to anticipate and guide the statesman.—The Commercial and Financial Chronicle.

For several reasons, some of them certainly unworthy individuals on both sides of the Atlantic are discussing the dangers of a "yellow" invasion. It's true that in the past, various invasions have caused harm, but civilization has moved into an era where migrations—even the largest seen in history—are happening quietly and steadily for the benefit of everyone. There's no reason to believe that the overflow and exchange of nations, which have always been linked to human progress, would bring us anything but good. Commerce is set to lead the way in this new movement of nations, just as it has in the past, and the merchant, whether they realize it or not, is going to foresee and guide the statesman.—The Commercial and Financial Chronicle.


4

The prevailing spirit at least among a certain class of young business men seems to be that the saving of little things in the course of the day consumes time entirely out of proportion to the value of the things saved but like all general rules it is carried too far by young men who could hardly employ their time to better advantage than in saving good though minor materials that would otherwise be lost. The man who originated the idea probably found it correct for himself but like all principles catering to indifference regarding details the idea is too readily adopted by many young men who can ill afford its practice. No one wishes a man to be parsimonious but he should not allow anything to be wasted which can with a reasonable exercise of effort be saved.

The common attitude, at least among some young businesspeople, seems to be that saving small things throughout the day takes up way more time than the actual value of what’s saved. However, like all general concepts, this one gets taken too far by young people who could spend their time more wisely by saving useful but minor materials that would otherwise go to waste. The person who came up with this idea probably found it valid for himself, but like all principles that promote indifference to details, it gets too easily embraced by many young men who can’t really afford to act this way. No one wants a person to be stingy, but they shouldn’t let anything go to waste that could reasonably be saved with a bit of effort.


Exercise 184—Explanatory Expressions

C. Independent elements are words, phrases, or clauses that have no direct grammatical relation with any other word in the sentence. They are really a kind of parenthetical expression, but have less connection with the sentence than those given under B.

C. Independent elements are words, phrases, or clauses that have no direct grammatical connection to any other word in the sentence. They are essentially a type of parenthetical expression, but are less connected to the sentence than those mentioned in B.

The following is an argument against the trusts. The italicized expressions are independent elements. What different kinds do you discover?

The following is an argument against the trusts. The italicized phrases are separate elements. What different types do you find?

Gentlemen, the big problem before us to-day, therefore, is the trusts. Shall the people control the trusts, or shall the trusts[183] control the people? To state the question differently, shall we all continue to keep a voice in government, or shall we turn our power over into the hands of a few and let their word be law? This centralizing of power, by the way, was the evil men tried to remedy by forming republics, and shall we Americans, do you think, be willing to sacrifice all that has been gained for us of liberty? The answer being self-evident, let us proceed. It seems that the little violator of law can be punished; the big violator cannot be, or, at any rate, is not punished. The trusts, most people know, are formed to destroy competition. Their reason for destroying competition, evidently, is to swell profits by charging all that the trade will bear. The trust, finally, is not a method of doing business, but a scheme for levying tribute.

Gentlemen, the major issue we face today, therefore, is the trusts. Should the people have control over the trusts, or should the trusts[183] control the people? To put it another way, will we all keep a say in government, or will we hand our power over to a few and let them dictate the law? This concentration of power, by the way, was the problem that people tried to solve by creating republics, and should we Americans, do you think, be willing to give up all that we’ve gained in liberty? The answer is clear, so let’s move forward. It appears that the minor lawbreaker can be punished; the major lawbreaker cannot be, or, at least, is not punished. The trusts, most people know, are established to eliminate competition. Their purpose for eliminating competition, obviously, is to increase profits by charging whatever the market will bear. The trust, ultimately, is not just a way of doing business, but a scheme for extracting tribute.

Rule 8.—Independent elements are separated from the rest of the sentence by commas.

Rule 8.—Independent elements are separated from the rest of the sentence with commas.

Punctuate the following:

Punctuate the following.

1
NYC, May 12, 19—.
Mr. Thomas R. Stevenson,
5010 Prospect Ave.
Milwaukee, WI
Dear Sir:

You are no doubt now planning your summer vacation before you make any new plans however consider the opportunity that we are offering you to see a new and marvelously beautiful world for little more very likely than the cost of an ordinary vacation at the summer hotel to which you usually go.

You’re probably thinking about your summer vacation right now, but before you finalize any plans, think about the chance we’re offering you to explore a stunning new world for not much more than what you’d spend on a regular hotel vacation.

The idea of summer travel in the Tropics it may be is new to you comparatively few people unfortunately have yet awakened to its possibilities they do not realize at least not fully that the climate in Jamaica Panama and the Central and South American countries is practically the same throughout the year moreover the transportation rates are much lower than they are in the North and the incidental expenses of travel such as carriage fare and the cost of curios are considerably less rough weather too is almost unknown in the summer.

The concept of summer travel in the Tropics might be new to you. Unfortunately, relatively few people have recognized its possibilities. They don’t realize—at least not completely—that the climate in Jamaica, Panama, and the Central and South American countries is pretty much the same all year round. Additionally, transportation costs are much lower than in the North, and incidental travel expenses, like carriage fares and the price of souvenirs, are significantly less. Plus, rough weather is almost unheard of in the summer.

Possibly as you live on the shores of Lake Michigan you have been considering a week's cruise of the great lakes at an expense certainly of $40 or more and along coasts that you have seen doubtless many times before we offer a number of trips varying[184] in length from twelve to twenty-four days and in cost from $50 to $130 to Jamaica Panama and Central and South America thus for ten dollars more you may sail twice as long pass shores much more beautiful visit cities far more strange and return with a new almost magical store of memories.

If you live near Lake Michigan, you might be thinking about a week-long cruise of the Great Lakes, which will definitely cost you $40 or more, along shores you’ve probably seen many times before. We offer various trips that last anywhere from twelve to twenty-four days, costing between $50 and $130, to places like Jamaica, Panama, and Central and South America. So, for just ten dollars more, you could sail twice as long, pass by shores that are much more beautiful, visit cities that are far more unique, and come back with a whole new set of amazing memories.

You are wondering perhaps how it is that we can offer these remarkably low rates the reason briefly told is that our ships carry an exceptionally large amount of freight however do not think merely because our ships carry freight that they are not splendidly equipped for passenger travel on the other hand they are so luxuriously furnished that they are especially fitted for tropical cruises you are missing an unusual opportunity we assure you if you do not more fully investigate our offer.

You might be curious about how we can provide these incredibly low rates. The short answer is that our ships carry a lot of cargo. However, don't assume that just because our ships carry freight, they aren't also perfectly equipped for passenger travel. On the contrary, they are so luxuriously decorated that they're particularly suited for tropical cruises. You're missing out on a unique opportunity if you don't take a closer look at what we have to offer.

Yours very truly,

2

We are learning year by year that as a rule financial independence cannot be secured by most men except by saving the savings bank is of course the first place to invest savings because it will receive small sums and pay an interest on them when a man's savings however have reached $1000 for example what shall he do with his money he has not the time or the knowledge probably to watch his investments he wishes therefore to put his money where it will be safe where it will earn a fair rate of interest and if possible where he can on short notice convert it into cash.

We are discovering year by year that, as a general rule, most people cannot achieve financial independence without saving. The savings bank is obviously the first choice for investing savings because it accepts small amounts of money and pays interest on them. However, when someone’s savings reach $1,000, for example, what should they do with their money? They probably don’t have the time or knowledge to monitor their investments, so they want to put their money somewhere safe, where it will earn a decent interest rate, and, if possible, where they can quickly convert it to cash when needed.


3

A man is an investor usually at least by virtue of his savings a woman on the other hand invests because she has received a legacy this may take the form of course of property securities cash or life insurance it is the function of sound investment most people know to surround funds of this nature with strong security the selection of conservative investments it is evident must be made with care those companies naturally that deal in conservative securities are the ones a prospective investor should consult.

A man is typically seen as an investor mainly because of his savings. A woman, on the other hand, invests because she has inherited something, which could be property, stocks, cash, or life insurance. The purpose of wise investing is well-known: to protect these kinds of funds with solid security. It’s clear that the choice of safe investments should be made thoughtfully. Naturally, the companies that specialize in conservative securities are the ones a potential investor should consider.


4

Not long ago the editor of a financial journal received a letter of inquiry from a woman she had she said only two thousand dollars if she invested it as some of her friends had advised her to do in a well-known security she could not live on the proceeds[185] she had consequently made a connection with a brokerage house and was making a living by buying and selling speculative stocks her list by the way showed a profit of $500 in four months what she wanted to know of course was how she could make the gain a second time in effect she was told to take her profits and run as fast as she could she will not in all probability take the advice and in a few months possibly weeks she will write again for help in rescuing her last few hundred dollars she will have learned at last that the way to keep her money is to save it but she will not by that time in all likelihood have any money to save.

Not long ago, the editor of a financial journal received an inquiry from a woman. She mentioned that she only had two thousand dollars, and if she invested it as some friends had suggested in a well-known security, she couldn’t live off the returns. Consequently, she connected with a brokerage firm and was making a living by trading speculative stocks. By the way, her portfolio showed a profit of $500 in four months. What she wanted to know, of course, was how to replicate that gain. In effect, she was told to take her profits and get out as quickly as possible. She will probably ignore this advice, and in a few months, possibly weeks, she will reach out again for help in salvaging her last few hundred dollars. Ultimately, she will have learned that the best way to keep her money is to save it, but by that time, it's likely she won’t have any money left to save.


Exercise 185—Explanatory Expressions

D. The explanatory relative clause.

D. The explanatory relative clause.

Similar to the appositive is the explanatory relative clause. Like an appositive, it is inserted into the sentence for the purpose of explanation and is separated from the rest of the sentence by commas. Because of this similarity, it is sometimes called an appositive relative clause.

Similar to the appositive is the explanatory relative clause. Like an appositive, it is added to the sentence for clarification and is set off from the rest of the sentence by commas. Because of this similarity, it is sometimes referred to as an appositive relative clause.

Great care must be taken in punctuation to distinguish a clause that may be omitted from the sentence without destroying the meaning from one that may not be omitted. The appositive clause may be omitted. A restrictive clause, because it restricts the meaning of the word it modifies, may not be omitted. Because it is needed for the sake of clearness, it is not separated from the rest of the sentence by commas. To distinguish an appositive clause from a restrictive clause, the former is called a non-restrictive clause.

Great care must be taken with punctuation to distinguish a clause that can be left out of the sentence without changing the meaning from one that cannot be omitted. The appositive clause can be left out. A restrictive clause, because it limits the meaning of the word it modifies, cannot be left out. Since it is essential for clarity, it is not separated from the rest of the sentence by commas. To differentiate an appositive clause from a restrictive clause, the former is called a non-restrictive clause.

Notice the difference between the following:

Notice the difference between the following:

1. The Commonwealth Edison Company, which controls the electric light and power supply of Chicago, was organized in 1907 by the consolidation of the Chicago Edison Company and the Commonwealth Electric Company.

1. The Commonwealth Edison Company, which controls the electric light and power supply of Chicago, was formed in 1907 by merging the Chicago Edison Company and the Commonwealth Electric Company.

The sentence makes complete sense without the relative clause.

The sentence makes perfect sense without the relative clause.

2. The concern that controls the electric light and power supply of Chicago is the Commonwealth Edison Company.

2. The company that manages the electric light and power supply of Chicago is the Commonwealth Edison Company.

The relative clause must be used to understand the sentence.

The relative clause is necessary to understand the sentence.

In (1) the relative clause gives an additional idea. In (2) it limits or restricts the meaning of the concern. The non-restrictive clause is shown in (1), the restrictive clause in (2).

In (1) the relative clause adds extra information. In (2) it narrows or limits the meaning of the concern. The non-restrictive clause is shown in (1), and the restrictive clause in (2).

Dictation to illustrate non-restrictive clauses:

Dictation to show non-restrictive clauses:

It is estimated that Chicago annually uses 93,450,000 gallons of milk, for which it pays over $28,000,000. To supply this amount 120,000 cows are needed, which are owned by 12,000 dairy farms. Health officers conduct a systematic dairy farm inspection, which has for its purpose the exclusion of diseased milk. Farm owners, who formerly objected to the inspection, now see that cleanliness is profitable. Authorities have discovered that milk, which easily absorbs germs, is dangerous except when produced under sanitary conditions, and now dairies are allowed to sell only clean, pure milk, which is milk given by a healthy cow.

Chicago is estimated to use 93,450,000 gallons of milk each year, spending over $28,000,000 on it. To provide this amount, 120,000 cows are needed, which are owned by 12,000 dairy farms. Health officials carry out regular inspections of dairy farms to ensure that diseased milk is excluded. Farm owners, who previously opposed inspections, now realize that cleanliness is profitable. Authorities have found that milk, which easily picks up germs, is unsafe unless produced under sanitary conditions, so dairies are now permitted to sell only clean, pure milk, which comes from healthy cows.

Phrases as well as clauses may be restrictive. In the following sentences decide whether the italicized expressions are restrictive or non-restrictive. State whether they are phrases or clauses. Do any of the sentences need commas?

Phrases and clauses can both be restrictive. In the sentences below, determine if the italicized expressions are restrictive or non-restrictive. Identify whether they are phrases or clauses. Do any of the sentences require commas?

1. The man wearing the brown coat is my brother.

1. The guy in the brown coat is my brother.

2. My brother bought a new coat which is brown.

2. My brother bought a new coat that’s brown.

3. The lesson that I take at nine o'clock is English.

3. The class that I have at nine o'clock is English.

4. In English which I take at nine o'clock we are studying punctuation.

4. In English which I have at nine o'clock we're studying punctuation.

5. I am going to work in every city that I visit.

5. I'm going to work in every city that I visit.

6. I am going to work in any city where I can find employment.

6. I'm going to work in any city where I can find a job.

7. I am going to work in Denver where my uncle lives.

7. I'm going to work in Denver where my uncle lives.

8. The house on the hill is the oldest in town.

8. The house on the hill is the oldest in town.

9. The house that is the oldest in town is used as a museum.

9. The house that's the oldest in town is used as a museum.

10. The Franklin Museum which occupies the oldest house in town is a very interesting place.

10. The Franklin Museum which is located in the oldest house in town is a really interesting place.

11. The town museum is the place that I like to visit.

11. The town museum is where I enjoy going.

12. The chimney that was blown down last night in the storm should have been mended long ago.[187]

12. The chimney that got blown down in the storm last night should have been fixed a long time ago.[187]

13. The old ruined tower which has long been a picturesque sight in the village was blown down last night.

13. The old, crumbling tower that has been a charming landmark in the village for a long time was knocked down last night.

14. We counted ten chimneys that were blown down last night.

14. We counted ten chimneys that were knocked down last night.

15. The stenography system that I studied is Munson's.

15. The shorthand system that I learned is Munson's.

16. I think she uses Munson's which she considers a good system of stenography.

16. I think she uses Munson's which she thinks is a good system of shorthand.

17. Last year I pursued a course in stenography which I enjoyed very much.

17. Last year, I took a stenography course that I really enjoyed.

18. The book that we use in class has a brown cover.

18. The book we use in class has a brown cover.

19. The only milk that is fit to drink comes from a clean dairy.

19. The only milk that is safe to drink comes from a clean dairy.

20. Systematic inspection has been carried on which has resulted in securing better milk.

20. Systematic inspection has been conducted which has resulted in obtaining better milk.

Rule 9.—A non-restrictive clause should be separated from the rest of the sentence by commas.

Rule 9.—A non-restrictive clause should be set off from the rest of the sentence with commas.


Exercise 186

Punctuate the following:

Punctuate the following:

1. We have an enormous crop of cotton the value of which is estimated at one billion dollars.

1. We have a huge cotton crop valued at one billion dollars.

2. "The root of the mail order evil is the idea which the retail mail order houses have been able somehow to instill into the minds of the buying public that the local merchants ask too much for their goods."

2. "The root of the mail order problem is the belief that retail mail order companies have somehow ingrained in the minds of consumers that local stores charge too much for their products."

3. Mr. Hilton who was sales manager at that time induced the company to adopt this system.

3. Mr. Hilton, who was the sales manager at the time, convinced the company to adopt this system.

4. The lecture will be delivered by Mr. Brenton who is the head of the advertising department of Whitlock & Co.

4. The lecture will be given by Mr. Brenton, the head of the advertising department at Whitlock & Co.

5. Our dog whose fur was wet by his plunge into the lake came running toward us.

5. Our dog, whose fur was wet from jumping into the lake, came running toward us.

6. Genevieve who had always been the leader in the games was not present.

6. Genevieve, who had always been the leader in the games, was absent.

7. A late product of the brain of George Westinghouse who was the inventor of the air brake and numerous electrical devices is an air spring for automobiles. This little article has been patented by Mr. Westinghouse who has the sole ownership. The spring which has already proved popular with automobile owners fits over the end of the regular spring and "makes good roads out of bad ones."

7. A later invention by George Westinghouse, who created the air brake and many electrical devices, is an air spring for cars. This little item has been patented by Mr. Westinghouse, who owns it exclusively. The spring, which has already gained popularity among car owners, fits over the end of the standard spring and “turns bad roads into good ones.”

8. Careful selection of investments upon which the safety of your money depends is often difficult. Careful watching of[188] investments which is fully as essential is much harder. Let us tell you about our Investment Service which does this watching for you and keeps you fully protected.

8. Choosing the right investments that keep your money safe can be challenging. Keeping a close eye on[188] those investments, which is just as crucial, is even tougher. Let us introduce you to our Investment Service that monitors your investments for you and ensures you're fully protected.

9. As a direct result of the conference between the railroad and steamship interests of the South-Atlantic and Gulf cotton ports which was held recently at Hot Springs Va. an organization which will be known as the South Atlantic and Steamship Cotton Inspection Bureau has been created. The bureau will have a chief inspector who will supervise the conduct of its business at all ports and will arrange for the employment of the inspectors. According to the rules and regulations copies of which have been received by the cotton agencies and the export departments of the various New Orleans firms any bale that shows external damage from water mud bad bagging or other causes must be condemned and its condition noted and reported.

9. As a direct result of the recent conference between the railroad and steamship interests at the South Atlantic and Gulf cotton ports held in Hot Springs, Virginia, an organization called the South Atlantic and Steamship Cotton Inspection Bureau has been established. The bureau will have a chief inspector who will oversee its operations at all ports and will manage the hiring of inspectors. According to the rules and regulations, copies of which have been distributed to the cotton agencies and export departments of various firms in New Orleans, any bale that shows external damage from water, mud, poor bagging, or other issues must be condemned, and its condition must be noted and reported.

10. How would you like to wear a hat that has been handed down through six generations in each of which it was a treasured possession? The Italian peasants who love finery are proud to do that very thing. Very few of the poorer people who live in Italy own a hat. When you see a beautifully woven Leghorn hat which is also very dirty on the head of a little peasant child you may be pretty sure that she is celebrating her birthday by wearing the family heirloom. These hats which are sometimes willed to a favorite relative and which in some instances go the round of the family are considered almost priceless. It is a frequent sight along the dusty roads outside the little towns to see untidy old women who are sauntering along twisting twine as they go all vanity under the flopping brim of an antiquated hat. This is almost the only souvenir that tourists' money cannot buy.—The Chicago Tribune.

10. How would you like to wear a hat that's been passed down through six generations, each one treating it as a precious treasure? The Italian peasants who appreciate fine things are proud to do just that. Very few of the poorer folks in Italy own a hat. When you see a beautifully woven Leghorn hat, which is also quite dirty, on the head of a little peasant girl, you can bet she's celebrating her birthday by wearing a family heirloom. These hats, sometimes passed down to a favored relative or shared among family members, are considered almost priceless. It’s common to spot untidy old women strolling along the dusty roads outside small towns, twisting twine as they walk, all while showing off under the floppy brim of an old hat. This is almost the only souvenir that tourists’ money can’t buy.—The Chicago Tribune.


Exercise 187—Explanatory Expressions

E. When the subordinate element that comes at or near the close of the sentence gives an additional idea, following the more or less complete idea in the rest of the sentence, it should be set off by a comma; as,

E. When the subordinate element that appears at or near the end of the sentence adds an additional idea, following the more or less complete idea in the rest of the sentence, it should be separated by a comma; as,

A signature clerk will easily recognize any alteration in a signature, although thousands of checks pass through his hands daily.

A signature clerk can quickly spot any changes in a signature, even though thousands of checks go through his hands every day.

He gave a statement of the affairs of the company, explaining that he wished to make a loan.

He provided an update on the company's situation, explaining that he wanted to take out a loan.

Rule 10.—A terminal adverbial clause or participial phrase giving an additional idea should be set off from the rest of the sentence by a comma.

Rule 10.—A terminal adverbial clause or participial phrase that adds extra information should be separated from the rest of the sentence by a comma.

Punctuate the following:

Punctuate the following:

1. Popular-priced goods are the safest for a retail stock however you consider the subject.

1. Affordable products are the safest choice for retail inventory, no matter how you look at it.

2. A sheriff seldom finds large quantities of popular-priced goods on hand when he comes to take possession of any retail store although he usually finds expensive articles.

2. A sheriff rarely finds a lot of reasonably priced goods available when he comes to take over a retail store, although he usually finds expensive items.

3. They bring higher prices relatively than the heavier things even when they are disposed of under forced sale.

3. They sell for higher prices compared to the heavier items, even when they are sold under forced sale conditions.

4. The catalogue houses have little fear for five-and-ten-cent stores because sixty-eight per cent of their business is in big goods such as furniture vehicles sewing-machines clothing and relatively expensive things. They do not wish to increase the sale of popular-priced articles although their catalogue may be full of them because it costs them more to pack one hammer or trowel than the profits can stand.

4. The catalog companies aren’t too worried about five-and-ten-cent stores because sixty-eight percent of their business comes from larger items like furniture, vehicles, sewing machines, clothing, and other relatively expensive products. They don’t want to boost sales of low-priced items, even though their catalogs are filled with them, because it costs them more to pack one hammer or trowel than they can make in profit.

5. Steel conditions remain about as they have been for several weeks excepting that the price of rails has been advancing for the last few days.

5. Steel conditions have stayed pretty much the same for several weeks, except that rail prices have been going up over the last few days.

6. Steel men are of the opinion that to increase prices too rapidly would spoil a good market because most of the mills are so filled up with orders that they would not be able to take advantage of increased quotations for some time to come.

6. Steel industry experts believe that raising prices too quickly would ruin a good market since most mills are so busy with orders that they wouldn't be able to benefit from higher prices for a while.

7. The steel business for the last three months has been very encouraging as it shows that railroads are dropping their policy of waiting until the last minute to buy. It will probably mean more normal operation of mills instead of spasmodic workings as has been the case for the last few years.

7. The steel industry over the past three months has been very promising, as it shows that railroads are no longer waiting until the last minute to make purchases. This will likely lead to more consistent operations of mills instead of the erratic patterns we've seen in recent years.

8. Boraxated soap chips will benefit your tableware and your hands making dishwashing a pleasure instead of a task.

8. Borax soap chips will enhance your dishes and protect your hands, making dishwashing enjoyable rather than a chore.

9. The man who works to the limit of his physical powers is as foolish as the manufacturer who immediately invests all his profits in his business neglecting to have a reserve fund for unexpected demands.

9. The guy who pushes himself to his physical limits is just as foolish as the business owner who instantly puts all his profits back into the company without setting aside money for unexpected needs.

10. A wide-awake manager tries plan after plan testing and re-testing them until he can apply them to his company's needs.

10. An alert manager tests plan after plan, continually re-evaluating them until he finds ones that work for his company's needs.

Write four sentences illustrating Rule 10.[190]

Write four sentences illustrating Rule 10.[190]


Exercise 188

Punctuate the following letters, supplying a heading and an introduction for each:

Punctuate the following letters, providing a heading and an introduction for each:

1
Dear Madam:

We wish to acknowledge your letter of recent date assuring you that we thank you for the opportunity you have given us of opening a monthly charge account in your name. We shall spare no effort to make every transaction as satisfactory as possible hoping thus to merit a liberal share of your patronage.

We want to thank you for your recent letter and let you know how grateful we are for the opportunity to open a monthly charge account in your name. We will do everything we can to make sure every transaction meets your expectations, and we hope this will encourage you to continue supporting us.

Our bills are rendered on the first of each month being payable between that date and the fifteenth.

Our bills are issued on the first of each month and are due between that date and the fifteenth.

Yours very truly,

2
Dear Mr. Warner:

In reply to your inquiry I am sending the following information assuring you that I am glad to be of service to you.

In response to your question, I'm providing the following information and I'm happy to help you.

The Lancaster Company has apparently abandoned its plan of erecting a new building this year difficulties having arisen it is said in their securing a suitable location. About two years ago the firm purchased a site on the corner of Harrison and Second streets but they sold it again last year taking advantage of a decided rise in real estate values. It is understood we believe that the company will build in the near future even now having two or three possible sites under consideration.

The Lancaster Company has apparently given up on its plan to build a new building this year due to difficulties in finding a suitable location. About two years ago, the firm bought a site at the corner of Harrison and Second streets, but they sold it again last year to take advantage of a significant increase in real estate values. It's believed that the company will build in the near future, as they currently have two or three potential sites under consideration.

Sincerely yours,

3
Dear Sir:

We offer you the benefits and privileges of our Special Charge Account whereby purchases may be paid for in weekly or monthly installments. You will find this a most convenient arrangement because it permits you to have a charge account without the usual hardship of payment at a fixed time. Moreover a Special Charge Account costs you nothing since our prices are the same whether you pay cash or have purchases charged. Please fill out the enclosed application blank mailing it to us to-day.

We provide you with the advantages and perks of our Special Charge Account, which allows you to pay for purchases in weekly or monthly installments. You’ll find this to be a very convenient setup because it lets you have a charge account without the usual stress of making a payment at a specific time. Plus, a Special Charge Account doesn’t cost you anything since our prices are the same whether you pay in cash or charge your purchases. Please complete the enclosed application form and send it to us today.

You will no doubt enjoy reading the enclosed booklet as it gives much interesting information on fashion tendencies. The illustrations too are unusually attractive although they hardly do justice to the beautiful garments that we sell.

You’ll definitely enjoy reading the enclosed booklet since it provides a lot of interesting information about fashion trends. The illustrations are also quite appealing, although they don’t fully capture the beauty of the garments we sell.

Yours truly,

Exercise 189

Study the punctuation in the following selections from The Wall Street Journal; then write them from dictation:

Study the punctuation in the following selections from The Wall Street Journal; then write them down as you hear them:

1
Issues with Steel Introduction

"Strange as it now seems," said one of Carnegie's "young men," now the vice-president of a large and prosperous corporation in New York, "in the early days of the steel industry we had the greatest difficulty in the world in weaning the old manufacturers away from the use of wrought iron, though they admitted the superiority of steel. They would look at it, test it, and agree that it seemed to possess all the desirable qualities claimed for it, but it was more or less untried by time, and they preferred to stick to the old wrought iron, with which they were familiar.

"Strange as it may sound," said one of Carnegie's "young men," now the vice-president of a large and successful company in New York, "back in the early days of the steel industry, we had a really hard time getting the old manufacturers to switch from wrought iron, even though they acknowledged that steel was better. They would examine it, test it, and agree that it appeared to have all the great qualities people said it had, but it was still relatively unproven over time, and they preferred to stay with the familiar wrought iron."

"I remember one old chap with whom I had wrestled long, but in vain, coming into my office and picking up a long, soft steel rivet, which had been bent double and hammered flat.

"I remember an old guy I had wrestled with for a long time, but without success, coming into my office and picking up a long, soft steel rivet that had been bent in half and hammered flat."

"'How many did you break in making this?' he asked, picking it up and examining it curiously.

"'How many did you break while making this?' he asked, picking it up and looking at it closely."

"'That's the first one we hammered over, and, what is more to the point, we can do it with all steel of that type,' I replied.

"That's the first one we got through, and what's more important, we can do it with all steel of that type," I replied.

"The polite incredulity in his face stirred my professional pride, and I said, 'If I let you go to the mills, pick out a dozen of those rivets just as they come from the rolls, and hammer them with your own hands, will you use that steel hereafter, if it comes up to the test?'

"The polite disbelief on his face made me feel proud of my work, and I said, 'If I let you go to the mills, pick out a dozen of those rivets straight from the rolls, and hammer them yourself, will you use that steel from now on, if it meets the standard?'"

"He said he would, and the rest was easy, for it is much easier not to break than to break that kind of steel. Before long the old man came back with perspiration dripping from the end of his nose but with the light of conviction shining in his eye. The firm had a new customer."

"He said he would, and the rest was easy, because it's a lot easier not to break than to break that kind of steel. Soon enough, the old man returned with sweat dripping from the tip of his nose, but with a look of determination in his eyes. The company gained a new customer."


2
Conservation

Leslie M. Shaw, former Secretary of the Treasury, was in New York, attending a meeting of a board of which he is a member. Something was said about the present-day discussion of money[192] power, and Shaw said that it reminded him of a speech he had made in Seattle in the campaign of 1896.

Leslie M. Shaw, the former Secretary of the Treasury, was in New York for a meeting of a board he belongs to. Someone mentioned the current conversation about money[192] power, and Shaw said it reminded him of a speech he gave in Seattle during the 1896 campaign.

"I was speaking to a filled hall and had almost finished," said Shaw, "when a long-whiskered man arose about the middle of the hall and held up his hand, saying he wanted to ask a question.

"I was talking to a packed auditorium and was almost done," said Shaw, "when a man with a long beard stood up in the middle of the room and raised his hand, saying he wanted to ask a question.

"'Go ahead,' I said.

"Go ahead," I said.

"'How, then, Mr. Speaker, do you explain the unequal distribution of wealth?' was his question.

"'How, then, Mr. Speaker, do you explain the unequal distribution of wealth?' was his question."

"When I answered him with, 'In the same way that I explain the unequal distribution of whiskers,' bedlam broke loose.

"When I replied, 'Just like I explain the uneven distribution of whiskers,' chaos erupted."

"As soon as I could get quiet restored, I said: 'Now don't think I returned the answer I did to make fun of your whiskers. You will observe that I have no whiskers, as I dissipate them by shaving them off. Nature gives me abundance of whiskers, and, if I conserved them as you do, I also should be abundantly supplied. Now, it is the same way with money. The man who conserves his money has more than his share, as with whiskers; while the man who dissipates his money is without his allotment.'"

"As soon as I was able to calm things down, I said: 'Now, don’t think I gave that answer just to make fun of your mustache. You’ll notice that I don’t have a mustache because I shave it off. Nature gives me plenty of hair, and if I let mine grow like you do, I would have a lot too. It’s the same with money. A person who saves their money has more than their fair share, just like with hair; while a person who spends their money doesn’t have their portion.'"


Exercise 190—The Semicolon (;)

The semicolon is used between the propositions of a compound sentence when no coördinate conjunction is used. (See Exercise 176, 2.)

The semicolon is used between the parts of a compound sentence when no coordinating conjunction is used. (See Exercise 176, 2.)

It is not work that kills men; it is worry.
It is important not to overdo this use of the semicolon. Do not use it unless the two principal clauses of the sentence taken together easily form one idea.

Especial care must be taken not to confuse coördinate conjunctions and conjunctive adverbs. The following are conjunctive adverbs: then, therefore, consequently, moreover, however, so, also, besides, thus, still, otherwise, accordingly. When they are used to join principal clauses, they should be preceded by a coördinate conjunction or a semicolon; as,

Special care must be taken not to confuse coordinate conjunctions and conjunctive adverbs. The following are conjunctive adverbs: then, therefore, consequently, moreover, however, so, also, besides, thus, still, otherwise, accordingly. When they are used to join main clauses, they should be preceded by a coordinate conjunction or a semicolon; as,

Fruit was plentiful, and therefore the price was low.
Fruit was plentiful; therefore the price was low.

When there is a series of phrases or clauses, each of which is long and contains commas within itself, the sentence[193] becomes clearer if the members of the series are separated by semicolons instead of by commas; as,

When there’s a series of phrases or clauses, each of which is lengthy and contains commas within itself, the sentence[193] becomes clearer if the items in the series are separated by semicolons instead of by commas; for example,

You know how prolific the American mind has been in invention; how much civilization has been advanced by the steamboat, the cotton-gin, the sewing-machine, the reaping-machine, the typewriter, the electric light, the telephone, the phonograph.

You know how productive the American mind has been in inventing things; how much progress civilization has made thanks to the steamboat, the cotton gin, the sewing machine, the reaper, the typewriter, the electric light, the telephone, and the phonograph.

Write the following from dictation:

This appears to be a prompt rather than a phrase to modernize. Please provide a short phrase (5 words or fewer) for me to work on.

1

No man can deny that the lines of endeavor have more and more narrowed and stiffened; no one who knows anything about the development of industry in this country can fail to have observed that the larger kinds of credit are more and more difficult to obtain, unless you obtain them upon the terms of uniting your efforts with those who already control the industries of the country; and nobody can fail to observe that any man who tries to set himself up in competition with any process of manufacture which has been taken under the control of large combinations of capital will presently find himself either squeezed out or obliged to sell and allow himself to be absorbed.—Woodrow Wilson: The New Freedom.

No one can deny that the fields of work have become more limited and rigid; anyone familiar with the growth of industry in this country has noticed that larger forms of credit are increasingly hard to secure unless you team up with those who already dominate the industries. It’s also clear that anyone trying to compete against established manufacturing processes controlled by large capital groups will soon find themselves either pushed out or forced to sell and be absorbed.—Woodrow Wilson: The New Freedom.


2

If the total amount of savings deposited in the savings banks were equally divided among the population of the country, the amount apportioned to each person in 1820 would have been twelve cents; in 1830, fifty-four cents; in 1840, eighty-two cents; in 1850, $1.87; in 1860, $4.75; in 1870, $14.26; in 1880, $16.33; in 1890, $24.75; in 1900, $31.78; in 1910, $45.05, and it is steadily increasing. Remember the fact that the population had increased from 10,000,000 in 1820 to over 90,000,000 in 1910; the "rainy day" money, therefore, assumes gigantic proportions.

If the total savings deposited in banks were divided equally among the country's population, the amount each person would have received in 1820 would be twelve cents; in 1830, fifty-four cents; in 1840, eighty-two cents; in 1850, $1.87; in 1860, $4.75; in 1870, $14.26; in 1880, $16.33; in 1890, $24.75; in 1900, $31.78; in 1910, $45.05, and it’s continuing to grow. Keep in mind that the population increased from 10,000,000 in 1820 to over 90,000,000 in 1910; therefore, the "rainy day" money is becoming substantial.


3

In Germany, says The Scientific American, wood is too expensive to be burned, and it is made into artificial silk worth two dollars a pound and bristles worth four dollars a pound; into paper, yarn, twine, carpet, canvas, and cloth. Parquet flooring is made from sawdust; the materials may be bought by the pound and then mixed, so that the householder can lay his own hardwood floors according to his individual taste and ingenuity.

In Germany, according to The Scientific American, wood is too costly to burn, so it's turned into artificial silk worth two dollars a pound and bristles worth four dollars a pound; it's also used for paper, yarn, twine, carpet, canvas, and cloth. Parquet flooring is made from sawdust; people can buy the materials by the pound and mix them, allowing homeowners to install their own hardwood floors according to their personal style and creativity.


4

The country gentlemen and country clergymen had fully expected that the policy of these ministers would be directly opposed to that which had been almost constantly followed by William; that the landed interest would be favored at the expense of trade; that no addition would be made to the funded debt; that the privileges conceded to Dissenters by the late king would be curtailed, if not withdrawn; that the war with France, if there must be such a war, would, on our part, be almost entirely naval; and that the government would avoid close connections with foreign powers and, above all, with Holland.—Macaulay.

The country gentlemen and local clergymen fully expected that these ministers' policies would directly oppose what had been almost consistently pursued by William; that landowners would be prioritized over trade; that no increase would be made to the national debt; that the rights granted to Dissenters by the late king would be limited, if not completely taken away; that any war with France, if it had to happen, would be primarily naval on our side; and that the government would steer clear of close ties with foreign countries, especially with Holland.—Macaulay.


Exercise 191—The Colon (:)

The colon is always used to indicate that something of importance follows, usually an enumeration or a list of some kind, or a quotation of several sentences or paragraphs; as,

The colon is always used to show that something important follows, typically a list or an enumeration, or a quote that consists of several sentences or paragraphs; for example,

1. Three things are necessary: intelligence, perseverance, and tact.

1. You need three things: smarts, determination, and diplomacy.

2. The buffalo supplies them with almost all the necessities of life: with habitation, food, and clothing; with strings for their bows; with thread, cordage, and trail-ropes for their horses; with coverings for their saddles; and with the means of purchasing all that they desire from traders.

2. The buffalo provides them with nearly all the essentials for life: shelter, food, and clothing; strings for their bows; thread, ropes, and leads for their horses; coverings for their saddles; and the means to buy everything they want from traders.

3. Quoting from the current number of the —— Magazine, he read: (four paragraphs).

3. Quoting from the latest issue of the —— Magazine, he read: (four paragraphs).

Punctuate:

Punctuate:

1. For the first fifty miles we had companions with us Troche a little trapper and Rouville a nondescript in the employ of the fur company.

1. For the first fifty miles, we had company with us: Troche, a young trapper, and Rouville, a generic guy working for the fur company.

2. About a week previous four men had arrived from beyond the mountains Sublette Reddick and two others.

2. About a week earlier, four men had arrived from beyond the mountains: Sublette, Reddick, and two others.

3. Reynal was gazing intently he began to speak at last "Many a time when I was with the Indians I have been hunting gold all through the Black Hills there's a plenty of it here you may be certain of that I have dreamed about it fifty times" etc.

3. Reynal was staring intently when he finally started to speak. "Many times when I was with the Indians, I hunted for gold all throughout the Black Hills. There's plenty of it here, you can be sure of that. I've dreamed about it fifty times."

4. Objects familiar from childhood surrounded me crags and rocks a black and sullen brook that gurgled with a hollow voice among the crevices a wood of mossy distorted trees.

4. Objects I recognized from childhood surrounded me: jagged rocks and cliffs, a dark and gloomy brook that gurgled with a hollow sound among the crevices, and a forest of moss-covered, twisted trees.


Exercise 192

The colon is used after thus, as follows, the following, or similar expressions; as,

The colon is used after thus, as follows, the following, or similar expressions; as,

Name the adverbs in the following: He left hurriedly rather early in the morning.

Name the adverbs in the following: He left quickly rather early in the morning.

The colon is not used after namely, as, that is, for example, for instance, and the like. Such expressions are preceded by the semicolon and followed by the comma.

The colon is not used after namely, as, that is, for example, for instance, and similar phrases. These expressions are preceded by a semicolon and followed by a comma.

Punctuate the following:

Punctuate the following:

1. The Christmas presents that he wants are the following a toy train a toy automobile a toy circus and a printing press.

1. The Christmas gifts he wants are as follows: a toy train, a toy car, a toy circus, and a printing press.

2. Do the exercise thus first lunge to the left second raise the arms forward and third wind the wand.

2. To do the exercise, first lunge to the left, second raise your arms forward, and third, twist the wand.

3. We are offering for sale three residences of the size that you wish namely 438 Bishop Ave 1614 Winchester St and 2015 Logan Square.

3. We have three homes for sale that match your needs: 438 Bishop Ave, 1614 Winchester St, and 2015 Logan Square.

4. The following are the two that we liked best 438 Bishop Ave and 2015 Logan Square.

4. The two that we liked the most are 438 Bishop Ave and 2015 Logan Square.

5. One use of the comma is to set off an appositive for example Mr Kearne the buyer has left the city.

5. One use of the comma is to set off an appositive; for example, Mr. Kearne, the buyer, has left the city.

6. The comma is used to set off an independent adverb as We have not yet decided however when we shall leave.

6. The comma is used to separate an independent adverb as We haven't decided yet, however, when we will leave.

7. The plan is this I'll do the work and you pay for the materials.

7. The plan is this: I'll handle the work, and you cover the cost of the materials.

8. The officers are as follows Edward Lawrence for President John Kelly for Secretary and Fred Morrison for Treasurer.

8. The officers are as follows: Edward Lawrence for President, John Kelly for Secretary, and Fred Morrison for Treasurer.


Exercise 193—The Dash(—)

The dash is used to set off parenthetical expressions that have very little connection with the rest of the sentence; as,

The dash is used to highlight parenthetical expressions that are only loosely related to the rest of the sentence; as,

In New York the Harlem River tunnel was comparatively a simple one, but the first East River tunnels—the two subway tubes from the Battery to Brooklyn—presented all the difficulties known to subaqueous construction.

In New York, the Harlem River tunnel was relatively straightforward, but the first East River tunnels—the two subway tubes from Battery Park to Brooklyn—had all the challenges typical of underwater construction.

These tunnels extend on under the great Pennsylvania terminal building—another of the same decade's accomplishments—to East Thirty-fourth Street.

These tunnels run beneath the impressive Pennsylvania terminal building—another achievement from that decade—out to East Thirty-fourth Street.

The dash is also used to indicate a sudden change or break in the thought; as,

The dash is also used to show a sudden change or break in thought; for example,

1. When the millennium comes—if it ever does—all of our problems will be solved.

1. When the new millennium arrives—if it ever does—all of our problems will be solved.

2. "I believe—" began the lawyer.

2. "I think—" started the lawyer.

"Believe!" interrupted his client. "I don't want you to believe. I want you to know."

"Believe!" his client interrupted. "I don't want you to just believe. I want you to know."

The dash is used before a word that summarizes the preceding part of the sentence; as,

The dash is used before a word that sums up the earlier part of the sentence; for example,

He had robbed himself of the most precious thing a man can have in business—his friends.

He had taken away the most valuable thing a person can have in business—his friends.

After a comma the dash has the effect of lengthening the separation; as,

After a comma, the dash makes the gap feel longer; as,

One thing the Puritans desired,—freedom to worship God.

One thing the Puritans wanted was the freedom to worship God.


Exercise 194—Parenthesis Marks ()

Parenthesis marks are used to enclose explanatory expressions that are not an essential part of the sentence; as,

Parentheses are used to enclose explanatory phrases that aren't essential to the sentence; for example,

The United States Department of Agriculture estimates that the receipts of cattle at the six leading markets (Chicago, St. Louis, Kansas City, South Omaha, St. Joseph, and Sioux City) from January 1 to August 1 of this year are 15 per cent less than they were in the corresponding period of last year.

The United States Department of Agriculture estimates that the cattle receipts at the six major markets (Chicago, St. Louis, Kansas City, South Omaha, St. Joseph, and Sioux City) from January 1 to August 1 of this year are 15 percent lower than they were during the same period last year.

Wrong.—Do not use parenthesis marks to cancel a word or a passage. A line should be drawn through a word that is wrong.

Wrong.—Do not use parentheses to cancel a word or a passage. A line should be drawn through a word that is incorrect.

Bring to class five sentences that illustrate the correct use of parenthesis marks.

Bring to class five sentences that show the correct use of parentheses.


Exercise 195—The Hyphen (-)

The hyphen is used when a word has been divided. It is always used at the end of the line and never at the beginning.

The hyphen is used when a word is split. It's always placed at the end of the line and never at the beginning.

When several short words are taken together to form one word, they are hyphenated; as,[197]

When multiple short words combine to make one word, they are hyphenated; for example,[197]

a one-hundred-pound bag of coffee

a 100-pound bag of coffee

As a rule, when two words taken together are each accented, they must be written with the hyphen. When only one is accented, no hyphen is used; as,

As a rule, when two words combined are both stressed, they should be written with a hyphen. When only one is stressed, no hyphen is needed; as,

follow-up, first-class, self-reliant, railroad, steamship

follow-up, first-class, self-sufficient, train, steamboat

As a rule, nouns which are compounded of a participle and a noun use the hyphen; as,

As a rule, nouns that are made up of a participle and a noun use a hyphen; for example,

talking-machine, driving-wheel

voice assistant, steering wheel

When fractions are written out, the hyphen is used; as,

When fractions are written out, a hyphen is used; for instance,

one-third, three-fifths

one-third, three-fifths

In other numerals expressing a compound number the hyphen is also used; as,

In other numbers that represent a compound number, a hyphen is also used; for example,

twenty-one, sixty-six

21, 66


Exercise 196

Punctuate the following letters, supplying a heading and an introduction for each:

Punctuate the following letters, adding a heading and an introduction for each:

1
Gentlemen:

We are glad to tell you that contrary to the fears expressed in your last letter there are no present indications of sudden changes at least no indications of drops in prices. With the exception of two fruits and one vegetable grapes cantaloupes and cauliflower all commodities sold on the wholesale fruit and produce markets here were quoted yesterday at the prices announced last Friday.

We’re happy to inform you that, contrary to the concerns you mentioned in your last letter, there are currently no signs of sudden changes—at least no signs of price drops. Except for two fruits and one vegetable—grapes, cantaloupes, and cauliflower—all the goods sold in the wholesale fruit and produce markets here were priced yesterday at the same rates announced last Friday.

The change in grape prices affected the Red Peru variety in which the supply has almost stopped the price being raised from $1.05 to $1.25 a box. If one may trust the forecast of local merchants the price will probably remain at this higher point until the supply is exhausted. Cantaloupes seem to be a trifle scarce especially the pineapple variety the price of which was raised from $1.10 to $1.30 a crate. Cauliflower was raised to $1.35 a dozen heads the staple price probably for the rest of the season.

The change in grape prices impacted the Red Peru variety, where the supply has nearly come to a halt, causing the price to rise from $1.05 to $1.25 per box. If local merchants can be trusted, the price is likely to stay at this higher level until the supply runs out. Cantaloupes appear to be a bit scarce, especially the pineapple variety, which saw its price increase from $1.10 to $1.30 per crate. Cauliflower is now priced at $1.35 for a dozen heads, which will probably be the standard price for the rest of the season.

Excepting these items we shall be glad to receive any orders at Friday's quotations.

Except for these items, we will be happy to accept any orders at Friday's prices.

Yours truly,

2
Gentlemen:

Your order of the 20th instant forwarded from our Trenton office came this morning. We regret to say however that we do not carry the Sanito brand of canned goods as we do not consider the grade first-class. If the Monsoon brand which is generally acknowledged to be excellent will serve your purpose we can fill your order at once.

Your order from the 20th came this morning from our Trenton office. Unfortunately, we have to inform you that we don’t carry the Sanito brand of canned goods because we don’t think it’s first-class quality. If the Monsoon brand, which is widely recognized as excellent, will work for you, we can fulfill your order immediately.

We are now in a position to supply the trade with Mrs. Keller's coffee of which we have fortunately secured several thousand packages at a very low price. If you wish any at $2.50 per dozen packages less than half the retail price you will notice let us hear from you at once.

We are now ready to provide the market with Mrs. Keller's coffee, of which we have fortunately obtained several thousand packages at a very low price. If you're interested, it's $2.50 per dozen packages, which is less than half the retail price. Please let us know right away.

Yours truly,

3
Dear Sir:

We acknowledge your letter of October 5 but we regret that as yet we have no information in regard to the excess charge of $1.02 which you were obliged to pay on the express shipment of one piece 27 yds. of plaid silk chiffon. We have taken up the matter with the mill however and as soon as we receive their report we shall write you again.

We received your letter dated October 5, but unfortunately, we don't have any updates about the extra charge of $1.02 you had to pay for the express shipment of one piece, 27 yards, of plaid silk chiffon. We have followed up with the mill, and as soon as we get their response, we will reach out to you again.

Asking your indulgence meanwhile we are

Asking for your patience while we are

Yours truly,

CHAPTER XIII

THE CLEAR SENTENCE

Business men like to talk of brevity. They tell you that a talk or a letter must be brief. What they really mean is that the talk or the letter must be concise; that it must state the business clearly in the fewest possible words. Don't omit any essential fact when you write, but don't repeat. If you can express an idea in ten words, don't use twenty. In a later exercise we shall meet the sentence, The size of the crops is always important, and it is especially so to the farmer, and this is because he has to live by the crops. The writer of that sentence was very careless. He had a good idea and thought that, if he kept repeating it, he would make it stronger. Just the reverse is true. The sentence may be expressed in a very few words: The size of the crop is vitally important to the farmer.

Business people like to emphasize brevity. They tell you that a speech or a letter should be short. What they really mean is that the speech or the letter should be clear and to the point; it should convey the business clearly in the fewest possible words. Don’t leave out any important details when you write, but don’t repeat yourself. If you can convey an idea in ten words, don’t use twenty. In a later exercise, we’ll encounter the sentence, The size of the crops is always important, and it is especially so to the farmer, and this is because he has to live by the crops. The writer of that sentence was quite careless. He had a good idea and thought that repeating it would make it stronger, but the opposite is true. The sentence can be stated in very few words: The size of the crop is vitally important to the farmer.

If you wish to secure conciseness of expression, be especially careful to avoid joining or completing thoughts by these expressions: and, so, why, that is why, this is the reason, and everything.

If you want to be clear and concise in your writing, make sure to avoid linking or finishing thoughts with phrases like: and, so, why, that is why, this is the reason, and everything.

In this chapter we shall consider some of the larger faults that should be avoided in sentences.

In this chapter, we will look at some of the major mistakes that should be avoided in sentences.


Exercise 197—Unity of the Sentence

Give the definition of a sentence.

Give the definition of a sentence.

How many thoughts may one sentence express?

How many thoughts can one sentence convey?

What is likely to happen when two thoughts are joined by and? What, then, is the danger in using the compound sentence?[200]

What usually happens when two ideas are connected by and? What, then, is the risk of using a compound sentence?[200]

The compound sentence is good to use to express certain ideas, especially contrast; as,

The compound sentence is useful for expressing specific ideas, especially contrasts; for example,

It is not work that kills men; it is worry.

It’s not work that kills people; it’s stress.

It is not the revolution that destroys the machinery, but the friction [but it is the friction].

It’s not the revolution that breaks the machinery, but the friction [but it is the friction].

The sentences which most clearly and easily give us one thought are the simple and the complex sentences.

The sentences that clearly and easily convey a single idea are simple and complex sentences.

Compare the following sentences. Which of them leave one idea in your mind?

Compare the following sentences. Which of them sticks in your mind?

The tongue is a sharp-edged tool.

The tongue is a sharp-edged weapon.

A sharp tongue is the only edged tool that grows keener with constant use.

A sharp tongue is the only tool that gets sharper the more you use it.

A sharp tongue is like an edged tool, and it grows keener with constant use.

A sharp tongue is like a razor, and it gets sharper the more you use it.


Exercise 198

The following is wordy. Rewrite it, condensing as much as possible. Use simple and complex sentences rather than compound, expressing in each only one thought.

The following is wordy. Rewrite it to be more concise. Use both simple and complex sentences, ensuring that each conveys only one thought.

In the early summer the corn crop frequently seems to be very poor, and so reports begin to circulate that corn will be high in the autumn, but when the autumn really comes, Wall Street, that great center of business life, begins to see that the reports have been greatly exaggerated and that crops really will be very good, and so business begins to pick up. The size of the crop largely settles the volume of the next season's business, because so great a part of the world's business activity is made up of buying and selling the actual potatoes and corn and wheat and cattle or the products made from these, and when the crop is poor there are a great many people concerned, because they will be poor just as the crops are poor, and this applies to the farmer as well as to the dealer.

In early summer, the corn crop often looks really bad, leading to rumors that corn prices will be high in the fall. However, when autumn arrives, Wall Street, the major hub of business, realizes that these reports have been greatly exaggerated and that the crops are actually going to be quite good. As a result, business starts to improve. The size of the crop largely determines the volume of business for the next season since a significant part of the world's economic activity revolves around buying and selling crops like potatoes, corn, wheat, and cattle, along with products made from them. When the crop is poor, many people are affected because they'll be struggling just like the crops, and this impacts both farmers and dealers.

The size of the crops is always important, and is especially so to the farmer, and this is because he has to live by the crops. A man may be living in the city and working for a salary and begin to see that his work is not supporting him, and if he is an ambitious man, he will change his occupation. This the farmer cannot do because he has made an enormous investment; in the first[201] place, he has invested in his land, and then in his seed and farm implements, and this investment often means all the available money the farmer has, and often it means a mortgage on his farm. He puts the mortgage on his farm in hope of getting a good crop, and when his hope is not realized, he is in trouble, because he may lose his whole farm if he cannot pay the installments of interest due on his mortgage; but then, on the other hand, if we consider the other side of the question, when the crop is large, the situation is altogether different. Even if the farmer has put a mortgage on his farm, he gets enough money from his produce to pay the debt of that mortgage, and he need not worry how he is to live during the next winter.

The size of the crops is always important, especially to the farmer, because he relies on them for his livelihood. A city worker might realize that his job isn’t paying enough and, if he’s ambitious, he’ll switch careers. But the farmer can’t do that because he’s made a huge investment; first in his land, then in seeds and farming tools. This investment often uses up all the money the farmer has, and it might even mean taking out a mortgage on his farm. He puts the mortgage on his farm hoping for a good harvest, and when that hope doesn’t materialize, he faces serious trouble because he could lose his entire farm if he can’t make the mortgage payments. On the flip side, when the crop is abundant, the situation changes dramatically. Even with a mortgage, the farmer can make enough money from his harvest to pay off the mortgage debt, and he doesn’t have to worry about how he will get by during the next winter.

The town merchants depend on a good crop, because, if the farmer has not a good return from his fields, he will have almost no ready money, and so he cannot buy much clothing or household furnishings. In Iowa, for instance, there is a little town in the center of a corn-raising community, and it is here that the farmers congregate to do their buying, and in this town there is quite a large department store, and it is run by a woman. She does most of her buying in the autumn and she prefers to do it personally, and so she likes to make a trip to New York for the purpose, but she never sets out until she knows that the corn crop is good. And the reason for this is that she knows that it will cost her hundreds of dollars to make the trip East, to stay at a good hotel, and to spend the requisite length of time choosing her purchases at the different wholesale houses, and she knows that if there is no corn crop she will sell very few coats and hats and lace curtains, and it will never pay her to run up her expenses into the hundreds of dollars, but she will buy as best she can from the drummers, and buy only a little, and thus the size of the crop determines how much the farmer can buy, and, therefore, how much the wholesale and retail dealers can sell.

The local shop owners rely on a good harvest because, if the farmer doesn't get a decent yield from his fields, he will have almost no cash on hand and can't buy much clothing or home goods. In Iowa, for example, there's a small town in the middle of a corn-producing area where the farmers come to shop. In this town, there's a sizable department store run by a woman. She does most of her buying in the fall and prefers to do it in person, so she likes to make a trip to New York for that purpose, but she never leaves until she's sure the corn harvest is good. This is because she knows the trip East will cost her hundreds of dollars to stay at a nice hotel and spend enough time choosing her purchases from various wholesalers, and if there’s no corn crop, she won’t sell many coats, hats, or lace curtains. It wouldn’t make sense for her to rack up those expenses, so she will buy what she can from sales reps and only pick up a little, which means the size of the harvest impacts how much the farmer can buy and, therefore, how much the wholesalers and retailers can sell.


Exercise 199—Subordination in the Sentence

Sentences containing compound predicates may be made more direct in thought if one of the verbs is changed to a participle or an infinitive, because the predicate will then express only one action; as,

Sentences with compound predicates can be more straightforward if one of the verbs is changed to a participle or an infinitive, as this will make the predicate express just one action; for example,

1. The carpenter threw down his hammer and walked out of the shop.[202]

1. The carpenter dropped his hammer and stepped out of the shop.[202]

2. Throwing down his hammer, the carpenter walked out of the shop.

2. Throwing down his hammer, the carpenter walked out of the shop.

3. I went downtown and applied for the position.

I went downtown and applied for the job.

4. I went downtown to apply for the position.

4. I went downtown to apply for the job.

Change the following sentences so that one action is denoted by the predicate of each:

Change the following sentences so that each one has a single action described by the predicate:

1. A teamster drove out of the alley east of the theater and swung his horses directly in front of a Madison street car.

1. A teamster pulled out of the alley east of the theater and steered his horses right in front of a Madison streetcar.

2. The tongue struck the front of the car and bored a hole in the fuse box.

2. The tongue hit the front of the car and drilled a hole in the fuse box.

3. The fire spread and burned the roof of the car.

3. The fire spread and burned the car's roof.

4. The half dozen passengers were badly frightened and got out quickly.

4. The six passengers were really scared and got out quickly.

5. Several people ran and turned in a fire alarm.

5. A few people rushed to pull the fire alarm.

6. In a few minutes the fire engines arrived and began to fight the flames.

6. A few minutes later, the fire trucks showed up and started battling the flames.

7. Crowds came from all directions and silently watched the flames.

7. People gathered from all directions and silently watched the flames.

8. The people poured out of the theater and cheered the firemen.

8. The crowd exited the theater and cheered for the firefighters.

9. The half dozen passengers soon recovered and stood on the curbstone in the crowd.

9. The six passengers quickly got back on their feet and stood on the curb among the crowd.

10. The firemen did their work quickly and departed amid the cheers of the crowd.

10. The firefighters did their job quickly and left to the cheers of the crowd.


Exercise 200—Combination of Short Sentences

Sometimes short sentences are bad because two or three of them are needed to express one complete thought. If that is the case, they should be combined, the most important detail being put into the principal clause, and the other details into modifiers, as in the preceding exercise.

Sometimes short sentences are ineffective because two or three are needed to express one complete thought. If that's the case, they should be combined, placing the most important detail in the main clause and the other details as modifiers, as shown in the previous exercise.

Make use of—

Utilize—

1. Adjectives.
2. Adverbs.
3. Participial phrases.
4. Infinitives.
5. Relative pronouns.
6. Subordinate conjunctions.

Below, the first and second sentences together make one thought, which is expressed in the third.

Below, the first and second sentences combined express a single idea, which is articulated in the third.

John is a good reporter.
That is why he earns a good salary.
Because John is a good reporter, he earns a good salary.

Combine the sentences of each group below into a single sentence, either simple or complex, omitting as many words as possible but no ideas:

Combine the sentences in each group below into one sentence, keeping it simple or complex, while removing as many words as you can without losing any ideas:

1. We stayed at home for two reasons: first of all, we thought Baltimore might be unpleasantly warm. Then, the other reason was that we thought we ought to economize.

1. We stayed home for two reasons: first, we thought Baltimore might be uncomfortably warm. Second, we felt we should save money.

2. In China the wedding takes place at the bridegroom's house. This has been decorated with strips of bright red paper, and they have the word "Hsi" on them. This means "Live in happiness."

2. In China, the wedding happens at the groom's house. It's decorated with strips of bright red paper that have the word "Hsi" on them. This means "Live in happiness."

3. First in the procession come the standard bearers. They are hired for the occasion. These men have red coats put on over their dirty clothes. The men they hire are usually beggars.

3. First in the parade are the standard bearers. They’re hired for the event. These men wear red coats over their dirty clothes. The men they hire are usually homeless.

4. Six years ago I went sailing on Lake George with my father. I was ten years old at that time. Two other men went along with us. The boat that we went in belonged to my father and these men.

4. Six years ago, I went sailing on Lake George with my dad. I was ten years old back then. Two other guys came with us. The boat we used belonged to my dad and those guys.

5. The wind was high and it would come in gusts. This made it hard to sail. It shifted the sails so quickly that it would throw the boat over on one side.

5. The wind was strong and blew in bursts. This made sailing difficult. It moved the sails so fast that it would tip the boat over to one side.

6. Several times the boat leaned over at an angle of forty degrees. This let the water come in on that side. When this happened, we all had to jump to the other side. We did this so that the boat would right itself.

6. Several times the boat tilted at a forty-degree angle. This allowed water to spill in on that side. When this happened, we all had to jump to the other side. We did this to help the boat upright itself.

7. The heart is the most important organ in the body. This is because if the heart stops beating, you cannot live. Besides, all the other organs are connected with it. It is something like the main spring in a watch.

7. The heart is the most important organ in the body. This is because if the heart stops beating, you can't live. Plus, all the other organs are linked to it. It's similar to the main spring in a watch.

8. This is a good machine. And since that's the case, I don't see why it is that it doesn't work as it should.

8. This is a good machine. So, since that's the case, I don't understand why it doesn't work properly.

9. In every business there are many bad debts. Some can be collected and others cannot be. This is because the men who made them were given credit, and they didn't have any money.

9. In every business, there are a lot of bad debts. Some can be collected, and others can't. This is because the people who incurred them were given credit, and they didn't have any money.

10. The night was dark, and there were no stars. The fishermen[204] stood on the shore, and they gazed at the wild sea. A storm had arisen, and they could not go out in their boats.

10. The night was dark, and there were no stars. The fishermen[204] stood on the shore, looking out at the rough sea. A storm had come up, and they couldn’t go out in their boats.


Exercise 201

As in the preceding exercise, rewrite the following, omitting as many words as possible, but no ideas. Use shorter, simpler expressions wherever possible.

As in the previous exercise, rewrite the following, using fewer words without losing any ideas. Use shorter, simpler expressions when possible.

1

Uncle Sam now has an aerial navy, but it's a small one, and foundations of it were recently laid. This was done when contracts were signed for the delivery of three aeroplanes and they are the first aeroplanes that the United States bought. These aeroplanes are of the latest development. They are all capable of rising from land or water. They are able also to land on water or on the deck of a ship, and they can carry at least one passenger and are equipped with wireless outfits. Two of them are Curtis machines and the third is a Wright, and they ranged in price from $2,700 to $5,500.

Uncle Sam now has an air force, but it’s a small one, and the groundwork for it was recently established. This happened when contracts were signed for the delivery of three airplanes, which are the first airplanes that the United States has purchased. These airplanes are the latest in technology. They can take off from both land and water. They can also land on water or on the deck of a ship, and they can carry at least one passenger and are equipped with wireless communication. Two of them are Curtiss models and the third is a Wright, with prices ranging from $2,700 to $5,500.


2

The United States produces more steel than any two European countries, and it is continuing to produce more. Moreover, it has the productive capacity to produce more than any other three or four countries put together. This capacity is being still further increased. At the present time, there is one very important steel company. It is very large, and seems to wish to monopolize the entire iron and steel industry. Even at this time it owns half the principal plants that are now producing steel and iron, and controls half the trade of the entire steel and iron industry, and when such a thing happens, it is a matter of international concern.

The United States produces more steel than any two European countries combined, and it's continuing to ramp up production. Additionally, it has the capacity to outproduce any three or four other countries put together. This capacity is also being further expanded. Currently, there is one major steel company that is very large and appears to want to monopolize the entire iron and steel industry. Right now, it owns half of the leading plants that produce steel and iron, controlling half of the market in the steel and iron industry, and when this happens, it raises international concerns.


3

Condense the following into a single sentence, either simple or complex:

Condense the following into one sentence, either simple or complex:

The iron and steel industry is very important, and it includes a great deal. First, the ore has to be mined, and then the work includes everything up to making the finest wire for musical instruments. Or, to put it another way, you can say from smelting[205] the ore to building a battle ship. This is a very interesting occupation and, as said before, very important. There is hardly anything more interesting or important except agriculture.

The iron and steel industry is crucial and encompasses a lot. First, the ore needs to be mined, and the process includes everything from that point to producing the finest wire for musical instruments. In other words, it goes from smelting the ore to constructing a battleship. This is a fascinating field and, as mentioned earlier, very significant. There's hardly anything more interesting or important aside from agriculture.


Exercise 202—Dangling Expressions

Sometimes a sentence is not clear because it contains a participle which does not modify anything in the sentence. A participle is part verb and part adjective. As a verb, it expresses the idea of the verb from which it is derived. As an adjective, it must modify a noun or a pronoun. The important point is that this noun or pronoun must be expressed in the sentence and not lie in the mind of the writer, as it does in the following:

Sometimes a sentence can be confusing because it has a participle that doesn't modify anything in the sentence. A participle is part verb and part adjective. As a verb, it conveys the idea of the verb it's derived from. As an adjective, it needs to modify a noun or a pronoun. The key point is that this noun or pronoun must be present in the sentence and not just in the writer's mind, as it is in the following:

Riding from Saugatuck to Holland last year, the country showed unmistakable signs of lack of rain.

Riding from Saugatuck to Holland last year, the countryside clearly showed signs of drought.

Here the writer means, We saw that the country, etc., but he says that the country rode from Saugatuck to Holland.

Here the writer means, We saw that the country, etc., but he says that the country traveled from Saugatuck to Holland.

Again, an expression may be used which is really an incomplete clause. Do not use such a clause, unless the understood subject is the same as the subject expressed in the independent proposition.

Again, an expression might be used that is really an incomplete clause. Avoid using such a clause unless the implied subject is the same as the subject stated in the independent proposition.

Wrong: When almost exhausted, the camp was reached.
Right: When almost exhausted, we reached the camp.

Recast the following sentences, correcting the dangling expressions:

Rephrase the following sentences, fixing the dangling phrases:

1. You should not stop studying your lessons until thoroughly prepared.

1. You shouldn’t stop studying your lessons until you’re thoroughly prepared.

2. In talking to the postman yesterday, he said that his route had been changed.

2. While chatting with the postman yesterday, he mentioned that his route had been changed.

3. Owing two months' rent, the foreman laid me off.

3. Because I owed two months' rent, the foreman let me go.

4. Before becoming a physician, the law sets a very severe examination.

4. Before becoming a doctor, the law requires a very tough exam.

5. Having eaten our luncheon very hastily, the typewriters were soon clicking merrily again.[206]

5. After quickly finishing our lunch, the typewriters began clicking away happily again.[206]

6. The difficulty could easily be settled, going about it in the right way.

6. The problem could easily be resolved if approached in the right way.

7. Although determined to get my money, the task was harder than I had expected.

7. Even though I was set on getting my money, the task was tougher than I had anticipated.

8. Having installed an adding machine, our office work could be done in half the time.

8. After getting an adding machine, we could complete our office work in half the time.

9. On entering the car, the first thing that caught my attention was the sign at the end.

9. When I got into the car, the first thing that caught my eye was the sign at the end.

10. Silk should be washed with warm water and a mild soap, being careful not to rub it.

10. Silk should be washed with warm water and a gentle soap, making sure not to scrub it.

11. The house was redecorated, making it clean and homelike.

11. The house was updated, making it clean and cozy.

12. The book should be carefully studied, reviewing each chapter after it is read.

12. The book should be studied closely, going over each chapter after you read it.

13. Going to work this morning, an accident happened.

13. On my way to work this morning, there was an accident.

14. Having entered college, Mr. Brown watched his son's progress with pride.

14. After starting college, Mr. Brown proudly watched his son's progress.

15. Soon after abandoning the boat, it sank.

15. Shortly after leaving the boat, it sank.

16. They say he will be lame, caused by a fall on the ice while skating.

16. They say he will have a limp because he fell on the ice while skating.

17. While trying to break the half mile record, his back was injured.

17. While trying to break the half-mile record, he hurt his back.

18. Many people object to football, because in tackling the boys' hearts are weakened.

18. Many people are against football because the tackling can hurt the boys' spirits.

19. He did not wish to take up an extra study, thus lessening his chance of being eligible for athletics.

19. He didn’t want to take on an extra study, which would reduce his chances of being eligible for sports.

20. While a child, my father often told me stories of Indian days.

20. When I was a child, my dad often told me stories about the days of the Indians.

21. Absorbed all day in superintending his work, in the evening the newspaper brought him political news enough to fill the hours between dinner and bed-time.

21. Focused all day on overseeing his work, the evening newspaper provided him with plenty of political news to fill the time between dinner and bedtime.

22. Discussing the happenings in the ward with an old crony, his daughter would often sit near him listening.

22. While chatting about the events in the ward with an old friend, his daughter would often sit close by, listening.

23. He is failing in his work, caused by his laziness.

23. He's not doing well at his job because he's lazy.

24. Although a good tonic, I did not gain weight while taking it.

24. Even though it was a good tonic, I didn't gain weight while taking it.

25. In the new telephone, upon lifting the receiver, a ticking sound is heard.

25. In the new phone, when you pick up the receiver, a ticking sound can be heard.

26. Leaving the window open when she went to lunch, of course the papers were disarranged on her return.

26. Leaving the window open when she went to lunch, of course the papers were messy when she came back.

27. Dictionaries must be returned to the desk after using.

27. Dictionaries need to be returned to the desk after use.


Exercise 203—Pronouns with Uncertain Antecedents

Sometimes the meaning of a sentence is not clear because the pronouns have uncertain antecedents.

Sometimes a sentence's meaning isn't clear because the pronouns refer to something ambiguous.

1. Sometimes a pronoun may refer to either of two antecedents; as,

1. Sometimes a pronoun can refer to either of two antecedents; for example,

Wrong: He gave his brother John the umbrella and then he left.
Right: He gave the umbrella to his brother John, who then left.

2. Sometimes the sentence must be entirely recast and a direct quotation used before the pronouns can be made clear; as,

2. Sometimes the sentence needs to be completely rewritten, and a direct quote should be used before the pronouns can be clarified; for example,

Wrong: Tom told his father that his suit case was lost.
Right: a. Tom said, "Father, your suit case is lost."
b. Tom said, "Dad, my suitcase is lost."

3. Sometimes the pronoun refers to a word that has not been expressed or to an idea. In that case, the antecedent must be supplied; as,

3. Sometimes the pronoun refers to a word that hasn't been stated or to an idea. In that situation, the antecedent needs to be provided; as,

Wrong: If any one wishes to contribute to the cause, let him send it in the enclosed envelope.
Right: If any one wishes to contribute to the cause, let him send his contribution in the enclosed envelope.

Wrong: I wouldn't wear mittens. Nobody does that nowadays.
Right: I wouldn't wear mittens. Nobody wears them nowadays.

4. A sentence containing an indefinite they or it is corrected thus:

4. A sentence using an indefinite they or it is corrected like this:

Wrong: Don't they have street cars where you live?
Right: Are there no street cars where you live?

Recast the following:

Sure, please provide the text you'd like me to modernize.

1. She asked her mother if she could go, and she said she thought she ought to stay at home.

1. She asked her mom if she could go, and her mom said she thought she should stay home.

2. John told James he was sure he did not know the office that he meant.

2. John told James he was sure he didn’t know the office he was talking about.

3. George told his father his watch had stopped.[208]

3. George told his dad that his watch had stopped.[208]

4. The manager asked the clerk to bring his book.

4. The manager asked the clerk to get his book.

5. A light touch is important in a typewriter, because it makes it easy to write upon it.

5. A gentle touch is important on a typewriter, because it makes it easy to write on it.

6. The size of the crops is important to the farmers, because they have to live by them.

6. The size of the crops is important to the farmers because they depend on them for their livelihood.

7. They decided to reorganize the company, which is always a difficult task.

7. They decided to restructure the company, which is always a tough job.

8. They went into the hands of a receiver, which is an indication that the affairs of the company had been poorly managed.

8. They were placed into the hands of a receiver, which shows that the company's affairs had been poorly managed.

9. There is a boat on the lake over which there is a pleasant view, in which there is a club for working girls.

9. There’s a boat on the lake with a nice view, where there’s a club for working women.

10. He stole some money which brought about an investigation.

10. He took some money, which led to an investigation.

11. She asked her aunt how old she was.

11. She asked her aunt how old she was.

12. John is famous for telling anecdotes, and he got it by remembering every story he reads.

12. John is well-known for sharing stories, and he does this by remembering every tale he reads.

13. The sleighing party last night was a success, which is not always the case.

13. The sleigh ride party last night was a success, which doesn’t always happen.

14. He told a lie, which is a bad thing to do.

14. He told a lie, which is a terrible thing to do.

15. They engaged a gardener, which doubled their monthly expenses.

15. They hired a gardener, which doubled their monthly expenses.

16. Why don't you get some of that new fur trimming for your blue dress?

16. Why don’t you get some of that new fur trim for your blue dress?

17. They had an accident on the street car this morning.

17. They had an accident on the streetcar this morning.

18. In the newspaper it said that the lecture would begin at 8:15.

18. The newspaper said that the lecture would start at 8:15.

19. They don't find iron in Illinois, do they?

19. They don't find iron in Illinois, right?

20. Do they have the original paintings in our art gallery?

20. Do they have the original paintings in our art gallery?

21. It says "Closed" on that door.

21. The sign on that door says "Closed."

22. It doesn't mention a bank draft in this book.

22. This book doesn't mention a bank draft.

23. They have a great many foreigners in New York City.

23. There are a lot of foreigners in New York City.

24. John accompanied his brother to the city where he bought a typewriter.

24. John went to the city with his brother, where he bought a typewriter.

25. I had expected to take the 9:30 train, but I couldn't do it.

25. I was planning to take the 9:30 train, but I couldn't make it.

26. Going up to the horse he put a lump of sugar into his mouth.

26. He walked up to the horse and put a sugar cube in its mouth.

27. In letter writing one should always be exact and arrange them in the customary form.

27. When writing letters, you should always be precise and format them in the usual way.

28. Those hooks are not rust-proof because the back of my dress is stained with it.

28. Those hooks aren’t rust-proof because the back of my dress has stains from it.

29. The telephone is a great convenience to all. They are now used in almost every house.[209]

29. The telephone is a huge convenience for everyone. It's now found in almost every home.[209]

30. As we came down the road, it sounded like a train, which, as we approached, grew louder and louder.

30. As we walked down the road, it sounded like a train, which got louder and louder as we got closer.


Exercise 204—Misplaced Modifiers

Sometimes a sentence is not clear because a modifier does not stand close to the word it modifies.

Sometimes a sentence isn’t clear because a modifier isn’t near the word it describes.

Wrong: I can't even do the first problem.
Right: I can't do even the first problem.

Change the order of words in the following sentences, placing each modifier as closely as possible to the word which it modifies. Some of the sentences are incorrect because they contain split infinitives. (See Exercise 92.)

Change the order of words in the following sentences, placing each modifier as close as possible to the word it modifies. Some of the sentences are incorrect because they contain split infinitives. (See Exercise 92.)

1. I only waited for him about ten minutes.

I only waited for him for about ten minutes.

2. She stood at the window, trying to close it with a troubled face.

2. She stood at the window, struggling to close it with a worried expression.

3. The city is supplied with water from cold springs which flow nearly a hundred million gallons of the purest liquid that ever burst from the earth, daily.

3. The city gets its water from cold springs that produce almost a hundred million gallons of the purest liquid that has ever come from the earth, every day.

4. The famous S. F. ice cream is made in this factory containing fifty per cent pure cream.

4. The famous S. F. ice cream is made in this factory using fifty percent pure cream.

5. A man should not be allowed to cast a vote, who cannot read and write.

5. A man who cannot read and write should not be allowed to vote.

6. After taking the medicine for a short time, the appetite is improved, and a desire is created for food, that has not existed before.

6. After taking the medicine for a short time, appetite improves, and a desire for food develops that wasn’t there before.

7. In real value, this magazine towers head and shoulders over all others to the woman who is in charge of her home.

7. In reality, this magazine stands out significantly above all others for the woman who manages her home.

8. There are pages of fashion news and embroidery hints and news articles of the day that will appeal to the husband and father as the others do to the wife and daughter as well as departments for the children.

8. There are sections with fashion news, embroidery tips, and current events that will interest husbands and fathers just like they do for wives and daughters, along with sections for kids.

9. The number of the sewing machine is 37A with a drop head.

9. The sewing machine number is 37A with a drop head.

10. They neither are gentle nor well-mannered.

10. They are neither kind nor polite.

11. I only heard about the trouble yesterday.

11. I just found out about the trouble yesterday.

12. He left the same station at which, thirty years before, he had arrived very humbly, in his own special car.

12. He left the same station where, thirty years earlier, he had arrived very modestly, in his own unique car.

13. He urged his brother to buy a home in his letter.[210]

13. He encouraged his brother to purchase a house in his letter.[210]

14. The lighting system has been developed to a really remarkable degree of perfection for the trains.

14. The lighting system has been developed to an impressive level of perfection for the trains.

15. The dynamo is so arranged that when the train is standing still or only traveling twenty miles an hour, the lamps are lighted from a storage battery.

15. The dynamo is set up so that when the train is stopped or only going twenty miles an hour, the lamps are powered by a storage battery.

16. The batteries must be large enough during the run to carry the entire lighting load.

16. The batteries need to be big enough during the run to handle the whole lighting load.

17. Please send me 6 Dining Tables No. 46 that extend to ten feet as soon as possible.

17. Please send me 6 Dining Tables No. 46 that extend to ten feet as soon as you can.

18. Large trees grow on each side of the house which is a rambling affair shutting out the light.

18. Big trees grow on either side of the house, which is spread out and blocks the light.

19. They decided to give a bonus to the one doing the best work, amounting to fifty dollars.

19. They decided to give a $50 bonus to the person doing the best work.

20. We had almost got to the corner before we saw the fire.

20. We had almost reached the corner before we noticed the fire.

21. I don't ever remember having seen so big a fire.

21. I don't think I've ever seen such a big fire.

22. Remember to thoroughly oil the machine.

22. Don't forget to oil the machine properly.

23. Do you need to in any way alter the machine?

23. Do you need to change the machine in any way?

24. If we expect to completely fill the order to-day, we need more help.

24. If we want to completely fulfill the order today, we need more help.


Exercise 205—Omission of Necessary Words

Sometimes a sentence is not clear because a word has been omitted that is necessary to the sense; as,

Sometimes a sentence isn't clear because a word that is needed for meaning has been left out; for example,

Wrong: The two officers that they elected are the president and secretary.
Right: The two officers that they elected are the president and the secretary.

Wrong: His writing is as good or better than yours.
Right: His writing is as good as or better than yours.

Wrong: The library is where we go to read.
Right: The library is the place where we go to read.

State the difference between the following typewriter ribbons:

State the difference between the following typewriter ribbons:

1. A red and blue and black ribbon.
2. A red and a blue and black ribbon.
3. A red and blue and a black ribbon.
4. A red and a blue and a black ribbon.

Supply the omitted part in each of the following:

Supply the omitted part in each of the following:

1. I always have and I'm sure I always shall be considerate of others' feelings.

1. I’ve always been and I’m sure I’ll always be mindful of other people’s feelings.

2. They have a stenographer and bookkeeper, who are kept busy all day.

2. They have a stenographer and bookkeeper who stay busy all day.

3. I believe he has already or will soon begin the work.

3. I think he has already started or will soon start the work.

4. The cushions of the rocker are much softer than the armchair.

4. The cushions on the rocking chair are much softer than those on the armchair.

5. The arrangement of your flat is much more convenient than our house.

5. The layout of your apartment is way more convenient than our house.

6. The number of shelves in your sideboard is just the same as our china closet.

6. The number of shelves in your sideboard is exactly the same as in our china cabinet.

7. I think the articles you ordered will arrive as soon or sooner than you expect.

7. I think the items you ordered will arrive as soon or even sooner than you expect.

8. She is as tall or taller than you.

8. She is as tall as you or taller.

9. When your message arrived, I had already or at least had decided to begin cutting the goods.

9. When your message came in, I had already—or at least I had decided to—start cutting the goods.

10. It may not be better but it is fully as good as the other article.

10. It might not be better, but it's just as good as the other article.

11. I think you cook fully as well if not better than your sister.

11. I think you cook just as well, if not better, than your sister.

12. His poems hold a place in our hearts second only to the Bible.

12. His poems have a special place in our hearts, right after the Bible.

13. Your idea is as good if not better than mine.

13. Your idea is just as good, if not better, than mine.

14. We decided to make the change both for the sake of health and economy.

14. We chose to make the change for the sake of health and cost savings.

15. You will find the armchair fully as comfortable, if not more so, than the rocker.

15. You'll find the armchair just as comfortable, if not more so, than the rocking chair.

16. The river is where we had the most fun.

16. The river is where we had the best time.

17. I know you better than Mary.

17. I know you better than Mary does.

18. She went to the park but I didn't care to.

18. She went to the park, but I didn't feel like it.

19. We didn't object to the scheme as much as you.

19. We didn’t oppose the plan as strongly as you did.

20. A conservatory is where there are all kinds of flowers.

20. A conservatory is a place filled with all sorts of flowers.


Exercise 206—Shift in Construction

Sometimes the meaning of the sentence is obscure because there has been a shift in construction. Do not change subject, person, tense, or any grammatical form without a good reason. Remember that and is a coördinate conjunction. If there is an adjective before and, there must be an adjective[212] after it. If a clause precedes, a clause must follow. In other words, and joins two members of exactly the same structure. And may not join one word and a phrase, nor may it join a prepositional and a participial phrase. Both members must be alike. In the following extract, parallel constructions are used correctly. Be able to tell what kinds of elements are used and how they are parallel.

Sometimes the meaning of a sentence is unclear because the structure has changed. Don’t alter the subject, person, tense, or any grammatical form without a solid reason. Remember that and is a coordinating conjunction. If there’s an adjective before and, there must be an adjective[212] after it. If a clause comes first, a clause must follow. In other words, and connects two parts of the same structure. And cannot link one word and a phrase, nor can it connect a prepositional phrase and a participial phrase. Both parts must be the same. In the following extract, parallel structures are used correctly. Be able to identify what types of elements are used and how they are parallel.

To eat your cake and keep it too; to wear a gown with the air of originality and distinction, and keep a full purse; to have your house display taste and refinement, and be praised as an economical housewife; to dress your children daintily, and save money for their education—use ABC transfer patterns. By their aid you can make an inexpensive waist look like a French blouse, have table linen of unrivaled elegance, and dress your babies in the most approved style. These patterns cost,—some ten, some fifteen cents. They cover the entire field of dress,—waists, tunics, panels, infants' clothes, underwear, men's apparel, and neckwear; and of household articles,—towels, table-linen, and pillow tops.

To have your cake and eat it too; to wear a gown that feels unique and stylish, while keeping your wallet full; to have your home reflect good taste and elegance, and be recognized as a savvy homemaker; to dress your kids nicely while saving money for their education—use ABC transfer patterns. With these, you can make an affordable top look like a French blouse, create table linens that exude elegance, and dress your babies in the latest styles. These patterns cost—some ten, some fifteen cents. They cover everything in fashion—tops, tunics, panels, baby clothes, underwear, men's wear, and neckties; plus household items—towels, table linens, and pillow covers.

Recast the following sentences, correcting the shift of construction in each:

Rephrase the following sentences, fixing the change in structure in each:

1. In the large department stores every clerk is to report on her way to lunch and coming back.

1. In the big department stores, every clerk has to check in on her way to lunch and when she returns.

2. When one hears a cry of "Fire," your first thought is to run.

2. When you hear someone shout "Fire," your first instinct is to run.

3. He seemed fond of his work and to have skill in doing it quickly.

3. He seemed to enjoy his work and was good at getting it done quickly.

4. I decided on taking the trip and to keep my expenses within fifty dollars if possible.

4. I decided to go on the trip and to keep my expenses under fifty dollars if I could.

5. X Y Z Cleaner is good for softening water and other household uses.

5. X Y Z Cleaner is effective for softening water and various household tasks.

6. Because of the rise in the price of meats and owing to the fact that grocers charge more for butter and eggs, people find it hard to live.

6. Because meat prices have gone up and grocery stores are charging more for butter and eggs, people are finding it difficult to make ends meet.

7. The office is well-heated and with plenty of light.

7. The office is nicely heated and has plenty of light.

8. The crowds began to watch the fire and cheering loudly.

8. The crowds started to watch the fire and cheered loudly.

9. I heard the opera last year and have gone again this year.

9. I saw the opera last year and went again this year.

10. It was wonderful to see how fast they worked and their accuracy.[213]

10. It was amazing to see how quickly they worked and how precise they were.[213]

11. I can't decide whether to take up stenography or if bookkeeping is better.

11. I can't decide whether to start studying stenography or if bookkeeping is a better choice.

12. He taught us the principles of letter writing, and somewhat of advertising was taken up.

12. He taught us the basics of writing letters, and we also covered some advertising.

13. Hoping that the work progressed, and unless a landslide occurred, the Americans expected to remove 5,000,000 cubic yards each year.

13. Assuming the work was moving forward and unless a landslide happened, the Americans planned to clear 5,000,000 cubic yards each year.

14. The study of the earth has always been stimulated by two fundamental passions of humanity—a desire for wealth and because of their curiosity.

14. The study of the earth has always been driven by two basic human passions—a desire for wealth and a curiosity about the world.

15. He insists on our taking the trip and to go without further delay.

15. He insists that we take the trip and go without any more delay.

16. In reviewing, it is well to go over each part of the course carefully, and you should make a note of every point which you do not understand, and let each ask those questions which he himself cannot answer.

16. When reviewing, it's important to thoroughly go over each part of the course, and you should note any points you don't understand. Make sure to ask questions about anything you can't answer on your own.

17. Mr. Fitzmorris is a man of great technical skill and who has handled the situation capably.

17. Mr. Fitzmorris is a highly skilled technician who has managed the situation effectively.

18. It will cost her hundreds of dollars to make the trip East and spending the requisite length of time choosing her purchases at the different wholesale houses.

18. It will cost her hundreds of dollars to travel East and spend the necessary time picking out her purchases at the various wholesale stores.

19. He had assumed control of the office, planned the advertising, and the finances were also directed by him.

19. He took charge of the office, organized the advertising, and managed the finances as well.

20. We have decided to go on the excursion to the Capitol and at the same time visiting Uncle John.

20. We’ve decided to go on the trip to the Capitol and visit Uncle John at the same time.


Exercise 207

What prevents clearness in the following?

What makes it unclear in the following?

1. The Federal Government began an investigation into fire conditions in Europe in 1907, through our consuls.

1. The Federal Government started looking into fire conditions in Europe in 1907, through our consuls.

2. It cost $2.39 a year for fire in the United States between 1901 and 1910, for every man, woman, and child, and Germany does not even pay nineteen cents.

2. It cost $2.39 a year for fire protection in the United States between 1901 and 1910, for every man, woman, and child, while Germany doesn’t even pay nineteen cents.

3. The number of our fires is increasing, which is worse.

3. The number of our fires is going up, which is even worse.

4. In ten years our population has increased 73 per cent and 134 per cent is the increase in fires.

4. In the past ten years, our population has grown by 73 percent, and the number of fires has increased by 134 percent.

5. Having considered the details, the conclusion is easily drawn that fire is a disgrace.

5. After looking over the details, it's clear that fire is a shame.

6. He only gets to the office at ten o'clock.

6. He only arrives at the office at ten o'clock.

7. Having settled the plan of attack, the rest was simple.[214]

7. Once the plan of attack was set, everything else was straightforward.[214]

8. The manager warned him not to make the mistake again and adding that mistakes are costly.

8. The manager warned him not to make that mistake again, adding that mistakes are expensive.

9. To keep flannels from shrinking, wash in the following way, and you will find it very satisfactory.

9. To prevent flannels from shrinking, wash them like this, and you will be pleased with the results.

10. To open a fruit jar run a knife under the edge and it comes off easily.

10. To open a fruit jar, run a knife along the edge and it will come off easily.

11. I didn't even finish half the questions.

11. I didn't even get through half of the questions.

12. Electric lights are economical, clean, and give more light than gas.

12. Electric lights are cost-effective, clean, and provide more illumination than gas.

13. You should buy your suit now, both for the sake of economy and style.

13. You should buy your suit now, both to save money and stay stylish.

14. If in doubt as to the best word, a book of synonyms should be consulted.

14. If you're unsure about the best word to use, you should look up a thesaurus.

15. The comma fault is where, two principal clauses are run together without a coördinate conjunction.

15. The comma fault happens when two main clauses are combined without a coordinating conjunction.

Rewrite the following so that it will be correct, concise, and clear:

Rewrite the following to make it accurate, brief, and easy to understand:

The Europeans were anxious for trade with the East, for they were dependent upon them for spices and luxuries. The three routes were through the Mediterranean Sea, over the Suez Peninsula, down the Red Sea, and across to India. Another was through the Mediterranean and then through Arabia. The other was from the Mediterranean and then through the Black Sea and then by land to India. It became necessary to seek a new route because the Turks held Constantinople, and all vessels had to pass through the Mediterranean, and the Turks held this by pirates. The first explorers were working under the leadership of the King of Portugal, and they solved the problem by going around Africa and then to the Indies, but this was too long, and so explorers tried other ways, and the result was the discovery of America.

The Europeans were eager to trade with the East because they relied on spices and luxuries from there. The three main routes included traveling through the Mediterranean Sea, crossing the Suez Peninsula, going down the Red Sea, and reaching India. Another route went through the Mediterranean and then through Arabia. The third route went from the Mediterranean, through the Black Sea, and then overland to India. A new route became necessary because the Turks controlled Constantinople, and all ships had to navigate through the Mediterranean, which was dominated by Turkish pirates. The first explorers operated under the leadership of the King of Portugal, and they tackled the problem by sailing around Africa to reach the Indies, but this journey was too lengthy. As a result, explorers sought alternative paths, leading to the discovery of America.


CHAPTER XIV

THE PARAGRAPH

The sentences developing each of the divisions of a composition make one paragraph. A paragraph, therefore, is the treatment of one of the natural divisions of a subject. The length depends on the topic to be treated. Two cautions may be given:

The sentences that develop each part of a composition form one paragraph. So, a paragraph is the discussion of one of the main sections of a topic. Its length depends on the subject being discussed. Here are two warnings:

1. Do not write paragraphs containing only one sentence. Such paragraphs do not represent divisions of the subject. They are simply statements which have not been expanded as they deserve, or they are sentences that should be placed with the preceding or succeeding sentences in order to make a good paragraph. Some business men in their letters and advertisements use the one-sentence paragraph too frequently to concentrate the attention of the reader. A writer divides his composition into paragraphs in order to aid the reader to follow the thoughts he is presenting. When the reader sees the indentation that indicates a new paragraph, he thinks that the writer has said all that he intends to say on the topic in hand and now intends to open a new topic. It is confusing to find that the new paragraph is simply another sentence on the same topic as the preceding paragraph. Notice the jerky effect of the following extract from a letter:

1. Avoid writing paragraphs that consist of just one sentence. Single-sentence paragraphs don’t really show a division in the topic. They’re just statements that haven’t been elaborated on as they should be, or they’re sentences that belong with the previous or following sentences to form a coherent paragraph. Some business people use one-sentence paragraphs too often in their letters and ads, thinking it will grab the reader's attention. A writer organizes their work into paragraphs to help the reader follow their ideas. When the reader sees the indentation that marks a new paragraph, they expect that the writer has completed their thoughts on the current topic and is now moving on to a new one. It can be confusing to find that the new paragraph is just another sentence related to the previous one. Notice the disjointed effect of this excerpt from a letter:

We are sending you a copy of our latest catalogue, which gives illustrations and prices of all our stock.

We’re sending you a copy of our latest catalog, which includes pictures and prices of all our products.

The illustrations are all made from actual photographs and are faithful in representing the shoe described.

The illustrations are all created from real photographs and accurately represent the shoes described.

Bear Brand Shoes are shipped in special fiber cases, thus lessening freight bills and eliminating the annoyance of shortage claims because they cannot be opened without immediate detection.[216]

Bear Brand Shoes are shipped in special fiber cases, reducing shipping costs and eliminating the hassle of shortage claims since they can't be opened without immediate detection.[216]

Errors of any kind should be reported without delay.

Errors of any kind should be reported immediately.

Imperfect or damaged goods must be returned for our inspection; otherwise no allowance will be made.

Imperfect or damaged items need to be returned for our inspection; otherwise, no credit will be given.

2. Do not go to the other extreme, writing paragraphs of great length. Much depends, of course, on the matter to be treated, but, as a rule, in a student's theme a paragraph should be not longer than one page. If one of the divisions of your subject is necessarily long, subdivide it, allowing a paragraph to treat each of the subdivisions.

2. Don't go to the other extreme by writing very long paragraphs. Much depends, of course, on the topic being discussed, but generally, in a student's essay, a paragraph shouldn't be longer than one page. If one part of your subject has to be long, break it down into smaller sections, with each paragraph focusing on one of the subdivisions.

Whether it is to be long or short, a paragraph must treat but one topic; from the first sentence to the last, it should be the development of one idea. Moreover, this topic must be revealed to the reader in no unmistakable way. Sometimes the subject is so simple that the topic may easily be gathered from the details given, but usually it is well to have one sentence that in a brief or general way states the topic. This is called the topic sentence. It may be at or near the beginning; in this case the rest of the paragraph defines or illustrates what it states. It may, however, be found at almost any point in the paragraph, not infrequently acting as a sentence of conclusion, summing up the details that have been presented.

Whether it’s long or short, a paragraph should focus on only one topic; from the first sentence to the last, it should develop one idea. Also, this topic must be clearly presented to the reader. Sometimes the subject is so straightforward that the topic can easily be understood from the details provided, but it's usually a good idea to have one sentence that briefly or generally states the topic. This is called the topic sentence. It can be at or near the beginning; in this case, the rest of the paragraph defines or illustrates what it says. However, it can also appear at almost any point in the paragraph, often serving as a concluding sentence that summarizes the details presented.

A paragraph that begins with a topic sentence sometimes ends with a sentence of conclusion. The first sentence states the topic, the following sentences explain or illustrate it, and the last sentence summarizes or otherwise indicates that the topic has been completed. This form has been called the hammock paragraph, because it has a solid "post" at each end with a mass of details "swinging" between. It is a good form to use in writing paragraphs on given subjects, when each paragraph is to stand alone, complete in itself, not forming part of a longer composition. The practice of writing such paragraphs induces clear, forceful thinking.[217]

A paragraph that starts with a main idea sometimes ends with a concluding sentence. The first sentence introduces the topic, the following sentences provide details or examples, and the last sentence wraps it up or signals that the topic has been fully discussed. This structure is referred to as the hammock paragraph because it has strong "posts" at both ends with a bunch of details "swinging" in between. It’s an effective format for writing paragraphs about specific topics, especially when each paragraph is meant to stand alone and be complete by itself, rather than being part of a longer piece. Writing in this way encourages clear and effective thinking.[217]


Exercise 208

Study the following paragraphs for—

Study the following paragraphs for—

1. Topic sentence, if there is one.
2. Development of the topic.
3. Sentence of conclusion, if there is one.

1

The problem in many large firms is how to develop office efficiency to the highest possible degree. In this respect the monthly examination scheme has been found a great success. The examination consists of a list of questions about merchandise and business procedure. The questions are given out on the last Saturday of the month, and the answers are returned for criticism on the following Wednesday. The employees are told that they may consult as many authorities as they wish, but each man must write his own paper. A poor percentage in three of these tests usually means dismissal. Thus the inefficient are dropped, and the ambitious who have studied are recognized. The vice-president of one concern that uses this system says that it is a strong reminder to his men that they must make themselves worthy of the organization. Besides maintaining an even standard of efficiency, the plan has resulted in developing a number of valuable executives, whose latent powers were brought out by the rigidness of the tests.

The challenge for many large companies is how to maximize office efficiency. In this regard, the monthly examination scheme has proven to be highly effective. The exam consists of a series of questions about products and business practices. The questions are distributed on the last Saturday of the month, and the answers are submitted for review the following Wednesday. Employees are informed that they can consult as many sources as they like, but each person must write their own answers. A low score on three of these tests often leads to dismissal. This way, the underperformers are let go, and those who are motivated and have prepared are recognized. The vice-president of one company that implements this system says it serves as a strong reminder to his team that they need to prove themselves worthy of the organization. In addition to maintaining a consistent level of efficiency, the plan has helped develop several valuable executives, whose hidden talents were revealed through the strict nature of the tests.


2

Every month the department head in one big eastern concern, watch in hand, times a large force of typists individually, testing how rapidly they can write a letter of 200 words from their shorthand notes. Rapidity, punctuation, spelling, and neatness are carefully recorded. This plan has had a desirable influence in bringing stenographers up to grade in their daily work, because a good examination mark is reduced one-half by careless daily work, and a poor examination mark correspondingly raised by excellent daily work. When both examination average and daily average are excellent, the stenographer's salary is increased; when both are below good, the stenographer is dismissed. In this way the standard of stenographic work is kept high.

Every month, the department head of a large company in the East, checking the time, measures how quickly a group of typists can write a 200-word letter from their shorthand notes. Speed, punctuation, spelling, and neatness are all carefully documented. This approach has positively impacted the quality of stenographers' daily work, as a strong exam score can be cut in half due to careless daily performance, while a weak exam score can be improved significantly by excellent daily work. When both the exam average and daily average are high, the stenographer receives a salary increase; when both are below average, the stenographer is let go. This method helps maintain a high standard of stenographic work.


3

In his effort to succeed many a young business man overlooks the detail of business courtesy. He does not realize the value that a buyer places upon that commodity. The more experienced man, however, knows that courtesy does more to hold a buyer than do bargain sales. In our large cities merchants have incurred great expense to fit up rest rooms where customers may spend an idle hour, write letters on stationery that is provided, and read the latest magazines. In the rural districts, where such luxuries are often impossible, the merchant provides chairs for his customers and a place for stationing their teams. The country merchant, however, can often accomplish his object more quickly than the city dealer by spending an hour gossiping with his customers. He recognizes the fact that buyers are flattered when the proprietor himself takes the time to say a few words to them. He knows just as well as his city competitor does, that if a buyer feels at home in his store, sales are practically guaranteed.

In his quest for success, many young business people overlook the importance of business courtesy. They don't realize how much value buyers place on it. On the other hand, the more experienced individuals understand that courtesy does more to retain a customer than special sales do. In our big cities, merchants have invested heavily to create rest areas where customers can relax, write letters on the provided stationery, and read current magazines. In rural areas, where such amenities are often not feasible, merchants provide chairs for their customers and a place for their horses. However, the country merchant can often achieve his goals more quickly than the city ones by spending an hour chatting with his customers. He understands that buyers appreciate being acknowledged when the owner takes the time to speak with them. He knows just as well as his city counterparts that if a buyer feels comfortable in his store, sales are nearly assured.


4

The rural landscape of Norway, on the long easterly slope that leads up to the watershed among the mountains on the western coast, is not unlike that of Vermont or New Hampshire. The railway from Christiania to the Randsfjord carried us through a hilly country of scattered farms and villages. Wood played a prominent part in the scenery. There were dark stretches of forest on the hilltops and in the valleys; rivers filled with floating logs; sawmills beside the waterfalls; wooden farmhouses painted white; and rail-fences around the fields. The people seemed sturdy, prosperous, independent. They had the familiar habit of coming down to the station to see the train arrive and depart. We might have fancied ourselves on a journey through the Connecticut valley if it had not been for the soft sing-song of the Norwegian speech and the uniform politeness of the railway officials.

The rural landscape of Norway, along the long eastern slope that leads up to the watershed among the mountains on the western coast, is similar to that of Vermont or New Hampshire. The train from Christiania to the Randsfjord took us through a hilly area dotted with farms and villages. Wood was a significant part of the scenery. There were dark patches of forest on the hilltops and in the valleys; rivers filled with floating logs; sawmills next to the waterfalls; white-painted wooden farmhouses; and rail fences around the fields. The people appeared strong, well-off, and independent. They had the common habit of coming down to the station to watch the train arrive and leave. We might have imagined ourselves on a trip through the Connecticut valley if it weren’t for the soft, melodic tone of the Norwegian language and the consistent politeness of the railway staff.

—Van Dyke: Fisherman's Luck.

5

The plan of the Spectator must be allowed to be both original and eminently happy. Every valuable essay in the series may be read with pleasure separately; yet the five or six hundred essays form a whole, and a whole which has the interest of a novel. It must be remembered, too, that at that time no novel, giving a[219] lively and powerful picture of the common life and manners of England, had appeared. Richardson was working as a compositor. Fielding was robbing birds' nests. Smollett was not yet born. The narrative, therefore, which connects together the Spectator's essays gave to our ancestors their first taste of an exquisite and untried pleasure. That narrative was, indeed, constructed with no art or labor. The events were such events as occur every day. Sir Roger comes up to town to see Eugenio, as the worthy baronet always calls Prince Eugene, goes with the Spectator on the water to Spring Gardens, walks among the tombs in the Abbey, and is frightened by the Mohawks, but conquers his apprehension so far as to go to the theater when the "Distressed Mother" is acted. The Spectator pays a visit in the summer to Coverley Hall, is charmed with the old house, the old butler, and the old chaplain, eats a jack caught by Will Wimble, rides to the assizes, and hears a point of law discussed by Tom Touchy. At last a letter from the honest butler brings to the club the news that Sir Roger is dead. Will Honeycomb marries and reforms at sixty. The club breaks up, and the Spectator resigns his functions. Such events can hardly be said to form a plot; yet they are related with such truth, such grace, such wit, such humor, such pathos, such knowledge of the human heart, such knowledge of the ways of the world that they charm us on the hundredth perusal. We have not the least doubt that if Addison had written a novel on an extensive plan, it would have been superior to any that we possess. As it is, he is entitled to be considered not only as the greatest of the English essayists, but as the forerunner of the great English novelists.

The Spectator is undoubtedly an original and highly successful plan. Each essay in the series can be enjoyed on its own; however, the five or six hundred essays form a cohesive collection that engages readers like a novel. It’s important to remember that during that period, no novel had emerged that provided a vivid and compelling portrayal of everyday life and customs in England. Richardson was working as a typesetter. Fielding was busy gathering bird’s eggs. Smollett hadn’t been born yet. Thus, the narrative that ties together the Spectator's essays gave our ancestors their first taste of an exquisite and new pleasure. That narrative was not crafted with great skill or effort. The events described are the kind that happen every day. Sir Roger travels to the city to visit Eugenio, as the honorable baronet always refers to Prince Eugene, takes a boat ride with the Spectator to Spring Gardens, strolls among the tombs in the Abbey, and is startled by the Mohawks, but overcomes his fear enough to attend the theater when the "Distressed Mother" is performed. The Spectator spends a summer visiting Coverley Hall, is captivated by the old home, the elderly butler, and the old chaplain, enjoys a pike caught by Will Wimble, rides to the courts, and listens to a legal issue discussed by Tom Touchy. Finally, a letter from the honest butler announces to the club that Sir Roger has passed away. Will Honeycomb gets married and changes his ways at sixty. The club disbands, and the Spectator steps down from his role. These events hardly create a plot, yet they are told with such truth, grace, wit, humor, pathos, understanding of the human heart, and insight into the ways of the world that they enchant us even after the hundredth reading. We have no doubt that if Addison had written a novel on a grand scale, it would have surpassed any we have today. As it stands, he deserves to be recognized not only as the greatest of English essayists but also as a pioneer for the great English novelists.

—Macaulay: Essay on Addison.

Exercise 209

Prepare a paragraph developing each of the following topic sentences:

Prepare a paragraph expanding on each of the following topic sentences:

1. The kitchen was a cheerful place. (Tell all the details that will explain the word cheerful.)

1. The kitchen was a vibrant and lively place. (Tell all the details that will explain the word cheerful.)

2. In the kitchen the preparations for the feast went on merrily. (Give the details that will help one get the picture.)

2. In the kitchen, the preparations for the feast were underway, full of energy and joy. (Give the details that will help one get the picture.)

3. Examinations are helpful to the student. (In what ways are they helpful? If possible, use examples to illustrate the point.)[220]

3. Tests are useful for students. (How are they useful? If you can, provide examples to illustrate your point.)[220]

4. Winter is more enjoyable than summer. (Contrast the pleasures of the one with those of the other, showing that those of winter are more enjoyable.)

4. Winter is more enjoyable than summer. (Compare the joys of each season, demonstrating that the pleasures of winter are more enjoyable.)

5. Riding a motorcycle is apt to make a boy reckless. (Develop by using examples.)

5. Riding a motorcycle can make a boy careless. (Develop by using examples.)

6. A man must like his work if he is to succeed in it.

6. A man has to enjoy his work if he wants to succeed at it.

7. Farm lands vary in price.

Farmland prices fluctuate.

8. The farmer feeds the world.

The farmer feeds everyone.

9. Every department store should have regular fire drills.

9. Every department store should hold regular fire drills.

10. Every sale ought to be an advertisement.

10. Every sale should be an advertisement.


Exercise 210

Paragraph the following so that the paragraphs will represent the divisions in thought. If there are any topic sentences, underline them.

Paragraph the following so that the paragraphs reflect the divisions in thought. If there are any topic sentences, underline them.

1

I have often noticed that every one has his own individual small economies, careful habits of saving fractions of pennies in some one peculiar direction, any disturbance of which annoys him more than spending shillings or pounds on some real extravagance. An old gentleman of my acquaintance, who took the intelligence of the failure of a Joint Stock Bank, in which some of his money was invested, with a stoical mildness, worried his family all through a long summer's day because one of them had torn (instead of cutting) out the written leaves of his now useless bankbook. Of course, the corresponding pages at the other end came out as well, and this little unnecessary waste of paper (his private economy) chafed him more than all the loss of his money. Envelopes fretted his soul terribly when they came in. The only way in which he could reconcile himself to such a waste of his cherished article was by patiently turning inside out all that were sent to him, and so making them serve again. Even now, though tamed by age, I see him casting wistful glances at his daughters when they send a whole inside of a half-sheet of note paper, with the three lines of acceptance to an invitation written on only one of the sides. I am not above owning that I have this human weakness myself. String is my foible. My pockets get full of little hanks of it, picked up and twisted together,[221] ready for uses that never come. I am seriously annoyed if any one cuts a string of a parcel instead of patiently and faithfully undoing it fold by fold. How people can bring themselves to use India-rubber bands, which are a sort of deification of string, as lightly as they do I cannot imagine. To me an India-rubber band is a precious treasure. I have one which is not new—one that I picked up off the floor nearly five years ago. I have really tried to use it, but my heart failed me, and I could not commit the extravagance. Small pieces of butter grieve others. They cannot attend to conversation because of the annoyance occasioned by the habit which some people have of invariably taking more butter than they want. Have you ever seen the anxious look (almost mesmeric) which such persons fix on the article? They would feel it a relief if they might bury it out of their sight by popping it into their own mouths and swallowing it down; and they are really made happy if the person on whose plate it lies unused suddenly breaks off a piece of toast (which he does not want at all) and eats up his butter. They think that this is not waste. Now, Miss Matty Jenkins was chary of candles: We had many devices to use as few as possible. In the winter afternoons she would sit knitting for two or three hours—she could do this in the dark or by firelight—and when I asked if I might not ring for candles to finish stitching my wristbands, she told me to "keep blind man's holiday." They were usually brought in with tea, but we burnt only one at a time. As we lived in constant preparation for a friend who might come in any evening (but who never did), it required some contrivance to keep our two candles of the same length, ready to be lighted, and to look as if we burnt two always. The candles took it in turns; and then, whatever we might be talking of or doing, Miss Matty kept her eyes habitually fixed upon the candle, ready to jump up and extinguish it and light the other before they had become too uneven in length to be restored to equality in the course of the evening.

I’ve often noticed that everyone has their own little economies, careful ways of saving small amounts of money in some specific area, and any disruption to this annoys them more than spending larger sums on something truly extravagant. An old gentleman I know took the news of a Joint Stock Bank failing, where some of his money was invested, with surprising calm. However, he spent a whole summer day bothering his family because one of them tore (instead of cutting) the written pages out of his now useless bankbook. Naturally, the corresponding pages at the other end came out too, and this little unnecessary waste of paper (his personal economy) bothered him more than the loss of his money. Envelopes upset him terribly when they came in. The only way he could cope with such waste of his prized paper was by patiently turning all the ones sent to him inside out, so he could use them again. Even now, although subdued by age, I see him casting longing looks at his daughters when they send a whole half-sheet of note paper with just three lines of accepting an invitation written on one side. I’ll admit that I have this human weakness myself. String is my weakness. My pockets are full of little pieces of it, picked up and twisted together, ready for uses that never come. I get seriously annoyed if someone cuts the string on a package instead of carefully untying it fold by fold. I can’t understand how people can use rubber bands, which are a kind of upgrade of string, so casually. To me, a rubber band is a precious treasure. I have one that’s not new—one I picked up off the floor nearly five years ago. I genuinely tried to use it, but I couldn’t bring myself to waste it. Small pieces of butter bother others. They can’t focus on the conversation because of the irritation some people cause by always taking more butter than they need. Have you ever seen the anxious look (almost hypnotic) that such people fix on the butter? They’d feel relieved if they could just pop it into their mouths and swallow it down, and they’re genuinely happy if the person at the table whose butter remains untouched suddenly breaks off a piece of toast (which they don’t want) and eats it up. They think that’s not waste. Now, Miss Matty Jenkins was careful with candles: we had many tricks to use as few as possible. In the winter afternoons, she would sit knitting for two or three hours—she could do this in the dark or by firelight—and when I asked if I could ring for candles to finish stitching my wristbands, she told me to "keep blind man's holiday." Candles were usually brought in with tea, but we only burned one at a time. Since we lived in constant anticipation of a friend who might come over any evening (but never did), it took some ingenuity to keep our two candles of the same length, ready to be lit, and to give the impression that we burned both at once. The candles took turns; and whatever we were talking about or doing, Miss Matty kept her eyes focused on the candle, ready to jump up and extinguish it and light the other before they became too uneven in length to restore balance in the evening.

—Adapted from Mrs. Gaskell's Cranford.

2
Dear Madam:

We are sorry to say that we have no more house coats No. SP62 in size 38 at $4.50. As we advertised, SP62 is not a regular stock number, but represents a collection of $5, $6, and $7.50 coats remaining after the holiday sales and reduced to insure their[222] being sold before spring. At the opening of the sale there were only a few coats in size 38, and they were sold almost at once. In our catalogue, pages 68 to 71 inclusive, you will find descriptions of all our stock house coats. On page 68 you will see No. 450HC, our regular $4.50 coat. If you would like us to send you one of these in size 38, we shall forward it to you at once. However, if you would like a $5, $6, or $7.50 coat, you will, no doubt, send us the difference in price on receipt of this letter. Of course, the more expensive garments are made of better materials, but all our coats show the same excellent workmanship. The best way for you to get the exact shade of trimming that you wish is to send us a sample of the goods that you would like to match. We assure you that we shall take all possible care to send you the proper color.

We're sorry to inform you that we no longer have house coats No. SP62 in size 38 at $4.50. As we mentioned in our ad, SP62 is not a regular stock number; it represents a collection of coats priced at $5, $6, and $7.50 that were left after the holiday sales and have been marked down to ensure they sell before spring. At the start of the sale, there were only a few coats in size 38, and they sold out almost immediately. In our catalog, on pages 68 to 71, you can find descriptions of all our available house coats. On page 68, you will find No. 450HC, our standard $4.50 coat. If you'd like us to send you one of these in size 38, we can ship it to you right away. However, if you're interested in a coat priced at $5, $6, or $7.50, please include the price difference when you respond to this letter. Naturally, the more expensive coats are made from finer materials, but all of our coats feature the same excellent craftsmanship. The best way to ensure you get the exact shade of trim you want is to send us a sample of the materials you’d like to match. We promise to take every precaution to send you the correct color.

Yours truly,

Exercise 211

Paragraphs may be developed in different ways. For example, if you were going to write on the process of making a layer cake, you would explain in detail the different ingredients in the mixture, the proportion of each, and the steps in the process before the product could be sold as a layer cake.

Paragraphs can be developed in various ways. For instance, if you were going to write about how to make a layer cake, you would explain in detail the different ingredients in the mix, the amount of each, and the steps in the process before the product could be sold as a layer cake.

By the use of explanatory details develop the following:

By using explanatory details, expand on the following:

Building a kite.
2. Creating a baseball.
Making fudge.
4. How to play checkers.
5. The production of soap (or any item in a grocery store).
6. The production of a tin can.
Pin manufacturing.
Every man needs to have a goal.
9. Why I plan to enter the business world.
10. The greatest modern invention.

By the use of examples to illustrate your point develop the following:

By using examples to illustrate your point, develop the following:

1. Electricity is making housework easy and pleasant.
[223]2. Many sons of poor parents have won great wealth.
3. The wireless apparatus has saved many lives.
4. A boy can show that he is a good citizen.
5. Young Americans have little respect for authority.

By the use of comparison and contrast develop the following:

By comparing and contrasting, develop the following:

1. Improvements in modern lighting systems.
2. Improvements in modern heating systems.
3. Improvements in modern means of locomotion.
4. Two kinds of work, pleasure, or study.
5. Why I intend to have a business of my own.
6. The study that I like best.

By explaining cause and effect develop the following:

By explaining cause and effect, develop the following:

1. The advantages of public gymnasiums.
2. The success of loose leaf devices.
3. The objections to football.

Exercise 212

Develop the following into paragraphs; in each case be able to show what method or methods you have employed:

Develop the following into paragraphs; in each case, be able to show the method or methods you've used:

1. A man who cannot read and write English should not be allowed to vote.

1. A man who can't read and write English shouldn't be allowed to vote.

2. Postal savings banks inspire the savings habit.

2. Postal savings banks encourage people to save.

3. Women—the mothers of children—should vote.

3. Women—the mothers of children—should vote.

4. Women should not vote because they do not read the newspaper.

4. Women shouldn’t vote because they don’t read the news.

5. The effect of school slang is bad.

5. The impact of school slang is negative.

6. I wish I had seen the coronation of George V. Every fairy story I had ever read would suddenly have become real.

6. I wish I had witnessed the coronation of George V. Every fairy tale I’ve ever read would suddenly feel real.

7. Canada would gain by reciprocity with the United States.

7. Canada would benefit from mutual trade with the United States.

8. The United States would gain by reciprocity with Canada.

8. The United States would benefit from mutual cooperation with Canada.

9. Our forests should be preserved.

9. We need to protect our forests.

10. The waste of lumber by forest fires results from carelessness.

10. The waste of lumber from forest fires is due to carelessness.

11. The waste of lumber in cutting railroad ties is too great.

11. The waste of wood when cutting railroad ties is way too high.

12. The rotation of crops enriches the soil.

12. Rotating crops improves the soil.

13. Apples are more easily gathered than cherries.

13. Apples are easier to pick than cherries.

14. Efforts should be made to keep the birds in our city parks.[224]

14. We should work to keep the birds in our city parks.[224]

15. Every boy should learn a trade.

15. Every guy should learn a skill.

16. Peddlers should not be allowed to call their wares.

16. Street vendors shouldn't be allowed to call out about their products.

17. Great crowds gathered in the city during aviation week (or any celebration).

17. Huge crowds came together in the city during aviation week (or any celebration).

18. The electric toaster is good for hurry-up breakfasts.

18. The electric toaster is great for quick breakfasts.

19. Ironing with an electric iron is more convenient than with the old-fashioned kind.

19. Using an electric iron is more convenient than using the old-fashioned one.

20. The wireless apparatus makes sea voyages safer than before.

20. The wireless technology makes sea trips safer than ever.

21. A mixed diet is best.

21. A balanced diet is best.

22. Cats should be exterminated because they spread disease.

22. Cats should be eliminated because they spread disease.

23. The parcel post will decrease the profits of the express companies.

23. The parcel post will reduce the profits of the express companies.

24. A good book is opened with expectation and closed with profit.

24. A good book is opened with anticipation and closed with value.

25. Merchants should charge for delivering purchases.

25. Merchants should charge for delivery of purchases.

26. The object of the Child Welfare Exhibit is to promote the best interests of children.

26. The goal of the Child Welfare Exhibit is to support the best interests of children.

27. One of the best enactments of our time is the Child Labor Law.

27. One of the best laws of our time is the Child Labor Law.


Exercise 213—Smooth Connection

We may as well confess at the beginning that smooth connection between sentences and paragraphs is a hard thing to learn. Primarily, it depends on clear thinking. In Exercise 135 we saw that the idea of one sentence must grow out of the idea of the preceding one. It is the same with paragraphs. The thought must develop gradually from one to the next. Each paragraph, we know, represents a unit within the larger unit of the composition; each represents a division of thought. Not infrequently the thought of one division differs considerably from the thought of the next. The tying together of such units is sometimes hard. It may be done in one of the following ways:

We should admit right from the start that creating a smooth flow between sentences and paragraphs is a challenging skill to master. It mainly relies on clear thinking. In Exercise 135, we learned that the idea of one sentence must naturally develop from the idea of the one before it. The same principle applies to paragraphs. The concepts should progress gradually from one to the next. Each paragraph represents a unit within the larger piece of writing; each one marks a shift in thought. Often, the ideas in one section can differ significantly from those in the next. Connecting these units can be tricky. It can be done in one of the following ways:

1. By repeating at the beginning of the new paragraph or sentence part of the preceding paragraph or sentence.

1. By starting the new paragraph or sentence with a part of the previous paragraph or sentence.

2. By using pronouns to refer to what has gone before.

2. By using pronouns to refer to what has been mentioned earlier.

3. By using connecting links, sometimes called transition[225] words because they indicate the transition from one division to the next. Besides those mentioned in Exercise 135, we may use a numeral connection, as, in the first place, in the second place; or an expression much like a numeral, as, furthermore, in the next place; or an expression showing that an adverse idea is to be presented, as, on the other hand, however, in spite of this, nevertheless. But whatever you do, choose the right link, especially if you use such a one as possibly, probably, perhaps, certainly, surely. Use the one that expresses your idea exactly. Have none rather than the wrong one.

3. By using connecting links, sometimes called transition[225] words because they show the shift from one part to the next. In addition to those mentioned in Exercise 135, we can use a numerical connection, like first, second; or a phrase that works like a numeral, such as furthermore, next; or a phrase indicating that a contrasting idea is being introduced, like on the other hand, however, despite this, nevertheless. But whatever you do, choose the right link, especially if you use ones like possibly, probably, maybe, definitely, surely. Pick the one that accurately conveys your idea. It’s better to have none than to use the wrong one.

In the following the first and second paragraphs are connected according to (1) above; the second and third are connected according to (3) above.

In the following, the first and second paragraphs are linked according to (1) above; the second and third are linked according to (3) above.

There comes to every prosperous man a time when he wishes to know the best way of securing a steady income from his accumulated savings without the burden of responsibility of managing some property in order to gain his income. The merchant may not wish to put back into the business all the earnings he gets from it, and yet he wishes to prepare for his old age. The farmer may wish to give up active work, but he realizes how soon his broad acres may deteriorate through soil-robbery when he rents his property "on shares." With such a problem before him the thoughtful man makes an effort to learn how to act to secure a good income all his life.

Every successful person eventually reaches a point where they want to find the best way to generate a steady income from their savings without the hassle of managing property to earn that income. A merchant might not want to reinvest all his profits back into the business, yet he still wants to prepare for retirement. A farmer may wish to stop working actively, but he knows that renting out his land “on shares” could lead to its decline due to soil depletion. Faced with such a dilemma, a thoughtful person seeks to learn how to secure a good income for life.

One of the first things he learns, if he studies the situation carefully, is that there is a wide difference between an income derived from one's business ability, such as the profit secured from running a store, factory, jobbing house, or farm, and the income which is derived as the result of money "working" by itself. In the first case, a man must of necessity keep up his business responsibilities; in the other, once he has selected a safe investment, practically all he has to do is to collect his income from time to time as it falls due. There is in the latter no depreciation of land, buildings, machinery, or the like; no insurance payments to worry about; no crop failures to consider.

One of the first things he learns, if he examines the situation closely, is that there's a big difference between an income earned through business skills, like the profit made from running a store, factory, jobbing house, or farm, and income that comes from money "working" on its own. In the first scenario, a person must keep up with their business responsibilities; in the second, once they've chosen a secure investment, all they really need to do is collect their income periodically as it comes in. In the latter case, there's no depreciation of land, buildings, machinery, or anything like that; no insurance payments to stress over; and no crop failures to think about.

It is evident, then, that if one wishes to put surplus money away—say the proceeds from the sale of a business or a farm—and[226] get a steady income from it without bother or worry, the most important thing to consider is how to go about it to select something which, once purchased, will turn out to be a safe investment.

It is clear, then, that if someone wants to save extra money—like the money from selling a business or a farm—and[226] earn a stable income from it without hassle or stress, the key factor to think about is how to choose an option that, once bought, will be a reliable investment.


Exercise 214

In the following paragraphs taken from Robert Louis Stevenson's The Philosophy of Nomenclature, point out all the transition words that join (1) sentence to sentence, and (2) paragraph to paragraph:

In the following paragraphs taken from Robert Louis Stevenson's The Philosophy of Nomenclature, point out all the transition words that join (1) sentence to sentence, and (2) paragraph to paragraph:

To begin, then: the influence of our name makes itself felt from the very cradle. As a schoolboy I remember the pride with which I hailed Robin Hood, Robert Bruce, and Robert le Diable as my name-fellows; and the feeling of sore disappointment that fell on my heart when I found a freebooter or a general who did not share with me a single one of my numerous praenomina. Look at the delight with which two children find they have the same name. They are friends from that moment forth; they have a bond of union stronger than exchange of nuts and sweetmeats. This feeling, I own, wears off in later life. Our names lose their freshness and interest, become trite and indifferent. But this, dear reader, is merely one of the sad effects of those "shades of the prison house" which come gradually betwixt us and nature with advancing years; it affords no weapon against the philosophy of names.

To start with: the impact of our name is felt from the very beginning. As a schoolboy, I remember the pride I felt when I identified with Robin Hood, Robert Bruce, and Robert le Diable as my name buddies; and the deep disappointment that hit me when I discovered a pirate or a general who didn't share any of my many first names. Just look at the joy two kids feel when they find out they have the same name. From that moment, they become friends; they share a connection that's stronger than trading snacks. I have to admit, this feeling fades as we grow older. Our names lose their excitement and significance, becoming boring and unremarkable. But, dear reader, this is just one of the unfortunate effects of those "shades of the prison house" that gradually come between us and nature as we age; it doesn't provide any counter to the philosophy of names.

In after life, although we fail to trace its working, that name which careless godfathers lightly applied to your unconscious infancy will have been moulding your character and influencing with irresistible power the whole course of your earthly fortunes. But the last name is no whit less important as a condition of success. Family names, we must recollect, are but inherited nicknames; and if the sobriquet were applicable to the ancestor, it is most likely applicable to the descendant also. You would not expect to find Mr. M'Phun acting as a mute or Mr. M'Lumpha excelling as a professor of dancing. Therefore, in what follows, we shall consider names, independent of whether they are first or last. And to begin with, look what a pull Cromwell had over Pym—the one name full of a resonant imperialism, the other mean, pettifogging, and unheroic to a degree. Who would expect eloquence from Pym—who would read poems by Pym—who[227] would bow to the opinions of Pym? He might have been a dentist, but he should never have aspired to be a statesman. I can only wonder that he succeeded as he did. Pym and Habakkuk stand first upon the roll of men who have triumphed, by sheer force of genius, over the most unfavorable appellations. But even these have suffered; and, had they been more fitly named, the one might have been Lord Protector and the other have shared the laurels with Isaiah. In this matter we must not forget that all our great poets have borne great names. Chaucer, Spenser, Shakespeare, Milton, Pope, Wordsworth, Shelley—what a constellation of lordly words! Not a single commonplace name among them—not a Brown, not a Jones, not a Robinson; they are all names that one would stop and look at on a door-plate. Now, imagine if Pepys had tried to clamber somehow into the enclosure of poetry, what a blot would that name have made upon the list! The thing is impossible. In the first place, a certain natural consciousness that men have would have held him down to the level of his name, would have prevented him from rising above the Pepsine standard, and so haply withheld him altogether from attempting verse. Next, the booksellers would refuse to publish, and the world to read them, on the mere evidence of the fatal appellation. And now, before I close this section, I must say one word as to punnable names, names that stand alone, that have a significance and life apart from him that bears them. These are the bitterest of all. One friend of mine goes bowed and humbled through life under the weight of this misfortune; for it is an awful thing when a man's name is a joke, when he cannot be mentioned without exciting merriment, and when even the intimation of his death bids fair to carry laughter into many a home.

In the afterlife, even though we can't see how it happens, that name which careless godfathers casually gave to your unconscious childhood will have shaped your character and powerfully impacted the entire course of your life. But the last name is just as crucial for success. We must remember that family names are essentially inherited nicknames; and if the nickname suited the ancestor, it's likely to suit the descendant too. You wouldn't expect Mr. M'Phun to be a mute or Mr. M'Lumpha to excel as a dance teacher. So, moving forward, we'll look at names, regardless of whether they are first or last. To start with, consider how much influence Cromwell had over Pym—one name filled with strong leadership, while the other is small, petty, and completely unheroic. Who would expect eloquence from Pym? Who would read poems by Pym? Who[227] would even care about Pym's opinions? He might have been a dentist, but he should never have aimed to be a statesman. I can only wonder how he managed to succeed at all. Pym and Habakkuk are first on the list of people who have triumphed, solely through their genius, despite having the most unfavorable names. But even they faced challenges; had they been given more suitable names, one might have become Lord Protector and the other could have shared in the glory with Isaiah. In this discussion, we shouldn't forget that all our great poets have had great names. Chaucer, Spenser, Shakespeare, Milton, Pope, Wordsworth, Shelley—what a lineup of impressive names! Not a single ordinary name among them—no Brown, no Jones, no Robinson; they're all names that you would stop and notice on a doorplate. Now, imagine if Pepys had somehow tried to enter the world of poetry; what a stain that name would have left on the list! It's just not possible. First of all, a certain natural awareness that people have would keep him tied to his name, preventing him from rising above the Pepsine standard, and likely stopping him from even trying to write poetry. Next, booksellers would refuse to publish, and people wouldn't read them simply based on the disastrous name. And now, before I finish this section, I have to say a word about punnable names, names that stand alone with their own meaning and significance, separate from the person who bears them. These are the toughest of all. One friend of mine carries the burden of this misfortune; it’s terrible when a man's name becomes a joke, when he can't be mentioned without causing laughter, and when even the mention of his death is likely to bring laughter into many homes.

So much for people who are badly named. Now for people who are too well named, who go topheavy from the font, who are baptized into a false position, and who find themselves beginning life eclipsed under the fame of some of the great ones of the past. A man, for instance, called William Shakespeare could never dare to write plays. He is thrown into too humbling an apposition with the author of Hamlet. His own name coming after is such an anti-climax. "The plays of William Shakespeare?" says the reader—"O no! The plays of William Shakespeare Cockerill," and he throws the book aside. In wise pursuance of such views, Mr. John Milton Hengler, who not long since delighted us in this favored town, has never attempted to write an epic, but has[228] chosen a new path and has excelled upon the tight-rope. A marked example of triumph over this is the case of Mr. Dante Gabriel Rosetti. On the face of the matter, I should have advised him to imitate the pleasing modesty of the last-named gentleman, and confine his ambition to the sawdust. But Mr. Rosetti has triumphed. He has even dared to translate from his mighty name-father; and the voice of fame supports him in his boldness.

So much for people who have unfortunate names. Now let’s talk about those who are too well named, who start off with a lot to live up to, and who find themselves overshadowed by the legends of the past. For example, someone named William Shakespeare would never be able to write plays. He’d feel too small next to the writer of Hamlet. Just seeing his own name after that is such a letdown. "The plays of William Shakespeare?" the reader might think—"Oh no! The plays of William Shakespeare Cockerill," and then put the book down. Following that idea, Mr. John Milton Hengler, who recently entertained us in this lovely town, has never tried to write an epic but has instead chosen a different path and excelled on the tightrope. A clear example of overcoming this is Mr. Dante Gabriel Rosetti. Given the circumstances, I would have suggested he follow the humble example of the last mentioned and keep his ambitions limited to the sawdust. But Mr. Rosetti has succeeded. He has even dared to translate works from his great namesake, and the voice of fame backs him in his audacity.


Exercise 215

Turn back to Exercise 210, 1. How are the different paragraphs that you have made connected?

Turn back to Exercise 210, 1. How are the different paragraphs you created connected?


CHAPTER XV

BUSINESS LETTERS

Not long ago the head of one of the biggest mail order firms in this country said: "Business needs the boys and the girls. Do not let them think they can be but cogs in the great system of wheels. More to-day than at any previous time the world needs men and women who can speak and write themselves into English. Four hundred million dollars is wasted every year in unprofitable advertising alone, and as much more in bad handling of good prospects and loss of customers through inefficient letters. We look to the future generation to conserve a part of this enormous loss. If a single page advertisement in a single issue costs $7500, what you say on that page is important. Look into any current magazine, and you will be tremendously impressed with the importance of English in this branch alone, not to mention its importance in letter writing."

Not long ago, the head of one of the biggest mail order companies in this country mentioned, "Business needs both boys and girls. Don't let them think they can just be cogs in the big machine. More than ever, the world needs men and women who can express themselves in English. Every year, four hundred million dollars is lost in ineffective advertising alone, and just as much in mishandling potential customers and losing clients due to poorly written letters. We expect the next generation to help reduce this massive waste. If a single page advertisement in an issue costs $7,500, what you say on that page really matters. Take a look at any current magazine, and you'll be struck by how crucial English is in this area alone, not to mention its significance in writing letters."

There is no greater power in business to-day than the ability to use convincing English in correspondence and in advertising. Any one who can write good letters, letters that the reader feels he must answer, has success ahead of him, because the market of a good letter is practically unrestricted. Wherever a letter can penetrate, it may create desire for an article and make sales.

There’s no greater power in business today than the ability to use persuasive English in communication and advertising. Anyone who can write compelling letters—letters that readers feel they must respond to—has success ahead, because the potential for a good letter is virtually unlimited. Wherever a letter can reach, it can spark interest in a product and drive sales.

But what is a good letter? Nothing more than a bit of good English. Can you write clear, direct, crisp, yet fluent English? Then you can write good letters—but not till then.

But what is a good letter? It's just a bit of good English. Can you write clear, direct, crisp, yet smooth English? Then you can write good letters—but not until you can.

In modern business the letter has become the advertiser, the salesman, the collector, and the adjuster of claims. An advertisement must be attractive; it must arouse the interest[230] of the one who sees it. A salesman must understand human nature; he must forestall objections by showing the customer how he will gain by buying. The collector and the adjuster of claims must be courteous and at the same time shrewd. If a letter is to meet all of these requirements it cannot be dashed off at a moment's notice. It must be thought out in detail and written carefully to include all that should be expressed. This means, especially in a sales letter:

In today's business world, a letter serves as the advertiser, salesperson, collections agent, and claims adjuster. An advertisement needs to be appealing; it should capture the interest[230] of the viewer. A salesperson has to understand human behavior; they should anticipate objections by demonstrating how the customer will benefit from the purchase. The collections agent and claims adjuster must be polite yet perceptive. For a letter to fulfill all these roles, it can’t be written in a rush. It needs to be carefully considered and thoughtfully composed to include everything that needs to be conveyed. This is especially important in a sales letter:

1. An unusually worded opening that puts the writer's affairs in the background and the reader's gain in the foreground. Begin with you, not we. The reader is interested in himself, his own progress, his own troubles, and not in the possessions of the writer, except as the writer can show that those possessions affect him.

1. An oddly phrased opening that keeps the writer's issues in the background and highlights the reader's benefits. Start with you, not we. The reader cares about himself, his own growth, his own problems, and not about the writer's belongings, unless the writer can demonstrate how those belongings impact him.

3. A clear, simply worded explanation of the purpose of the letter.

3. A straightforward, clearly written explanation of the purpose of the letter.

3. Proof of advantages to the reader.

3. Evidence of benefits to the reader.

4. Persuasion or inducement to act now.

4. Persuasion or prompting to take action now.

5. Conclusion, making this action easy.

5. Conclusion, making this action simple.

Above all, if a letter is to be good, it must not be too short. In the pursuit of brevity too many pupils in business English make the mistake of writing altogether too little to get the reader's attention; and if his attention is not aroused, the letter fails. The letter should be long enough to suggest interest in the welfare of the reader and enthusiasm for the subject under discussion.

Above all, for a letter to be effective, it shouldn’t be too short. In trying to be brief, many students in business English make the mistake of writing too little to capture the reader's attention; and if the reader isn’t engaged, the letter won’t succeed. The letter should be long enough to show genuine interest in the reader's needs and enthusiasm for the topic at hand.

Enthusiasm in business involves knowledge both of your project and of your customer. You cannot attempt to write a letter of any kind unless you know the facts that require it. Perhaps it is a complaint that you must try to settle. Without a knowledge of the facts, of the truth or the untruth of the claim, how can you write the letter? Sometimes it requires both time and study to gather the necessary details, but they must be gathered.[231]

Enthusiasm in business means understanding both your project and your customer. You can’t write any kind of letter unless you know the facts that justify it. Maybe it’s a complaint you need to address. Without knowing the facts—whether the claim is true or false—how can you write the letter? Sometimes it takes time and effort to get the necessary details, but you have to gather them.[231]

When you have your details and begin writing, be sincere. You must be so absolutely in earnest that the reader will at once feel and begin to share your enthusiasm.

When you have your details and start writing, be genuine. You need to be so completely passionate that the reader will instantly feel it and start to share your excitement.

Knowledge of the person to whom you are writing is fully as important as knowledge of your subject. You must get his point of view, understand his character, and appeal to the qualities that you recognize in it, to the desires or ambitions, that it shows. To a certain extent all of us are alike. There are certain fundamental interests that we all possess; these may safely be appealed to at almost all times. But our employment, our habits of life, our ways of thinking make us different. The same argument, probably, will not always bring satisfactory replies from a manufacturer, a farmer, a judge, a minister or priest, a carpenter, and a woman. Some people like to receive a long letter that goes carefully into detail; others will not take the time to read such a letter. Each customer must be studied. This is so difficult a matter that no one can expect to learn it all at once.

Understanding the person you are writing to is just as important as knowing your subject. You need to grasp their perspective, understand their character, and appeal to the qualities you see in them, as well as their desires or ambitions. In some ways, we all have things in common. There are basic interests we all share, and these can usually be appealed to most of the time. However, our jobs, lifestyles, and ways of thinking set us apart. The same argument might not get the same reaction from a manufacturer, farmer, judge, minister or priest, carpenter, or woman. Some people appreciate a long letter that goes into detail, while others won't take the time to read something that lengthy. Each customer needs to be understood individually. This is such a challenging task that no one should expect to master it all at once.

Finally, from the first word to the last be courteous. No matter how righteous your indignation, be courteous. You cannot afford to lose your temper. Courtesy does not imply flattery nor a lack of truth. Your letter can be strong and yet polite in tone. Lose your temper, and your letter will probably fail. Keep your temper, show thoughtfulness for the reader's interest, and your letter will more likely fulfill its purpose.

Finally, from the first word to the last, be polite. No matter how justified your anger is, be courteous. You can’t afford to lose your cool. Being courteous doesn’t mean being insincere or dishonest. Your letter can be assertive but still have a respectful tone. If you lose your temper, your letter will likely miss the mark. Stay composed, consider the reader's perspective, and your letter will have a better chance of achieving its goal.


Exercise 216—The Form of the Letter

Before we look at some actual letters to judge of their effectiveness, we must learn the conventional form of a letter, the parts which many years of use have shown to be necessary. There are six parts to a formal or business letter:[232]

Before we dive into some actual letters to evaluate their effectiveness, we need to understand the standard format of a letter, including the parts that years of usage have proven to be essential. A formal or business letter consists of six parts:[232]

1. The heading, which includes the writer's address and the date.

1. The heading, which includes the author's address and the date.

2. The introduction, which includes the name and the address of the one to whom you are writing.

2. The introduction should include the name and address of the person you are writing to.

3. The salutation; for example, Dear Sir:

3. The greeting; for example, Dear Sir:

4. The body of the letter, the important part.

4. The main part of the letter, the essential section.

5. The courteous close; for example, Yours truly,

5. The polite ending; for example, Best regards,

6. The signature.

The signature.

Each part ends with a period except the salutation, which ends with a colon, and the courteous close, which ends with a comma. The various groups of words within the heading and the introduction are separated by commas.

Each part ends with a period except for the salutation, which ends with a colon, and the courteous close, which ends with a comma. The different groups of words in the heading and the introduction are separated by commas.

Why does the salutation end with a colon?

Why does the greeting end with a colon?

Why does the courteous close end with a comma?

Why does the polite closing end with a comma?

The Arrangement

In the following, notice the spacing. If the heading is short, it is put on one line; as,

In the following, notice the spacing. If the heading is short, it is placed on one line; as,

Heading              Hilliard, Fla., June 30, 1914.
IntroductionMr. Thomas Barrett,
Boston, MA
SalutationDear Sir:
Body             ..................................................
................................................................
.................................
Courteous closeSincerely,
SignatureSamuel Garth

If the heading is long, arrange it in one of the following ways:

If the heading is long, format it in one of these ways:

1
334 Lexington Ave., Chicago,
May 19, 1915.


Mr. Thomas Barrett,
Boston, MA
Dear Sir:

2
334 Lexington Ave.
Chicago, Ill., May 19, 1915.

3
334 Lexington Ave.,
Chicago, IL
May 19, 1915.

4
334 Lexington Ave.,
Chicago, IL,
May 19, 1915.

The superscription on the envelope is arranged and punctuated like the introduction in the letter, except that the punctuation may be omitted from the end of lines.

The address on the envelope is set up and punctuated like the opening of the letter, except that you can leave out the punctuation at the end of the lines.

There is a growing tendency to "block" the different parts of a letter; that is, to begin each item of each part directly below the first, with no indentation.

There is a growing trend to "block" the various sections of a letter; that is, to start each item of each section directly under the first, with no indentation.

There is also a tendency to use no abbreviations (except for titles like Mr.), the name of the month and of the state and the word street, avenue, or building being spelled out.

There is also a tendency to avoid abbreviations (except for titles like Mr.), with the names of the month, state, and words like street, avenue, or building being fully spelled out.

Note.—The punctuation as shown in the examples given above is that in more prevalent use. Certain writers, however, advocate the omission from the formal parts of the letter of commas at the end of lines and of periods (except to show abbreviations).

Note.—The punctuation shown in the examples above is the most commonly used. However, some writers suggest leaving out commas at the end of lines and periods (except for abbreviations) in the formal parts of the letter.

Arrange the following headings, supplying capitals and punctuation marks:

Arrange the following headings, adding capital letters and punctuation:

1. 55 water st mobile ala june 16 19—

1. 55 Water St, Mobile, AL, June 16, 1919—

2. calmar iowa september 1 19—

2. Calmar, Iowa September 1, 19—

3. 453 marquette building chicago ill jan 5 19—

3. 453 Marquette Building, Chicago, IL Jan 5, 1910—

4. 123 salem st springfield mass june 23 19—

4. 123 Salem St, Springfield, MA, June 23, 19—

5. highland park grand haven mich may 3 19—

5. Highland Park Grand Haven Mich May 3 19—

6. 220 broadway new york n y february 15 19—

6. 220 Broadway, New York, NY, February 15, 19—

7. 78 main street portland oregon december 10 19—

7. 78 Main Street, Portland, Oregon, December 10, 19—

8. 32 lincoln st kansas city mo oct 2 19—[234]

8. 32 Lincoln St, Kansas City, MO, Oct 2, 19—[234]

9. room 15 1321 pennsylvania ave washington d c sept 2 19—

9. room 15 1321 pennsylvania ave washington d c sept 2 19—

10. 25 chestnut st philadelphia pa april 14 19—

10. 25 Chestnut St, Philadelphia, PA, April 14, 19—

11. 212 tribune building new york n y march 2 19—

11. 212 Tribune Building, New York, NY, March 2, 19—

12. 98 dorchester ave boston mass feb 12 19—

12. 98 Dorchester Ave, Boston, MA, Feb 12, 19—

13. 24 milk st boston mass June 14 19—

13. 24 Milk Street, Boston, MA, June 14, 19—

14. 231 west 39th st new york city march 4 19—

14. 231 West 39th St, New York City, March 4, 19—

15. 345 newark ave jersey city n j (supply date)

15. 345 Newark Ave, Jersey City, NJ (supply date)

16. 44 fifth ave detroit mich sept 1 19—

16. 44 Fifth Ave, Detroit, MI, Sept 1, 19—

17. 102 west 42d st denver colorado (date)

17. 102 West 42nd St, Denver, Colorado (date)

18. Explain the difference between (16) and (17). Notice that the name of the street in each case is a numeral. Why is it spelled out in (16) and not in (17)?

18. Explain the difference between (16) and (17). Notice that the name of the street in both cases is a number. Why is it written out in (16) and not in (17)?


Exercise 217

Supplying the name of the firm and the business engaged in, write letter heads using the items given in Exercise 216. For example:

Supplying the name of the company and the type of business it's involved in, create letterheads using the items provided in Exercise 216. For example:

Barrett, Brown & Co.
Groceries
55 Water Street
Decorah, Iowa — 19

When may & be used?

When can & be used?

What is the advantage of using a letter head?

What’s the benefit of using a letterhead?

In making letter heads, imagine you are a printer. Arrange the items so that they may show to the best advantage. Let your lines of printing or writing be of different lengths. Add any details that you wish, such as trade-mark designs or the names of officers.

In creating letterheads, think of yourself as a printer. Organize the elements so they look their best. Make your printed or written lines different lengths. Include any details you want, like trademark designs or the names of executives.

Arrange and punctuate:

Please provide the text you would like me to modernize.

1. citronelle business mens association citronelle alabama may 2 19— mr john harvey 19 e monroe st rochester n y dear sir

1. Citronelle Business Men's Association Citronelle, Alabama May 2, 19— Mr. John Harvey 19 E Monroe St Rochester, NY Dear Sir,

2. 173 broadway new york June 10 19— mr walter thomas 191 e main st waltham mass dear sir

2. 173 Broadway New York June 10, 19— Mr. Walter Thomas 191 E Main St Waltham, Mass Dear Sir

3. 25 broad st maplewood n h messrs hausen & ottman 18 la salle station chicago ill gentlemen (supply date)[235]

3. 25 Broad St, Maplewood, NH Messrs. Hausen & Ottman 18 La Salle Station, Chicago, IL Gentlemen (supply date) [235]

4. john randolph & co druggist 14 jefferson st charleston s c jan 8 19— gerhard mennen & co newark n j gentlemen (letter head)

4. John Randolph & Co. Druggist 14 Jefferson St. Charleston, SC Jan 8, 19— Gerhard Mennen & Co. Newark, NJ Dear Sir, (letter head)

5. 43 south 5th ave madison wis aug 8 19— the white mountain freezer co nashua n h gentlemen

5. 43 South 5th Ave Madison, WI Aug 8, 19— The White Mountain Freezer Co Nashua, NH Gentlemen

Address an envelope for each of the above, using the following as a model.

Address an envelope for each of the above, using the following as a template.

card

Exercise 218—Cautions

The Heading

Always date your letters.

Always date your messages.

Give your full address, even if you are certain that the one to whom you are writing knows it.

Give your complete address, even if you’re sure that the person you’re writing to already knows it.


The Introduction

The person addressed must always be given a title. If you address one man, use Mr.; if a firm, use Messrs.; if a woman, Miss or Mrs. If a man has a title like Professor or Doctor, it should be used, and Mr., of course, omitted.

The person you’re talking to should always be given a title. If you’re addressing a man, use Mr.; if it’s a company, use Messrs.; if it’s a woman, use Miss or Mrs. If a man has a title like Professor or Doctor, you should use that instead of Mr.

Hon. (Honorable) is used for a person who holds, or who has held, a public office. It is a very formal title.

Hon. (Honorable) is used for someone who holds or has held a public office. It's a very formal title.

Esq.(Esquire) is a legal form used by some correspondents in addressing any man. It is an English usage. It always follows the name, and, if it is used, Mr. is omitted. In this country Mr. is preferable.

Esq. (Esquire) is a legal title that some people use when addressing any man. It's an English practice. It always comes after the person's name, and if it's used, Mr. is left out. In this country, Mr. is preferred.

In writing to a man in his official capacity, the following form is correct when there is no street number or when the title is short. Notice that Mr. is omitted.[236]

In writing to a man in his official role, the following format is appropriate when there is no street number or when the title is brief. Note that Mr. is left out.[236]

G. N. Fratt, Cashier,
First National Bank,
Racine, WI

The following is correct when the title is long:

The following is correct when the title is lengthy:

Mr. John Frederick Pierce,
Assistant Engineer of Bridges and Buildings,
607 White Building, Seattle, WA

Notice that in the last example, the city and the state are put on the same line as the street in order to make the three lines of about the same length. Four lines might have been used.

Notice that in the last example, the city and the state are placed on the same line as the street to keep the three lines roughly the same length. Four lines could have been used.


The Salutation

If you address one man, the salutation is Dear Sir; as,

If you're addressing one man, you say Dear Sir; like,

Mr. John Pierce,
Seattle, WA
Dear Sir:

If you address a firm, the salutation is Gentlemen; as,

If you're addressing a company, the greeting is Gentlemen; as,

Messrs. Brownleigh & King,
Portland, OR.
Gentlemen:

If you address a woman, married or single, the salutation in business letters is Dear Madam; as,

If you’re writing to a woman, whether she’s married or single, the greeting in business letters is Dear Madam; as,

1

Mrs. John Pierce,
Seattle, WA
Dear Madam:

2

Miss Florence Pierce,
Seattle, WA
Dear Madam:

A more familiar form of salutation is either of the following:[237]

A more common way to greet someone is either of the following:[237]

1
Miss Florence Pierce,
Seattle, WA
My dear Miss Pierce:

2

Miss Florence Pierce,
Seattle, WA
Dear Miss Pierce:

In using Hon., the salutation is usually Sir.

In using Hon., the salutation is usually Sir.


The Courteous Close

The courteous close corresponds in tone to the salutation. If the salutation is Dear Sir, Gentlemen, or Dear Madam, the courteous close should be one of the following:

The polite closing matches the tone of the greeting. If the greeting is Dear Sir, Gentlemen, or Dear Madam, the polite closing should be one of the following:

Yours truly,
Yours very truly,
Very truly yours,
Respectfully yours,
Yours respectfully,
Sincerely yours,
Very sincerely yours,

If the salutation is Sir, the courteous close should be Respectfully yours or Yours respectfully.

If the greeting is Sir, the polite closing should be Respectfully yours or Yours respectfully.

If the body of the letter and the courteous close do not agree in tone, the effect is often ridiculous. Suppose, for instance, that the courteous close of (2) under Exercise 220 were Yours respectfully. What would be the effect?

If the main part of the letter and the polite closing don't match in tone, it often comes off as silly. For example, if the polite closing of (2) under Exercise 220 were Yours respectfully, what would the result be?


The Signature

If an unmarried woman is signing a business letter, she should avoid confusion by prefixing (Miss) to her name.

If an unmarried woman is signing a business letter, she should avoid confusion by putting (Miss) before her name.

A married woman should sign her own name, as, Alice Pierce; she should indicate her title, as Mrs. John F. Pierce, either below the other or at one side.

A married woman should sign her own name, as, Alice Pierce; she should indicate her title, as Mrs. John F. Pierce, either below the other or to one side.

No other title should be prefixed to a signature.[238]

No other title should be added before a signature.[238]

If a letter is signed by the name of a firm, the signature of the one who dictated the letter is usually added; as,

If a letter is signed with the name of a company, the signature of the person who wrote the letter is usually included; as,

Sincerely,
Smith Lumber Company
by ——

This sort of signature gives a letter the "personal touch." Explain.

This kind of signature adds a "personal touch" to a letter.


Folding a Letter

Business letter paper is about eight by ten inches. In folding a letter sheet, (1) turn the lower edge up to about one-eighth of an inch from the top; press the fold firmly, keeping the edges even; (2) turn the paper so that the folded edge is at your left hand; (3) fold from you a little less than one-third the width of the sheet; (4) fold the upper edge down toward you so that it projects a trifle beyond the folded edge. Without turning it over, pick it up and insert it in the envelope, putting in first the edge that was folded last.

Business letter paper is about eight by ten inches. When folding a letter sheet, (1) fold the bottom edge up to about one-eighth of an inch from the top; press the fold firmly, keeping the edges even; (2) turn the paper so that the folded edge is on your left; (3) fold towards you a little less than one-third the width of the sheet; (4) fold the top edge down towards you so that it sticks out slightly beyond the folded edge. Without flipping it over, pick it up and insert it into the envelope, putting in first the edge that was folded last.

Write the address and the salutation for:

Write the address and the greeting for:

1. A business house in your town.

1. A company based in your town.

2. Mr. John R. Tobin, president of the Detroit State Bank, Detroit, Mich.

2. Mr. John R. Tobin, president of the Detroit State Bank, Detroit, MI.

3. Miss Mabel Gunther, Shullsburg, Wis.

3. Miss Mabel Gunther, Shullsburg, Wisconsin.

4. Professor C. M. Watson, Harvard College, Cambridge, Mass.

4. Professor C. M. Watson, Harvard University, Cambridge, MA.

5. John F. Campbell, Manager Bond Department, First Trust and Savings Bank, Boston, Mass.

5. John F. Campbell, Manager of the Bond Department, First Trust and Savings Bank, Boston, MA.

6. Taylor and Critchfield, Chicago, Ill.

6. Taylor and Critchfield, Chicago, IL.

7. Mrs. Thomas D. MacDonald, 126 E. Second Street, Washington, Ia.

7. Mrs. Thomas D. MacDonald, 126 E. Second Street, Washington, IA.

Write the courteous close and the signature for:

Write the polite closing and your signature for:

1. A letter from a business house in your town signed by F. R. Wilson.

1. A letter from a local business signed by F. R. Wilson.

2. A letter from Miss Mabel Gunther (2 above).

2. A letter from Miss Mabel Gunther (2 above).

3. A letter from Professor C. M. Watson (4 above).

3. A letter from Professor C. M. Watson (4 above).

4. A letter signed by John F. Campbell (5 above).[239]

4. A letter signed by John F. Campbell (5 above).[239]

5. A letter from Taylor and Critchfield signed by you yourself.

5. A letter from Taylor and Critchfield that you personally signed.

6. A letter from Mrs. Thomas D. MacDonald (7 above).

6. A letter from Mrs. Thomas D. MacDonald (7 above).


Exercise 219—Ordering Goods

If an order includes a number of separate items, it is usually written on a separate sheet of paper. Firms often supply blanks for this purpose. If the order is short, it forms part of the letter. In any case, each item is placed on a separate line, so that the items may be checked as the order is filled. In the following, notice the arrangement and the punctuation:

If an order includes several separate items, it's usually written on a separate sheet of paper. Companies often provide templates for this purpose. If the order is brief, it can be included in the letter. In any case, each item is listed on a separate line, so that the items can be checked off as the order is processed. In the following, take note of the layout and punctuation:

Hamilton, Montana, Feb. 16, 1914.
Messrs. MacBride & Dickens,
New York, NY
Gentlemen:

At your earliest convenience please ship me the following via the Northern Express Co. from St. Paul:

At your earliest convenience, please send me the following through the Northern Express Co. from St. Paul:

6 doz. A 68 assorted sizes Men's Black Caps @   1.50   9.00
5 doz. D 71 Men's Cotton Handkerchiefs@.60   3.00
5 doz. X 30 Men's Linen Handkerchiefs@2.00   10.00
 ———
 $22.00

Enclosed find a draft on New York for twenty-two dollars.

Enclosed is a draft for twenty-two dollars on New York.

Sincerely,
S. D. Jensen

Write the letters outlined below:

Write the letters below:

1. Order fifty copies of the Business Arithmetic that you are using. How shall you pay for them?

1. Order fifty copies of the Business Arithmetic you're using. How will you pay for them?

2. Clip from a newspaper an advertisement of groceries. Imagine that you are a housekeeper, and spend ten dollars to the best advantage, ordering several articles.

2. Cut out a grocery ad from a newspaper. Picture yourself as a housekeeper, and spend ten dollars wisely by ordering several items.

3. Bring in an advertisement of household necessities—linens, tinware, etc. Spend five dollars, buying several articles.

3. Include an ad for household essentials—like linens, tinware, and so on. Spend five dollars purchasing a few items.

4. Bring in an advertisement of furniture. Write a letter ordering enough to furnish a parlor or a dining room. Have the amount charged to your account.

4. Include an ad for furniture. Write a letter to order enough to furnish a living room or a dining room. Charge the total to your account.

5. A magazine offers one of several books as a premium with a year's subscription. Answer the advertisement.

5. A magazine gives you the option to choose one of several books as a bonus when you subscribe for a year. Respond to the advertisement.


Exercise 220—The Tone of the Letter

Undue familiarity or an evidence of loss of temper will at once frustrate the object of a letter. A dignified letter never shows either. Just what constitutes a dignified letter is hard to define but fairly easy to feel. This much is certain: it must be simple in structure, direct in its wording, and so sincere in feeling that no one will doubt its truth. Any extravagance of language, therefore, has no place in a dignified letter.

Too much familiarity or a show of anger will quickly undermine the purpose of a letter. A dignified letter displays neither. While it's difficult to pinpoint exactly what makes a letter dignified, it's easy to sense. One thing is clear: it should be simple in structure, direct in its wording, and so genuine in feeling that no one questions its honesty. Therefore, any fancy language has no room in a dignified letter.

Study the following to see whether they show dignity:

Study the following to see if they show dignity:

1
Tuesday, 5 p.m.
Miss Sarah Howard,
Denver, CO.
Dear Madam:

I have a great piece of confidential news for you.

I have some really important private news for you.

Take advantage of the remarkable offer our company is making to you, and it will mean thousands of dollars in your pocket. Understand that this offer is not open to every one. You have been especially selected. You are the only one in your town who will hear of this remarkable offer.

Take advantage of the amazing offer our company is giving you, and it could mean thousands of money in your pocket. Keep in mind that this offer isn't available to everyone. You've been specially chosen. You're the only person in your town who will hear about this incredible offer.


2
Elsworth, Brown & Co.,
120 Jefferson Ave.
Detroit, MI
Gentlemen:

What is the matter with our last order? Have you people gone out of business, or are you asleep? If we don't get that order by the third, you'll never hear from us again.

What’s going on with our last order? Are you all out of business, or just not paying attention? If we don’t receive that order by the third, you’ll never hear from us again.


3

A letter to Mrs. Bixby, written Nov. 21, 1864.

A letter to Mrs. Bixby, written Nov. 21, 1864.

Dear Madam:

I have been shown in the file of the War Department a statement of the Adjutant General of Massachusetts that you are the[241] mother of five sons who have died gloriously on the field of battle. I feel how weak and fruitless must be any words of mine which should beguile you from the grief of a loss so overwhelming. But I cannot refrain from tendering to you the consolation that may be found in the thanks of the republic they died to save. I pray that our Heavenly Father may assuage the anguish of your bereavement, and leave you only the cherished memory of the loved and lost and the solemn pride that must be yours to have laid so costly a sacrifice upon the altar of freedom.

I have seen in the file from the War Department a statement from the Adjutant General of Massachusetts that you are the[241] mother of five sons who have bravely died in battle. I understand how weak and pointless any words of mine would be in trying to ease your grief from such a huge loss. But I feel compelled to offer you the comfort that can be found in the gratitude of the nation they fought to protect. I hope that our Heavenly Father may lessen the pain of your loss, leaving you with only the cherished memories of those you loved and the deep pride that comes with having made such a significant sacrifice for the sake of freedom.

Sincerely yours,
Abraham Lincoln

Exercise 221

In writing the following letters, be definite and courteous:

In writing the following letters, be clear and polite:

1. You have advertised your eight-room, furnace-heated house for sale for $3,500. A letter of inquiry desires particulars. Answer it.

1. You’ve listed your eight-room, furnace-heated house for sale at $3,500. A letter of inquiry is asking for more details. Respond to it.

2. You live on a side street, which for the last week has not been lighted. Write to the editor of the paper, or to a town official, whichever you think would remedy the matter. Be courteous. A letter to an editor is begun: To the Editor of ——.

2. You live on a side street that hasn't been lit for the past week. Write to the editor of the newspaper or a town official, whichever you think would help solve the issue. Be polite. A letter to an editor starts: To the Editor of —-.

3. The cars on which you ride every day are very dirty. Write to the mayor. He is addressed: Hon. ——.

3. The buses you take every day are really dirty. Write to the mayor. His title is: Hon. ——.

4. You wish to have a telephone installed. Make application.

4. You want to get a phone installed. Apply for it.

5. Two weeks ago you wrote (4). Still you have no telephone. Write again, stating the substance of (4) and asking the reason for the delay.

5. Two weeks ago, you wrote (4). You still don’t have a telephone. Write again, summarizing the content of (4) and asking why there’s a delay.

6. Write the telephone company's reply. Be very courteous. What good reason could you give for the delay?

6. Write the phone company's response. Be very polite. What valid reason could you offer for the delay?

7. You understand that your Congressman has the privilege of recommending a young man for the entrance examinations of your state university. Write to him, asking that he recommend you. Remember that he is a stranger to you. What should you tell him?

7. You know that your Congressman has the ability to recommend a young man for the entrance exams at your state university. Write to him asking for his recommendation. Keep in mind that he doesn’t know you. What should you say to him?


Exercise 222—Mistaken Ideas in Letter Writing

It is too bad that, to a number of people, the term business letter conveys the idea of a colorless, stilted composition full of trite and almost meaningless business formulas. No one[242] reads such a letter unless he has to, and surely that is not the kind one should practice writing. Below are given a few of the expressions that should be avoided.

It’s unfortunate that for many people, the term business letter suggests a dull, overly formal piece filled with cliché and nearly meaningless business jargon. No one[242] reads such a letter unless they have to, and that’s definitely not the type one should practice writing. Here are a few expressions that should be avoided.

I. Sometimes a writer tries to impress a reader with the volume of business he is doing by showing haste in his correspondence; as, in

I. Sometimes a writer attempts to impress a reader with how much business he is handling by rushing his correspondence; like in

1. Omitting the subject; as,

Omitting the subject; for example,

Wrong: In reply to your question will say ——
Right: In reply to your question I will say ——

2. Omitting articles and prepositions; as,

2. Omitting articles and prepositions; such as,

Wrong: Direct package care Western Canning Co.
Right: Direct the package in care of the Western Canning Co.

3. Using abbreviations

Using acronyms

a. Of the introduction. Write out the introduction in detail, both name and address. Abbreviating this part of the letter is highly discourteous.

a. Of the introduction. Write out the introduction in detail, including both the name and address. Shortening this part of the letter is very rude.

b. In the body of the letter; as,

b. In the main part of the letter; for example,

Wrong: The Co. sent a no. of large orders last year.

c. Of the courteous close; as,

c. Of the friendly close; as,

Wrong: Yours etc.
Wrong: Yours resp'y.

4. Using a phrase as a sentence; as,

4. Using a phrase as a sentence; for example,

Wrong: Yours of the 6th at hand and contents noted.

It is much better to refer indirectly to the receipt of a letter; as,

It’s much better to refer to receiving a letter indirectly; for example,

In the order you sent us on Aug. 5 ——

In the order you sent us on August 5 ——

The same sort of mistake is seen in the all too frequent closing:

The same kind of mistake is often found in the all too common closing:

Wrong: Hoping that we hear from you soon,
Sincerely,
Right: Hoping that we hear from you soon, we are
Sincerely,

Why use such an expression at all? Avoid hoping, trusting, awaiting, or any other artificial closing.

Why use such an expression at all? Avoid hoping, trusting, awaiting, or any other forced ending.

II. Sometimes a writer makes an effort to be extremely courteous, but fails because he uses hackneyed wording; as,

II. Sometimes a writer tries really hard to be polite, but doesn't succeed because he uses cliché phrases; as,

1. Kindly.—A good word in itself but greatly abused.

1. Kindly.—A nice word on its own but often misused.

2. We beg to state.—Never use beg in this sense. You have no right to beg attention; earn it.

2. We ask to state.—Never use ask in this way. You have no right to demand attention; earn it.

3. Your favor, your esteemed favor, your valued favor.—Say, Your letter.

3. Your favor, your esteemed favor, your valued favor.—Say, Your letter.

4. Will you be so good as to.—Belongs in the class with beg to state. Make your requests courteously, but directly.

4. Could you please.—Fits in the same category as I'd like to mention. Make your requests politely, but straightforwardly.

5. Would say.—Avoid this expression.

5. Just say.—Avoid this expression.

III. Sometimes in an effort to be clear a writer uses same as a pronoun; as,

III. Sometimes, to be clear, a writer uses same as a pronoun; as,

Wrong: If the books are not satisfactory, return same.

This is one of the worst of the distinctly business blunders. Same is never a pronoun. Write to a man as you talk to him and you will not use same in this way. (See Exercise 88.)

This is one of the biggest business mistakes. Same is never a pronoun. Write to a man like you would talk to him, and you won't use same this way. (See Exercise 88.)

IV. Sometimes in order to get attention a writer will use a liberal sprinkling of dashes and capitals, probably in imitation of advertising copy. Better than such artificial means is the attraction of a well worded letter.

IV. Sometimes, to grab attention, a writer will use a lot of dashes and capital letters, likely trying to mimic advertising copy. A better way to attract interest is through a well-crafted letter.


Criticise the following letters, pointing out all the expressions that should be improved. Rewrite the letters.

Critique the following letters, highlighting all the phrases that need improvement. Rewrite the letters.

1
Gentlemen:

We beg to acknowledge your esteemed favor of Apr. 6. In regard to shoes received by you in poor shape as per complaint, would say that on receipt of same will try to locate cause of trouble. If due to defect in manufacture, will credit you with value of same.

We would like to acknowledge your kind letter from April 6. Regarding the shoes you received in poor condition as you mentioned, we will investigate the issue once we receive them. If it turns out to be a manufacturing defect, we will give you a credit for their value.

Hoping this is satisfactory to you,

Hope this meets your expectations,

Yours truly,

2
Dear Sir:

Yours of March 18 at hand. Referring to matter of short weight, I beg to call your attention to C & A car 87324, which you loaded for us March 7 at your Auburn mine, gross weight 121,400 lbs. This car was check weighed at Peoria March 11 on your company's scales and showed gross weight 113,200 lbs. or shortage 8,200 lbs. Having investigated car, I find same was in good order and no indication of leakage, and it would appear to be a case of carelessness at time of loading. Therefore will request you to kindly send me cr. memo, on 8,200 lbs.

I received your letter from March 18. Regarding the issue of short weight, I want to bring your attention to C & A car 87324, which you loaded for us on March 7 at your Auburn mine, with a gross weight of 121,400 lbs. This car was reweighed at Peoria on March 11 using your company's scales and showed a gross weight of 113,200 lbs, indicating a shortage of 8,200 lbs. After checking the car, I found it to be in good condition with no signs of leakage, so it seems to be a case of carelessness during loading. Therefore, I kindly ask you to send me a credit memo for the 8,200 lbs.

Yours truly,

Exercise 223—The Sales Letter

The object of the sales letter is to make the reader buy. How can you do it? To begin with, get his point of view—that of the user. Then imagine that he is present and talk to him on paper. Get his interest with your opening sentence. Explain what you have to sell. Show him that he needs it. Whet his desire to possess it, and, finally, make it easy and imperative for him to order today.

The goal of the sales letter is to get the reader to make a purchase. How do you achieve that? First, understand his perspective—that of the user. Then, picture him as if he were right there and write as if you’re speaking to him. Grab his attention with your opening line. Clearly explain what you’re offering. Show him why he needs it. Spark his desire to own it, and, ultimately, make it simple and essential for him to place an order today.

The opening paragraph is all-important. It may make or mar a letter. If it is stilted or lacks directness, if it hasn't the personal, natural tone that makes the reader feel you are talking to him, or if it is stereotyped in its wording, the letter will probably go to the waste-basket.

The opening paragraph is crucial. It can either make or break a letter. If it's stiff or not straightforward, if it doesn’t have that personal, genuine tone that makes the reader feel like you’re speaking directly to them, or if it's filled with clichés, the letter will likely end up in the trash.

Contrast the two letters that follow. Both were written to accompany a catalogue. Notice that the first begins and ends in a stereotyped way; has too few details to arouse interest; asks for an order but has no inducement to give one now; and, throughout, lacks the personal, convincing tone that makes the second a good selling letter. Notice that the second begins with you, not with we, and keeps the same you attitude to the end.

Contrast the two letters that follow. Both were written to accompany a catalog. Notice that the first starts and ends in a typical way; has too few details to spark interest; asks for an order but offers no reason to place one now; and, throughout, lacks the personal and persuasive tone that makes the second a good sales letter. Notice that the second starts with you, not with we, and maintains that you focus until the end.

Turn back to the five essentials of a letter given on page 230. See if you can differentiate the five in the second letter.[245]

Turn back to the five essentials of a letter listed on page 230. Try to identify the five in the second letter.[245]

1
Dear Sir:

In compliance with your request of recent date we are sending you our latest general catalogue, inasmuch as we do not know which department catalogue you wish. We also have specialized books for jewelry, furniture, hardware, and drygoods. On request we shall be glad to send any one of these also.

In response to your recent request, we're sending you our latest general catalog since we’re not sure which department catalog you want. We also have specialized books for jewelry, furniture, hardware, and dry goods. If you’d like, we’d be happy to send you any of those as well.

We carry the biggest line of Variety Store Leaders in the country, and our goods are always of the best. We take particular pains to acquaint our customers with the latest thing in the trade, and to give business-getting suggestions. Our Co-operative Bureau cheerfully answers all inquiries.

We offer the largest selection of Variety Store Leaders in the country, and our products are always top quality. We make a special effort to keep our customers informed about the latest trends in the industry and to provide effective business tips. Our Co-operative Bureau is happy to answer all inquiries.

Trusting we shall hear from you with an order, we are

Trusting that we will hear from you with an order, we are

Yours truly,

2
Dear Sir:

Under separate cover you will receive a copy of our latest general catalogue, published especially for owners of Variety Stores. We are sending you the general catalogue because we do not know whether you are interested in a particular department. However, if your business specializes in any one class of goods—such as jewelry, furniture, hardware, or drygoods—we shall be glad to supply you with the departmental book you need. On the enclosed postal card simply check the one you wish, and mail the card to-day. We shall forward the catalogue at once.

You'll receive a copy of our latest general catalog, created especially for Variety Store owners, separately. We're sending you the general catalog because we're not sure if you're interested in a specific department. However, if your business focuses on a particular type of product—like jewelry, furniture, hardware, or dry goods—we'd be happy to provide you with the specific departmental book you need. Just check the one you want on the enclosed postcard and mail it today. We'll send the catalog right away.

You may know that we always have on hand between two hundred and two hundred and fifty different Variety Store Leaders, affording you a wide selection of high-class goods of the finest materials, the neatest workmanship, and the latest styles at very low prices. After glancing over the catalogue you will agree with us that in every department of our huge business a dollar has full purchasing power.

You may know that we always have between two hundred and two hundred and fifty different Variety Store Leaders available, giving you a wide selection of high-quality goods made from the best materials, with excellent craftsmanship and the latest styles at very low prices. After looking through the catalog, you’ll agree with us that in every area of our large business, a dollar really stretches its purchasing power.

A unique feature of our business, moreover, is the Co-operative Bureau, which you will find a decided help in building up your business. Each week the Bureau sends out a Bulletin, acquainting our customers with important business events in the larger trade centers, with suggestions for new advertising and selling methods, with notices of new stock additions that make especially good leaders, and with advice how best to display them. The Bureau invites correspondence and sends customers, absolutely[246] free of charge, advice on new store arrangements, window decorations, and advertising plans.

A unique aspect of our business is the Co-operative Bureau, which you'll find very helpful in growing your business. Every week, the Bureau issues a Bulletin that updates our customers on important business happenings in major trade centers, offers suggestions for new advertising and sales strategies, highlights new stock additions that are particularly good leaders, and provides tips on the best ways to display them. The Bureau encourages communication and offers customers, completely[246] free of charge, advice on new store layouts, window decorations, and advertising strategies.

Your first order makes you a co-operating member and entitles you to all the privileges of the Bureau and the services of an institution with wide experience and with a recognized reputation for square-dealing. Fill out the enclosed order blank, mail it to-day, and receive this week's Bulletin by return mail. It contains several splendid suggestions for novel, inexpensive advertising.

Your first order makes you a cooperating member and gives you access to all the benefits of the Bureau and the services of an institution with extensive experience and a well-known reputation for honesty. Fill out the enclosed order form, mail it today, and you'll get this week's Bulletin in return mail. It includes several great ideas for creative, low-cost advertising.

Yours truly,

The letter given above is personal and yet dignified. Usually that is the best style to use, and the one that we wish to practice writing. Sometimes, however, results can best be obtained by using the colloquial or even jocular tone illustrated in the following letter sent to a retailer in Ottumwa, Iowa:

The letter above is personal but still respectful. Typically, that's the best style to adopt, and it's the one we aim to use in our writing. However, sometimes the best results come from using a casual or even humorous tone, as shown in the next letter sent to a retailer in Ottumwa, Iowa:

Dear Sir:

We sell cheese, a new brand, the finest kind you ever tasted, put up in the most attractive package, to sell at the most attractive price. Called Par Excellence Creme, wrapped in silver foil with a gold label, it sells for fifteen cents and costs you ten. Ever hear a better proposition?

We sell cheese, a new brand, the best you’ve ever tasted, packaged beautifully to sell at a great price. It's called Par Excellence Creme, wrapped in silver foil with a gold label, and it sells for fifteen cents, costing you ten. Have you ever heard a better deal?

Better buy now before your rival gets ahead of you. Everybody's calling for it. Why? Because we're advertising everywhere. It has been out only one month, and yet sales have trebled our highest expectations. Half the sales of a new cheese depend on the package and the price; the other half depend on the quality. All three are right in Par Excellence Creme.

Better buy now before your competitor gets ahead of you. Everyone's asking for it. Why? Because we're promoting it everywhere. It has been out for only one month, and yet sales have tripled our highest expectations. Half the sales of a new cheese depend on the packaging and the price; the other half depend on the quality. All three are spot on with Par Excellence Creme.

Mr. S. R. King, our Iowa representative, tried to see you last week, but, unfortunately, he was unable to find you in. Now, he carries a full line of our samples, and it's worth the time it takes just to see how good they look, even if you don't care to buy. How about it? Don't you want to see them? Mr. King will be in Ottumwa next Wednesday.

Mr. S. R. King, our Iowa representative, tried to meet with you last week, but unfortunately, he couldn't find you available. He has a complete set of our samples, and it's worth taking the time to check out how great they look, even if you're not planning to buy. What do you think? Wouldn't you want to see them? Mr. King will be in Ottumwa next Wednesday.

Yours truly,

This style is commonly called "snappy." It has its advantage, but should be used only rarely. Above all, if you do use it, avoid the dash. Notice how the dash spoils the following:[247]

This style is often referred to as "snappy." It has its benefits, but it should be used sparingly. Most importantly, if you do use it, steer clear of the dash. Pay attention to how the dash ruins the following:[247]

Dear Sir:

Have you ever eaten that king of nuts—the budded or grafted paper shell pecan—the nut whose kernel is as nutritious as beef and as sweet and delicious as honey—the nut that is so delightfully palatable and so wholesome, the discriminating epicures of two continents have set their seal of approval on it—creating a demand that literally cannot be supplied—even at prices ranging as high as a dollar a pound.

Have you ever tasted the best kind of nut—the budded or grafted paper shell pecan—the nut whose inside is as nutritious as beef and as sweet and tasty as honey—the nut that is so incredibly delicious and healthy that food lovers from two continents have endorsed it—creating a demand that simply can't be met—even with prices reaching up to a dollar a pound.

To use the dash in this way seems to imply that you do not understand punctuation or sentence structure. If the paragraph is rewritten, removing the dashes and dividing into sentences, we get a much stronger appeal. The dash makes for weakness rather than for strength because it suggests hysterics.

Using the dash this way suggests that you don't get punctuation or sentence structure. If we rewrite the paragraph by taking out the dashes and breaking it into sentences, we create a much stronger impact. The dash weakens rather than strengthens the writing because it hints at hysteria.

Dear Sir:

Have you ever eaten the king of nuts, the budded or grafted paper shell pecan? The kernel is as nutritious as beef and as sweet as honey. It is so wholesome and so delicious that discriminating epicures of two continents have set their approval on it, creating a demand that literally cannot be supplied, even at prices ranging as high as a dollar a pound.

Have you ever tried the king of nuts, the budded or grafted paper shell pecan? The nut is as nutritious as beef and as sweet as honey. It's so healthy and tasty that discerning food lovers from two continents have given it their seal of approval, leading to a demand that simply can't be met, even at prices that can reach up to a dollar a pound.

A very good way to open a sales letter is to get the attention by a bit of narration containing direct quotations, as shown in the following:

A great way to start a sales letter is to grab attention with a bit of storytelling that includes direct quotes, as shown below:

Dear Sir:

"It saves seven per cent."

"It saves 7 percent."

So said Mr. John H. Samuels, a manufacturer of Birmingham, Ala.

So said Mr. John H. Samuels, a manufacturer from Birmingham, Alabama.

He had watched his bookkeepers at their work, and it seemed to him that their main business was turning and flattening the springy pages of the bulgy ledger. Ten seconds were wasted, he said, every time a page was turned—almost every time an entry was made—and hardly more than two minutes were needed to make the entry. That was enough. Each of his twenty men was wasting seven per cent of his time.

He had observed his bookkeepers at work, and it looked to him like their main job was just flipping and smoothing out the bouncy pages of the bulky ledger. He believed ten seconds were wasted every time a page was turned—almost every time an entry was made—and it took barely two minutes to make the entry. That was significant. Each of his twenty employees was wasting seven percent of their time.

"Try hinged paper," suggested the head bookkeeper.

"Try using hinged paper," suggested the head bookkeeper.

Accordingly, Mr. Samuels tried several kinds of hinged paper,[248] only to find that the hinged section tore, broke, or cracked. The time that the clerks now saved in flattening the leaves they wasted in rewriting the pages that had torn out.

Accordingly, Mr. Samuels experimented with different types of hinged paper,[248] only to discover that the hinged part would tear, break, or crack. The time the clerks saved by flattening the pages was wasted on rewriting the pages that had torn out.

He had no more faith in hinged papers by the time that he saw the advertisement of the Benton hinge. "As strong as the rest of the paper!" he scoffed. "We'll see about this!"

He had lost all faith in hinged papers by the time he saw the ad for the Benton hinge. "As strong as the rest of the paper!" he mocked. "We'll see about that!"

"Send me a sample," he wrote us. "If your ad tells the truth, you get my order."

"Send me a sample," he wrote to us. "If your ad is truthful, you'll get my order."

We sent it. He tested it. He pulled it, crumpled it, ruled on it, erased it on both sides, and even creased it. But it did not break.

We sent it. He tested it. He pulled it, crumpled it, ruled on it, erased it on both sides, and even creased it. But it didn’t break.

Very cautiously and doubtingly he tried the paper in one ledger for one month. He found that the book rolled flat whenever it was opened, that no hinge tore, and that every page could be used from binder to outer edge.

Very carefully and with some doubt, he tested the paper in one ledger for a month. He discovered that the book lay flat whenever it was opened, that no hinge got torn, and that every page could be used from the binder to the outer edge.

"It does the work," he told our salesman at the end of the month. "It saves seven per cent. Send me a consignment."

"It gets the job done," he told our salesperson at the end of the month. "It saves seven percent. Send me a shipment."

If you, too, are paying seven per cent of your bookkeepers' salaries for waste motion, let us send you a sample. It will cut down your expenses as it cut down Mr. Samuels'.

If you're also spending seven percent of your bookkeepers' salaries on unnecessary effort, let us send you a sample. It'll reduce your costs just like it did for Mr. Samuels.

Remember that you put yourself under no obligation to us. You take no risks. Simply promise to use the paper if we send it free.

Remember, you’re not obligated to us in any way. You have nothing to lose. Just promise that you’ll use the paper if we send it to you for free.

Yours truly,

Exercise 224

Study the following letters and letter openings for good and bad qualities:

Study the following letters and letter openings for their positive and negative traits:

1
Dear Sir:

People who have not had much of what the world calls "good luck" find it hard to believe an opportunity when it comes—they don't feel sure about it—on the other hand, people who have had many opportunities have a natural confidence that every opening presented is intended for them and they grasp it with an assurance that begets success.

People who haven't had much of what the world calls "good luck" find it difficult to trust an opportunity when it arrives—they feel uncertain about it. On the flip side, people who have had plenty of opportunities naturally believe that every chance that comes their way is meant for them, and they seize it with a confidence that breeds success.

You may be one of those who have not had many chances to do what you would like to do and therefore not sure that my offer is an opportunity. For that reason let us again go over the points of advantage. . . .

You might be one of those who haven't had many opportunities to do what you want, so you may not realize that my offer is a chance. For that reason, let’s review the benefits again.


2
Dear Sir:

I am taking the liberty of writing you again because I fear you do not fully realize the value of the proposition I am offering you. Why, man, it's the opportunity of a life-time! . . . (extended for three pages.)

I’m reaching out to you again because I’m worried you don’t fully understand the value of the offer I’m making. Seriously, it’s a once-in-a-lifetime opportunity! . . . (extended for three pages.)


3
Dear Sir:

If we wanted to know just what kind of person you are, do you know where we'd go to find out? We'd ask your old friends and neighbors, who know all about you from close association.

If we wanted to find out what kind of person you really are, do you know where we would go? We'd ask your old friends and neighbors, who know all about you because they've been close to you.

If you want to find out about us—what we are doing and what improvements we are making in southern Florida—the best place to get this information is from the people of Florida, who know the facts from first-hand observation. The enclosed clipping is an editorial expression—not a paid advertisement—from the Ft. Meyers Press. The editor is under no obligation to us and is merely expressing the opinion of the people here. . . .

If you want to learn more about us—what we're doing and the improvements we're making in southern Florida—the best source of information is the people of Florida, who have firsthand knowledge of the facts. The enclosed clipping is an editorial opinion—not a paid ad—from the Ft. Myers Press. The editor has no obligation to us and is simply sharing the views of the local community.


4
New York, Right Now.

An Important Deal

It affects YOU! It is so important I must forego the pleasure of a personal letter in order to write 5,000 people to-day—500 of whom—the wide-awake ones who read this letter through—will be able to coin it into dollars—real money—money you can spend.

It affects YOU! It's so important that I have to skip writing personal letters to reach out to 5,000 people today—500 of whom—the ones who are really paying attention and read this entire letter—will be able to turn it into dollars—actual money—money you can spend.

What we now offer you has never before been offered by any body in the world. It is a combination we are fortunate enough, just at this time, to be able to offer you, because of an important deal we have just closed—a deal that may easily spell dollars to you. Read every word of this letter—it may be—possibly is—the only thing to make you a successful and wealthy man. . . .

What we're presenting to you now has never been provided by anyone else in the world. It's a unique opportunity that we’re lucky to offer you right now because of a significant deal we've just finalized—a deal that could potentially make you money. Read every word of this letter—this may be—possibly is—the key to your success and wealth.


5
R F D 4 Logansport, Ind.
8/26/11.
Mr. M. H. Smith, etc.
Dear Sir:

I acknowledge getting your telegram over the telephone yesterday, and if I had been in funds would have answered by return[250] telegram, but such is life. I accommodated a friend by loaning him $750, which will probably be paid the last week of never. I thank you for the offer, and when I am in funds will call on you either personally or by letter.

I received your telegram over the phone yesterday, and if I had the money, I would have replied right away[250]. But that's just how things go. I lent a friend $750, which I probably won't see back until who knows when. I appreciate your offer, and when I have the funds, I’ll reach out to you either in person or by letter.

Very truly yours,

Exercise 225—Opening an Account

Imagine that you are manager of a wholesale dry goods house. You have received an order from P. H. Powley, 23 Water street, Franklin, Mich. As you do not know Mr. Powley, write him, stating in as courteous a way as possible that, since this is his first order, he must either furnish references or send a remittance. Make your letter direct and personal. Include some good selling talk.

Imagine you’re the manager of a wholesale dry goods store. You’ve received an order from P. H. Powley, 23 Water Street, Franklin, Mich. Since you don’t know Mr. Powley, write him a courteous letter explaining that, since this is his first order, he needs to either provide references or send payment. Make your letter direct and personal. Include some persuasive selling points.

The exercise above illustrates the method that might be adopted in case of a small order. If Mr. Powley had sent a large order, the wholesale house would no doubt consult a financial agency to discover his financial condition; his rating, it is called. If his name were not found in the book of the agency, the wholesale house would require Mr. Powley to send a correct account of his financial standing; that is, a list of his assets and liabilities. If he refused, they would not do business with him. Why? The principal financial agencies are Bradstreet and Dun. Besides these, there are many mercantile agencies. They give any information that is required concerning a business man. All such information is confidential.

The exercise above shows the method that could be used for a small order. If Mr. Powley had placed a large order, the wholesale company would definitely check with a financial agency to find out his financial status; this is called his rating. If his name wasn’t in the agency’s records, the wholesale company would ask Mr. Powley to provide a detailed account of his financial situation; that is, a list of his assets and liabilities. If he refused, they wouldn’t do business with him. Why? The main financial agencies are Bradstreet and Dun. In addition to these, there are many other mercantile agencies. They provide any information needed about a businessman. All of this information is kept confidential.

In connection with this exercise study the letters that follow:

In relation to this exercise, review the letters that follow:

Request to Open Account
Madison, Wis., Sept. 16, 1915.
Wilson, Brighton, & Co.,
68 Broadway, NYC.
Gentlemen:

Until recently I was in the employ of Samuel Stratton & Co. of Milwaukee, but I have now started a business of my own, for[251] which I should like to open an account with your house. As to my business ability and financial standing, I refer you to my late employers, Samuel Stratton & Co. of Milwaukee, and to the Madison State Bank of this city.

Until recently, I worked for Samuel Stratton & Co. in Milwaukee, but I've now started my own business, for[251] which I would like to open an account with your company. For information about my business skills and financial situation, I can refer you to my former employers, Samuel Stratton & Co. in Milwaukee, and to the Madison State Bank here in the city.

If on investigation you decide to accept me as a customer, will you please send the goods on the enclosed order, deducting your usual discount for cash? Upon receipt of the goods and of the invoice, I shall at once forward a sight draft on the Broadway National Bank of your city.

If after looking into it you choose to accept me as a customer, could you please send the items on the included order, applying your usual cash discount? Once I receive the goods and the invoice, I will immediately send a sight draft to the Broadway National Bank in your city.

Sincerely,
George R. Scott

Reply #1
Dear Sir:

In seeking information through the usual outside channels for basing credit for you, we find our reports have not been sufficient in detail to permit us to arrange this matter satisfactorily. These reports all speak very highly of you in a personal way, but do not give us the required information financially.

In trying to gather information through the usual external sources to assess your credit, we find that our reports lack the detail needed to address this matter satisfactorily. While these reports speak very highly of you personally, they don’t provide the financial information we need.

We assume you want our goods for your Christmas trade. It is imperative, therefore, that we ship immediately. We suggest that on this order you send us a draft, in consideration of which we shall be pleased to allow you a special discount of 4%. Understand that we suggest these terms on this first order only, as we feel confident that we can easily arrange a credit basis for future shipments. We sincerely trust you will take no offense at the above suggestion, as we have made it in your interest.

We assume you're interested in our products for your Christmas sales. It's essential that we ship right away. For this order, we recommend that you send us a draft, and in return, we’ll gladly offer you a special discount of 4%. Please note that we're suggesting these terms for this first order only, as we’re confident we can easily set up a credit arrangement for future shipments. We genuinely hope you won’t take offense at this suggestion, as it’s made with your best interests in mind.

Yours very truly,

Response No. 2
Dear Sir:

Thank you for the order you sent us yesterday. Its size confirms the belief we have always held that D—— is a rapidly growing business center, the right place for a retailer to settle and prosper.

Thank you for the order you sent us yesterday. Its size confirms our long-held belief that D—— is a rapidly growing business hub, the perfect place for a retailer to establish themselves and thrive.

After careful consideration of your letter, however, we have decided to hold back your order for a short time. You cannot regret this more than we do. We do not like to lose your account, and yet, under the circumstances, we feel we cannot send you the order. We hope you can sell the property you mentioned in your letter and thus clear up the balances against you. Then we shall gladly open an account for you.[252]

After carefully reviewing your letter, we've decided to temporarily hold your order. We regret this situation just as much as you do. We value your account, but under the current circumstances, we can't proceed with shipping your order. We hope you can sell the property you mentioned in your letter and settle the outstanding balances. Once that’s resolved, we would be happy to reopen your account.[252]

We are especially sorry we cannot send the order at once, as you no doubt need your fall stock now. Don't you think it would be the best solution if you would send us your remittance for $250 now, so that we may send the goods? We know what it means to buy in the open market so late in the season. We assure you that on receipt of a remittance the order will go through immediately.

We’re really sorry we can’t send the order right away, as you probably need your fall stock now. Don’t you think it would be best if you sent us your payment of $250 now so we can send the goods? We understand how challenging it is to buy in the open market this late in the season. We promise that as soon as we receive your payment, we’ll process the order immediately.

Yours truly,

Exercise 226

1. Order from the Grand Rapids Furniture Co., Grand Rapids, Mich., 5 mahogany rockers, 1 Turkish rocker, 2 brass beds, 12 dining room chairs, 2 dining room tables. Supply catalogue numbers and give shipping directions.

1. Order from the Grand Rapids Furniture Co., Grand Rapids, Mich., 5 mahogany rockers, 1 Turkish rocker, 2 brass beds, 12 dining room chairs, 2 dining room tables. Provide catalog numbers and include shipping instructions.

2. The Grand Rapids Furniture Co. replies, acknowledging the receipt of the above order (give date) but stating that you did not mention how you would pay for the goods. On receipt of a certified check to cover the amount, or of the names of two reliable references, they will be pleased to send you the order. Make this a good sales letter.

2. The Grand Rapids Furniture Co. responds, confirming they received your order (insert date) but noting that you didn't specify your payment method. Once they receive a certified check for the total amount or the names of two trustworthy references, they will gladly process your order. Make this a strong sales letter.


Exercise 227

1. You are a florist of Rockford, Ill. Write to S. M. Porter & Son, 155 S. State Street, Chicago, saying that this fall you are opening a new department of Landscape Gardening. Judging by advance orders, you will need approximately 200 shade trees, maples and poplars; 200 fruit trees of various kinds; and several hundred flowering shrubs. You will probably duplicate the order in the spring. Ask for terms, saying that you would like to open an account. Give two references.

1. You are a florist in Rockford, IL. Write to S. M. Porter & Son, 155 S. State Street, Chicago, to let them know that this fall you are launching a new Landscape Gardening department. Based on pre-orders, you'll need around 200 shade trees, both maples and poplars; 200 fruit trees of various types; and several hundred flowering shrubs. You’ll likely place a similar order in the spring. Inquire about the terms, mentioning that you’d like to set up an account. Provide two references.

2. S. M. Porter & Son reply, acknowledging your order, and saying that they will be pleased to do business with you on sixty days' credit, terms 50 and 5%. If this is satisfactory, they will add your name to their books. Make it a sales letter.

2. S. M. Porter & Son responds to confirm your order and states that they would be happy to do business with you on sixty days' credit, with terms of 50 and 5%. If this works for you, they will add your name to their records. Make it a sales letter.


Exercise 228

1. Samuel Radford of Douglas, Mich., wishes to buy a motor boat. He orders of the Modern Steel Boat Co., manufacturers of high grade motor boats, Detroit, Mich., boat No. 172. page 425, catalogue No. 10. The price as listed is $192. He accepts the offer they made him —— (date), of —— (terms) and encloses[253] a certified check for the amount. He gives full shipping directions. (Be sure you can do this.) He asks how cheaply he can obtain cushions for the boat.

1. Samuel Radford from Douglas, Mich., wants to buy a motorboat. He places an order with the Modern Steel Boat Co., makers of high-quality motorboats in Detroit, Mich., for boat No. 172, listed on page 425 of catalogue No. 10. The price is $192. He accepts their offer made on —— (date), with —— (terms), and includes [253] a certified check for the total amount. He provides complete shipping instructions. (Make sure you can do this.) He inquires about the cheapest way to get cushions for the boat.

2. The company reply: They have shipped the boat. (Is this sufficiently detailed?) A set of new cushions to fit the boat costs $25. They have a set of secondhand cushions in excellent condition for $15. If Radford desires either of these, he should wire at once at their expense.

2. The company responded: They've shipped the boat. (Is this detailed enough?) A new set of cushions for the boat costs $25. They have a set of used cushions in excellent condition for $15. If Radford wants either of these, he should wire them right away at his expense.

3. Telegraph his decision.

3. Send his decision.


Exercise 229

1. Messrs. Lee and Watkins, druggists of Gallon, Ohio, wish to open an account with Pierce, King & Co., 17 S. Albany St., Baltimore, Md., for the purchase of large orders on ninety days' credit. They say they do a very large business as they have the only drug store within a radius of several miles. They give several names as references. Write the letter.

1. Mr. Lee and Mr. Watkins, pharmacists from Gallon, Ohio, would like to open an account with Pierce, King & Co., 17 S. Albany St., Baltimore, Md., to make large purchases on ninety days' credit. They mention that they run a significant business since they are the only drugstore within several miles. They provide several names as references. Write the letter.

2. You are a traveling salesman for Pierce, King & Co. They write you at the Union Hotel, Columbus, telling you of the foregoing letter, a copy of which they enclose, and asking you to investigate the standing of Messrs. Lee and Watkins.

2. You are a traveling salesman for Pierce, King & Co. They wrote to you at the Union Hotel in Columbus, informing you about the previous letter, a copy of which they included, and asking you to look into the reputation of Messrs. Lee and Watkins.

Reply that you visited the drug store in question on a Tuesday (give date), because in your experience the early part of the week is very quiet in the business of small towns. Say that two clerks were kept busy constantly and that several people spoke of the enormous business done on Saturdays and market days. The firm has good credit in the town. You are satisfied that the gentlemen in question are reliable.

Reply that you went to the drug store in question on a Tuesday (give date) because, in your experience, the start of the week is usually pretty quiet in small towns. Mention that two clerks were consistently busy and that several people talked about the huge amount of business they get on Saturdays and market days. The company has a solid reputation in town. You're confident that the people involved are trustworthy.

3. Write from Pierce, King & Co. to Messrs. Lee and Watkins, acknowledging the receipt of their letter —— (date) and expressing pleasure in being able to enter their name on the firm's books. Write as courteous a letter as you can.

3. Write from Pierce, King & Co. to Messrs. Lee and Watkins, acknowledging the receipt of their letter —— (date) and expressing pleasure in being able to enter their name on the firm's books. Write as courteous a letter as you can.

4. Imagine that the salesman's reply (2) had been unfavorable. Write to Messrs. Lee and Watkins, refusing them credit but trying to get their cash business.

4. Imagine that the salesman's response (2) had been negative. Write to Mr. Lee and Mr. Watkins, denying them credit but encouraging them to do cash business with us.


Exercise 230—Letters Requesting Payment

It is better not to make threats in a collection letter except as a last resort, and then the threat should be carried out. It is advisable in a first letter of the kind to take for granted[254] that a customer is honest and that the failure to pay is an oversight. If some inducement for further purchases is included in the letter in the form of good selling talk, a remittance will probably be sent, and perhaps another order as well.

It’s best not to make threats in a collection letter unless it’s absolutely necessary, and if you do, you should follow through. In the first letter of this kind, it’s smart to assume that the customer is honest and that their failure to pay is just a mistake. If you add some encouragement for future purchases with appealing selling language in the letter, you’ll likely receive a payment and maybe even another order too.

If the customer, however, takes no notice of the first letter, a second, making the request for payment more urgent, may follow. The tone of the second letter and subsequent letters will depend on the value that you put on the customer's trade. Finally, if he ignores all of these letters, dally no longer. Say that if payment is not made by a certain date, you will draw on him at sight. If he does not honor the draft, put the matter in the hands of your attorney.

If the customer doesn’t respond to the first letter, a second one will be sent, making the payment request more urgent. The tone of the second letter and any following letters will depend on how much you value the customer's business. Finally, if he ignores all these letters, don’t wait any longer. Let him know that if payment isn't made by a certain date, you will take action immediately. If he doesn’t honor the request, hand the situation over to your attorney.


Study the following letters. Select from them those that you think would make a good series:

Study the following letters. Choose the ones that you think would work well as a series:

1
Dear Sir:

Ten days ago we mailed you a statement of your account, which was due at that time. As we have heard nothing from you, we have concluded that the letter must have miscarried. We are, therefore, enclosing a duplicate of the former statement. We trust that it will reach you safely and have your prompt attention.

Ten days ago, we sent you a statement of your account that was due. Since we haven't heard anything from you, we assume the letter got lost. So, we’re including a duplicate of the original statement. We hope it reaches you safely and that you’ll respond quickly.

Yours very truly,

2
Dear Sir:

Evidently you, too, are experiencing the increase in business that our customers in general are reporting. In the rush of orders you probably have overlooked the fact that your account with us is three weeks over-due. Your remittances hitherto have been very prompt, and we trust that this reminder will be treated equally promptly.

Clearly, you’re also seeing an increase in business, just like our other customers are saying. With all the orders coming in, you might have missed the fact that your account with us is three weeks overdue. You've been very quick with your payments in the past, and we hope you'll treat this reminder just as promptly.

By the way, have you found that the Holeless Socks are coming up to our guarantee? From all parts of the country we are getting flattering reports in the form of big orders. We feel that they merit their popularity, and with the extensive advertising[255] campaign that we have inaugurated they are bound to continue in favor.

By the way, have you noticed that the Holeless Socks are living up to our guarantee? We’re receiving positive feedback from all over the country in the form of large orders. We believe they deserve their popularity, and with the extensive advertising campaign we’ve launched, they’re sure to stay in demand.

We are especially prepared at present to give you an attractive price, enabling you to realize large profits on these socks. If you need more of them, we can make shipment at once.

We are currently in a great position to offer you an attractive price, allowing you to make significant profits on these socks. If you need more, we can ship them right away.

Yours very truly,

3
Dear Sir:

In looking over our accounts, we find that your purchases have lately been increasing considerably and that your payments have been few and unimportant. Statements have been sent regularly, we believe, but have probably been overlooked because of the stress of your other affairs. Such things, of course, can happen with any of us, especially when we have many other matters to look after.

While reviewing our accounts, we noticed that your purchases have been increasing significantly lately, but your payments have been minimal and not substantial. We've been sending statements regularly, but we understand they may have been overlooked due to the demands of your other responsibilities. This can happen to anyone, especially when we have many other things to manage.

We have always valued your account, and we greatly desire our pleasant relations to continue. As the amount that you owe us is now long over-due, we would appreciate your returning the enclosed bill to be receipted during the next few days.

We have always appreciated your account, and we really want to keep our good relationship going. Since the amount you owe us is significantly overdue, we would appreciate it if you could return the enclosed bill to be signed within the next few days.

Yours very truly,

4
Dear Sir:

Your attention has twice been called to your account for $——, but for some reason you do not reply to our letters.

Your attention has been drawn to your account for $—— twice now, but for some reason, you haven't responded to our letters.

Our terms, as you know, are thirty days, and we cannot allow a longer extension except by special arrangement. We have borne the matter very patiently, realizing that unusual conditions sometimes prevent one's doing as he desires. At the same time, it is entirely out of reason that your account should still be owing at this time. May we not expect your remittance by return mail?

Our terms are thirty days, and we can’t allow extensions unless there’s special arrangement. We’ve been very patient, understanding that unusual circumstances can sometimes make it hard to meet obligations. However, it’s unreasonable for your account to still be unpaid at this point. Can we expect your payment in the next mail?

Should we not hear from you by the 15th, we shall draw on you, and, if you have not remitted in the meantime, please provide for our draft upon its arrival.

Should we not hear from you by the 15th, we will draw on you, and if you haven't sent the payment in the meantime, please make arrangements for our draft upon its arrival.

Yours truly,

5
Dear Sir:

On March 15 we drew on you for $250. Our draft has been returned to us by the Blank Bank, unpaid.[256]

On March 15, we tried to cash a draft for $250. The Blank Bank returned it to us, unpaid.[256]

Your account is long past due, and, although we are willing to do almost anything to accommodate our customers, we feel that in your case the time for concessions has passed. We desire your check at once for the balance due us.

Your account is overdue, and while we're ready to do almost anything to help our customers, we believe the time for flexibility has run out in your situation. We need your payment immediately for the amount you owe us.

You are credited with using considerable money in your business, and it would seem that you should without difficulty be able to take care of amounts such as you owe us. If we do not hear from you by April 1, we shall send a second draft. If you permit this to be returned unpaid, we shall be compelled to take action to force collection. We wish to express the hope, however, that you will not allow this to be done.

You have a good amount of money invested in your business, so it seems like you should be able to handle the debt you owe us without much trouble. If we don’t hear from you by April 1, we will send a second draft. If you let this be returned unpaid, we will have to take steps to collect the debt. We really hope you won’t let it come to that.

Yours truly,

Exercise 231

Letter (2) above is written primarily to get a check for the over-due account and incidentally to get another order. Suppose that the customer sends an order and no money. You do not wish to extend further credit until the old balance is paid. Write a tactful letter, saying that you will hold back the order until you receive a check to pay the over-due account.

Letter (2) above is written mainly to request payment for the overdue account and, incidentally, to secure another order. Suppose the customer sends an order without any payment. You don’t want to extend further credit until the outstanding balance is settled. Write a polite letter stating that you will hold the order until you receive a check to cover the overdue account.


Exercise 232

Write the letters in the following transaction:

Write the letters in the following transaction:

1. J. F. Brookmeyer, Peru, Ind., is a dealer in shoes. He opened an account with you a month ago. He has purchased shoes to the amount of $250. You rendered an account on the first of the month, two weeks ago. Write a letter saying that you do not carry over accounts from month to month, as your small margin of profit makes it impossible for you to carry an irregular account. Make it a courteous sales letter as well as a collection letter.

1. J. F. Brookmeyer, Peru, Ind., is a shoe dealer. He opened an account with you a month ago and has purchased shoes totaling $250. You sent an account statement on the first of the month, two weeks ago. Write a letter stating that you don't carry over accounts from month to month since your small profit margin makes it difficult to maintain an irregular account. Make it a polite sales letter as well as a collection letter.

2. J. H. Brookmeyer sends a certified check for the full amount, apologizing for the delay.

2. J. H. Brookmeyer sends a certified check for the full amount, apologizing for the hold-up.


Exercise 233

1. John R. Phillips, 32 New York Building, Seattle, Washington, owes you $470. Write him, saying that you need the money. Give a good reason. Make it a courteous, friendly letter.[257]

1. John R. Phillips, 32 New York Building, Seattle, Washington, owes you $470. Write to him and let him know that you need the money. Provide a good reason. Make it a polite, friendly letter.[257]

2. Mr. Phillips has not answered (1). Write him again, saying that if you do not get a remittance by ——, you will draw on him at sight.

2. Mr. Phillips hasn't replied (1). Write to him again, stating that if you don't receive a payment by ——, you'll cash a check on him immediately.

3. Your bank notifies you that your draft has been returned unpaid. Write Phillips, asking for an explanation. Say that unless you hear by ——, you will bring suit.

3. Your bank informs you that your check has bounced. Write to Phillips, asking for an explanation. State that unless you hear from them by ——, you will take legal action.

4. Phillips writes an apologetic letter, giving illness as the reason for his non-payment. He says he was in the hospital and did not receive letters (1) and (2). He encloses fifty dollars and promises to pay at least half the balance next month, the full amount within sixty days. Write his letter.

4. Phillips writes a sorry letter, citing illness as the reason for not paying. He explains that he was in the hospital and didn’t get letters (1) and (2). He includes fifty dollars and promises to pay at least half the balance next month, with the full amount within sixty days. Write his letter.

5. Accept this offer.

Accept this deal.


Exercise 234—Answering Complaints

1. A mail order house discovered that its files contained the names of 10,000 people who had once been customers but who had not bought anything for the last two or three years. Write a letter in the name of the manager frankly asking why the customer has stopped buying. Advertise the stock.

1. A mail order company found out that its records included the names of 10,000 people who used to be customers but hadn’t made any purchases in the last two or three years. Write a letter from the manager directly asking why the customer has stopped buying. Promote the inventory.

2. One correspondent in reply demands a return of $16, which he had paid for a coat that was "not worth a cent." How would you reply to this letter so that the one making the complaint would send in an order? Write the letter.

2. One person writing back is asking for a refund of $16, which they paid for a coat that was "not worth anything." How would you respond to this letter to encourage them to place a new order? Write the letter.

In connection with this exercise study the following letter:

In relation to this exercise, review the following letter:

Dear Sir:

We wish to acknowledge your letter of April 16, in which you say that on April 14 you received a bill for five S & Q Railway bonds, which Mr. Wensley had sold you on the 11th at 100 and interest; that you sent us your check for the amount on the same day; and that on the 16th, two days afterward, you received a letter from us, offering a new block of these bonds at 99 and interest.

We want to acknowledge your letter from April 16, in which you mentioned that on April 14, you received a bill for five S & Q Railway bonds that Mr. Wensley sold you on the 11th at 100 and interest; you sent us your check for the amount on the same day; and on the 16th, just two days later, you received a letter from us offering a new block of these bonds at 99 and interest.

This complication was brought about through a peculiar chain of circumstances, an explanation of which, we feel, is only just both to you and to us. When Mr. Wensley came to the office on Saturday, the 12th, he told us that he had your order for five of these bonds at 100¼ and interest. The market price was then 100 and interest, and we were very glad to give you the benefit of the more favorable price. At that time we had no intimation[258] that more of these bonds were coming on the market. Quite unexpectedly on Monday we received notice from our Boston office that they had in view a new block of the bonds. Even at that time we did not know definitely that we would get them. On Tuesday, again quite unexpectedly, we were instructed by our Boston office that the bonds had been secured and were to be offered immediately at 99 and interest. So suddenly did the entire transaction take place that we were unable to prepare a new circular, and on Tuesday night we merely sent out a letter, telling our customers that we had an additional block of these bonds. In fact, the new circular will not be ready until about noon of to-morrow.

This complication arose from a unique series of events, which we believe requires an explanation for both you and us. When Mr. Wensley came to the office on Saturday, the 12th, he informed us that he had your order for five of these bonds at 100¼ and interest. At that time, the market price was 100 and interest, and we were happy to pass along the better price to you. We had no indication at that moment that more of these bonds would be available in the market. Quite unexpectedly, on Monday, we got word from our Boston office that they were considering a new block of the bonds. Even then, we didn’t know for sure if we would receive them. On Tuesday, again unexpectedly, we were informed by our Boston office that the bonds had been secured and were to be offered right away at 99 and interest. The whole transaction happened so quickly that we didn’t have time to prepare a new circular; instead, on Tuesday night, we simply sent out a letter notifying our customers that we had an additional block of these bonds. In fact, the new circular won’t be ready until about noon tomorrow.

We realize that you should have been informed of the new price. The bonds, however, came on the market so quickly and in taking care of the details of the offering we were so busy that the matter, unfortunately, was overlooked. We are glad, therefore, to make adjustment of the price now by having our banking department send you our check for $50.

We understand that you should have been notified about the new price. However, the bonds were released on the market so quickly, and while we were handling the details of the offering, we unfortunately overlooked this matter. We’re happy to fix this now by having our banking department send you a check for $50.

It is unnecessary for us to say, we presume, that we regret this occurrence and to assure you that had we known of the new bonds on Saturday we would have advised you to hold off your purchase until the offering was ready. We feel that you know us and the policy of our house well enough to be sure that we would not willfully take advantage of you in this way. We trust that the arrangement that we have made satisfactorily straightens out the matter.

We don’t need to say it, but we regret what happened and want to assure you that if we had known about the new bonds on Saturday, we would have advised you to wait on your purchase until the offering was ready. We believe you know us and our company’s policy well enough to trust that we wouldn’t intentionally take advantage of you like this. We hope that the arrangement we’ve made resolves the situation satisfactorily.

Yours very truly,

Exercise 235

1. What is the advantage of the policy shown in the following suggestion from System?

1. What is the benefit of the policy described in the following suggestion from System?

The manager of a retail establishment says: "We never refuse to refund money. If a dissatisfied customer returns a purchase, before we ask what the trouble is we refund his money gladly. When he is free to walk out of the store with his money, we try to find the source of the trouble. Generally we can adjust the difficulty and make a sale."

The manager of a retail store says: "We never say no to refunds. If a customer is unhappy and returns something, we gladly give them their money back before asking what the issue is. Once they're free to leave the store with their money, we try to figure out what went wrong. Usually, we can resolve the issue and make a sale."

2. State the advantage in the policy of a large clothing concern which follows the sale of every suit or overcoat[259] with a letter to the customer, asking him whether the purchase is proving satisfactory.

2. State the advantage in the policy of a large clothing company that follows the sale of every suit or overcoat[259] with a letter to the customer, asking if the purchase is working out well.

3. Write such a letter.

Write that letter.


Exercise 236

1. Conrad H. Harwood of 122 Winter Street, Vandalia, Ill., writes to Wilson, Black & Co., manufacturers of shoes, 100 Second Street, Lynn, Mass., asking why they are not sending his order of —— (the goods ordered) of —— (date). He is losing sales because of the delay. If the goods are not received before ——, Harwood will cancel the order.

1. Conrad H. Harwood of 122 Winter Street, Vandalia, IL, writes to Wilson, Black & Co., shoe manufacturers at 100 Second Street, Lynn, MA, asking why his order of —— (the goods ordered) from —— (date) hasn’t been sent. He is losing sales due to the delay. If the goods aren’t received by ——, Harwood will cancel the order.

2. Wilson, Black & Co. acknowledge the receipt of Harwood's letter and say that this is the first notice they have received of such an order. The first letter must have miscarried. They have shipped the goods. Be very courteous.

2. Wilson, Black & Co. confirm they've received Harwood's letter and mention that this is the first notice they've had about such an order. The initial letter must have gotten lost. They've already shipped the goods. Please be very polite.


Exercise 237

1. C. F. Gardner, a merchant of 432 Puyallup Ave., Tacoma, Wash., has received notice from the C.M. & P.S.R.R. freight office that a box of goods has arrived from Messrs. Fiske & Jones, Detroit, Mich. Gardner ordered the goods a month ago. He writes Messrs. Fiske & Jones that he refuses to accept the goods because of the delay. He has bought elsewhere in the meantime.

1. C. F. Gardner, a merchant at 432 Puyallup Ave., Tacoma, Wash., has been informed by the C.M. & P.S.R.R. freight office that a box of goods has arrived from Fiske & Jones, Detroit, Mich. Gardner ordered these goods a month ago. He informs Fiske & Jones that he won't accept the goods due to the delay and has purchased from another supplier in the meantime.

2. Fiske & Jones apologize for the delay and explain that it was due to the unreliability of one of their shipping clerks, who has since been discharged. They had known nothing of the matter until Gardner's letter of complaint arrived. They assure him that he will never suffer another such inconvenience.

2. Fiske & Jones apologize for the delay and explain that it was because of the unreliability of one of their shipping clerks, who has since been let go. They were unaware of the issue until they received Gardner's letter of complaint. They assure him that he will not face another inconvenience like this again.

3. Fiske & Jones telegraph the C.M. & P.S.R.R. to return the goods at Fiske & Jones's expense. Write the telegram.

3. Fiske & Jones send a telegram to the C.M. & P.S.R.R. to return the goods at Fiske & Jones's cost. Write the telegram.


Exercise 238—Letters of Application

A letter of application usually has three parts. In writing such a letter, first, tell where you saw the advertisement and apply for the position; second, tell your qualifications and give your references; third, end the letter appropriately, possibly asking for an interview.[260]

A job application letter typically has three sections. When writing this letter, start by mentioning where you found the job ad and state your interest in the position; next, outline your qualifications and provide your references; finally, conclude the letter properly, perhaps requesting an interview.[260]

This is a difficult kind of letter to write. Not only should it be neat in appearance and clearly written, but it should also be so carefully worded that it will show enough of the writer's individuality to distinguish it from a form. Be neither hesitant nor bold, but tell your qualifications in a simple, straightforward way.

This is a tough type of letter to write. It should not only look neat and be clearly written, but it also needs to be worded carefully enough to reflect the writer's individuality and set it apart from a template. Don't be unsure or overly confident; just state your qualifications in a simple, direct manner.

Study the following letters. Are they convincing? Do they show the personality of the writers, or are they mere forms?

Study the following letters. Are they persuasive? Do they reflect the writers' personalities, or are they just templates?

1
Gentlemen:

Your advertisement in to-day's Record for a salesman who knows the tea and coffee business interests me. I should like you to consider my application for the position.

Your ad in today’s Record for a salesman who knows the tea and coffee industry caught my attention. I would like you to consider my application for the position.

Since my graduation from the Blank High School, four years ago, I have been employed as salesman for the Economy Wholesale Coffee Co., a firm doing business in this city and its outlying districts. During these four years I have gathered a wide knowledge of the principles of the buying and selling of coffees and teas and of the grades and blends of both, just the training, it seems to me, that you wish to secure.

Since I graduated from Blank High School four years ago, I've been working as a salesman for Economy Wholesale Coffee Co., a company operating in this city and its surrounding areas. Over these four years, I've gained extensive knowledge about the principles of buying and selling coffee and tea, as well as the different grades and blends of both—just the experience, it seems to me, that you want to obtain.

You may depend upon my taking an active interest in your business, because I have an intense desire to advance. I myself vouch for my honesty and earnestness, and Mr. Robert Brown of the firm mentioned above has assured me that he will supply you with any information that you may wish as to my character or ability. He endorses my desire to secure a broader opportunity.

You can count on me to take a real interest in your business because I'm eager to move forward. I can guarantee my honesty and commitment, and Mr. Robert Brown from the firm I mentioned before has promised to give you any information you need about my character or skills. He supports my aim to find a wider opportunity.

If the position that you have to offer is one in which there is a real future for an energetic, capable man, I should like to have an interview with you.

If you have a position that offers a real future for a motivated, skilled person, I would like to meet with you for an interview.

Yours very respectfully,

2
Dear Sir:

I am answering your advertisement in to-day's Record for a clerk because I wish to get started in the wholesale dry goods business, my idea being to work into the sales department. If the position that you advertise affords such an opportunity, I wish to apply for it.[261]

I’m responding to your ad in today’s Record for a clerk because I'm eager to begin my career in the wholesale dry goods business, with the goal of advancing to the sales department. If the position you’re offering provides that opportunity, I would like to apply for it.[261]

I have had a little experience in the retail dry goods business, having worked as clerk for Mr. Amos Jones of this city during the past two summers. What I have seen and learned of the business makes me feel that I have ability as a dry goods salesman. I shall be glad to work hard in a clerical position if only I get a chance to learn and to advance.

I have a bit of experience in the retail dry goods business, having worked as a clerk for Mr. Amos Jones in this city during the last two summers. What I've seen and learned about the business makes me believe I have the skills to be a successful dry goods salesman. I would be happy to work hard in a clerical role if it gives me a chance to learn and grow.

I am eighteen years of age and have just graduated from the Blank High School, where I took the four-year commercial course. This, as you know, includes business arithmetic, bookkeeping, and some business practice. During the last two years I was business manager of the high school paper. This position gave me considerable experience in handling details rapidly and in soliciting advertising. It is this latter experience that makes me feel that I would have success in selling.

I’m eighteen years old and just graduated from Blank High School, where I completed a four-year commercial course. This program covers business math, bookkeeping, and some practical business skills. For the last two years, I worked as the business manager for the high school newspaper. This role gave me a lot of experience in managing details quickly and in seeking out advertising. It’s this experience that makes me confident I would succeed in sales.

I am confident that I can please you, and I should be grateful if you will grant me an interview. Mr. Amos Jones, 815 E. 47th St., will be glad to give you any information that you may wish as to my work, and if you desire I can furnish other references.

I’m sure I can make you happy, and I’d appreciate it if you could give me a chance to interview. Mr. Amos Jones at 815 E. 47th St. will be happy to provide any information you need about my work, and if you’d like, I can provide other references as well.

Yours respectfully,

Exercise 239

Apply for the following positions:

Apply for these positions:

1. OFFICE MAN—who can handle correspondence and general office work for growing North side manufacturing company. Good opportunity for the right man. State experience and salary expected. Address A. H. Stanton, 17 Elm St.

1. OFFICE MAN—looking for someone to manage correspondence and general office tasks for a growing manufacturing company on the North side. Great opportunity for the right person. Please state your experience and expected salary. Address: A. H. Stanton, 17 Elm St.

2. MAIL ORDER MAN—up-to-date, experienced; must have ability and be capable of handling a large volume of correspondence; must also be a pusher and systematizer. In reply give references, age, and detailed experience. Address X. W. 291 News.

2. MAIL ORDER MAN—current, experienced; must have the ability and be capable of managing a high volume of correspondence; must also be proactive and organized. In your reply, provide references, age, and detailed experience. Address X. W. 291 News.

3. AMBITIOUS YOUNG MEN—who are willing to start at the bottom to learn steel and iron business; must be high school or college graduates, or have equivalent education, and furnish exceptional references; very good opportunity for the future. Address A. F. 361 Times.

3. AMBITIOUS YOUNG MEN—who are willing to start at the bottom to learn the steel and iron business; must be high school or college graduates, or have equivalent education, and provide outstanding references; great opportunity for the future. Address A. F. 361 Times.

4. BRIGHT YOUNG MAN—for office work in large manufacturing plant, Northwest side; must be neat, quick, and accurate at figures. State age, experience, and salary expected. Address J. F. Holtz & Co., 320 W. Exchange St.[262]

4. BRIGHT YOUNG MAN—for office work in a large manufacturing plant, Northwest side; must be tidy, fast, and precise with numbers. Please state your age, experience, and expected salary. Send applications to J. F. Holtz & Co., 320 W. Exchange St.[262]

5. OFFICE CLERK—a girl who can write a plain, rapid, legible hand; desirable, permanent position, and excellent chance for advancement. Give age, experience, if any, and where formerly employed. Salary $6.00 to start. Address T. P. 514 Chronicle.

5. OFFICE CLERK—a girl who can write clearly and quickly; this is a desirable, stable position with great opportunities for advancement. Please include your age, any experience you have, and where you’ve worked before. Starting salary is $6.00. Send your application to T. P. 514 Chronicle.

6. HELP WANTED—salesman having established trade on rubber or leather footwear in Michigan, northern Indiana, northwest Ohio, or eastern Wisconsin. Good chance to become connected with live middle-western jobbing house. Give late experience. Address G724 Boot and Shoe Recorder, Boston, Mass.

6. HELP WANTED—salesperson with established connections in rubber or leather footwear in Michigan, northern Indiana, northwest Ohio, or eastern Wisconsin. Great opportunity to connect with an active middle-western jobbing house. Provide recent experience. Contact G724 Boot and Shoe Recorder, Boston, Mass.


Exercise 240—Contract for Painting Iron Work

1. James W. Walker & Co., 325 Second St., Pittsburgh, are receiving bids for painting the iron work of the bridge to be constructed over the Cheesequake Creek at Morgan Station, New Brunswick, N. J. The Barnard Emerson Co., of Harrisburg, Pa., write saying they would like to figure on the work. They ask James W. Walker & Co; to send plans and specifications. Write the letter sent by the Barnard Emerson Co.

1. James W. Walker & Co., 325 Second St., Pittsburgh, is accepting bids for painting the ironwork of the bridge being built over Cheesequake Creek at Morgan Station, New Brunswick, N.J. The Barnard Emerson Co. from Harrisburg, Pa., has expressed interest in the project. They are requesting that James W. Walker & Co. send the plans and specifications. Write the letter sent by the Barnard Emerson Co.

2. James W. Walker & Co. reply that they are sending plans and specifications. They say that bids must be in by March 10. Write the letter.

2. James W. Walker & Co. respond that they are sending plans and specifications. They mention that bids must be submitted by March 10. Write the letter.

3. The Barnard Emerson Co. write that page two, line four, of the specifications for the bridge to be constructed (state in detail) reads "and paint all beams underneath two coats of dark green," and page four, line ten, reads "all upright beams above and underneath to be painted two coats of light green between shades three and four." They ask which is correct. Write the letter. Be exact.

3. The Barnard Emerson Co. states that on page two, line four, of the bridge construction specifications, it says "and paint all beams underneath with two coats of dark green," and on page four, line ten, it says "all upright beams above and below are to be painted with two coats of light green between shades three and four." They want to know which one is correct. Write the letter. Be precise.

4. James W. Walker & Co. reply that page two, line four, is correct. Explain in detail.

4. James W. Walker & Co. respond that page two, line four, is correct. Please explain in detail.

5. The Barnard Emerson Co. agree to do the work on (repeat exactly what bridge you mean) for three thousand dollars. They guarantee to finish the work by April 30, according to the specifications. They will forfeit fifty dollars for every day after that date until the bridge is finished. Write the proposal or bid.

5. The Barnard Emerson Co. agrees to complete the work on (repeat exactly which bridge you mean) for three thousand dollars. They guarantee to finish the work by April 30, following the specifications. They will lose fifty dollars for each day past that date until the bridge is finished. Write the proposal or bid.

6. James W. Walker & Co. write, saying that they accept the bid above and that they enclose duplicate contracts, one of which they have signed and which the Barnard Emerson Co. is to keep. The other the Barnard Emerson Co. is to sign and return to James W. Walker & Co.

6. James W. Walker & Co. write to say that they accept the bid above and have enclosed duplicate contracts, one of which they have signed for the Barnard Emerson Co. to keep. The other contract should be signed by the Barnard Emerson Co. and returned to James W. Walker & Co.


Exercise 241—Contract for the Delivery of Property

1. The Arlington Coal Company, Old Colony Building, Chicago, Ill., write to the Red Rock Coal Company, Auburn, Ill., saying that they need several cars of egg coal per week throughout the year. They ask if the Red Rock Coal Co. wish to offer some on contract. If so, they must state how the coal is screened, and give their lowest price. Write the letter.

1. The Arlington Coal Company, Old Colony Building, Chicago, Ill., writes to the Red Rock Coal Company, Auburn, Ill., stating that they need several carloads of egg coal each week throughout the year. They ask if the Red Rock Coal Co. would like to offer some on a contract basis. If so, they should specify how the coal is screened and provide their lowest price. Write the letter.

2. The Red Rock Coal Co. reply that they will offer egg coal for shipment at the rate of two cars per week throughout the year, at $1.15 per net ton, cars f.o.b. mines. If a contract were drawn up for three or more cars per week, they would give the coal for $1.12½ per net ton. They say their egg is an excellent steam producing coal and gives general satisfaction. It is shipped from the Red Rock mine via the Chicago & Alton Railroad, freight rate being 82¢ per ton. Write the letter.

2. The Red Rock Coal Co. replies that they will provide egg coal for shipment at a rate of two cars per week year-round, priced at $1.15 per net ton, with cars being f.o.b. mines. If a contract is established for three or more cars per week, they would offer the coal at $1.12½ per net ton. They claim their egg coal is excellent for steam production and provides overall satisfaction. It is shipped from the Red Rock mine via the Chicago & Alton Railroad, with a freight rate of 82¢ per ton. Write the letter.

3. The Arlington Coal Co. write that the Red Rock Coal Co. may send a one year contract drawn in triplicate for three cars of egg coal per week at $1.12½ per net ton, cars f.o.b. mines. Of course it is understood that the usual clauses regarding accidents or other unavoidable happenings on either side will be inserted. Write the letter.

3. The Arlington Coal Co. states that the Red Rock Coal Co. can send a one-year contract in triplicate for three cars of egg coal per week at $1.12½ per net ton, with cars being f.o.b. mines. It’s understood that the usual clauses about accidents or other unavoidable events on either side will be included. Write the letter.


Exercise 242—Contract for Construction

News Item.—Bids will be received until Dec. 12 by the Chairman of the Board of Public Works, North Bend, Washington, for the construction of a solid concrete bridge over the Snoqualmie River at North Bend; double arch, with one pier in the river; span of arch 92 feet; width of bridge 50 feet. Plans may be had by addressing the Chairman.

News Update.—Bids will be accepted until December 12 by the Chairman of the Board of Public Works, North Bend, Washington, for building a solid concrete bridge over the Snoqualmie River at North Bend; double arch, with one pier in the river; arch span of 92 feet; bridge width of 50 feet. Plans can be obtained by contacting the Chairman.

The McClaine Construction Co., of Spokane, Wash., send in a bid for $25,000, guaranteeing to use Atlas Portland cement, crushed rock for the coarse aggregate, and torpedo sand for the fine aggregate, the concrete to be reinforced with the Kahn system of reinforcement as set forth in the specifications. The company specify, further, that they shall be paid extra for excavation, on the scale of 25¢ a yard for earth, 75¢ a yard for loose rock and hard pan, and $1.00 a yard for solid rock. Write the letter that they send.[264]

The McClaine Construction Co., based in Spokane, Wash., submitted a bid of $25,000. They guarantee the use of Atlas Portland cement, crushed rock for the coarse aggregate, and torpedo sand for the fine aggregate. The concrete will be reinforced using the Kahn system of reinforcement as detailed in the specifications. The company also states that they will charge extra for excavation—25¢ per yard for earth, 75¢ per yard for loose rock and hard pan, and $1.00 per yard for solid rock. Here’s the letter they sent.[264]


Exercise 243—Form Letters

It frequently happens in business that you receive a number of letters requiring practically the same answer. In such cases, the best plan is to have one letter that is as good a letter of its kind as you can write. Use that as an answer to all those to which it can be made to apply. You may have to add a bit of information or change a word here and there, but, practically, you are using the same form for all the letters. When you have mastered the form, the answering of letters of this class will be a simple matter. The letter accompanying a catalogue may easily be a form. (See the second letter in Exercise 223.)

It often happens in business that you get several letters needing almost the same response. In these situations, it's best to create one strong letter that you can use as a template. Use that as a reply to all the letters it applies to. You might need to add some info or tweak a word here and there, but basically, you'll be using the same format for all the letters. Once you've got the format down, responding to these kinds of letters will be straightforward. The letter that comes with a catalog can easily be a template. (See the second letter in Exercise 223.)

The danger, however, is that the use of form letters tends to make work mechanical. When letters are different, they must receive different replies. A form letter should never be used just because it is easy to use when it does not really apply.

The danger, though, is that using form letters makes work feel mechanical. When letters are different, they require different responses. A form letter should never be used just because it’s convenient when it doesn't actually fit the situation.

Mandel Bros., Chicago, Ill., announce their annual sale of silk remnants. Make this a good advertisement that will reach several classes of customers. Have in it as one item white wash silk of heavy quality, 36 inches wide, at 47 cents a yard.

Mandel Bros., Chicago, Ill., are announcing their annual sale of silk remnants. Create an appealing advertisement that will attract a diverse range of customers. Include in it a highlighted item: high-quality white washable silk, 36 inches wide, for just 47 cents per yard.

1. Make out a sales letter for the above.

1. Write a sales letter for the above.

2. Several mail orders have been received in excess of the supply. Make out a form letter that could be sent when the money is returned. What is the advantage of a form letter in this case?

2. We've received several mail orders that exceed our supply. Create a template letter to send when the money is refunded. What’s the benefit of using a template letter in this situation?


Exercise 244—Circular and Follow-up Letters

There is a class of letters that usually originates in the advertising department of a firm. They are not sent out to answer inquiries, but to solicit new customers and to keep old ones. Such letters are printed in large numbers in imitation of typewriting, and the introduction and the salutation are afterward carefully filled in on the typewriter.[265] The intention, of course, is to make the recipient feel that he has received a personal letter. Firms are generally careful to fill in the signature in pen and ink. These are called circular letters. (See the last letter in Exercise 223.)

There’s a type of letter that typically comes from a company’s marketing department. These letters aren’t sent to respond to inquiries but to attract new customers and maintain relationships with existing ones. They are printed in large quantities to look like they were typewritten, and the opening and greeting are then filled in on a typewriter.[265] The goal is to make the recipient feel like they received a personal note. Companies usually take care to sign these letters in pen. These are known as circular letters. (See the last letter in Exercise 223.)

These letters are very important and each year more numerous. Frequently a series of them is written, each one expanding one argument in a series of arguments. If all the letters are read, one after the other, you have a complete list of reasons why you should buy the particular article which the letters advertise. These letters are sent out regularly, so that the effect of one may not quite wear off before the next arrives. It is frequently the case that not until the third or fourth letter is sent out does any reply come. Such letters should be definitely planned in order to present arguments that are true and attractive. They must be simply and clearly written. They are called follow-up letters.

These letters are really important and each year, there are more of them. Often, a series of these letters is created, with each one expanding on a specific argument. If all the letters are read one after the other, you get a complete list of reasons why you should buy the particular product being advertised. These letters are sent out regularly to ensure that the impact of one doesn’t fade before the next one arrives. It’s often the case that a response doesn't come until the third or fourth letter is sent out. These letters should be carefully planned to present arguments that are both true and appealing. They need to be written simply and clearly. They’re called follow-up letters.

The following series of follow-up letters was intended to be sent to women who keep no maids. The series was planned to contain five letters. Write two more, using different appeals from those in the letters here given.

The following series of follow-up letters was meant to be sent to women who do not have maids. The series was designed to include five letters. Create two more, using different appeals from those in the letters provided here.

1
Dear Madam:

Do you remember the fairy tale of Little Two-Eyes?

Do you remember the fairy tale of Little Two-Eyes?

A fairy, out of pity for the child's hunger, spread a table before her each day as she was watching the goat in the field, and when her appetite was satisfied all the child had to say was, "Table clear yourself," and the dishes magically disappeared.

A fairy, feeling sorry for the child's hunger, set up a table for her every day while she watched the goat in the field. Once the child finished eating, all she had to say was, "Table, clear yourself," and the dishes would magically vanish.

"This is a beautiful way to keep house," was Two-Eyes' verdict, and every woman, thinking of her own distaste of dirty dishes, will agree.

"This is a great way to manage a household," was Two-Eyes' opinion, and every woman, reflecting on her own dislike for dirty dishes, will agree.

"How I hate dishwashing!" You have said it hundreds of times—after every meal, probably.

"How I hate doing the dishes!" You've probably said it hundreds of times—after every meal, for sure.

"I like to cook and bake," you declare. "They are really interesting. There is fun in trying new recipes—but the dishes!"

"I enjoy cooking and baking," you say. "They're really fascinating. There's a lot of fun in experimenting with new recipes—but the dishes!"

You enjoy giving luncheon and dinner parties. It is a delightful way of meeting one's friends. Moreover, you are justly[266] proud of your skill in cooking, and you like to show your beautiful china. But what a damper it is on your spirit of good-fellowship, after the guests are gone, to have to spend an hour or more washing the dishes. Then you would like to say, with the child in the story, "Dishes wash yourselves!" Wouldn't you?

You love hosting lunch and dinner parties. It's a great way to catch up with friends. Plus, you take pride in your cooking skills, and you enjoy showcasing your beautiful china. But after the guests leave, it can really put a damper on your mood to spend over an hour washing the dishes. Sometimes, you just want to say, like the kid in the story, "Dishes, wash yourselves!" Wouldn't you?

Well, you may. For thirty days—ninety meals—we will put the Fairy Dishwasher in your home, without charging you a penny.

Well, you can. For thirty days—ninety meals—we will let you try the Fairy Dishwasher in your home, at no cost to you.

The machine is simplicity itself. Wheel the cabinet into your dining room, alongside your serving table, and, as a course is finished, without rising from your place, stack the dishes into the washer. When you have finished the meal, wheel the cabinet into your kitchen, make the connection, and turn the switch. In a few minutes the dishes are washed and dried. Having friends in to dinner is fun when the Fairy washes the dishes.

The machine is incredibly simple to use. Just roll the cabinet into your dining room next to your serving table, and when a course is done, without getting up from your seat, load the dishes into the washer. Once the meal is over, wheel the cabinet into your kitchen, plug it in, and flip the switch. In just a few minutes, the dishes are clean and dry. Hosting friends for dinner is enjoyable when the Fairy takes care of the dishes.

Let the Fairy do yours. Simply return this letter to us in the enclosed envelope, making sure that your name and address are correct, and we'll send you the Fairy. Use it three times a day for thirty days. Then if you think you can get along as well without the machine, all that you need to do is to send us a postal card, telling us so. We'll take back the Fairy and ask no questions.

Let the Fairy handle it for you. Just send this letter back in the enclosed envelope, making sure your name and address are correct, and we'll send you the Fairy. Use it three times a day for thirty days. Then, if you think you can manage without the machine, just send us a postcard letting us know. We'll take the Fairy back and won't ask any questions.

But send to-day.

But send today.

Yours very truly,

2
Dear Madam:

Did you ever envy another woman's smooth, white hands? You looked at hers, and then you looked at yours; you sighed and thought, "It's dishwashing."

Did you ever envy another woman's smooth, pale hands? You looked at hers, then at yours; you sighed and thought, "It's the dishwashing."

But what can you do? Haven't you tried everything to make dishwashing less drudgery? Haven't you tried patent soaps and tepid water, only to find that the dishes were not clean? Haven't you tried dish mops, scrapers, and rubber gloves, only to find that the mop and the scraper saved but one hand? As for rubber gloves, as likely as not, the first time you used them they were caught on the prong of a fork and were thereafter useless. Yes, you've tried everything; haven't you?

But what can you do? Haven't you tried everything to make dishwashing less of a hassle? Haven't you used fancy soaps and warm water, only to discover that the dishes still weren't clean? Haven't you experimented with dish mops, scrapers, and rubber gloves, only to find that the mop and scraper only helped one hand? And those rubber gloves? Chances are that the first time you put them on, they got caught on a fork and were totally ruined after that. Yes, you've tried everything, haven't you?

No, you haven't. You have not tried the only sure help that there is. Stop your drudgery and let the Fairy wash your dishes.

No, you haven't. You haven't tried the only guaranteed solution there is. Stop your hard work and let the Fairy take care of your dishes.

For thirty days—ninety trials—we will put the Fairy Dishwasher in your home, absolutely free of charge, guaranteed to[267] wash and sterilize your dishes in boiling water, without a touch of your hand.

For thirty days—ninety trials—we will bring the Fairy Dishwasher to your home, completely free of charge, guaranteed to[267] wash and sterilize your dishes in boiling water, without you having to lift a finger.

Do your manicuring while the Fairy does the dishes.

Do your nails while the Fairy does the dishes.

Pay no money, but send the enclosed postal card to-day. It will bring the Fairy at once.

Pay no money, but send the enclosed postcard today. It will bring the Fairy right away.

Very truly yours,

3
Dear Madam:

An extra hour of leisure every day! What is it worth to you?

An extra hour of free time every day! What does that mean to you?

Think what you could do if some one would give you an extra hour of leisure every day. There's the book you would like to read, the call you ought to make, the embroidery you wish you could finish. There are the thousand and one things that a housekeeper continually wishes she could do—but where can she get the time?

Imagine what you could accomplish if someone gave you an extra hour of free time every day. There’s that book you want to read, the call you need to make, the embroidery you wish you could complete. There are a thousand things a housekeeper always wants to do—but where can she find the time?

And yet you waste at least an hour each day washing dishes when the Fairy Dishwasher will not only save you the time but rid you of a distasteful task. You pay 162/3 cents a day for five months and the Fairy does your dishes every day; you buy yourself an extra hour every day,—you are an hour ahead every day for the rest of your life.

And yet you spend at least an hour each day washing dishes when the Fairy Dishwasher will not only save you that time but also free you from a bothersome chore. You pay 162/3 cents a day for five months, and the Fairy takes care of your dishes every day; you give yourself an extra hour each day—you'll have an extra hour every day for the rest of your life.

Is it worth the price?

Is it worth the cost?

Remember that we allow you to use the Fairy for thirty days—ninety meals—before you pay a penny. Then for five months you send us five dollars a month, and we guarantee that you will declare it the best twenty-five dollars that you ever spent.

Remember that we let you use the Fairy for thirty days—ninety meals—before you pay anything. Then for five months, you send us five dollars each month, and we guarantee that you'll say it’s the best twenty-five dollars you ever spent.

Send the enclosed postal card to-day. It will bring the Fairy and a booklet of full directions.

Send the enclosed postcard today. It will bring the Fairy and a booklet with complete directions.

Very truly yours,

Exercise 245

You have bought a big tract of land in Alabama. You wish to sell a part uncleared, to set out a part in pecan trees, and to devote a part to truck farms. Write three letters to the same man, making each one stronger than the one before. Keep in mind the five essentials of a good letter. (See page 230.)

You’ve purchased a large piece of land in Alabama. You want to sell a section that’s not cleared, plant some pecan trees in another section, and use part of it for vegetable farming. Write three letters to the same person, making each one more convincing than the last. Remember the five key elements of a good letter. (See page 230.)

1. Offer the uncleared land at a very low price. Offer as many inducements as you can, such as desirability of location,[268] fertility of the soil, and comparison in price with other land in the same neighborhood.

1. Sell the undeveloped land at a really low price. Provide as many incentives as you can, like the attractiveness of the location,[268] the quality of the soil, and how it compares in price with other properties in the area.

2. You received no response from (1). Try to sell the section in which you are planting pecan trees. What inducements could you offer that might reach a man who was not affected by (1)?

2. You didn’t get a response from (1). Try selling the part of the land where you’re planting pecan trees. What incentives could you provide that might appeal to someone who was unaffected by (1)?

3. You received no response from (1) or (2). Try to sell a truck farm. What inducements could you offer that might lead a man to buy a truck farm when he had no interest in either uncleared land or pecan trees?

3. You didn't get a response from (1) or (2). Try to sell a truck farm. What incentives could you offer that might convince someone to buy a truck farm when he wasn't interested in either undeveloped land or pecan trees?


Exercise 246

1. The Modern Magazine offers a set of Mark Twain's complete works absolutely free if you subscribe for one year for the Modern Magazine and the Household Magazine at the regular price of $2 for the Modern Magazine and $1.50 for the Household Magazine. This offer expires —— (date). Write the letter.

1. The Modern Magazine is giving away all of Mark Twain's complete works for free if you subscribe for one year to both the Modern Magazine and the Household Magazine at the regular price of $2 for the Modern Magazine and $1.50 for the Household Magazine. This offer expires —— (date). Write the letter.

2. You have not responded. The Modern Magazine feels that you could not have understood its offer. These are no cheap books. To prove this, the firm is willing to send you the books to allow you to examine them before you send any money. If you accept them, pay the express agent; if not, return the books at the expense of the Modern Magazine. Remember that this offer expires —— (date).

2. You haven’t replied. The Modern Magazine believes you might not have understood its offer. These aren’t cheap books. To prove it, the company is willing to send you the books so you can check them out before paying anything. If you decide to keep them, pay the express agent; if not, return the books at the Modern Magazine’s expense. Keep in mind that this offer expires —— (date).

3. You have not responded. The magazine extends the time. Give a reason for the extension of the time.

3. You haven't replied. The magazine is giving you more time. Provide a reason for the extension.

What criticism can you make on (3)?

What criticism can you offer on (3)?


Exercise 247

A druggist was obliged to move from his corner store four doors east on a side street. He decided to advertise by sending a series of follow-up letters embodying the following ideas:

A pharmacist had to relocate from his corner shop four doors east on a side street. He chose to promote his new location by sending out a series of follow-up letters that included the following ideas:

1. Change of location because ——.

1. Change of location because ——.

2. Stick to your druggist because he holds the key to your health.

2. Stick with your pharmacist because they have the key to your health.

3. What is the reason that my trade is staying with me? (Prizes for the best answer.)[269]

3. Why is my trade sticking with me? (Prizes for the best answer.)[269]

4. The reasons why trade stays with me—what my patrons say.

4. The reasons why trade remains my focus—what my clients say.

5. The pure food question—why we must handle only fresh drugs.

5. The issue of pure food—why we should only use fresh drugs.

6. We are registered pharmacists—what this means to you.

6. We are licensed pharmacists—what this means for you.

7. Why our sales expense is smaller now than formerly—how you profit.

7. Why our sales expenses are lower now than before—how you benefit.


Exercise 248

A furniture house selling goods on monthly payments decides to advertise by sending a series of follow-up letters, using the following reasons why you should buy, one in each letter:

A furniture store that sells items with monthly payment plans decides to promote itself by sending a series of follow-up letters, featuring one reason in each letter for why you should make a purchase:

1. Variety of stock; assurance that they can please, no matter what you wish. Amplify.

1. A range of options available; a guarantee that they can satisfy your desires, whatever they may be. Expand.

2. Reliability of the firm.

Firm reliability.

3. The small profit on which they run their business gives you an excellent opportunity of buying good values at low prices.

3. The small profit they make from running their business gives you a great chance to buy quality items at low prices.

4. Buying on the "easy payment" plan enables you to have the use of your furniture while you are still paying for it.

4. Buying on the "easy payment" plan lets you use your furniture while you're still paying for it.

Why is (4) a poor argument?

Why is (4) a weak argument?


Exercise 249

Write a series of letters to sell an electric washing machine, using the following items:

Write a series of letters to promote an electric washing machine, using the following items:

1. The machine is ball bearing; therefore very easy to work. You can sit down while you do your week's washing. The only work required is hanging the clothes out of doors.

1. The machine has ball bearings, so it’s really easy to use. You can sit down while you do your weekly laundry. The only work you need to do is hanging the clothes outside.

2. It saves laundry bills.

It saves on laundry costs.

3. Summary of (1) and (2). The investment required is not large. Special plans for payment.

3. Summary of (1) and (2). The investment needed isn't significant. There are special plans for payment.

4. The machine is durable.

The machine is sturdy.

5. Summary of the above. The following figures show that during the time that has elapsed since (1) was received the machine might have been paid for out of the money spent for laundry bills.

5. Summary of the above. The following figures show that during the time that has passed since (1) was received, the machine could have been paid for with the money spent on laundry bills.


PART III—BUSINESS PRACTICE


CHAPTER XVI

MANUFACTURE

The following chapters will furnish exercises in composition, both oral and written, based upon the various phases of business. They are intended to show the application of the principles underlying manufacturing, buying, and selling. Of course, we cannot expect to go into great detail in any one of the divisions. That must be reserved for future study, perhaps reserved until the time that you enter a particular business. We must remember that our first consideration is the study of English, the problem of clear-cut expression. Underlying clear-cut expression is clear-cut thinking. It cannot be repeated too often that without a definite thought there can be no definite wording of the thought. To say, "I know, but I don't know how to tell it," shows a lazy brain. Learn to exercise your thinking powers so that you can force them to stay upon a subject until you have thought it out carefully and can express it. All of the oral exercises in the following chapters require careful preparation. This does not mean that they should be written out before the recitation, but it does mean that they must be carefully thought out. The preparation need not take a particular form. The main thing is that you know exactly the points that you wish to make before you begin to speak. If the exercise calls for a paragraph, have clearly in mind the plan by which you expect to expand your thought. Perhaps you expect to begin with, or to lead up to, a topic sentence. Remember that this may be done in several ways. Choose[271] whichever plan seems best. If the exercise does not call for a particular form, such as a paragraph or a debate, you are left free to develop your thought in the way that you think fits your subject best and to the length which you think it demands.

The following chapters will provide exercises in both spoken and written composition, focusing on different aspects of business. They aim to illustrate how the principles of manufacturing, buying, and selling apply in real situations. Naturally, we can't dive into extensive detail for each topic. That will have to wait until you explore a specific industry. Our top priority is the study of English and the challenge of clear expression. Clear expression relies on clear thinking. It's essential to remember that without a defined idea, there can't be precise wording. Saying, "I know, but I don't know how to say it," indicates a lack of effort in thinking. Develop your ability to think deeply about a topic until you can articulate it clearly. All the speaking exercises in the upcoming chapters require thorough preparation. This doesn’t mean you need to write everything down before speaking, but it does mean you should have your ideas well thought out. There’s no specific format for your preparation. The key is to understand the main points you want to discuss before you start speaking. If the task asks for a paragraph, have a clear plan for how you’ll elaborate your thoughts. You might want to start with or lead up to a topic sentence. Remember that there are various ways to do this. Choose[271] the approach that works best for you. If the exercise doesn’t require a specific format, like a paragraph or a debate, you’re free to develop your ideas in whatever manner you feel suits the subject and to the length you believe is appropriate.

There are many different kinds of businesses. We shall not attempt to consider any except the most common and fundamental. Some, like farming or mining, consist in bringing forth certain products from the ground. Such products are called raw materials, of which an example is wheat. Some raw materials are sold and used unchanged, but most of them go through the process of manufacture in order to be directly usable. The miller is an example of a manufacturer, because from wheat he makes flour. In this chapter we shall study the principles underlying manufacture.

There are many different types of businesses. We won’t look at anything except the most common and fundamental ones. Some, like farming or mining, are all about extracting certain products from the earth. These products are known as raw materials, with wheat being one example. Some raw materials are sold and used as they are, but most undergo manufacturing to become directly usable. A miller is an example of a manufacturer because they turn wheat into flour. In this chapter, we will explore the principles behind manufacturing.

The exercises do not by any means exhaust the subject. Each one is to be considered as a nucleus about which others are to be grouped. If you live in a manufacturing district, other subjects will easily suggest themselves. If you have studied Industrial History or Commercial Geography, you probably have in mind a number of topics for discussion. If you know but little about raw materials, read some of the books suggested in Exercise 257. At all events let your work be definite. Whatever statements you make be able to substantiate by an illustration of something that you have seen or heard or read.

The exercises definitely don't cover everything on the topic. Each one is meant to serve as a starting point around which additional subjects can be organized. If you live in a manufacturing area, you’ll probably think of other relevant topics easily. If you've studied Industrial History or Commercial Geography, you likely have several discussion topics in mind. If your knowledge of raw materials is limited, check out some of the books recommended in Exercise 257. In any case, make sure your work is clear and specific. Whatever claims you make, be ready to back them up with examples of something you have seen, heard, or read.


Exercise 250—Manufacture

Almost all the things we eat, wear, and use every day are manufactured articles. Each one of them requires its own particular process in the making, involving the necessity in most cases of complex and expensive machinery, of expert workmen, and of still more expert management. Take, for example, the shoes we wear, in the manufacture of which an amazing number of complicated machines and of expert[272] workmen is necessary. According to the United States Department of Labor, men's rough shoes go through eighty-four distinct processes performed by skilled workmen and automatic machines. No less amazing is the amount of work turned out by these machines. It has been estimated that the McKay machine, which attaches the soles to the uppers, sews up in about one hour and a half one hundred pairs, an amount which it would take ninety-eight hours, or about eleven whole working days, to sew by hand.

Almost everything we eat, wear, and use every day is made through manufacturing. Each item requires its own specific production process, usually involving complex and costly machinery, skilled workers, and even more skilled management. Take the shoes we wear, for instance; their production needs an incredible number of intricate machines and skilled workers. According to the United States Department of Labor, men’s sturdy shoes go through eighty-four distinct steps completed by skilled workers and automated machines. The efficiency of these machines is equally impressive. It’s estimated that the McKay machine, which attaches the soles to the uppers, can stitch together one hundred pairs of shoes in about an hour and a half, a task that would take ninety-eight hours, or about eleven full working days, to do by hand.

Each manufacturing business has peculiarities, machinery, methods, and even a language of its own; sometimes men must spend years in the study of the technicalities of certain manufacturing businesses before they become expert in them. It is evident that we cannot take up any one of them here except in so far as the principles of one apply to all, and these can be set down only very briefly.

Each manufacturing business has its own unique features, equipment, processes, and even a specific jargon; sometimes people need to invest years studying the details of certain manufacturing industries before they become skilled in them. It's clear that we can't delve into any one of them here, except where the principles of one relate to all, and these can only be outlined very briefly.

The first essential to successful manufacturing is correct buying. In fact, in some businesses this is so essential that the buyer gets a larger salary than the manager himself. We can see the reason for this when we consider that a good buyer must understand not only the materials that he buys, but also the manufacturing processes, so that, knowing the process through which the raw materials will go in his particular business, he will buy those materials that will make the most profitable manufactured articles.

The first key to successful manufacturing is proper purchasing. In some companies, this is so critical that the buyer earns a higher salary than the manager. The reason for this is clear when we think about it: a good buyer needs to know not just the materials they’re purchasing, but also the manufacturing processes. By understanding how raw materials will be used in their specific business, they'll be able to buy the materials that lead to the most profitable products.

The next essential, and in most cases the most important one from the manufacturing standpoint, is a management capable of producing the best product at the least cost. The managers decide what shall be produced and how; they hire the workmen and decide what each shall do; they decide what shall be done by hand and what by machinery; and they choose the machines. Sometimes they go even so far as to determine exactly the method in which each task shall be done, and whenever they see that it would be advantageous to install a machine, they do so. Pursuing this policy, a[273] Chicago yeast concern not long ago put in three machines for wrapping the small yeast cakes, eliminating the services of 140 girls and cutting the cost of wrapping to three-fifths of what it had been. In the steel business the early success of Andrew Carnegie and the famous Bill Jones was largely due to the fact that on several occasions they did not hesitate to break up half a million dollars' worth of machinery and replace it with newer and more efficient kinds.

The next essential factor, and often the most critical from a manufacturing perspective, is effective management that can create the best product at the lowest cost. Managers determine what to produce and how; they hire workers and assign tasks; they decide what processes should be manual and what should be automated; and they select the machinery. At times, they even specify the exact method for each task, and whenever they think it's beneficial to install new machines, they do so. Following this approach, a[273] Chicago yeast company recently installed three machines for wrapping small yeast cakes, which eliminated the need for 140 workers and reduced wrapping costs to three-fifths of what they previously were. In the steel industry, the early success of Andrew Carnegie and the renowned Bill Jones was largely because they weren't afraid to dismantle half a million dollars' worth of machinery and replace it with newer, more efficient options.

The third essential to manufacturing success is aggressive marketing of the product. From the standpoint of money success this is probably the most important consideration; so important is it, in fact, that it will be more fully discussed in the chapter following.

The third essential for manufacturing success is proactive marketing of the product. From a financial perspective, this is likely the most important factor; it’s so crucial that it will be discussed in more detail in the following chapter.


Exercise 251—Manufactured Articles

Oral

1. Define the word industry. When is a business called an industry? (Consult an unabridged dictionary.)

1. Define the word industry. When is a business referred to as an industry? (Check an unabridged dictionary.)

2. a. Name several raw materials.

Name some raw materials.

b. Name some industries whose business it is to produce raw materials.

b. Name some industries that produce raw materials.

3. Name some companies or industries whose business it is, or whose principal function it is, to manufacture from raw materials.

3. Name some companies or industries that are focused on manufacturing products from raw materials.

4. Name some companies or groups of companies that make articles more useful by transporting them to places where they are needed.

4. List some companies or groups of companies that make products more useful by delivering them to locations where they are required.

5. Name some wholesale houses. In what does their business consist?

5. Can you name some wholesale companies? What do they do in their business?

6. Name several kinds of retail businesses. In what does their business consist?

6. Name some different types of retail businesses. What does their business involve?

7. Name some companies that manufacture only one article.

7. Name some companies that make just one product.

8. Name some companies that manufacture more than one article, but all of the same class. This is the largest group.

8. Name some companies that make more than one product, but all in the same category. This is the largest group.

9. Name some companies that manufacture several different kinds of articles.[274]

9. Name some companies that make a variety of products.[274]

10. Name some companies which, in manufacturing one product, make a secondary or by-product.

10. Name some companies that, while making one product, also produce a secondary or by-product.

11. Name a number of by-products and what they are by-products of.

11. Name several by-products and what they are by-products of.


Oral or Written

In each of the following emphasize the labor involved, not the machinery used; prepare outlines:

In each of the following, emphasize the work involved, not the equipment used; prepare outlines:

1. Select any manufactured article that you have seen on a grocer's shelves, and trace it through (2), (3), (4), (5), and (6) above, from the raw material until the product is in the housekeeper's hands. If possible make your information exact by visiting a factory in which the article is made. The information contained in advertisements of well-known articles may help you.

1. Choose any product you’ve seen on a grocery store shelf and follow it through steps (2), (3), (4), (5), and (6) above, from the raw material to when it's in the hands of the person managing the household. If you can, get accurate information by visiting the factory where the product is made. Information from advertisements for well-known products might also be helpful.

2. Trace the labor that is necessary to put a loaf of bread on the table.

2. Follow the process involved in getting a loaf of bread onto the table.

3. Trace the changes that the mineral undergoes to be suitable for the making of edged tools, such as knives or axes.

3. Follow the changes that the mineral goes through to be appropriate for making edged tools, like knives or axes.

4. Trace the changes that cotton must undergo before it is suitable for wearing as a dress or a pair of stockings.

4. Follow the steps that cotton has to go through before it's ready to be worn as a dress or a pair of stockings.

5. Trace the changes that wool undergoes before it can be worn as a sweater or a winter coat.

5. Follow the process that wool goes through before it can be turned into a sweater or a winter coat.

6. Trace the changes that the skins of animals undergo before they can be worn as a muff.

6. Follow the changes that animal skins go through before they can be made into a muff.

7. Trace the changes that silk undergoes before it can be worn as a neck-tie.

7. Follow the process that silk goes through before it can be worn as a necktie.

8. Trace the changes that hemp undergoes before it can be used as a rope.

8. Track the changes that hemp goes through before it can be used as rope.

9. Trace the changes that hides undergo before they can be worn as shoes.

9. Follow the process that hides go through before they can be made into shoes.

10. Trace wood from the tree to a piece of fine furniture or to the case of a musical instrument.

10. Track wood from the tree to a nice piece of furniture or the body of a musical instrument.

11. Trace the steps in the process of making maple sugar.

11. Outline the steps involved in making maple sugar.

12. Trace the steps in making a piece of glazed pottery.

12. Outline the process of creating a piece of glazed pottery.

13. Trace clay to bricks.

Trace clay to bricks.

14. Trace flax to a tablecloth.

14. Follow the journey of flax to a tablecloth.

15. Trace the steps necessary to make a five dollar gold piece.

15. Outline the process needed to create a five dollar gold coin.


Exercise 252

Subjects for Themes, Oral or Written

The following are suggestions for theme subjects on manufacture. Develop one or more as the teacher directs.

The following are ideas for topics related to manufacturing. Choose one or more as the teacher instructs.

Household uses for asbestos.
Making turpentine from wood.
A handy electronic device.
4. The benefits of the fireless cooker.
5. The benefits of concrete as a building material.
6. How to make a plaster cast.
7. How iron castings are produced.
8. Artificial flowers made from feathers, paper, or fabric.
9. How a vacuum cleaner works.
10. The safety match.
11. The uses of wood pulp.
12. Patent roofing.
13. The manufacture of plate glass.
14. Utilizing cotton seed.
15. The advantages and the disadvantages of using baking powder.

Exercise 253

Suggestions for Debates

1. The average young man has a better chance to succeed in business than in a profession.

1. The average young man is more likely to succeed in business than in a profession.

2. A manufacturing business offers a better opportunity for a young man at the present time than a mercantile business.

2. A manufacturing business provides a better opportunity for a young man today than a retail business.

3. Manufacturing industries would suffer if immigration were restricted.

3. Manufacturing industries would be negatively impacted if immigration were limited.

4. The labor union should be abolished.

4. The labor union should be eliminated.

5. The labor union has no right to restrict the number of apprentices.

5. The labor union has no right to limit the number of apprentices.

6. The profit-sharing plan produces greater efficiency in the working-force.

6. The profit-sharing plan leads to greater efficiency in the workforce.


Exercise 254

Imagine that you are Stanley M. Benner, 171 South St., Buffalo, N. Y., proprietor of a factory making men's shirts and collars.[276]

Imagine that you are Stanley M. Benner, 171 South St., Buffalo, NY, owner of a factory that produces men’s shirts and collars.[276]

1. Write an order to The American Printing Mill, 1038 Canal St., Passaic, N. J., for several bolts each of percale, madras, corded madras, and silk striped madras. Use catalogue numbers.

1. Place an order with The American Printing Mill, 1038 Canal St., Passaic, N.J., for several bolts each of percale, madras, corded madras, and silk striped madras. Make sure to use the catalog numbers.

2. Write another order to The Trescott Silk Mill, 976 River St., Paterson, N. J., for several bolts each of No. 62, No. 14, and No. 20 shirting silks, No. 62 being a striped silk and the others figured. Be definite in ordering the colors that you wish.

2. Write another order to The Trescott Silk Mill, 976 River St., Paterson, NJ, for several bolts each of No. 62, No. 14, and No. 20 shirting silks, with No. 62 being a striped silk and the others having patterns. Be specific about the colors you want.

3. You have received an order from Spencer & Mitchell, 1925 Pearl St., Albany, N. Y. Write a letter, thanking them for the order and explaining when and how the goods will be sent.

3. You’ve received an order from Spencer & Mitchell, 1925 Pearl St., Albany, N.Y. Write a letter thanking them for the order and explaining when and how the goods will be sent.

4. You have received an order from William F. Atwood, 590 Jackson St., Wilmington, Del., for a certain style of collar on which there has been a run. Write a letter, explaining that it will take about three weeks to fill the orders that you now have for this collar and that you therefore cannot send Mr. Atwood's goods before the end of the month.

4. You’ve gotten an order from William F. Atwood, 590 Jackson St., Wilmington, Del., for a specific style of collar that’s currently in high demand. Write a letter explaining that it will take about three weeks to fulfill the orders you already have for this collar, so you won’t be able to send Mr. Atwood’s items until the end of the month.

5. The goods have arrived from The Trescott Silk Mill. You find, however, that two bolts of No. 14 are badly soiled. Write a letter, saying that you are returning the bolts and asking to have the matter adjusted.

5. The goods have arrived from The Trescott Silk Mill. However, you notice that two bolts of No. 14 are badly soiled. Write a letter stating that you are returning the bolts and asking for a resolution to this issue.

6. A. W. Trescott, President of The Trescott Silk Mill, replies, expressing regret that the goods were soiled and saying that two clean bolts of No. 14 are being sent at once. Write his letter.

6. A. W. Trescott, President of The Trescott Silk Mill, responds, expressing regret that the products were dirty and stating that two clean bolts of No. 14 are being sent immediately. Write his letter.

7. You have on hand about 50 gross men's striped madras collars, for which there is no longer a call. Write to Markham Bros., wholesale jobbers, 1765 Greenwich St., New York City, asking what price they will offer for the lot.

7. You have about 50 gross of men's striped madras collars that are no longer in demand. Write to Markham Bros., wholesale jobbers, 1765 Greenwich St., New York City, asking what price they can offer for the whole lot.

8. Accept their offer of $1.50 a gross for the collars.

8. Accept their offer of $1.50 for a dozen collars.

9. A customer sends a cash order for goods at last year's prices, 10% below present prices. Write a politic reply.

9. A customer sends a cash order for goods at last year's prices, 10% below current prices. Write a polite response.

10. Owing to the mildness of the winter, you fear that you will not sell your stock of men's flannel shirts. Write a circular letter, offering the shirts in lots of 25 dozen each, assorted sizes and colors, at a 35% reduction in price. Address one letter to. Frederick H. Howard, a dealer at 775 Cedar St., Harrisburg, Pa.

10. Because of the mild winter, you're worried that you won't be able to sell your inventory of men's flannel shirts. Write a circular letter offering the shirts in lots of 25 dozen each, with assorted sizes and colors, at a 35% discount. Address one letter to Frederick H. Howard, a dealer at 775 Cedar St., Harrisburg, PA.

11. A teamsters' strike has delayed your shipments. You have received so many complaints of the non-arrival of goods that you decide to prepare a form letter that will answer all the complaints. Address one letter to William A. Spaulding, 2937 Waterman St., Providence, R. I.[277]

11. A truckers' strike has held up your shipments. You've gotten so many complaints about the missed deliveries that you've decided to prepare a template letter to address all the concerns. Write one letter to William A. Spaulding, 2937 Waterman St., Providence, R. I.[277]

12. Miss Sarah MacComb has a small dry goods store in Norwich, Conn. She has owed you $125 for six months. You have been lenient with Miss MacComb because you know that she has had difficulty in meeting her bills. However, you feel that she should pay at least a part of her indebtedness to you. Write a courteous letter, longer and more persuasive than if it were to go to a man, demanding payment but retaining the customer's good will. This is a difficult letter to write. Prepare it carefully.

12. Miss Sarah MacComb has a small dry goods store in Norwich, Conn. She has owed you $125 for six months. You have been understanding with Miss MacComb because you know she has struggled to pay her bills. However, you believe she should at least make a partial payment towards her debt to you. Write a polite letter, longer and more convincing than if it were addressed to a man, requesting payment while keeping the customer's goodwill. This is a challenging letter to write. Prepare it thoughtfully.


Exercise 255

1. You have been manager of the Forsyth Furniture Co., Grand Rapids, Mich. You have financial backing for $25,000 and are looking for a location for a factory of your own. Write the same letter to the Secretary of the Chamber of Commerce of Great Falls, Mont.; Memphis, Tenn.; Houston, Texas; Indianapolis, Ind. Ask the Secretary to tell you the prospects for such a factory in his city, and what inducements the city will offer you. (By writing to different cities, the teacher can obtain their booklets and their special offers to manufacturers.)

1. You have been the manager of Forsyth Furniture Co. in Grand Rapids, Michigan. You have $25,000 in financial backing and are looking for a location for your own factory. Write the same letter to the Secretary of the Chamber of Commerce in Great Falls, Montana; Memphis, Tennessee; Houston, Texas; and Indianapolis, Indiana. Ask the Secretary to share the prospects for such a factory in their city and what incentives the city will provide you. (By reaching out to different cities, the teacher can gather their brochures and special offers for manufacturers.)

2. Investigate the conditions in one of the cities mentioned above and reproduce the letter that the Secretary wrote.

2. Look into the conditions in one of the cities mentioned earlier and recreate the letter that the Secretary wrote.

3. Of the four cities, Great Falls appeals to you as the best location for your factory. Write again, asking the Secretary especially about the water power facilities offered and the rates charged for electrical power.

3. Out of the four cities, Great Falls seems like the best place for your factory. Write back, asking the Secretary specifically about the water power facilities available and the rates for electrical power.

4. He replies that Great Falls has the most extensive power in the United States, the hydro-electric power being ready for delivery in any quantity at exceptionally low rates. He tells of the many factories that are already located in Great Falls because of its water power facilities.

4. He responds that Great Falls has the largest power capacity in the United States, with hydro-electric power available for delivery in any amount at incredibly low rates. He talks about the many factories that are already situated in Great Falls due to its water power capabilities.

5. Great Falls is your choice. After your factory is built and your machinery installed, write to the Secretary of the Sand Point Lumber Co., Sand Point, Idaho, asking him to submit figures for a contract for supplying all your fir lumber. Tell him you think you will use about a million board feet a year.

5. Great Falls is your pick. Once your factory is built and your machinery is set up, write to the Secretary of the Sand Point Lumber Co., Sand Point, Idaho, requesting him to provide a quote for a contract to supply all your fir lumber. Let him know you expect to use around a million board feet each year.

6. The Secretary replies, offering you a contract on the following terms: For all amounts under 250,000 feet a year, a rate of 12 cents a foot; under 500,000, 11 cents; over 500,000, 10 cents. All goods are to be billed at the highest rate and rebates made at the end of the year, terms of payment being 90 days, 5% for 30 days.[278]

6. The Secretary responds, presenting you with a contract based on these terms: For all amounts under 250,000 feet a year, the rate is 12 cents per foot; under 500,000, it's 11 cents; and over 500,000, it's 10 cents. All goods will be invoiced at the highest rate, with rebates issued at the end of the year. The payment terms are 90 days, with a 5% discount available if paid within 30 days.[278]

7. Write to the Central American Supply Co., Tehuantepec, Mexico, ordering 50,000 feet No. 1 Mahogany Veneer. Have it charged to your account, which you have previously opened.

7. Write to the Central American Supply Co., Tehuantepec, Mexico, to order 50,000 feet of No. 1 Mahogany Veneer. Charge it to your account that you opened earlier.

8. Write to Gregory Bros., wholesale dry goods merchants, 12141 Nicollet Ave., Minneapolis, Minn., ordering 15 bolts No. 7 Green Denim; 10 bolts No. 09 Green Panne Velvet; 50 yds. No. 216 Tapestry; 50 yds. No. 16 Tapestry; 100 bolts Green and 100 bolts Brown No. 5 Guimpe. Instruct them to ship the goods at once and draw on you at sight through the First National Bank of Great Falls. (See page 344.)

8. Write to Gregory Bros., wholesale dry goods merchants, 12141 Nicollet Ave., Minneapolis, MN, ordering 15 bolts of No. 7 Green Denim; 10 bolts of No. 09 Green Panne Velvet; 50 yards of No. 216 Tapestry; 50 yards of No. 16 Tapestry; 100 bolts of Green and 100 bolts of Brown No. 5 Guimpe. Instruct them to ship the items immediately and draw on you at sight through the First National Bank of Great Falls. (See page 344.)

9. Write to the Excelsior Varnish Co., Merchants' National Bank Building, St. Paul, Minn., ordering articles such as varnish, stains, oils, enamels, and finishing wax.

9. Write to the Excelsior Varnish Co., Merchants' National Bank Building, St. Paul, MN, to order items like varnish, stains, oils, enamels, and finishing wax.

10. Write an order to a St. Louis firm for leather.

10. Place an order with a St. Louis company for leather.

11. Write an order to a Spokane firm for springs.

11. Place an order with a Spokane company for springs.

12. Find out where a Great Falls merchant would buy oak and birch, and write an order for each.

12. Find out where a Great Falls merchant buys oak and birch, and write an order for each.

13. Write to the Hanover National Bank of New York City (because you happen to know the cashier of that bank), explaining that you are having a very decided increase in your business and that, in order to take care of the demand, you require a loan of $10,000. Explain further that the rates are too high in Great Falls for you to take a loan there. Say that you are enclosing a statement of your assets and liabilities.

13. Write to the Hanover National Bank of New York City (because you know the cashier there), explaining that your business is growing significantly and that, to meet the demand, you need a loan of $10,000. Also mention that the interest rates in Great Falls are too high for you to get a loan there. Include a statement of your assets and liabilities.

14. A dealer in Portland, Ore., writes, complaining that he has not yet received the goods that he ordered ten days ago. Write an appropriate reply.

14. A dealer in Portland, Oregon, writes, complaining that he hasn’t received the goods he ordered ten days ago. Write a suitable response.

15. You receive an order, one item of which is 3 doz. oil mops, which you do not carry. Reply that you have referred the matter to —— a firm which you can recommend highly.

15. You get an order for one item, which is 3 dozen oil mops, that you don’t have in stock. Reply that you’ve referred this matter to —— a company that you can highly recommend.


Exercise 256

Topics for Investigation and Discussion

Principles involved in manufacture:

Manufacturing principles:

1. The location of a factory.

1. The location of a factory.

a. Where needed, raw materials can be easily and cheaply sourced.
[279]Where land is affordable.
c. Where the coal or water supply makes power affordable.
Where transportation options are good.

2. The advantages of using machinery in manufacture.

2. The benefits of using machines in manufacturing.

a. The amount of work produced.
b. Relative cost of work completed.
c. The overall cleanliness of the completed work.
d. Consistent quality of work produced.

3. The number of working hours.

3. The number of hours worked.

Some factories have made the experiment of reducing the number of working hours from ten to eight without reducing the wages of the workers. They have found that the quantity of work turned out is increased and the quality improved. Can you explain why?

Some factories have tried reducing the number of working hours from ten to eight without cutting the workers' pay. They've found that the amount of work produced goes up and the quality gets better. Can you explain why?

4. The advantages of the profit-sharing plan, both for employer and for employee.

4. The benefits of the profit-sharing plan for both the employer and the employee.

This is a plan by which a certain per cent of the profits of the business is divided annually among the employees. (See a very interesting article in System for March, 1911, or read Profit-sharing between Employer and Employee by N. P. Gilman.)

This is a plan where a certain percentage of the business's profits is distributed each year among the employees. (See a very interesting article in System from March 1911, or read Profit-sharing between Employer and Employee by N. P. Gilman.)

5. Specialized labor.

Specialized work.

There was a time when a man made all the parts of a pair of shoes. Why in modern factories does he make only one part? Which system tends to make shoes of uniform workmanship? Is uniformity a good quality in manufacture? This principle applies to any kind of factory.

There was a time when a person crafted every part of a pair of shoes. Why, in today's factories, does he only create one part? Which system leads to shoes being made with consistent quality? Is uniformity a good trait in manufacturing? This principle applies to any type of factory.

6. Special products.

6. Unique products.

Suppose that you manufactured a large number of styles of millinery, or novelty, footwear. Would you expect your profits on these to be larger or smaller than on your staple styles? Give reasons and illustrations.

Suppose you created a wide variety of hats or trendy shoes. Would you expect your profits from these to be higher or lower than from your basic styles? Provide reasons and examples.

7. Why is there a struggle between labor and capital?

7. Why is there a conflict between workers and employers?

8. What is the cause of strikes?

What triggers strikes?

9. Are strikes a good thing for manufacture?

9. Are strikes beneficial for manufacturing?

10. A visit to a shoe factory (or any other factory).[280]

10. A visit to a shoe factory (or any other factory).[280]


Exercise 257

Books that will Suggest Topics for Talks

If you have access to a public library, you can probably obtain some of the following books. They are all simple and interesting, and any of them will suggest several topics for talks.

If you have access to a public library, you can probably get some of the following books. They are all easy to read and engaging, and any of them will give you several ideas for discussions.

Allen, N. B., Industrial Studies.

Allen, N. B., Industrial Studies.

Baker, R. S., Boys' Books of Inventions.

Baker, R.S., Boys' Books of Inventions.

Barnard, Charles, Tools and Machines.

Barnard, Charles, Tools and Machines.

Carpenter, F. G., How the World is Fed; How the World is Clothed; How the World is Housed; Geographical Readers.

Carpenter, F.G., How the World is Fed; How the World is Clothed; How the World is Housed; Geographical Readers.

Chamberlain, J. F., How We are Fed; How We are Clothed.

Chamberlain, J.F., How We Get Our Food; How We Get Our Clothes.

Chase, A. and Clow, E., Stories of Industries (two volumes).

Chase, A. and Clow, E., Stories of Industries (two volumes).

Cochrane, C. H., The Wonders of Modern Mechanism.

Cochrane, C.H., The Wonders of Modern Technology.

Cochrane, Robert, Romance of Industry and Invention.

Cochrane, Robert, The Romance of Industry and Invention.

Doubleday, Russell, Stories of Invention.

Doubleday, Russell, Invention Stories.

Forman, S. E., Useful Inventions.

Forman, S. E., Useful Inventions.

Gibson, C. R., The Romance of Modern Manufacture.

Gibson, C.R., The Romance of Modern Manufacture.

Lane, M. A. L., Industries of To-day.

Lane, M.A.L., Today's Industries.

Little Chronicle Co., Industries of a Great City.

Little Chronicle Co., Industries of a Great City.

Mowry, W. A. and Mowry, A. M., Inventions and Inventors.

Mowry, W.A. and Mowry, A.M., Inventions and Inventors.

Parton, J., Captains of Industry (two series).

Parton, J., Captains of Industry (two series).

Rocheleau, W. F., Products of the Soil; Minerals; Manufactures.

Rocheleau, W.F., Products of the Soil; Minerals; Manufactures.

Towle, G. M., Heroes and Martyrs of Invention.

Towle, G.M., Heroes and Martyrs of Invention.

Williams, A., How it is Made.

Williams, A., How It's Made.


Exercise 258

Study the punctuation of the following; then write from dictation:

Study the punctuation of the following; then write it down as you hear it:

1

It is stated that practical experience with gas mantles made of artificial silk—that is, silk made from wood pulp—has proved them to be far superior to those made of cotton, especially where the mantles are exposed to excessive vibration. Several German towns are said to be obtaining exceptionally good results from these new mantles used in conjunction with pressure gas, and it is asserted that the mantles are in good condition after being used for seven or eight weeks. Artificial silk, according to reports, has also been used experimentally by several manufacturers[281] of incandescent gas mantles in the United Kingdom. The reports are all very encouraging, except that there seems to be one difficulty that is purely mechanical—the knitting of the artificial silk. The knots and other imperfections in the yarn cause a considerable amount of waste. However, the knitting-machine makers are experimenting to overcome it.—Daily Consular and Trade Report.

It’s reported that hands-on experience with gas mantles made from artificial silk—that is, silk made from wood pulp—has shown them to be much better than those made from cotton, especially when the mantles are subjected to a lot of vibration. Several towns in Germany are said to be getting excellent results from these new mantles used with pressure gas, and it’s claimed that the mantles remain in good condition after seven or eight weeks of use. According to reports, artificial silk has also been tested by several manufacturers of incandescent gas mantles in the UK. The feedback is mostly positive, except for one mechanical issue—the knitting of the artificial silk. The knots and other flaws in the yarn lead to a significant amount of waste. However, the makers of knitting machines are working on solutions to this problem.—Daily Consular and Trade Report.


2

As the production of wool in this country, although approximating 320,000,000 pounds a year, does not begin to meet the demands for the raw material, there is a yearly importation of from 156,000,000 to over 300,000,000 pounds. When each new census reveals the fact that there are fewer sheep of shearing age in the country than there were ten years before, the question of wool production becomes one of still greater importance. A solution may be found in a Peruvian product. A variety of cotton grows in Peru whose long, rough, crinkly fiber mixes so readily with wool that manufacturers use it in connection with wool in manufacturing "all wool" goods. It grows on a small tree that yields two or three crops a year for seven or eight years. The area, however, in which it is being successfully cultivated in Peru is so limited that the annual output is only about 16,000,000 pounds, of which the United States takes approximately 5,500,000 pounds. As the region in which it thrives is practically rainless, perhaps a way may be found to persuade the rough Peruvian to make a home for itself in the hot and arid regions of our Southwest. It would be a triumph of agriculture, certainly, to raise vegetable wool in regions not fitted for real sheep.—The Wall Street Journal.

As the production of wool in this country, which is around 320,000,000 pounds a year, still falls short of the demand for raw material, we import between 156,000,000 and over 300,000,000 pounds each year. With each new census showing that there are fewer sheep of shearing age than there were a decade ago, the issue of wool production becomes even more crucial. A potential solution might lie in a product from Peru. There's a type of cotton that grows in Peru with long, rough, crinkly fibers that blend well with wool, leading manufacturers to use it alongside wool in making "all wool" items. It grows on a small tree that produces two or three crops a year for seven or eight years. However, the area where it’s cultivated successfully in Peru is quite limited, leading to an annual output of only about 16,000,000 pounds, with the United States importing around 5,500,000 pounds of that. Given that the region where it flourishes has almost no rainfall, perhaps a way could be found to encourage the coarse Peruvian to adapt to the hot and dry regions of our Southwest. It would certainly be a significant achievement in agriculture to produce vegetable wool in areas unsuitable for real sheep.—The Wall Street Journal.


3

Metal Casting

As is well known, some metals are unsuitable for casting, while others, like iron, can readily be cast into any desired shape. The property of casting well, it is said, depends upon whether the metal contracts or expands in solidifying from the liquid form. Iron, like water, expands in solidifying, and hence the solid metal may be seen floating in the liquid iron about it. The expansion causes it to fill the die into which it is poured, and so it can be cast easily. Gold and silver contract in cooling, and are, therefore, not suitable for casting.—Harper's Weekly.

As everyone knows, some metals aren't good for casting, while others, like iron, can easily be cast into any shape you want. It's said that how well a metal can be cast depends on whether it shrinks or expands when it solidifies from the liquid state. Iron, like water, expands when it solidifies, which is why you can see the solid metal floating in the liquid iron around it. This expansion allows it to fill the mold it's poured into, making casting straightforward. Gold and silver shrink when they cool, so they're not ideal for casting.—Harper's Weekly.


CHAPTER XVII

DISTRIBUTION

Correct buying and the most efficient methods of manufacture play a large part in the successful carrying on of a business, but the most important consideration is the successful marketing or distributing of the product after it has been manufactured or bought. Very few products are so superior in quality that they sell themselves purely on merit. Competition in business to-day is so keen that, in order to find a market for his product, a merchant must create a demand for it. Thus at its very foundation, distribution is merely a process of creating a demand and then filling that demand. For instance, the retail merchant is concerned with bringing the customers to his store rather than to his competitor's across the street. The wholesale merchant is concerned with having the retailers handle his goods rather than those of another firm. The mail order merchant is concerned with getting the farmer's business before some other dealer gets it. The salesman is concerned with writing the order before a rival from another house writes it.

Correct buying and the most efficient manufacturing methods play a significant role in running a successful business, but the main focus is on effectively marketing or distributing the product after it has been made or purchased. Very few products are so outstanding in quality that they sell themselves based solely on their merits. Today's business competition is so fierce that to find a market for their product, a merchant must create a demand for it. Therefore, distribution is fundamentally about creating a demand and then meeting that demand. For example, the retail merchant aims to attract customers to their store instead of their competitor's across the street. The wholesale merchant wants retailers to choose their goods over those of another company. The mail order merchant is focused on securing the farmer's business before a different dealer does. The salesman is eager to write the order before a competitor from another company can.

In the first place, the merchant must handle those things that his customers consider necessary or desirable. Overcoats cannot be sold in August, ashsifters on the equator, nor electric fans in Iceland. Different peoples, different times, and different conditions create different demands, and it is the merchant's business to study those demands and to fill them. In the second place, he must leave no stone unturned in endeavoring to make his product more desirable than that of his competitors. This may mean extensive advertising campaigns, expensive displays, outlay for costly[283] catalogues and booklets, the expenditure of money for inducements to bring customers, or the hiring of expert salesmen. In fact, thousands of plans are carried out every year in this endeavor to increase trade.

First, the merchant needs to offer products that his customers find necessary or appealing. You can’t sell overcoats in August, ash sifters at the equator, or electric fans in Iceland. Different cultures, times, and circumstances create varying demands, and it’s the merchant’s job to understand those demands and meet them. Second, he must do everything possible to make his product more appealing than those of his competitors. This could involve extensive advertising campaigns, flashy displays, spending on expensive[283] catalogs and brochures, investing money in promotions to attract customers, or hiring skilled salespeople. In fact, thousands of strategies are implemented every year in this effort to boost sales.

The getting of new and additional business, however, is only one of the important considerations that the merchant must always have in mind. He must also keep what business he already has by maintaining the standard of his goods and by giving his customers satisfactory service. One of the first essentials in this question of service is promptness and exactness of delivery. In this the merchant must depend very largely on the transportation companies, and therefore a brief study of these facilities will be especially in place at this point.

The acquisition of new and additional business is just one of the important things that a merchant must always consider. They also need to retain their existing business by maintaining the quality of their products and providing satisfactory service to their customers. One of the key aspects of this service is promptness and accuracy in delivery. In this regard, the merchant has to rely significantly on transportation companies, so a quick look at these services will be particularly relevant here.


Transportation

Transportation is an essential item in the problem of distribution. If you wished to drink a cup of coffee and found that none could be had except in Brazil, you would begin to realize how much the steamship company and the railroad company have done in transporting and hauling it where you might buy it. The same is true of our oranges from California and Florida, our apples from Washington and Oregon, and our grain from the Middle States. In fact, in the case of many products the most important item is not growing them, but bringing them to market, since the transportation charges are often much greater than the actual cost of producing. Thousands of barrels of apples rot on the ground every year because their quality does not warrant the high transportation charges, the lack of transportation rendering them useless. In a smaller measure, the delivery wagons in our cities and towns are essential to us because they save us the trouble of carrying our purchases about. Thus, the element of transportation enters into our lives every day, saving us inconvenience, bringing to us necessities[284] that we demand and luxuries that we like, and, at the same time, increasing the price of commodities.

Transportation is a crucial factor in the distribution process. If you wanted to enjoy a cup of coffee but could only get it from Brazil, you’d start to appreciate what the steamship and railroad companies do to transport it so you can buy it. The same goes for our oranges from California and Florida, our apples from Washington and Oregon, and our grain from the Midwest. In fact, for many products, the biggest challenge isn’t growing them but getting them to market, since transportation costs are often much higher than the actual production costs. Every year, thousands of barrels of apples go to waste because their quality doesn’t justify the high transportation fees, and without proper transportation, they become worthless. On a smaller scale, delivery trucks in our cities and towns are essential because they save us the hassle of carrying our purchases around. So, transportation is a part of our daily lives, reducing our inconvenience, providing us with the necessities we want, the luxuries we enjoy, and, at the same time, driving up commodity prices. [284]

Common carriers, as transportation companies are called, are of two general classes:

Common carriers, which is the term for transportation companies, fall into two general categories:

1. Those operating on water—the steamship companies.
2. Those operating on land—the railroad companies.

The Steamship Co.

Steamship companies operate three general kinds of lines: (1) lines consisting of the largest and fastest steamers which carry only passengers, mail, and valuable parcels; (2) lines using slower steamers which carry both passengers and freight; and (3) lines employing vessels—steamers, sailing vessels, and barges—which carry only freight. The cost of hauling cargoes by water is in every case less per mile than that of carrying the same quantity of goods on land. It costs, for example, over four times as much to carry a bushel of wheat from Chicago to New York by rail as it does to carry it across the Atlantic. It is for this very reason that the traffic on our navigable rivers, the Ohio and the Mississippi, and on the Great Lakes is so heavy. Whenever a cargo can be shipped as well by water as by rail and there is no hurry for delivery, it is shipped by water. However, because so much of our freight must be rushed from place to place, the railroads get the bulk of the inland traffic.

Steamship companies operate three main types of services: (1) services that use the largest and fastest ships which only transport passengers, mail, and valuable packages; (2) services that use slower ships which transport both passengers and cargo; and (3) services that use vessels—ships, sailing boats, and barges—which carry only cargo. The cost of shipping goods by water is always less per mile than transporting the same amount by land. For example, it costs over four times more to move a bushel of wheat from Chicago to New York by train than to ship it across the Atlantic. This is why the traffic on our navigable rivers, the Ohio and the Mississippi, and on the Great Lakes is so significant. Whenever a shipment can be sent by water just as efficiently as by train and there’s no rush for delivery, it will go by water. However, since a lot of our freight needs to be delivered quickly, railroads handle most of the inland traffic.


The Rail Company

The services of the railroad company embrace the hauling of freight, the carrying of passengers, and the transporting of express and of mail. The hauling of freight is the most important item in the railroad business, about three-quarters of the total income being derived from this source. Each year over one billion tons of freight are turned over by shippers to the railroads, who use almost two and one-half[285] million freight cars to carry it. About one-half of this tonnage is minerals, mainly ore and coal; about one-seventh consists of manufactured articles; and one-twelfth of agricultural products. Commodities are grouped into from ten to fourteen classes, on each one of which the freight rate is different from that of the others. By freight rate is meant the cost of shipping a certain unit, usually 100 pounds or a ton, from one place to another; it is dependent on the distance. There are certain bulky commodities like coal, livestock, lumber, grain, and cement, which are almost always handled in carload lots. They are not included in the freight classification, but have a special ex-class freight rate. Freight rates depend also on whether the goods are shipped by slow or local freight or by fast or through freight.

The railroad company's services include hauling freight, transporting passengers, and delivering express items and mail. Hauling freight is the biggest part of the railroad business, making up about three-quarters of total income. Each year, over one billion tons of freight are handed over to the railroads, which use nearly two and a half[285] million freight cars to transport it. About half of this tonnage is made up of minerals, mainly ore and coal; around one-seventh consists of manufactured goods; and one-twelfth comes from agricultural products. Commodities are categorized into ten to fourteen classes, with different freight rates for each class. The freight rate refers to the cost of shipping a specific unit, usually 100 pounds or a ton, from one location to another; it depends on the distance. Some bulky items, like coal, livestock, lumber, grain, and cement, are typically handled in carload lots. These are not included in the freight classification but have a special ex-class freight rate. Freight rates also vary depending on whether the goods are sent via slow or local freight or fast or through freight.

There are a hundred different kinds of papers used in carrying on the railroad freight business. Only four of the most important will be considered here. When a shipper turns over his goods to the railroad company at its freight depot, he gets from the agent a receipt for freight, which is merely a receipt for the goods he has turned over. In the ordinary course of business these receipts are exchanged at the company's office for a bill of lading in triplicate. The original and one copy are given to the shipper. The second copy is kept by the railroad. This bill of lading may be of two kinds, straight or order. If a straight bill of lading is given, the original is sent to the person to whom the goods are shipped, who is called the consignee, who on the presentation of the bill of lading is entitled to the goods after paying the charges. An order bill of lading is much like a check, in that it can be assigned to another person. Like the straight bill it states the name of the consignee or the person for whom the goods are intended and his address, but the consignee cannot get possession of the goods until he has paid for them. To collect payment, the shipper attaches to the order bill of lading a draft for[286] the amount of the goods and the freight, and through his bank and the bank of the consignee the amount is collected. The consignee then gets possession of the order bill of lading, which entitles him to possession of the goods. This is more fully explained on page 344. The railroad's most important paper is the way bill, which shows the conductor or the agent of the company just what articles are included in the shipment, so that it can be checked when unloaded. When the goods arrive at their destination, the consignee is notified and is sent a freight bill showing the freight charges. When he presents his bill of lading and pays the charges, the freight bill is receipted and the goods are his.

There are a hundred different types of papers used in the railroad freight business. However, we'll focus on the four most important ones here. When a shipper hands over their goods to the railroad company at its freight depot, they receive a receipt for freight from the agent, which is simply a document acknowledging the goods they just relinquished. In regular business operations, these receipts are exchanged at the company’s office for a bill of lading in triplicate. The original and one copy go to the shipper, while the second copy is kept by the railroad. This bill of lading can be either straight or order. If a straight bill of lading is issued, the original is sent to the person who will receive the goods, known as the consignee, who, upon presenting the bill of lading, is entitled to the goods after paying the charges. An order bill of lading is similar to a check, as it can be assigned to someone else. Like the straight bill, it includes the name of the consignee or the intended recipient along with their address, but the consignee cannot take possession of the goods until they have paid for them. To facilitate payment, the shipper attaches a draft to the order bill of lading for the total amount of the goods and the freight, and through their bank and the consignee's bank, the payment is collected. The consignee then receives the order bill of lading, which grants them possession of the goods. This is explained in more detail on page 344. The railroad's most essential document is the way bill, which informs the conductor or the company's agent about the specific items included in the shipment, allowing for verification upon unloading. When the goods reach their destination, the consignee is notified and sent a freight bill detailing the freight charges. When they present their bill of lading and pay the charges, the freight bill is marked as received, and the goods become theirs.

In quoting prices on goods, manufacturers and distributors usually designate whether they will pay the freight or whether it is to be paid by the consignee. In the latter case the price is quoted f. o. b. at the place from which the goods are shipped, which means freight on board at that point. That is to say, if a distributor located at Detroit quotes his automobiles f. o. b. Detroit, he means that he will see that the goods get into the railroad company's hands at Detroit, but that the consignee pays the freight from Detroit to the destination. The latter is the common practice in shipping.

When quoting prices on products, manufacturers and distributors typically specify whether they will cover the shipping costs or if the buyer has to pay them. In the latter scenario, the price is quoted as f.o.b. from the location where the goods are shipped, which stands for "freight on board" at that point. In other words, if a distributor in Detroit lists his cars as f.o.b. Detroit, he means that he will ensure the goods are handed over to the railroad company in Detroit, but the buyer will be responsible for the shipping costs from Detroit to the final destination. This is the standard practice in shipping.

In the following exercises we shall treat the subject of distribution under four heads:

In the following exercises, we'll discuss distribution in four main areas:

I. The Retail Merchant.
II. The Wholesale Merchant.
III. The Mail Order Merchant.
IV. The Salesman.

I.—The Retailer


Exercise 259

Oral

You are opening a grocery store. Remember that your object is to sell the largest possible amount of goods. Develop each of the following suggestions:[287]

You are starting a grocery store. Keep in mind that your goal is to sell as many products as possible. Expand on each of the following suggestions:[287]

1. What kind of location would you desire?

1. What type of place would you want?

2. How would you have the front of your store painted? Would you try to make it stand out from the rest?

2. How would you have the front of your store painted? Would you try to make it different from the others?

3. Do you think it would pay you to have the interior newly and brightly redecorated? To put in the best and brightest lights?

3. Do you think it would be worth it to have the interior newly and brightly redecorated? To install the best and brightest lights?

4. What quality of stock would you select? The same for all neighborhoods? Give your reasons. Would advertised brands bring you more trade?

4. What type of stock would you choose? Would it be the same for all neighborhoods? Explain your reasons. Would well-known brands attract more customers?

5. Do you think window display would pay? Would you recommend freak or ordinary displays? Price-marked or non-price-marked? Give your reasons.

5. Do you think window displays would be worth the investment? Would you recommend unusual or regular displays? Price-tagged or non-price-tagged? Share your reasons.

6. Does the delivery wagon pay? Would it be advisable to buy a new wagon and a good horse? What other considerations would enter?

6. Does the delivery wagon bring in profits? Would it make sense to buy a new wagon and a quality horse? What other factors should be considered?

7. Would you sometimes cut the price of some necessity to draw people? Give reasons for your answer.

7. Would you ever lower the price of a basic necessity to attract customers? Explain why or why not.

8. Is it a good thing to have a general cut-price-sale to bring customers to your store? Even if you lose money by it?

8. Is it a good idea to have a big sale to attract customers to your store? Even if it means losing money?

9. Would you give credit? Would the class of people you served come into consideration?

9. Would you give credit? Would the social class of the people you served matter?

10. Is the use of trading stamps and premiums good policy?

10. Is using trading stamps and rewards a good policy?

11. Why do you often find a meat market in connection with a grocery?

11. Why do you often see a meat market associated with a grocery store?

12. There are two kinds of retail meat markets: (1) the one that sells goods which can be retailed at a low price, and (2) the one that sells superior goods at a higher price. Which policy would you follow and why?

12. There are two types of retail meat markets: (1) the one that sells products at a low price, and (2) the one that sells higher-quality products at a higher price. Which approach would you choose and why?

13. Could a retailer combine the two spoken of in (12)? Consider cost, space, satisfaction of the customer.

13. Could a retailer combine the two mentioned in (12)? Consider cost, space, and customer satisfaction.

14. Would you advertise by means of handbills? By circular letters?

14. Would you promote through flyers? By mailing letters?

15. What would you do if another grocery opened across the street from yours?

15. What would you do if another grocery store opened right across the street from yours?


Exercise 260

Written

1. You have bought Burton & Sanders' grocery at Fort Wayne, Indiana. Send out a circular letter advertising the new White Front Grocery and telling what the policy of the new management will be. Explain that the opening sale will begin next Monday[288] and that a special feature of the sale will, be twenty pounds of granulated sugar for eighty cents with a two dollar order.

1. You’ve purchased Burton & Sanders' grocery store in Fort Wayne, Indiana. Send out a circular letter promoting the new White Front Grocery and outlining the policy of the new management. Let everyone know that the opening sale will start next Monday[288] and that a special feature of the sale will be twenty pounds of granulated sugar for eighty cents with a two-dollar minimum order.

2. At the same time have an article appear in a local newspaper, telling that Burton & Sanders have sold their store to you and that you are making extensive improvements, especially in sanitary means of handling provisions. In addition, let the article give an account of your business career in another town. Would such an article be of value to you? Write it.

2. At the same time, have an article published in a local newspaper, announcing that Burton & Sanders have sold their store to you and that you are making significant improvements, particularly in the sanitary handling of products. Additionally, include a summary of your business experience in another town. Would such an article be beneficial to you? Write it.

3. Write to Peabody, Harper & Co., Rush Street Bridge, Chicago, Ill., saying that you would like to open an account with them. Give as references a bank in your town and one in Logansport, where you used to live. Ask Peabody, Harper & Co. what terms they can offer you.

3. Write to Peabody, Harper & Co., Rush Street Bridge, Chicago, IL, and let them know that you want to open an account with them. Provide as references a bank in your town and one in Logansport, where you used to live. Ask Peabody, Harper & Co. what terms they can offer you.

4. You have decided to advertise in a local paper. Write to the advertising manager, asking him for yearly rates for a half-column every evening and a quarter-page every Friday.

4. You've decided to place an ad in a local newspaper. Write to the advertising manager and ask for the yearly rates for a half-column ad every evening and a quarter-page ad every Friday.

5. Find out what are the advertising rates of a paper in your town and answer (4).

5. Check the advertising rates of a newspaper in your town and answer (4).

6. Reproduce a letter that a woman living in town sends, ordering two dollars' worth of groceries and requesting that you send, in addition, the twenty pounds of sugar you advertise in (1). She encloses a check for $2.80.

6. Reproduce a letter that a woman living in town sends, ordering two dollars' worth of groceries and asking that you include the twenty pounds of sugar you advertised in (1). She encloses a check for $2.80.

7. You are in receipt of a letter from Peabody, Harper & Co., answering your inquiry in (3) and offering you sixty days' credit and 2% discount for payment within ten days. Write the letter.

7. You have received a letter from Peabody, Harper & Co., responding to your inquiry in (3) and offering you a sixty-day credit period along with a 2% discount if you pay within ten days. Write the letter.

8. Send an order to Peabody, Harper & Co. for $200 worth of groceries. Among the items let there be 6 cases of canned tomatoes, first quality, at $1.75 a case. Ask them to send the goods by the Pennsylvania R. R.

8. Place an order with Peabody, Harper & Co. for $200 worth of groceries. Include 6 cases of first-quality canned tomatoes at $1.75 per case. Request that they send the items via the Pennsylvania Railroad.

9. Your business is increasing and you need another clerk, (a) Write an advertisement for one. (b) Apply for the position.

9. Your business is growing and you need another clerk, (a) Write a job ad for one. (b) Apply for the job.

10. Write a short circular advertising an inexpensive novelty that a grocer might sell. These circulars are to be wrapped with purchases.

10. Write a brief flyer promoting a cheap novelty that a grocery store might sell. These flyers are supposed to be included with purchases.

11. Peabody, Harper & Co. write, confirming your order in (8) and enclosing a straight bill of lading.

11. Peabody, Harper & Co. write to confirm your order in (8) and include a straight bill of lading.

12. When the goods arrive, you find no tomatoes among them. Write a complaint to the wholesale house.

12. When the products arrive, you notice there are no tomatoes included. Write a complaint to the wholesale house.

13. Peabody, Harper & Co. reply to your letter in (12), apologizing for the mistake, explaining how it occurred (supply an explanation), and telling you that they have sent one case by express at their expense. The rest will follow by freight.[289]

13. Peabody, Harper & Co. respond to your letter in (12), apologizing for the error, explaining how it happened (supply an explanation), and informing you that they have sent one case by express at their cost. The rest will be shipped by freight.[289]

14. The tomatoes sent by freight do not arrive. Write to the grocery company, asking the latter to send out a "tracer"; that is, to request the railroad company to trace the goods on its lines.

14. The tomatoes shipped by freight haven't arrived. Write to the grocery company, asking them to send out a "tracer"; that is, to request the railroad company to track the goods on its lines.

15. The grocery company telephones the railroad company, requesting the latter to trace the goods and to report. The grocery company also writes a letter confirming its request. Write the letter.

15. The grocery company calls the railroad company, asking them to track the goods and give an update. The grocery company also sends a letter confirming the request. Write the letter.

16. (a) The railroad company reports that by mistake the goods were carried through to Lima, but that they are being returned to Fort Wayne. (b) The grocery company informs you of the developments and hopes that the delay has caused you no great inconvenience. Write both letters.

16. (a) The railroad company states that due to an error, the goods were sent all the way to Lima, but they are on their way back to Fort Wayne. (b) The grocery company updates you on the situation and hopes that the delay hasn’t caused you too much trouble. Write both letters.


Exercise 261

1. You wish to get a partner to open a meat market in connection with your grocery. Write to a friend in Lafayette, Ind., who you think will be interested, proposing the plan. Tell him of the opportunities, as you see them, of business in Fort Wayne and the surrounding country. Tell him that with $4,000 additional capital you and he could set up a much larger establishment, invest in a motor wagon, and thus secure the trade of the outlying districts.

1. You want to team up with a partner to open a meat market alongside your grocery store. Write to a friend in Lafayette, Indiana, whom you think will be interested, pitching the idea. Share with him the business opportunities you see in Fort Wayne and the nearby areas. Mention that with an extra $4,000 in capital, the two of you could create a larger operation, invest in a delivery truck, and tap into the trade from the surrounding regions.

2. Your friend replies that the proposal appeals strongly to him, but that he has only $2,000 in cash. However, he holds a mortgage for $2,000 on —— (state the location of the house) in Lafayette, and, if he can sell the mortgage, he will be glad to avail himself of the offer.

2. Your friend responds that the proposal really interests him, but he only has $2,000 in cash. However, he has a $2,000 mortgage on —— (state the location of the house) in Lafayette, and if he can sell the mortgage, he'll be happy to take the offer.

3. After the partnership is formed, your partner writes to Orr & Locket, 14 W. Randolph St., Chicago, Ill., ordering the following to be shipped by Pennsylvania R.R.: 1 Refrigerator No. 361; 2 Meat Blocks No. 3; 1 Scale No. M. 30; 1/6 doz. Saws No. 33 (16 in.); 1/6 doz. Saws No. 33 (22 in.); 1/4 doz. Knives No. 955; 1/4 doz. Knives No. 490; 1/6 doz. Steels No. 82; 1/6 doz. Cleavers No. 09; 1/4 doz. Block Scrapers. He explains that he is the same man who formerly had a meat market in Lafayette.

3. After the partnership is set up, your partner writes to Orr & Locket, 14 W. Randolph St., Chicago, Ill., ordering the following to be shipped by Pennsylvania R.R.: 1 Refrigerator No. 361; 2 Meat Blocks No. 3; 1 Scale No. M. 30; 1/6 dozen Saws No. 33 (16 in.); 1/6 dozen Saws No. 33 (22 in.); 1/4 dozen Knives No. 955; 1/4 dozen Knives No. 490; 1/6 dozen Steels No. 82; 1/6 dozen Cleavers No. 09; 1/4 dozen Block Scrapers. He explains that he is the same person who used to run a meat market in Lafayette.

4. Orr & Locket acknowledge the receipt of the order, enclose the invoice, and offer him 5% discount for payment within 30 days. Write the letter.

4. Orr & Locket confirm they've received the order, include the invoice, and offer a 5% discount for payment within 30 days. Write the letter.

5. A Detroit manufacturer sends you f.o.b. prices on his motor wagons. Investigate the prices and write the letter.

5. A manufacturer from Detroit sends you f.o.b. prices for his motor trucks. Look into the prices and write the letter.

6. Order one of them. (Remember the f.o.b. item.)[290]

6. Order one of them. (Keep in mind the f.o.b. item.)[290]

7. He writes confirming your order, saying that the car is now in the shipper's hands and that his bank has sent the order bill of lading with draft attached to the First National Bank of your city. Write the letter. (See page 344.)

7. He writes to confirm your order, stating that the car is now in the shipper's hands and that his bank has sent the order bill of lading with a draft attached to the First National Bank of your city. Write the letter. (See page 344.)

8. At the same time the shipper's bank sends a letter to the First National Bank of your city enclosing the order bill of lading with draft drawn on you for collection. A copy of this letter is also mailed to you. Write it.

8. At the same time, the shipper's bank sends a letter to the First National Bank in your city, including the order bill of lading with a draft made out to you for collection. A copy of this letter is also sent to you. Write it.

9. You telephone your bank to draw on your account for the amount of the draft and to send you the bill of lading. You confirm this understanding by a letter. Write it.

9. You call your bank to withdraw the amount of the draft from your account and ask them to send you the bill of lading. You confirm this agreement in a letter. Write it.

10. Your bank writes, confirming the telephone conversation and enclosing the bill of lading and a receipt for the correct amount. You present your bill of lading, pay the freight charges, and get your motor wagon. Write the letter the bank sends.

10. Your bank writes to confirm the phone call and includes the bill of lading and a receipt for the correct amount. You show your bill of lading, pay the freight charges, and receive your truck. Write the letter the bank sends.

11. The automobile manufacturer has meanwhile received through his bank a credit for the amount you paid for the car and writes acknowledging its receipt. Write the letter.

11. The car manufacturer has received a credit through their bank for the amount you paid for the car and is writing to confirm that they have received it. Write the letter.


Exercise 262

Choose four or six members of the class, one-half of whom are to argue in favor of the policy indicated in the plan outlined below and one-half of whom are to argue against it.

Choose four or six class members, half of whom will argue in favor of the policy outlined in the plan below and half of whom will argue against it.

A certain grocer opened a store with the determination of doing a strictly cash business, and of making no deliveries unless the purchaser paid for the delivery. This was his plan as suggested by System:

A grocer opened a store with the goal of running a strictly cash business and not making any deliveries unless the customer paid for the delivery. This was his plan as suggested by System:

1. To those who would carry their own purchases he sold everything for cash much lower than any other grocer in town sold it.

1. He sold everything for cash to anyone who would carry their own purchases, at prices much lower than any other grocer in town.

2. If the customer bought very bulky goods, or if he did not wish to be his own delivery man, the grocer charged him for delivery a certain percentage of the total of his cash purchases. Yet the customer bought more cheaply than he could buy in any other grocery in town.

2. If the customer purchased very bulky items, or if he didn’t want to handle delivery himself, the grocer charged him a certain percentage of his total cash purchases for delivery. Still, the customer paid less than he would at any other grocery store in town.

3. Those who wished to pay once a month instead of at every visit he advised to deposit a certain sum of money with him as banker and to buy against that, paying cash prices and receiving 3% interest on the amount left on deposit.

3. Those who wanted to pay once a month instead of every visit were advised to deposit a certain sum of money with him as a banker, allowing them to make purchases against that, paying cash prices and earning 3% interest on the amount left in deposit.


II.—The Wholesale Supplier


Exercise 263

Oral

Each of the following should be developed into a paragraph:

Each of the following should be expanded into a paragraph:

1. You are a manufacturer and wholesale distributor with a factory on the outskirts of a town; would you have a warehouse in the center of the town? Give reasons for your answer.

1. You are a manufacturer and wholesale distributor with a factory on the edge of town; would you have a warehouse in the town center? Explain your reasons.

2. What would be the advantage of having your warehouse near the railroad freight depots? Near the docks?

2. What would be the benefit of having your warehouse close to the railroad freight depots? Close to the docks?

3. What would be the advantage of being located in a large city with many railroads and with water transportation facilities—Chicago, for example?

3. What would be the benefit of being in a big city with multiple railroads and water transportation options—like Chicago, for instance?

4. Speed gets orders. With this in view, what would you recommend with respect to the equipment for handling? What would you suggest about the number of people through whose hands the order would have to go before being shipped?

4. Speed gets orders. With this in mind, what would you recommend regarding the equipment for handling? How many people do you think should be involved in processing the order before it gets shipped?

5. If you were looking for big trade in a big city, what kind of stock would you carry? Musical instruments? Clothing?

5. If you were aiming for big sales in a big city, what kind of products would you sell? Musical instruments? Clothes?

6. Would it be a good plan to make a specialty of certain brands for leaders and to quote a special price on them?

6. Would it be a good idea to focus on specific brands for leaders and offer a special price on them?

7. If you were just starting a wholesale hardware or grocery business, state which you think would be the better policy: (1) to concentrate on one kind of goods in one territory and to take on other kinds and territories later, or (2) to work all kinds of goods as widely as possible from the very beginning. Explain fully.

7. If you were just starting a wholesale hardware or grocery business, which strategy do you think would be better: (1) focusing on one type of product in a specific area and expanding to other products and areas later, or (2) offering a wide range of products across different locations right from the start? Please explain your reasoning.

8. Would you bear part of the expense of retailers' advertising, especially of window displays, provided they handled your goods?

8. Would you be willing to cover some of the costs of retailers' advertising, particularly for window displays, if they sold your products?

9. Would it be good business for the salesmen of the firm to suggest selling methods to retailers and to plan window displays for them? Give your reasons.

9. Would it be good for the company's salespeople to recommend sales strategies to retailers and design their window displays? Explain your reasoning.

10. Do you think it would increase sales to offer a money prize to the retailer selling the largest amount of a certain kind of your goods, the sale of which you wished materially to increase?

10. Do you think offering a cash prize to the retailer who sells the most of a specific type of your product would boost sales, especially for the items you want to sell more of?

11. Tell which you think would be the better policy: (1) to undersell your competitors for a time and then, when you had the trade, to raise your prices, or (2) to set one price and maintain it from the beginning. Give your reasons.[292]

11. Which do you think is the better approach: (1) undercutting your competitors for a while and then raising your prices once you have gained their business, or (2) sticking to one price from the start? Explain your reasoning.[292]

12. If you were getting out a new brand of carpenters' tools, where would you advertise? Would you conduct an extensive national campaign?

12. If you were launching a new brand of carpentry tools, where would you advertise? Would you run a big national campaign?

13. If you were bringing out a new soap or washing powder, where would you advertise? Would you conduct an extensive national advertising campaign? What would your answer be if you were introducing a new brand of crackers?

13. If you were launching a new soap or laundry detergent, where would you advertise it? Would you run a big national advertising campaign? What would your answer be if you were introducing a new brand of crackers?

14. Would bringing out novelties from time to time help the sale of your staple articles? Explain.

14. Would occasionally introducing new products help boost the sales of your main items? Explain.

15. Do you think it would pay to send circulars to the housewives of a certain locality to get the local grocers' trade? After you had the local grocers' trade?

15. Do you think it would be worth it to send out flyers to the housewives in a particular area to attract the local grocers' customers? After you had attracted the local grocers' customers?


Exercise 264

Written

1. You are Thos. H. Peabody of Peabody, Harper & Co.'s wholesale grocery. Prepare a circular letter, announcing your removal to a new building. The letter will be printed in imitation of typewriting and the introduction filled in later on the typewriter. Remember you are seeking patronage. Address one letter to Walter T. Barth, 350 E. Water St., Milwaukee, Wis.

1. You are Thos. H. Peabody from Peabody, Harper & Co.'s wholesale grocery. Write a circular letter announcing your move to a new building. The letter will be printed to look like it's typewritten, and the introduction will be filled in later on the typewriter. Keep in mind, you are looking for support. Address one letter to Walter T. Barth, 350 E. Water St., Milwaukee, WI.

2. Write an advertisement to appear in the January number of The Grocer and Country Merchant, a grocers' trade journal. It will announce your change of location.

2. Write an ad for the January issue of The Grocer and Country Merchant, a trade magazine for grocers. It will inform readers about your new location.

3. You receive an order from a retailer in which he asks for a certain brand of coffee that you do not carry. Write a letter telling him you do not handle that brand and offering him another. Make the letter as courteous as possible.

3. You got an order from a retailer who is asking for a specific brand of coffee that you don’t sell. Write a letter informing him that you don’t carry that brand and suggest another option. Make sure the letter is as polite as possible.

4. Write an advertisement for (1) a bookkeeper; (2) a stenographer.

4. Write a job ad for (1) a bookkeeper; (2) a stenographer.

5. Answer (1) or (2) above.

5. Answer (1) or (2) above.

6. Write an advertisement for a traveling salesman.

6. Write an ad for a traveling salesperson.

7. Answer (6) telling why you think you could sell groceries although you have had no experience.

7. Answer (6) explaining why you believe you could sell groceries even though you have no experience.

8. Write a circular letter to send to the trade setting forth the merits of a new brand of canned fruit. Say that you are offering the brand at a very attractive price in the expectation that retailers will make it a leader. Write to Mr. Barth (1).

8. Write a letter to send to businesses highlighting the benefits of a new brand of canned fruit. Mention that you're offering this brand at a very appealing price with the hope that retailers will promote it as a top choice. Address it to Mr. Barth (1).

9. You have made a contract with the manufacturers of the canned fruit mentioned in (8), by which you secure the exclusive[293] sale but take the responsibility of advertising. Write to an advertising agency, saying that you are considering a three months' advertising campaign. Explain that you do not wish the expense to exceed five thousand dollars.

9. You have signed a contract with the manufacturers of the canned fruit mentioned in (8), which gives you exclusive[293] sales rights but puts you in charge of advertising. Write to an advertising agency, stating that you are planning a three-month advertising campaign. Make it clear that you don’t want the cost to go over five thousand dollars.

10. The advertising agency replies that, as five thousand dollars is a comparatively small sum for a campaign, it would suggest that the advertising be confined to one class: street car, billboard, newspaper, or magazine. Write the letter.

10. The advertising agency responds that since five thousand dollars is a relatively small amount for a campaign, they recommend limiting the advertising to one category: streetcar, billboard, newspaper, or magazine. Write the letter.

11. Notify the agency of your choice, giving your reasons.

11. Let the agency you choose know, explaining your reasons.

12. Write a series of three letters to send to housewives, advertising the canned fruit, with the purpose of having them ask for this brand at their grocers': (1) Telling the name of the canned fruit, its excellence, its price, and where it may be bought; (2) Asking if the housewife has as yet bought any, and if she has not, telling her she can get a sample at her grocer's on presentation of this letter; (3) Asking how she liked the fruit and quoting a letter of recommendation received from Mrs. A., who lives in the neighborhood. Urge her to buy, but not too abruptly. A letter to a woman should be fairly long. (See page 265.)

12. Write a series of three letters to send to housewives, promoting the canned fruit, with the goal of getting them to ask for this brand at their grocery stores: (1) Introduce the name of the canned fruit, highlight its quality, list its price, and mention where it can be purchased; (2) Inquire if the housewife has bought any yet, and if she hasn’t, inform her that she can get a sample at her grocery store by presenting this letter; (3) Ask how she enjoyed the fruit and include a recommendation letter from Mrs. A., who lives nearby. Encourage her to make a purchase, but do so gently. A letter to a woman should be reasonably long. (See page 265.)


Exercise 265

1. For two months you have been without a credit man. You wish to be very careful in your choice because of the importance of the position. J. B. Wright of 439 Russell Ave., Indianapolis, is a personal friend of yours. He has heard that you need a credit man and he recommends Joseph Haddon, who worked for him three years in that capacity until a year ago when he went to Colorado because of the ill-health of his wife. Meanwhile, Mr. Wright's son has been acting as his credit man. Mrs. Haddon has now recovered, and her husband is anxious to get another position. Reproduce Mr. Wright's letter.

1. For two months, you’ve been without a credit manager. You want to be very careful with your choice because the role is crucial. J. B. Wright from 439 Russell Ave., Indianapolis, is a personal friend of yours. He’s heard that you need a credit manager and recommends Joseph Haddon, who worked for him in that role for three years until a year ago when he moved to Colorado due to his wife's health issues. In the meantime, Mr. Wright's son has been filling in as the credit manager. Mrs. Haddon has now recovered, and her husband is eager to find another job. Reproduce Mr. Wright's letter.

2. Write the letter Mr. Wright sends Mr. Haddon in Colorado, suggesting that the latter apply for the position.

2. Write the letter Mr. Wright sends to Mr. Haddon in Colorado, recommending that he apply for the position.

3. At the same time Joseph Haddon writes, applying for the position. Write the letter of application.

3. At the same time, Joseph Haddon is writing to apply for the position. Write the application letter.

4. Write Mr. Haddon's letter thanking Mr. Wright for his interest. Remember that the two men know each other.

4. Write Mr. Haddon a letter thanking Mr. Wright for his interest. Keep in mind that the two men are acquainted.

5. Joseph Haddon, whom you have engaged, is proving to be a very alert credit man. He has made a study of your credit files and has discovered that you have a great many accounts of long standing that ought to be collected. He prepares a courteous[294] letter to send to the debtors, telling them that he has just been made credit man and that he personally would like to get into closer touch with their particular situation to find out how soon he might expect a remittance from them, so that he could plan the future of his department. Write the letter. (See page 254.)

5. Joseph Haddon, whom you hired, is turning out to be a very responsive credit guy. He has reviewed your credit files and found that you have many long-standing accounts that need to be collected. He prepares a polite[294] letter to send to the debtors, informing them that he has just taken on the role of credit manager and that he would like to connect more closely with their specific situation to find out when he can expect a payment from them, so he can plan for the future of his department. Write the letter. (See page 254.)

6. A number of retailers remit the amount that they owe. Some explain their situation in detail, but a great many do not respond to (5). Write another letter, still courteous, but more emphatic than (5), to those who did not respond. (See page 255.)

6. Several retailers send the money they owe. Some provide a detailed explanation of their situation, but many do not reply to (5). Write another letter that is still polite but more assertive than (5) for those who haven't responded. (See page 255.)

7. Still a number do not respond. Write a third letter, saying that you will place the matter in the hands of your attorney unless you receive a remittance within ten days.

7. Still, some people don’t respond. Write a third letter, stating that you will hand the matter over to your attorney unless you receive payment within ten days.

8. Mr. Haddon discovers that there are about a hundred retailers who used to be customers, but who have bought nothing for about two years. He reports this to the sales manager, Mr. James Woodworth, who writes a letter to the retailers to induce them to send another order, using the canned fruit spoken of in (8) of Exercise 264 as a means of interesting them.

8. Mr. Haddon finds out that there are around a hundred retailers who used to be customers but haven't made a purchase in about two years. He informs the sales manager, Mr. James Woodworth, who sends a letter to the retailers to encourage them to place another order, using the canned fruit mentioned in (8) of Exercise 264 as a way to pique their interest.

9. Nathaniel Sears, a dealer in general merchandise at Joplin, Mo., writes to you asking for an open account. He says that he did a $10,000 business last year and that, apparently, sales this year will be larger. He gives no references. You refer the matter to Mr. Haddon, who looks up Mr. Sears in Bradstreet and then writes to one of your salesmen at St. Louis, asking him to investigate the financial standing of Mr. Sears. Write to the salesman.

9. Nathaniel Sears, a general merchandise dealer in Joplin, Mo., is reaching out to you to request an open account. He mentions that he had a $10,000 business last year and it seems that his sales this year are expected to be higher. He does not provide any references. You pass this on to Mr. Haddon, who checks Mr. Sears in Bradstreet and then writes to one of your salespeople in St. Louis, asking him to look into Mr. Sears' financial status. Write to the salesperson.

10. After three days the salesman reports that Mr. Sears seems to be doing a good business, but he thinks the dealer is living beyond his means. He owes two wholesale houses $500 and $850 respectively; his property in Joplin is heavily mortgaged, and yet he is making extensive improvements on his residence; his son and his daughter are at expensive boarding schools. Write the letter. Be exact in your information.

10. After three days, the salesman reports that Mr. Sears appears to be doing well with his business, but he believes the dealer is spending more than he can afford. He owes two wholesalers $500 and $850, respectively; his property in Joplin has a heavy mortgage, and yet he's making significant upgrades to his home; his son and daughter are attending pricey boarding schools. Write the letter. Be precise in your information.

11. As Mr. Woodworth, write Mr. Sears a courteous letter, refusing him credit but attempting to secure his cash business.

11. As Mr. Woodworth, write Mr. Sears a polite letter, declining his request for credit but trying to win his cash business.

12. Charles Freeman, 141 Park Place, Newark, Ohio, writes in answer to (5) saying that he is unable to pay his account of $500. After the harvest his outstanding bills will be paid by the farmers, and then he can remit. He says he is willing to give his 90 day note for the amount he owes.

12. Charles Freeman, 141 Park Place, Newark, Ohio, writes in response to (5) saying that he can't pay his bill of $500 right now. After the harvest, the farmers will pay their outstanding bills, and then he can send the payment. He mentions he's willing to provide a 90-day note for the amount he owes.

13. Mr. Haddon writes, accepting the note.

13. Mr. Haddon writes, agreeing to the note.


III.—The Online Retailer


Exercise 266

Oral

1. Suppose you were starting a mail order business. Would it make any difference in possible profits if your center of operations were in a large or a small city? Give your reasons.

1. Imagine you're starting a mail order business. Would it change your potential profits if your base of operations was in a big city versus a small one? Explain your reasoning.

2. Would you try to be near good transportation?

2. Would you try to be close to good transportation?

3. What kind of stock would you advertise principally: bulky articles or those easily handled? expensive goods or those of more moderate price?

3. What type of products would you primarily promote: oversized items or ones that are easy to manage? High-end products or those that are more reasonably priced?

4. Your catalogue is your salesman. What would this statement suggest about the cost of running your business as compared with that of Peabody, Harper & Co., who employ five salesmen?

4. Your catalog is your salesperson. What does this say about your business expenses compared to Peabody, Harper & Co., who hire five salespeople?

5. How would you bring special attention to your leaders in your catalogue?

5. How would you highlight your leaders in your catalog?

6. Why is it advisable not to give your catalogue away free, but to charge a nominal sum for it?

6. Why is it a good idea not to give your catalog away for free, but instead to charge a small fee for it?

7. Would you sell as cheaply as you could or would you try to sell for as high a price as possible even if you sold less?

7. Would you sell for as low a price as you could, or would you try to sell for as high a price as possible, even if that meant selling less?

8. Is it profitable for a mail order merchant to sell one spool of thread or one pocket-knife? Consider the handling and the packing.

8. Is it worthwhile for a mail order seller to sell one spool of thread or one pocket knife? Think about the handling and the packing.

9. Why can the mail order merchant sell more cheaply than the country dealer?

9. Why can the mail order seller offer lower prices than the local dealer?

10. a. How is the parcel post favorable to the mail order dealer?
b. Why did the country merchant object so strenuously to the passage of the parcel post law?

10. a. How is parcel post beneficial for the mail order seller?
b. Why did local merchants strongly oppose the enactment of the parcel post law?

11. Some distributors who handle only one kind of article sometimes pay the freight. Would this plan be advisable for a mail order house to adopt?

11. Some distributors who only handle one type of product sometimes cover the shipping costs. Would this approach be a good idea for a mail order business to adopt?

12. Since the purchaser pays the freight, is it advisable for him to buy a large or a small order at one time?

12. Since the buyer is responsible for the shipping costs, should they place a large order or a small one at once?


Exercise 267

Written

1. A customer who wishes to buy some furniture complains that he can purchase what he wishes from another firm that will pay the freight. Write a letter meeting his objection.[296]

1. A customer wanting to buy some furniture expresses frustration that he can get what he wants from another company that covers the shipping costs. Write a letter addressing his concern.[296]

2. You have just added a new clothing department and have published a special clothing catalogue, which you will be glad to send to your customers free of charge. Write a letter telling of the new department and drawing special attention to your three-piece serge suit for $15. Enclose a sample of the cloth.

2. You’ve just launched a new clothing department and released a special clothing catalog that you’d be happy to send to your customers for free. Write a letter announcing the new department and highlighting your three-piece serge suit priced at $15. Include a sample of the fabric.

3. Write, especially to farmers, saying that with the facilities now offered by the parcel post you are able to supply their wants quickly; as, for example, for a broken part of a piece of farm machinery. Write a fairly long letter in a friendly tone.

3. Write, especially to farmers, letting them know that with the new parcel post services, you can meet their needs quickly; for instance, if they need a replacement part for a piece of farm machinery. Write a fairly long letter in a friendly tone.

4. In the fall write a letter, addressing the farmers' wives, saying that, as winter is at hand, it would be well for them to put in a supply of groceries when prices are reasonable. Enclose a folder giving some attractive bargains. Write the folder.

4. In the fall, write a letter to the farmers' wives, saying that since winter is approaching, it would be smart for them to stock up on groceries while prices are still reasonable. Include a brochure highlighting some attractive deals. Write the brochure.

5. Write a letter, saying that you have just put up a new building. Invite your customer to come to see it. Explain that every afternoon from 2 to 4 o'clock there will be a band concert in your large visitors' hall.

5. Write a letter saying that you’ve just completed a new building. Invite your customer to come check it out. Explain that every afternoon from 2 to 4 p.m., there will be a band concert in your spacious visitor’s hall.


Exercise 268

1. Let one pupil be chosen to dictate to the class each of the letters outlined below. He is to use no notes. The class will represent stenographers.

1. Choose one student to dictate each of the letters listed below to the class. They should not use any notes. The class will act as stenographers.

2. Discuss and improve the letters that have been dictated.

2. Talk about and enhance the letters that have been dictated.

1. Borroughs & Brown, a mail order firm at N. 11th and Callowhill Streets, Philadelphia, send you their catalogue and an advertising letter. Write the letter.

1. Borroughs & Brown, a mail order company at N. 11th and Callowhill Streets, Philadelphia, has sent you their catalog and an advertising letter. Write the letter.

2. Write, stating that in their catalogue No. 6, page 673, Borroughs & Brown list a washing machine such as you wish, called the "Pride Swing" washing machine, No. 4-A-459. The measurements as listed are: depth 13 inches, diameter 21 inches. The price is $5.25. This is too small for your purpose. Ask if they can supply you with the same style 30 inches in diameter. Ask the price.

2. Write, mentioning that in their catalog No. 6, page 673, Borroughs & Brown list a washing machine that you want, called the "Pride Swing" washing machine, No. 4-A-459. The measurements they provide are: depth 13 inches, diameter 21 inches. The price is $5.25. This is too small for your needs. Inquire if they can offer the same style with a diameter of 30 inches. Ask about the price.

3. Borroughs & Brown write that they have no such machine in stock, but, since there have been many requests lately for a larger machine, they have decided to consult the factory, and if it is advisable, they will reproduce the "Pride Swing" machine in larger size. (Letter head.)

3. Borroughs & Brown say they don’t have that machine available, but since they've received a lot of requests recently for a bigger machine, they’ve decided to check with the factory. If it makes sense, they will produce the "Pride Swing" machine in a larger size. (Letter head.)

4. Borroughs & Brown, Dept. 18, House Furnishings, write to[297] the W. F. Wiggins Mfg. Co., Saginaw, Mich., stating that they have had several orders for a larger "Pride Swing" washing machine which the Wiggins Company manufacture. Burroughs & Brown ask concerning a 30-inch machine. Write the letter.

4. Borroughs & Brown, Dept. 18, House Furnishings, write to[297] the W. F. Wiggins Mfg. Co., Saginaw, Mich., stating that they have received several orders for a larger "Pride Swing" washing machine that the Wiggins Company produces. Burroughs & Brown inquire about a 30-inch machine. Write the letter.

5. The W. F. Wiggins Mfg. Co. telegraph Borroughs & Brown that before they can state a price on a 30-inch "Pride Swing" machine, they must make samples, calculating cost of materials and workmanship. Write the telegram. Confirm by letter. Write the letter.

5. The W. F. Wiggins Mfg. Co. telegraphed Burroughs & Brown that before they can provide a price for a 30-inch "Pride Swing" machine, they need to create samples to calculate the cost of materials and labor. Write the telegram. Confirm by letter. Write the letter.

6. Borroughs & Brown write you, giving the information contained in (5) above.

6. Borroughs & Brown are writing to you with the information mentioned in (5) above.

7. The W. F. Wiggins Mfg. Co. write Borroughs & Brown, stating that after several experiments they find that the coil springs by which the "Pride Swing" machine is operated are too weak for the larger sized tub. The manufacture of suitable springs will cause some delay in their final report.

7. The W. F. Wiggins Mfg. Co. writes to Borroughs & Brown, stating that after several experiments, they have found that the coil springs used in the "Pride Swing" machine are too weak for the larger-sized tub. Manufacturing appropriate springs will cause some delay in their final report.

8. Ten days later. Telegram. The W. F. Wiggins Mfg. Co. to Borroughs & Brown, stating that they have now perfected a "Pride Swing Special" machine; width 30 inches, depth 18 inches; price $8, with a discount of 50%.

8. Ten days later. Telegram. The W. F. Wiggins Mfg. Co. to Borroughs & Brown, stating that they have now perfected a "Pride Swing Special" machine; width 30 inches, depth 18 inches; price $8, with a discount of 50%.

9. Borroughs & Brown write you that they have perfected a "Pride Swing Special" washing machine, No. 4-B-459, 30 inches in diameter, 18 inches in depth, price $7. Add a courteous close.

9. Borroughs & Brown inform you that they have perfected a "Pride Swing Special" washing machine, No. 4-B-459, 30 inches in diameter, 18 inches in depth, priced at $7. Please end with a polite closing.

10. Order five machines. Give full shipping directions. Say that you will pay according to the offer made on page 25, catalogue No. 6; viz., $20 upon receipt of the goods and $5 per month until they are paid for. Give two references.

10. Order five machines. Provide complete shipping instructions. Mention that you will pay based on the offer outlined on page 25 of catalogue No. 6, specifically $20 upon receipt of the goods and $5 per month until they are fully paid off. Include two references.

11. Borroughs & Brown telegraph the W. F. Wiggins Mfg. Co. ordering 100 machines, five of which are to be sent directly to you. Write, confirming the telegram.

11. Borroughs & Brown send a telegram to the W. F. Wiggins Mfg. Co. ordering 100 machines, five of which are to be sent directly to you. Write to confirm the telegram.

12. Two weeks later than letter (10) write again, explaining that you have not received the machines you ordered. Ask the reason for the delay.

12. Two weeks after letter (10), write again, explaining that you still haven’t received the machines you ordered. Ask what’s causing the delay.

13. Two weeks later than (11) write a telegram from Borroughs & Brown to the W. F. Wiggins Mfg. Co., asking why the machines have not been sent.

13. Two weeks later, (11) write a telegram from Borroughs & Brown to the W. F. Wiggins Manufacturing Company, asking why the machines haven't been sent.

14. Send a telegram from the W. F. Wiggins Mfg. Co. to Borroughs & Brown, saying that, owing to a teamsters' and shipping clerks' strike, they have not been able to fill any of their orders for the last two weeks. The machines have been sent. (State how and when.) Write a letter, confirming the telegram.[298]

14. Send a telegram from the W. F. Wiggins Mfg. Co. to Borroughs & Brown, saying that due to a strike by the teamsters and shipping clerks, they haven't been able to fulfill any of their orders for the past two weeks. The machines have been shipped. (Specify how and when.) Write a letter to confirm the telegram.[298]

15. Borroughs & Brown write to inform you that the strike was the cause of the delay in the shipment of the machines you ordered ——. The machines were shipped ——. Add a courteous close.

15. Borroughs & Brown are writing to let you know that the strike caused the delay in the shipment of the machines you ordered ——. The machines have been shipped ——. Please conclude with a polite closing.


Exercise 269

Conduct a transaction of your own, using the above as a model, except in the method of payment.

Carry out a transaction on your own, following the example above, but change the payment method.

IV.—The Sales Rep

Salesmanship is a branch of distribution about which many volumes have been written. We cannot consider it minutely from the personal view of the salesman, but can only touch upon it from the point of view of distribution. The salesman is merely a force in distribution like correspondence, circulars, and advertising. But the salesman has the advantage over these in that he is able to bring his personality to bear in the problem of getting business. It is by means of his personality that the salesman gets the attention and confidence of the customer,—a thing which is extremely hard to do in a letter, a circular, or an advertisement. Securing a buyer's confidence is very important, because no suspicious customer has ever yet bought anything.

Salesmanship is a part of distribution that has been covered extensively in writing. We can’t delve into it from the personal perspective of the salesman but can only discuss it from the distribution perspective. The salesman is just one element in the distribution process, alongside things like correspondence, circulars, and advertising. However, the salesman has the edge over these methods because he can use his personality to influence business. It’s through his personality that the salesman captures the customer's attention and trust—something that’s really tough to achieve through a letter, a circular, or an ad. Gaining a buyer's trust is crucial since no cautious customer has ever made a purchase.

In addition to a pleasing personality a good salesman must have a wide and thorough knowledge of his wares. If he does not know his goods, the sale drags; whereas, if he knows everything good there is to be known about them, his enthusiasm instills enthusiasm into the customer.

In addition to having a likable personality, a good salesperson must have a broad and deep understanding of their products. If they don’t know their goods, the sale stalls; however, if they know all the great things about them, their enthusiasm inspires enthusiasm in the customer.

After bringing his knowledge and his enthusiasm into play, he must next call on his perseverance and his tact; perseverance to keep at the customer until he gets the order, and tact to know in each case just how to go about getting the order and just when to stop. Many salesmen talk too much; many more do not talk enough.[299]

After using his knowledge and enthusiasm, he must then rely on his persistence and skill; persistence to stay engaged with the customer until he secures the order, and skill to understand exactly how to approach each situation and when to back off. Many salespeople talk too much; many others do not talk enough.[299]


Exercise 270

Oral

In talking on any of the following subjects be sure you know just what you are going to say before you begin, and then say it clearly and convincingly. Don't say too much and don't say too little. Just exactly how much you should say no one can tell you. You must watch your audience. If they look puzzled, give more details; if they look bored, try shorter, more concise sentences, or bring your talk to a close. After you have explained all your points, sum them up briefly at the end. Remember that your talk must, first, attract attention; second, hold the interest; and third, create enthusiasm and desire to buy.

When discussing any of the following topics, make sure you know what you're going to say before you start, and then say it clearly and convincingly. Don't say too much or too little. Exactly how much you should say is something only you can figure out. Pay attention to your audience. If they seem confused, provide more details; if they look bored, try using shorter, more concise sentences, or wrap up your talk. After you've covered all your points, summarize them briefly at the end. Remember, your talk needs to, first, grab attention; second, maintain interest; and third, generate enthusiasm and a desire to buy.

To supplement what facts you get from observation, study advertisements and catalogues to get material for (9) to (20) below:

To add to the facts you gather from observation, check out advertisements and catalogues to find material for (9) to (20) below:

1. Get up a talk to persuade a freshman or a group of freshmen to subscribe to the school paper.

1. Give a talk to convince a freshman or a group of freshmen to sign up for the school paper.

2. To persuade girls to contribute to a fund to be used to buy suits for the football team.

2. To convince girls to donate to a fund that will be used to buy uniforms for the football team.

3. To induce particularly uninterested freshmen to buy tickets for a school activity; for example, a debate.

3. To get especially uninterested freshmen to purchase tickets for a school event; for example, a debate.

4. As a real estate agent induce a classmate to establish a home in your neighborhood.

4. As a real estate agent, encourage a classmate to move to your neighborhood.

5. Try to sell the manager of the baseball team a new line of athletic goods.

5. Try to sell the manager of the baseball team a new line of sports equipment.

6. Try to sell a set of Dickens' (or any other author's) works to a boy who is not fond of reading. You must enjoy the books that you recommend.

6. Try to sell a collection of Dickens' (or any other author's) works to a boy who doesn't like reading. You need to genuinely enjoy the books you recommend.

7. Try to sell the class or the teacher a new kind of loose leaf note book for science or English work.

7. Try to sell the class or the teacher a new type of loose-leaf notebook for science or English assignments.

8. As an agent for the publishers try to sell this text book to your English class or to your English teacher.

8. As a representative for the publishers, try to sell this textbook to your English class or to your English teacher.

9. You are trying to sell an automobile to a farmer. By means of concrete examples develop the following items into a talk:
a. The business opportunities to be gained.
b. The social opportunities to be gained.

9. You are trying to sell a car to a farmer. Use specific examples to elaborate on the following points in your conversation:
a. The potential business opportunities available.
b. The potential social benefits.

10. Get up a talk to sell a runabout to a physician who has a small practice. Suppose that he owns a horse and a buggy. Be tactful.

10. Prepare a conversation to sell a small car to a doctor with a small practice. Let's say he has a horse and buggy. Be diplomatic.

11. You are a salesman for an automobile house and are trying to sell a gasoline car to a man who is partial to an electric car. Meet the objections to the gasoline car and put forward its advantages.

11. You are a salesperson at a car dealership trying to sell a gas-powered car to someone who prefers electric cars. Address their concerns about the gas car and highlight its benefits.

12. You are trying to sell an electric runabout to a woman. Develop the following into a talk:
a. Ease of operation.
b. Noiselessness and comfort.
c. Elegant appearance.

12. You are trying to sell an electric runabout to a woman. Develop the following into a talk:
It's really easy to use.
It's peaceful and super comfy.
It looks sleek and stylish.

13. You are trying to sell the manager of a local express company a motor truck. Gather all the data you can and present it in a talk on why he should replace his horses and wagons with motor trucks. Be as specific as possible.

13. You are trying to sell the manager of a local express company a delivery truck. Gather all the information you can and present it in a discussion about why he should switch from using horses and wagons to delivery trucks. Be as detailed as possible.

14. Get up a talk showing why a man with considerable means should trade his two year old car as part payment for the latest model.

14. Create a presentation explaining why a man with substantial funds should trade in his two-year-old car as part of the payment for the newest model.

15. Get up a talk to sell a phonograph.

15. Give a presentation to promote a phonograph.

16. To sell an electric washing machine.

16. To sell an electric washing machine.

17. To sell a piano.

Sell a piano.

18. To sell a vacuum cleaner.

18. To sell a vacuum cleaner.

19. To sell a subscription to a magazine.

19. To sell a magazine subscription.

20. To obtain an order for groceries or teas and coffees. The offer of premiums might add to the effectiveness of your talk.

20. To place an order for groceries or teas and coffees. Offering incentives could enhance the effectiveness of your discussion.


Exercise 271

The following paragraph was adapted from William C. Freeman's Advertising Talks.

The following paragraph was adapted from William C. Freeman's Advertising Talks.

George Washington's Cherry Tree Story has served a good purpose through all of these years. "I cannot tell a lie" is a phrase that has been used in every schoolroom in America to impress upon young minds the importance of truth telling. The phrase is also serving its purpose outside the schoolroom. In all professions and in all kinds of business, men know that in order to make good they must tell the truth. There never was, in all the history of the country, a greater movement than now toward universal truth telling. There is not even that winking at "white"[301] lies that used to prevail. The man who does not make a direct statement, who does not earn a reputation for being honest, has no chance of succeeding. Time was when the trickster was regarded as shrewd and was accepted in the community as being right both socially and commercially. To-day the man who has money without a reputation for integrity is a bankrupt, as far as real friends and public opinion are concerned. The expression "I cannot tell a lie" has been changed to-day to "I will not tell a lie even if the lie seems more expedient than the blunt truth." So George Washington's Cherry Tree Story is as good to-day as it ever was.

George Washington's Cherry Tree Story has continued to serve a great purpose over the years. "I cannot tell a lie" is a phrase that's been used in every classroom across America to teach young people the importance of honesty. This phrase is also relevant beyond the classroom. In every profession and type of business, people understand that to succeed, they must be truthful. There has never been a bigger movement toward universal honesty in the history of this country than there is now. There's no longer any tolerance for "white lies" that used to be common. A person who does not make straightforward statements and doesn't build a reputation for honesty stands no chance of success. There was a time when tricksters were seen as clever and accepted socially and commercially. Today, someone who has money but lacks a reputation for integrity is considered bankrupt in terms of real friendships and public perception. The phrase "I cannot tell a lie" has now evolved to "I will not tell a lie even if lying seems more convenient than telling the hard truth." So George Washington's Cherry Tree Story remains just as valuable today as it ever was.

Prepare paragraphs on the following suggestions, expanding each by examples:

Prepare paragraphs on the following suggestions, expanding each with examples:

1. As a salesperson, be truthful with your customers.
2. Develop tact.
Develop a conscience.
4. Learn to reduce friction.
Own your mistakes.
6. Don't criticize.
7. Stop procrastinating.
8. Don't brag.
9. Don't buy your clothes on credit.
10. Don't borrow from fellow clerks.
11. Don't think your employer can't see whether you are working.
12. Don't sell a merchant a larger order than he can move.
13. Study the duties of the man ahead of you.
14. New ideas count with your employer.
15. He can who thinks he can.

Exercise 272

Written

1. A request has come in from your territory for your automobile catalogue. Write a letter to accompany the catalogue, inviting the inspection of your cars. Make it as personal as possible.

1. A request has come in from your area for your car catalog. Write a letter to include with the catalog, inviting them to check out your vehicles. Make it as personal as you can.

2. You have just been talking with a prospective buyer. Drive home some of the strong points of your car in a letter exploiting strength, reliability, and speed. Use the following as a basis of your letter: The Up-to-the-minute car breaks the record from[302] New York to San Francisco, making the trip in ten days, fifteen hours, and thirteen seconds.

2. You just had a conversation with a potential buyer. Highlight some of the key benefits of your car in a letter focusing on its strength, reliability, and speed. Use the following as a foundation for your letter: The modern car sets a new record from[302] New York to San Francisco, completing the journey in ten days, fifteen hours, and thirteen seconds.

3. You have just shown your motor truck to a business man. Strengthen the impression you made on him by writing him a letter summing up the important advantages of the motor truck. Use the following extract from a letter:

3. You just showed your motor truck to a businessman. Strengthen the impression you made on him by writing a letter that highlights the key benefits of the motor truck. Use the following extract from a letter:

"It has not missed a single trip since I have had it, and it takes the place of three wagons and twelve horses. My route from Waltham is so long that a pair of horses going over it one day has to be laid off the next."

"It hasn't missed a single trip since I've had it, and it replaces three wagons and twelve horses. My route from Waltham is so long that a pair of horses traveling it one day has to rest the next."

"This truck makes three trips each day. I have had it on the road nearly four months and have covered over four thousand (4,000) miles with no expense for repairs."

"This truck makes three trips every day. I've had it on the road for nearly four months and have driven over four thousand (4,000) miles without any repair costs."

4. A prospective customer has lost interest. Try to arouse him once more by telling him of a particularly good sale recently made, or of a new model just received, or of a new device lately perfected. Your object is to get him to inspect your cars again.

4. A potential customer has lost interest. Try to rekindle their enthusiasm by mentioning a particularly good sale that was recently made, or a new model that just arrived, or a newly perfected device. Your goal is to get them to check out your cars again.

5. Write a letter to a wealthy man who bought one of your cars two years ago, offering him half of what he paid for the car in exchange for a new model. Make him see that it would be to his advantage to accept the offer.

5. Write a letter to a wealthy man who bought one of your cars two years ago, offering him half of what he paid for the car in exchange for a new model. Make him realize that it would be beneficial for him to accept the offer.

6. Write an advertisement to appear in a local newspaper asking for an automobile salesman.

6. Write an ad for a local newspaper looking for a car salesman.

7. Answer the advertisement, telling why you think you could sell cars, although you have had no experience.

7. Respond to the ad, explaining why you believe you could sell cars, even though you have no experience.

8. Write a letter to a friend telling him you have been offered the agency for the Up-to-the-minute car. Ask him to be your partner, and try to show him why you will succeed. He will be expected to bear half the office expenses, and he will get half the commissions.

8. Write a letter to a friend telling him you've been offered the agency for the latest car model. Ask him to be your partner and explain why you think you'll succeed. He'll be expected to cover half the office expenses, and he’ll receive half the commissions.


Exercise 273—Suggestions for Debates

1. The mail order house ruins the trade of the country merchant.

1. The mail order store is destroying the business of local merchants.

2. The giving of free samples does not attract desirable purchasers.

2. Giving out free samples doesn't attract the right buyers.

3. The use of trading stamps should be abolished.

3. We should get rid of trading stamps.

4. The motor wagon is more advantageous for the average grocer than the horse and wagon.

4. The delivery truck is more beneficial for the average grocer than the horse and carriage.

5. All manufactured food products should be sold in sanitary, sealed packages.

5. All packaged food products should be sold in clean, sealed containers.


Exercise 274

Oral or Written

Prepare paragraphs on the following:

Prepare paragraphs on the following:

1. A merchant must know his neighborhood before he buys his stock.

1. A merchant needs to understand his local area before he purchases his inventory.

2. Selling by weight rather than by measure benefits dealer and consumer.

2. Selling by weight instead of by measure helps both the dealer and the consumer.

3. Giving short weights does not prove profitable.

3. Providing short weights isn't profitable.

4. The price of a certain kind of goods, or of an article, that is going out of style should be reduced to move it quickly.

4. The price of certain goods or an item that is going out of style should be lowered to sell it quickly.

5. If merchants did not deliver purchases, goods would be cheaper.

5. If merchants didn't deliver purchases, things would be cheaper.

6. Hard work and patience spell the merchant's success.

6. Hard work and patience define the merchant's success.

7. The middle man gets the bulk of the profit.

7. The middleman takes most of the profit.

8. The telegraph is a great aid to the business man.

8. The telegraph is a huge help to business people.

9. There is a difference between day and night telegraphic rates.

9. There's a difference between daytime and nighttime telegraphic rates.

10. Money may be sent by telegraph.

10. Money can be sent by wire transfer.

11. The night letter is very useful to the merchant.

11. The night letter is really helpful for the merchant.

12. The parcel post is a great help to the farmer.

12. Parcel post is a huge help to farmers.

13. The parcel post tends to increase the business of the mail order firms.

13. Parcel delivery is likely to boost the business of mail-order companies.

14. The object of an automobile exhibit is to sell cars.

14. The goal of a car show is to sell cars.

15. The five-and-ten-cent stores have succeeded because ——.

15. The five-and-ten-cent stores have succeeded because ——.


Exercise 275

Prepare paragraphs on the following:

Prepare paragraphs on the following:

1. The importance of transportation facilities to the farmer.

1. The importance of transportation options to the farmer.

2. The importance of transportation facilities to the manufacturer.

2. The significance of transportation facilities to the manufacturer.

3. The steamship in international trade.

3. The steamship in global trade.

4. Transportation before the days of the railroad.

4. Transportation before the era of trains.

5. The influence of the railroad in the advance of civilization.

5. The impact of the railroad on the progress of society.

6. Electrifying the railroads.

6. Electrifying trains.

7. Speed, the cause of railroad accidents.

7. Speed, the reason for train accidents.

8. The observation car.

The observation car.

9. The care of food in the refrigerator car.

9. Taking care of food in the refrigerator car.

[304]10. The work of the railroad repair-shop.

[304]10. The job of the train repair shop.

11. The advantage of railroad transportation over water transportation.

11. The benefits of train transport compared to water transport.

12. The advantage of water transportation over railroad transportation.

12. The benefits of water transport compared to train transport.

13. Why the larger railroads in our country run east and west.

13. Why the major railroads in our country run east and west.

14. The advantages of the pay-as-you-enter car.

14. The benefits of the pay-as-you-go car.

15. The importance of the interurban electric railroads in country trade.

15. The significance of the intercity electric railroads in rural commerce.

16. The disadvantages of the elevated system in large cities.

16. The downsides of the elevated system in big cities.

17. Congestion in the business district of a large city.

17. Traffic jam in the downtown area of a big city.

18. The underground system as a solution for congested traffic.

18. The subway system as a solution for heavy traffic.

19. The work of a transfer company.

19. The work of a moving company.

20. The motor truck decreases the business of the express companies.

20. The delivery truck reduces the business of the courier companies.

21. The automobile decreases railroad suburban business.

21. The car reduces the business of suburban railroads.


Exercise 276

Topics for Investigation and Discussion

Research and Discussion Topics

1. The work of the Interstate Commerce Commission.

1. The work of the Interstate Commerce Commission.

2. How railroads control other railroads.

2. How railroads control other railroads.

3. Railroad earnings.

Railroad revenue.

4. Different kinds of railroad traffic.

4. Different types of train traffic.

5. The relation between the express companies and the railroads.

5. The relationship between the express companies and the railroads.

6. Railroad rates and rebates.

6. Train fares and discounts.

7. Government ownership of railroads.

Government-owned railroads.

8. The influence of the Panama canal in the growth of business in the southern states.

8. The impact of the Panama Canal on the growth of business in the southern states.

9. The influence of the canal in the growth of business in the central West.

9. The impact of the canal on the growth of business in the central West.

10. The influence of the canal in the growth of business in South America.

10. The impact of the canal on business growth in South America.

11. The deep water way.

The deep-water route.

12. The parcel post zones.

Parcel delivery zones.


Exercise 277

Books that will Suggest Topics for Talks

Books That Will Suggest Topics for Talks

Bolton, S. K., Successful Women.

Bolton, S. K., Empowered Women.

Chamberlain, J. F., How We Travel.

Chamberlain, J.F., How We Travel.

Drysdale, W., Helps for Ambitious Boys; Helps for Ambitious Girls.[305]

Drysdale, W., Support for Ambitious Boys; Support for Ambitious Girls.[305]

Fowler, N. C., Practical Salesmanship; Starting in Life.

Fowler, N.C., Practical Salesmanship; Getting Started in Life.

Hale, E. E., What Career?

Hale, E. E., What Career?

Higinbotham, H. N., The Making of a Merchant.

Higinbotham, H.N., The Making of a Merchant.

Laselle, M. A. and Wiley, K. E., Vocations for Girls.

Laselle, M.A. and Wiley, K. E., Vocations for Girls.

Lundgren, Charles, The New Salesmanship.

Lundgren, Charles, The New Sales.

Lyde, L. W., Man and his Markets.

Lyde, L.W., Man and His Markets.

Mallon, I. A. S., The Business Girl.

Mallon, I.A.S., The Business Girl.

Manson, G. J., Ready for Business.

Manson, G.J., Ready for Business.

Marsden, O. S., The Secret of Achievement; The Young Man Entering Business.

Marsden, O.S., The Secret of Success; The Young Man Starting Out in Business.

Mitten, G. E., The Book of the Railway.

Mitten, G.E., The Book of the Railway.

Moody, W. D., Men Who Sell Things.

Moody, W.D., Men Who Sell Things.

Reed, et al., Careers for the Coming Men.

Reed, et al., Careers for the Future Generation.

Rocheleau, W. F., Transportation.

Rocheleau, W. F., Transportation.

Rollins, F. W., What can a Young Man do?

Rollins, F.W., What Can a Young Man Do?

Stockwell, H. G., Essential Elements of Business Character.

Stockwell, H.G., Key Aspects of Business Integrity.

Stoddard, W. O., Men of Business.

Stoddard, W. O., Business Executives.

The Vocation Bureau, Boston, Vocations for Boys. (Pamphlets on The Grocer, The Machinist, The Architect, etc.)

The Career Center, Boston, Careers for Boys. (Pamphlets on The Grocer, The Machinist, The Architect, etc.)

White, S. J., Business Openings for Girls.

White, S.J., Business Opportunities for Girls.


Exercise 278

Write the following from dictation:

Write the following from dictation:

1

Transportation is a great business as well as manufacturing or farming. History tells us that very early people did not have a settled home, but, when the grass began to give out in one part of the country, several members of the community, perhaps whole tribes, took their belongings on their backs and sought for a new place to settle. It is reasonable to suppose that they wished to keep up some sort of intercourse with their friends. At once difficulties arose, since hostile tribes lived between them and their old home. It was a brave man, indeed, who ventured to encounter the dangers of the trip between the settlements. Such a set of men arose in the peddlers, who set out alone or in caravans with articles of produce or manufacture and braved the dangers even of a desert to exchange what they carried for the produce of the old home. This is the earliest form of transportation. Compare this simple form with the modern railroad, steamship, and express service.

Transportation is an important business, just like manufacturing or farming. History shows us that long ago, people didn’t have permanent homes. When the grass ran out in one area, some community members, possibly entire tribes, packed up their belongings and looked for a new place to live. It's reasonable to think they wanted to maintain some connection with their friends. However, challenges emerged because hostile tribes existed between them and their former home. It took a truly courageous person to face the dangers of traveling between settlements. This led to the rise of peddlers, who traveled alone or in groups with goods to sell, risking the hazards of the journey, including crossing deserts, to trade what they had for products from their old home. This was the first form of transportation. Now, compare that simple method with today’s railroads, steamships, and express services.


2
Capturing Latin American Trade

No empty iteration of the Monroe doctrine, no reservation of canal privileges, will capture the trade of Latin America. This will be accomplished only by efforts to produce and to sell those countries the kind of goods that they want; measured, labeled, and packed their way; offered in the language that they understand; and, moreover, sold at attractive prices. Our consuls abroad report that in all these essentials American dealers are deficient and that British, French, and German manufacturers fill the South American markets.

No empty repetition of the Monroe Doctrine, no reserved canal privileges, will secure the trade of Latin America. This will only happen through efforts to produce and sell those countries the goods they want; measured, labeled, and packaged their way; offered in their language; and, moreover, sold at competitive prices. Our consuls abroad report that in all these aspects, American dealers are lacking and that British, French, and German manufacturers dominate the South American markets.

To these rivals must be added another, for, in spite of old South American prejudices against Spain and Spanish goods, the Spaniards are quietly regaining their footing in those republics of whose trade a century ago the home country enjoyed the monopoly. Her advantages, we know, are a common language and familiarity with the ways of life and the tastes of the buyers. Spain produces just the kind of wine, olive oil, and canned goods that South America wants; she turns out the kind of paper, the patterns of cotton goods, the styles of tools and implements, the clothing, shoes, and weapons used in Latin America; and the result is that she gets the trade. One-sixth, at least, of her entire exports goes to her former possessions.

To these competitors, we need to add another one, because, despite long-standing South American biases against Spain and Spanish products, the Spaniards are gradually regaining their presence in those countries where, a century ago, Spain had a trade monopoly. The advantages they have include a shared language and an understanding of the lifestyles and preferences of the consumers. Spain produces exactly the kind of wine, olive oil, and canned goods that South America wants; she manufactures the right kind of paper, cotton patterns, tool designs, clothing, shoes, and weapons used in Latin America; and as a result, she captures the market. At least one-sixth of her total exports go to her former colonies.


3

South Africa has been successfully operating an agricultural parcel post. By its instrumentality gold, diamonds, minerals, wool, feathers, saddlery, boots and shoes, confectionery, fruit, plants, seed, butter and eggs suitably packed, and other farm products are transported, and the producer and consumer have been brought together. From the report of the Department of Posts and Telegraphs we learn that the scheme has worked well, is a recognized and popular feature of the postal system, and is entirely feasible. The sparse settlements and widely scattered population have not operated to bar its success, as was feared at the time of its introduction.

South Africa has successfully been running an agricultural parcel post service. Through this system, products like gold, diamonds, minerals, wool, feathers, saddlery, boots and shoes, candy, fruit, plants, seeds, butter, and eggs—properly packed—are transported, connecting producers and consumers. From the report of the Department of Posts and Telegraphs, we learn that the scheme has been effective, is a recognized and popular part of the postal system, and is completely doable. The sparse settlements and widely scattered population have not hindered its success, contrary to what was feared when it was first introduced.


4

The duty of applying the remedy for wrecks rests, primarily, with the railroad managers. And what is the remedy, and how is it to be applied? It would seem that there can be but one[307] answer: there must be stern discipline for taking risks. There must be thorough instruction as to what risks are and how to avoid them, just such instruction as the "safety first" movement is leading up to, but extended to every man in every department of every road. In addition, the promise that no engineman will be censured for losing or not making up time or for not running fast when it is not considered safe to do so must be changed to the positive, unequivocal statement that there will be a substantial penalty for every case of running fast when it is not safe to do so.—Railway Age Gazette.

The responsibility for addressing wrecks mainly falls on railroad managers. So, what is the solution, and how should it be implemented? It seems there is only one answer: there needs to be strict discipline for taking risks. There should be comprehensive training on what risks are and how to avoid them, similar to what the "safety first" movement advocates, but it should be applied to every individual in every department of every railway. Furthermore, the assurance that no engineer will be punished for losing time or for not speeding when it isn't safe must be replaced with a clear, definitive statement that there will be serious consequences for speeding when it's not safe.—Railway Age Gazette.


5

More and more attention, each year, is being given by the railroad managers to the locating of new kinds of industry along their lines. The roads in the West and the South nearly all have efficient industrial departments, land departments, or immigration departments. Their men seek out new industries, meet the steamers to tempt immigrants into their region, arrange for the purchase or rental of lands, and get together reports of the soil, the products, and the advantages of any desired location. Perhaps the greatest effort, however, is bent upon the location of new factories along the route. In one year one southern railroad induced more than seven hundred men to establish industries along its lines, after the railroads had made complete and painstaking investigation of all the conditions that would confront the prospective manufacturers.

Every year, railroad managers are paying more attention to bringing new types of industries to their lines. Almost all the railroads in the West and South have efficient industrial, land, or immigration departments. Their teams look for new industries, meet ships to attract immigrants to their areas, arrange for the buying or renting of land, and compile reports on the soil, products, and benefits of any chosen location. However, the biggest focus is on locating new factories along the route. In one year, a southern railroad persuaded more than seven hundred people to set up industries along its lines, after the railroads conducted thorough investigations into all the conditions that potential manufacturers would face.


CHAPTER XVIII

ADVERTISING

Advertising is one of the most vital forces in the problem of distribution. Every advertisement is a salesman and is written and sent out with the idea of doing the work of one. It may bring in actual orders or it may merely do "missionary work"; that is, it may introduce a certain article or product and educate the people to see its advantages so that when next they desire that particular sort of article, they will order the one that they have seen advertised.

Ads is one of the most essential factors in the distribution issue. Every advertisement acts like a salesman, crafted and released with the intention of performing that role. It can generate actual orders or it can simply do "missionary work"; that is, it may introduce a specific item or product and inform people about its benefits so that when they next want that kind of item, they will choose the one they've seen advertised.

Many an article that has had practically no sale has by means of an effective advertising campaign been brought to a point of wide distribution and ready sale. How many safety razors would the manufacturers sell if they had never advertised their product? Very few. But when day after day, everywhere a man looks—in street cars, newspapers, magazines, and on billboards—he sees staring at him a reason why he should use a safety razor, he soon comes to feel that he needs one. It is just the same as though the country were covered with salesmen who were constantly after every one to get him to see the advantage of the safety razor. The advertised articles may in themselves be no better than the unadvertised brands, but advertising has created a demand for the one over the other. The secret of selling success is creating a demand.

Many products that initially struggled to sell have been successfully promoted through effective advertising campaigns, leading to wide distribution and quick sales. How many safety razors would manufacturers sell if they had never advertised? Very few. But when a man sees constant reminders in streetcars, newspapers, magazines, and on billboards about why he should use a safety razor, he starts to feel like he needs one. It's like having salespeople everywhere, urging everyone to see the benefits of safety razors. The products being advertised might not be any better than the ones that aren’t, but advertising has created a demand for one over the other. The key to successful selling is generating demand.

The importance of advertising is demonstrated by an experience which the city of Chicago had on Wednesday, March 2, 1911. On the afternoon before, a dispute arose between two newspapers and their printers, ending in a temporary strike of the printers. As a result, all papers[309] published on March 2 contained only four pages each, in contrast to the usual twenty-four, because they contained not a single advertisement. Fortunately, the strike lasted only one day, as the local printers were at once reprimanded by the International Typographical Union. But the losses that newspapers and retail business men suffered on this one day convinced them of the power of advertising. Street cars, downtown streets, and department stores were almost empty. To be sure, billboards still proclaimed their wares, but, as soon as newspaper advertising ceased, the great mass of shopping stopped.

The significance of advertising was highlighted by an event that took place in Chicago on Wednesday, March 2, 1911. The day before, a conflict erupted between two newspapers and their printers, leading to a temporary strike by the printers. Consequently, all newspapers[309] published on March 2 had only four pages each, instead of the usual twenty-four, since they featured no advertisements at all. Fortunately, the strike lasted just one day, as the local printers were quickly reprimanded by the International Typographical Union. However, the losses incurred by newspapers and retailers during this single day underscored the impact of advertising. Streetcars, downtown streets, and department stores were nearly empty. While billboards continued to promote their products, the sudden halt of newspaper advertising led to a drastic decline in shopping activity.


Exercise 279

Oral

1. What are some of the advertising methods used in a retail business?

1. What are some of the advertising methods used in a retail business?

2. What are some of the advertising methods used in a wholesale business? Where are the advertisements published?

2. What are some advertising methods used in a wholesale business? Where are the ads published?

3. What is the principal advertising medium of the mail order house? Explain why it is effective.

3. What is the main advertising method used by mail order companies? Explain why it works well.

4. What is classified advertising? Why are newspapers anxious to increase it? Name several reasons.

4. What is classified advertising? Why are newspapers eager to boost it? List several reasons.

5. What is "display" advertising as distinguished from classified? What is the principal medium of this kind of advertising?

5. What is "display" advertising compared to classified? What is the main medium for this type of advertising?

6. Give several instances of advertising by means of the distribution of "novelties," such as calendars. Is such advertising effective?

6. Provide several examples of advertising through the distribution of "novelties," like calendars. Is this type of advertising effective?

7. Is the distribution of samples good advertising? Be specific in your answer.

7. Is the way samples are distributed effective advertising? Be specific in your answer.

8. Is it a good thing to have a trade-mark? Name some trade-marks that you think are good advertising.

8. Is it beneficial to have a trademark? Name some trademarks that you think are effective advertising.

9. Is a bargain table good advertising? What is its advantage in a retail store?

9. Is a bargain table effective advertising? What are its benefits in a retail store?

10. What class of advertising is done in the classified columns of a newspaper?

10. What type of advertising is found in the classified sections of a newspaper?

11. What class of articles and products is advertised in the street cars and trains? Expensive or inexpensive? Things you use every day or not?[310]

11. What kind of products and items are advertised on the streetcars and trains? Are they high-end or affordable? Are they everyday items or not?[310]

12. Are articles advertised by billboards usually widely advertised articles or not?

12. Are the products advertised on billboards usually well-known items or not?

13. What kind of articles would you advertise in:

13. What type of articles would you promote in:

1. The newspaper rather than the magazine?
2. The magazine rather than the newspaper?
3. The street car rather than on the billboard?
4. The trade papers rather than the newspapers?

14. Suppose you were bringing out a new soap and you could use only one of the following mediums: (1) newspapers; (2) local and trade magazines; (3) street cars; (4) billboards and posters. Which would you choose and why? Would your answer be the same if you had real estate to sell? A new machine? If you were producing a new play?

14. Imagine you're launching a new soap and you can only use one of these advertising mediums: (1) newspapers; (2) local and trade magazines; (3) streetcars; (4) billboards and posters. Which one would you pick and why? Would your choice change if you were selling real estate? A new machine? If you were producing a new play?

15. News Item.—The University of Wisconsin has issued a bulletin, stating that of all the money spent for food, shelter, and clothing 90% is spent by women. Would the following be good advertising for a magazine: "The women of the country read this paper"? Give reasons for your answer.

15. News Update.—The University of Wisconsin has released a bulletin, indicating that women account for 90% of all spending on food, shelter, and clothing. Would the following be effective advertising for a magazine: "The women of the country read this paper"? Provide reasons for your response.

16. Do handbills suggest cheapness to you?

16. Do flyers make you think of low quality?


Exercise 280

Oral

Discuss the value of each of the following as forms of advertising:

Discuss the value of each of the following as types of advertising:

1. Location.
2. Furnishings of the office or the store.
3. Letter headings.
4. Window displays.
5. Electric (or other) signs.
6. Moving electric signs.
7. Colors (especially reds, greens, and yellows) as against black and white.
8. White lettering on a black background.

Exercise 281

Fundamentally, the same principles apply to the advertisement as apply to the sales letter (See page 230). First of all, you must look at your goods from the standpoint of[311] the user; see his gain in buying rather than your profit in selling. Your products, then, will probably fall into one of the following general classes:

Fundamentally, the same principles apply to advertising as to sales letters (See page 230). First, you need to consider your products from the user's perspective; focus on their benefits from buying instead of your profits from selling. Your products will likely fit into one of the following general categories:

1. Something entirely new for which you must create a demand by showing its advantage to the buyer, arousing his sense of need and, consequently, his desire to possess.

1. Something completely new that you need to create a demand for by demonstrating its benefits to the buyer, stirring up their sense of need, and, as a result, their desire to own it.

2. Something new but filling a long-felt need—"Just what you've been looking for"—the value of which will appeal to the buyer almost as soon as the product is explained. Comparison with the article that now imperfectly fills the want suggests itself.

2. Something new that meets a long-standing need—"Just what you've been looking for"—the value of which will resonate with the buyer almost immediately after the product is explained. It's natural to compare it with the current item that doesn't fully satisfy the need.

3. A new brand of an old staple, like crackers, of which the superiority must be dwelt upon to induce buyers to ask for it. Even after the article is selling well, continuous advertising is necessary to keep the name before the public.

3. A new take on an old favorite, like crackers, which needs to highlight its advantages to encourage buyers to seek it out. Even when the product is selling well, ongoing advertising is essential to keep the brand in the public's mind.

A paying advertisement appeals to a large class of people or, better still, to several classes. For a moment let us analyze a few of the appeals to which almost every one responds; let us consider the reasons back of our purchases. Why do we buy one article and not another? We buy it first, perhaps, because we need it or think we need it; second, because we think it will taste good or be comfortable or good-looking or because it will afford us amusement; third, because we think it is better, though possibly more expensive, than any other brand on the market, and our pride or our desire to emulate responds to it; fourth, because we think it is good for our health or our safety; and, fifth, because we shall save money or make money thereby. Summing up, we may say that the motives to which appeals may safely be made are:

A paid advertisement targets a broad range of people or, even better, several different groups. Let’s take a moment to break down some of the appeals that almost everyone responds to; let’s think about the reasons behind our purchases. Why do we buy one product over another? We might buy it first because we need it or believe we need it; second, because we think it will taste good, be comfortable, look nice, or provide us with entertainment; third, because we believe it’s better, even if it’s more expensive, than any other brand available, and our pride or desire to keep up with others draws us to it; fourth, because we think it’s beneficial for our health or safety; and fifth, because we think we’ll save or earn money from it. In summary, we can say that the motivations to which appeals can be made include:

1. Need, conscious or unconscious (usefulness, quality, or durability).
2. Comfort, amusement, or appetite.
3. Pride, desire to emulate, or vanity.
4. Safety (of health or personal possessions).
5. Economy or gain.

Clip from magazines and bring to class good advertisements that appeal to the motives named above. Try to find those advertisements that make an appeal to only one motive in one advertisement.

Clip ads from magazines and bring them to class that appeal to the motives mentioned above. Try to find those ads that focus on just one motive in each advertisement.


Exercise 282

The following catch phrases have been taken from advertisements in various places. Tell (1) whether their appeal is general; (2) whether they induce one to buy; and (3) if they do, which of the motives given above have been used by the advertiser. Frequently more than one motive is used in one advertisement.

The following catchphrases have been taken from ads in various places. Tell (1) whether their appeal is general; (2) whether they persuade someone to buy; and (3) if they do, which of the motives listed above have been used by the advertiser. Often, more than one motive is used in a single advertisement.

1. For a delicatessen store: Good things to eat.

1. For a deli: Great food to eat.

2. For a chewing gum: The taste lasts.

2. For a chewing gum: The flavor lasts.

3. For a motor washer: Two cents a week pays your washing bill.

3. For a motor washer: Two cents a week covers your laundry expenses.

4. For a refrigerator: Are you poisoning your family?

4. For a refrigerator: Are you putting your family at risk?

5. For a summer drink: It's wet.

5. For a summer drink: It’s refreshing.

6. For stockings: Wear like 60, look like 50, cost but 25.

6. For stockings: Wear like you’re 60, look like you’re 50, but only spend 25.

7. For a shaving soap: Comfort for your face, economy for your purse.

7. For a shaving soap: Comfort for your face, savings for your wallet.

8. For a liniment: Don't rub—it penetrates.

8. For a liniment: Don’t rub it in—it absorbs on its own.

9. For a hair tonic: What does your mirror say?

9. For a hair tonic: What does your reflection say?

10. For a clothing store: Exclusive styles for exclusive women.

10. For a clothing store: Unique styles for extraordinary women.

11. For an inexpensive scouring powder: Why pour money down the sink?

11. For an affordable scouring powder: Why waste money down the drain?

12. For canned goods: When company comes.

12. For canned goods: When guests arrive.

13. For a varnish: Water won't hurt it.

13. For a varnish: Water won't damage it.

14. For bread: The human hand never touches it.

14. For bread: No human hand ever touches it.

15. For a fountain pen: It can't leak.

15. For a fountain pen: It shouldn’t leak.


Exercise 283

Bring to class two advertisements containing catch phrases that you think are good. To which of the motives given above does each appeal?[313]

Bring to class two ads that have catchy phrases you think are effective. Which of the motives mentioned above does each one appeal to?[313]


Exercise 284

Bring in two advertisements of articles that have suggestive names. What is the value of a suggestive name?

Bring in two ads for products with suggestive names. What’s the benefit of having a suggestive name?


Exercise 285—Good and Bad Headlines

A good headline has the following qualities:

A good headline has the following qualities:

First, it should be short. Professor Walter Dill Scott determined by experiments that the average person can ordinarily attend to only about four visual objects at the same time—four letters, four words, four simple pictures, or four geometrical figures. As the headline of an advertisement is intended to be taken in at one glance, it should, therefore, be not longer than four words—preferably less, provided the interest of the phrase is the same. Short words, too, can be taken in more readily than long words.

First, it should be short. Professor Walter Dill Scott found through experiments that the average person can usually focus on only about four visual objects at the same time—four letters, four words, four simple pictures, or four geometric figures. Since the headline of an advertisement is meant to be read at a glance, it should not be longer than four words—preferably fewer, as long as the phrase still captures interest. Short words can also be understood more easily than long ones.

Second, the best headline is a command. People instinctively obey a command, unless it is so worded that they rebel against the manner of expression.

Second, the best headline is a command. People naturally follow a command unless it’s phrased in a way that makes them push back against how it's expressed.

Third, a good headline is suggestive. It touches upon the things that the reader is thinking about. It shows that the article that is offered for sale has a close connection with the interests that absorb the reader's mind. It is a direct answer to his thoughts, feelings, hopes, or worries.

Third, a good headline is suggestive. It connects with what the reader is thinking about. It shows that the article being offered has a strong link to the interests that occupy the reader's mind. It directly addresses their thoughts, feelings, hopes, or concerns.

The following headlines were taken from the advertisements in one issue of a magazine. Judge of their effectiveness, using the three principles given above as a basis for your decision:

The following headlines were taken from the advertisements in one issue of a magazine. Evaluate their effectiveness based on the three principles mentioned above.

Land That Job!
2. Comfortable Feet.
3. Air it out, but avoid getting chilled!
4. A New Filing Cabinet.
5. Are You Open to Being Persuaded?
Budget Envelope Sealer.
7. Shave for 1c Without Stropping.
[314]What a Great Trip!
9. Get 30% off your furniture.
10. You Have a Right to Independence.
11. Just Out!
12. Get the Dust Out of Your Home—It's Dangerous.
13. The Easiest Riding Car in the World.
14. Our Seeds Grow.
15. That Raise! (Sub-heading in smaller type: What Would a Raise in Salary Mean to You?)

Exercise 286

Some advertisers choose headlines merely for the purpose of attracting attention, forgetting that the headline should suggest what the following illustration and text explain. A few years ago a well-known automobile company ran an advertisement with the headline $1000 Worth of Folly. The headline was followed by a picture of the automobile. The advertisement was intended to convey the idea that, as this car might be bought for $3000, any one paying $4000 for an automobile was foolishly squandering $1000. As a matter of fact, the only suggestion that the reader got from the advertisement was that any one who paid $1000 for the illustrated car would be a fool.

Some advertisers choose headlines just to grab attention, forgetting that the headline should hint at what the accompanying image and text explain. A few years ago, a well-known car company ran an advertisement with the headline $1000 Worth of Folly. The headline was followed by a picture of the car. The ad was meant to suggest that since this car might be bought for $3000, anyone paying $4000 for a car was foolishly wasting $1000. In reality, the only impression the reader got from the ad was that anyone who paid $1000 for the car shown would be a fool.

1. Bring to class an advertisement in which the headline has no connection with the rest of the advertisement, being used merely to catch the attention.

1. Bring to class an ad where the headline doesn't relate to the rest of the ad, used only to grab attention.

2. Find an advertisement in which the headline suggests the opposite of what the advertisement is intended to convey.

2. Find an ad where the headline implies something completely opposite to what the ad actually means.

3. How might either advertisement be improved?

3. How could either advertisement be better?


Exercise 287

Still-life advertisements are not interesting. The picture of a furnace, or a typewriter, or a house attracts less attention than the same objects with human beings represented moving in the picture.

Still-life ads aren't engaging. A picture of a furnace, a typewriter, or a house draws less attention than the same objects with people depicted moving in the image.

Bring to class two advertisements of the same kind of article, in one of which a still-life illustration is used and in the other of which human beings are used to center the attention upon the article that is offered for sale.[315]

Bring to class two advertisements for the same type of product, one featuring a still-life illustration and the other using people to draw attention to the item being sold.[315]


Exercise 288

Bring to class (1) an advertisement that is not good because it contains too much—lacks a center upon which the attention naturally focuses; and (2) an advertisement that is good because it has a definitely defined center of attraction.

Bring to class (1) an advertisement that isn't effective because it has too much going on—there's no clear focus for attention; and (2) an advertisement that is effective because it has a clearly defined center of attraction.


Exercise 289

Bring to class an advertisement in which the principle of balance is used to advantage, two illustrations, one on each side of the text, being used to convey one impression.

Bring to class an advertisement that effectively uses the principle of balance, featuring two illustrations, one on each side of the text, to create a unified impression.


Exercise 290

In writing the following, try to embody the principles that have been brought out in previous exercises:

In writing the following, aim to reflect the principles discussed in earlier exercises:

1. An entertainment is to be given in the school hall. Write an advertisement to appear in the school paper.

1. There will be an event held in the school hall. Write an ad to be published in the school newspaper.

2. Write an announcement of the same entertainment—to be posted on the bulletin board.

2. Write an announcement about the same entertainment to post on the bulletin board.

3. Write an advertisement for a debate.

3. Write an ad for a debate.

4. For a football, baseball, or basket-ball game.

4. For a football, baseball, or basketball game.

5. For an inter-class contest.

For an inter-class competition.

6. You have permission to secure advertisements to be printed in the program of the entertainment spoken of above. Suppose that you are to write the copy for the different advertisements. Use one-eighth, one-quarter, one-half, or one page, as you wish.

6. You have permission to secure ads to be printed in the program for the entertainment mentioned above. Imagine that you need to write the text for the different ads. Use one-eighth, one-quarter, one-half, or one page, as you prefer.

Advertise a grocery.

Promote a grocery store.

7. A meat market.

A butcher shop.

8. A dry goods store.

A grocery store.

9. A candy store.

A candy shop.

10. A bakery.

A bakery.

11. A bank.

A bank.

12. A tailor's shop.

A tailor shop.

13. A photographer's studio.

A photo studio.

14. A barber shop.

14. A barbershop.

15. A drug store.

A pharmacy.


Exercise 291

1. Write a handbill announcing a 20% discount sale to run three days in your dry goods store.

1. Create a flyer announcing a 20% discount sale that will last for three days at your dry goods store.

2. Describe a chair, table, or other article of furniture in your own home. The description is to form part of an advertisement to appear in a mail order catalogue.

2. Describe a chair, table, or another piece of furniture in your home. The description should be part of an advertisement that will appear in a mail order catalog.

3. You are advertising a new brand of coffee in the street car. Write the card. Would you use an illustration? If so, of what kind?

3. You're promoting a new coffee brand on the streetcar. Write the card. Would you include an illustration? If so, what kind?

4. As in (3) advertise a new brand of pork and beans.

4. Like (3), promote a new brand of pork and beans.

5. As in (3) advertise a shoe sale.

5. Just like in (3), promote a shoe sale.

6. Advertise a well-known brand of soap in a magazine. Use your own idea. Would you use an illustration?

6. Advertise a popular soap brand in a magazine. Use your own idea. Would you include an illustration?

7. How would you advertise an automobile which has proved its merits? Remember, your object is to keep the name before the public. How would you advertise a new make of automobile? How much space would you use in either case? Write both advertisements.

7. How would you promote a car that has shown its worth? Keep in mind, your goal is to keep the name in front of the public. How would you promote a new brand of car? How much space would you use in either case? Write both ads.

8. A half-page advertisement by the Hudson Cereal Company, 110 Hudson St., New York, of their Nervo-Cereal Coffee contains the item: "Can you thread a needle, holding the thread one inch from the end? If you cannot, you are nervous. Is coffee to blame?" Exploit the aroma and flavor of the cereal coffee.

8. A half-page ad from the Hudson Cereal Company, 110 Hudson St., New York, promoting their Nervo-Cereal Coffee includes the line: "Can you thread a needle while holding the thread one inch from the end? If you can’t, you’re nervous. Is coffee the cause?" Highlight the aroma and taste of the cereal coffee.

9. The Central Packing Company is running a series of advertisements of their Premium Extract of Beef. This one is to appear just before Thanksgiving. Entitle it "Four Delicious Dishes for the Thanksgiving Dinner," and then in as attractive a form as possible give four recipes, making a point of the necessity of using Premium Extract for the right flavor. At the end sum up the merits of Premium Extract and mention the silver premiums given with the certificates under the metal caps.

9. The Central Packing Company is running a series of ads for their Premium Beef Extract. This one is set to come out just before Thanksgiving. Title it "Four Delicious Dishes for Thanksgiving Dinner," and then present four recipes in the most appealing way possible, emphasizing the importance of using Premium Extract for the best flavor. At the end, summarize the benefits of Premium Extract and mention the silver premiums offered with the certificates under the metal caps.

10. The Bay City Mill Co., Bay City, Mich., sells fine finished lumber suitable for making furniture at home. Prepare an advertisement to show how simple it is to make tables and chairs at home with their plans and their specially cut lumber. Illustrate by giving the plans and working directions for making a useful table, showing how easy it is with their specially cut lumber. Set an attractive price on the lumber necessary to make this table. Sum up by exploiting a book of plans, which may be had for the asking.

10. The Bay City Mill Co., Bay City, Mich., sells high-quality finished lumber that's perfect for making furniture at home. Create an ad that highlights how easy it is to build tables and chairs at home using their plans and specially cut lumber. Provide details and step-by-step instructions for making a practical table, demonstrating how simple it is with their specially cut lumber. Offer an appealing price for the lumber needed to make this table. Conclude by promoting a book of plans that’s available upon request.


Exercise 292

The following paragraph is taken from Professor Scott's Theory of Advertising. What is the subject of the paragraph? Is there a topic sentence? By what plan is the paragraph developed?

The following paragraph is taken from Professor Scott's Theory of Advertising. What is the main topic of the paragraph? Is there a clear topic sentence? How is the paragraph organized?

Many of those who use illustrations for their advertisements follow the philosophy of the Irish boy who said that he liked to stub his toe because it felt so good when it stopped hurting. Many of us are unable to see how the boy had made any gain after it was all over, but he was satisfied, and that was sufficient. The philosophic disciples of the Irish boy are found in advertisers who have certain things to dispose of which will not do certain harmful things. First they choose an illustration which will make you believe that what they have to sell is just what you do not want, and then in the text they try to overcome this false impression and to show you that what they have to offer is not so bad after all. Most of us are unable to see how the advertiser has gained, even if he has succeeded in giving us logical proof that his goods are not so bad as we were at first led to think. We are not logically inclined, and we take the illustration and the text, and we combine the two. The best that the text can do is to destroy the evil effect of the illustration. Of course, when we read in the text that the illustration does not correctly represent the goods, we ought to discard the illustration entirely and think only of the text, but, unfortunately, we are not constructed in that way. The impression made by the illustration and that made by the text fuse and form a whole which is the result formed by these two elements.

Many people who use images in their ads adhere to the mindset of the Irish boy who said he liked stubbing his toe because it felt great once the pain stopped. Most of us can’t quite see the benefit he gained after it was all over, but he was content, and that was enough for him. The philosophical followers of this boy can be found in advertisers who have products to sell that won’t cause harm. First, they pick an image that makes you think what they’re selling is exactly what you don’t want, and then in the text, they try to counter this misleading impression and show you that what they have isn’t so bad after all. Many of us can’t understand how the advertiser benefits, even if they provide logical proof that their product isn’t as bad as we initially thought. We’re not inclined to think logically; we take the image and the text together. The best the text can do is neutralize the negative impact of the image. Of course, when we read in the text that the image doesn’t accurately represent the product, we should entirely disregard the image and focus solely on the text, but sadly, that’s not how we’re wired. The impression left by the image and the one left by the text merge together to create a unified perception formed by these two elements.

Write paragraphs on each of the following:

Write paragraphs on each of the following:

1. Advertising is essential in modern business.

1. Advertising is crucial in today’s business world.

2. Advertising helps the housewife economize.

2. Advertising helps the homemaker save money.

3. The study of advertisements saves the shopper's time and strength.

3. Studying advertisements helps shoppers save time and energy.

4. Advertised goods cost more than the unadvertised brands. (Give the reasons.)

4. Advertised products are more expensive than the brands that aren't advertised. (Give the reasons.)

5. Trade-marked and advertised goods have increased the cost of living.

5. Branded and advertised products have raised the cost of living.

6. Increased advertising causes the styles to change quickly.[318]

6. More advertising leads to faster changes in styles.[318]

7. Every advertisement must catch and hold the attention. Some accomplish this object by causing a laugh. (Describe one such.)

7. Every ad needs to grab and keep attention. Some do this by making people laugh. (Describe one such.)

8. Some advertisements hold the attention because they appeal to our love of the mysterious. One such is —— (describe it).

8. Some ads grab our attention because they tap into our love for the mysterious. One example is —— (describe it).

9. Some advertisements succeed because of their clever color scheme. One such is ——.

9. Some ads succeed because of their smart color scheme. One example is ——.

10. Every successful advertisement contains a convincing argument.

10. Every successful ad has a persuasive argument.

11. Mouth to mouth advertising is the best and the cheapest.

11. Word-of-mouth advertising is the best and most cost-effective.

12. Advertised goods are better because they have to be.

12. Advertised products are better because they need to be.

13. The consumer pays for all the advertising.

13. The consumer covers the costs of all the advertising.

14. The cost of advertising is paid by the competitors who do not advertise.

14. The cost of advertising is covered by the competitors who don’t advertise.

15. Advertising tends to create uniform prices.

15. Advertising usually leads to standard prices.

16. The advertising expert is a student of men.

16. The advertising expert studies people.


Exercise 293

Give your opinion as to the effectiveness of the following advertisements:

Give your thoughts on how effective the following advertisements are:

1

A department store that was anxious to increase its trade on Mondays and Wednesdays included the following coupons in its circular advertisement one week:

A department store that wanted to boost its sales on Mondays and Wednesdays included these coupons in its ad one week:

THIS COUPON AND 19c
Monday only
good for
6 Spools J. & P. Coats'
Best 6 Cord Machine
Thread
Regular 30c value
THIS COUPON AND 50cWednesday only
good for
Misses' or Children's
White Canvas Pumps
2 strap model, heavy or light soles,
trimmed with dainty bow on
vamp. All sizes up to 2.
$1.50 value

2
$10,000 Cash Donation to Charity

We ask our customers to decide by their votes the 250 institutions that shall receive this amount. Each ten cents' worth purchased entitles the purchaser to one vote.

We ask our customers to vote on which 250 institutions will receive this amount. For every ten cents they spend, they get one vote.


3

The following appeared in the center of a page otherwise blank. On the opposite page appeared the advertisement of a well-known article.

The following was centered on a page that was otherwise blank. On the opposite page, there was an advertisement for a well-known product.

The announcement on the following page is so important that we have decided to leave this page blank.

The announcement on the following page is so important that we’ve decided to leave this page blank.


4

The following was part of a circular:

The following was part of a circular:

Following our annual custom we will again this year give away absolutely free a beautiful silk flag to every customer making a purchase of $1 or over, Tuesday and Wednesday, July 2 and 3.

Following our annual tradition, we will again this year give away a beautiful silk flag for free to every customer who makes a purchase of $1 or more on Tuesday and Wednesday, July 2 and 3.


5

The following appeared in a newspaper:

The following was published in a newspaper:

A Note of Thanks

We have now been in our new location somewhat over a month. Our business has been all that we expected; in some departments, indeed, there is an increase, notably in the neckwear, ready-to-wear clothes, hats, and tailoring departments.

We have now been in our new location for just over a month. Our business has met all our expectations; in some areas, there’s even been an increase, especially in the neckwear, ready-to-wear clothes, hats, and tailoring sections.

Naturally, we had an abundance of faith in our new location; nevertheless, we must confess that there were times when we had anxious moments. We discovered, however, that our moving was at the "psychological moment"; we soon learned that in the minds of the people there was but one thought—success for Michigan Avenue.

Naturally, we had a lot of faith in our new location; however, we have to admit that there were times when we felt anxious. We found out, though, that our move came at the "right time"; we quickly realized that in the minds of the people, there was only one thought—success for Michigan Avenue.

We have always felt that there was a closer bond of sympathy between our customers and us than is usually the case between buyer and seller. The unusual interest taken in our new store and in our success has more than confirmed us in this impression. Our experience during the last forty days has really made life worth living.

We’ve always believed there’s a stronger sense of connection between our customers and us than what’s typical between buyers and sellers. The exceptional interest in our new store and our success has only reinforced this feeling. Our experience over the past forty days has truly made life enjoyable.

The minds of hundreds of our customers have reverted to the beginning of our business in our old Dearborn Street store, twenty years ago, and they have made comparisons between that and the wonderful establishment we now possess; they have done it in a way that would almost suggest that it was their business[320] that they were talking of rather than ours. It made us feel that, although we have made our mistakes, nevertheless we must have served the public well, and we insert this article in the hope that a few of our well-wishers may read it and understand that we appreciate and are grateful.

The minds of hundreds of our customers have gone back to the start of our business in our old Dearborn Street store, twenty years ago, and they have compared that to the amazing place we have now; they’ve done it in a way that almost makes it seem like it was their business[320] they were talking about instead of ours. It made us feel that, even though we’ve made our mistakes, we must have served the public well, and we’re sharing this article in the hope that a few of our supporters will read it and realize that we appreciate and are thankful for them.


Exercise 294

Books that will Suggest Topics for Talks

Books That Will Suggest Topics for Talks

Edwin Balmer, The Science of Advertising.
Francis Bellamy (ed), Effective Magazine Advertising.
Bridgewater, Howard, Advertising, or The Art of Making Known.
Calkins, E.E. and Holden, R., Modern Advertising.
Paul T. Cherington, Advertising as a Business Force.
Deland, L.F., Imagination in Business.
De Weese, Truman A., Advertising (The Business Man's Library, Vol. vii).
Edgar, Albert E., How to Advertise a Retail Store.
Fowler, N.C., Building Business.
Scott, W.D., The Theory of Advertising.

CHAPTER XIX

REAL ESTATE AND INSURANCE

Lands, buildings, and houses are called real property or real estate, and the business pertaining to them, the real estate business. Every one of us has more or less to do with this business. If we do not own property, we pay rent. Rent is the money paid for the use of a piece of land, or a building, or part of a building, and is usually paid at certain stated intervals of time—monthly, for example. The owner of the building is called the landlord; the one who rents, the tenant. Sometimes there is no condition as to how long a tenant shall remain in one place and pay rent, but, as a rule, the landlord requires the tenant to sign a lease. This is a contract between the landlord and the tenant, stating that in consideration of the landlord's furnishing the tenant a place in which to live with certain conveniences—such as heat, hot water, and other services—the tenant agrees to pay rent for a certain length of time, usually a year or more. If the tenant moves out before his lease expires and refuses to pay the rent, he breaks the contract and, as is usually the case when a contract is broken, a lawsuit may follow. In large cities where land is in some places very valuable, owners may not care to sell the property on which others wish to build, but lease it to the builders for a certain term of years, usually ninety-nine years.

Land, buildings, and houses are known as real property or real estate, and the industry related to them is the real estate business. Each of us interacts with this industry in some way. If we don't own property, we pay rent. Rent is the money paid for using a piece of land or a building, or part of a building, and it's typically paid at regular intervals—monthly, for instance. The owner of the building is called the landlord; the person renting is the tenant. Sometimes there’s no condition on how long a tenant can stay and pay rent, but generally, the landlord asks the tenant to sign a lease. This is a contract between the landlord and tenant, stating that in exchange for providing the tenant a place to live with certain amenities—like heat, hot water, and other services—the tenant agrees to pay rent for a specific period, usually a year or longer. If the tenant moves out before the lease ends and refuses to pay the rent, they break the contract, and as is often the case with contract breaches, a lawsuit may follow. In large cities where land can be very valuable, owners might prefer not to sell the property that others want to build on, but rather lease it to builders for a set number of years, typically ninety-nine years.

Suppose you no longer wish to pay rent, but to own the house in which you live. If you buy a piece of property from John Smith and pay him your money for it, you wish to be assured that after a few months John Smith will not[322] come to you and claim the property as his. To protect you John Smith gives you a deed to the property. A deed is a contract between the buyer and the seller of the property. It states that, in consideration of the buyer's paying a certain stipulated sum of money, the seller releases and conveys the property to the buyer. This deed shows that you now own the property. At the same time you should receive a clear title to the property; that is, you wish to be sure that no one else has a claim on the property. If John Smith guarantees that the title is clear, he gives you a warranty deed for the property, in which he will "warrant and defend the same against all lawful claims whatsoever." If, however, he simply turns over the property to you as it stands, he gives you a quitclaim deed, in which he relinquishes or quits all his interest in it. If you have no debts on the property, you own it in fee simple.

Suppose you no longer want to pay rent and wish to own the house you live in. If you buy a property from John Smith and pay him for it, you want to be sure that a few months later, John Smith won't come to you claiming the property is still his. To protect you, John Smith gives you a deed to the property. A deed is a contract between the buyer and the seller of the property. It states that in exchange for the buyer paying a specified amount of money, the seller releases and transfers the property to the buyer. This deed proves that you now own the property. At the same time, you should receive a clear title to the property; that is, you want to be certain that no one else has a claim to it. If John Smith confirms that the title is clear, he gives you a warranty deed for the property, in which he will "warrant and defend the same against all lawful claims whatsoever." If he just hands the property over to you as it is, he gives you a quitclaim deed, in which he gives up all his interest in it. If you have no debts on the property, you own it in fee simple.

Very often in buying property, the purchaser pays only a part of the purchase price himself, paying for the balance by borrowing the necessary amount from a third party. For example, if the house you bought from John Smith cost $6,000 and you had only $4,000, you would be forced to borrow the other $2,000 to pay John Smith. You would then go to your bank or to some person who had money to invest and would borrow the required amount, and to guarantee that you would pay the money back, you would give a mortgage on the property. A mortgage is a contract which states that, in consideration of one party's giving the second party a certain sum of money, the second party agrees to pay interest on that money at a stipulated rate, and at the end of a certain length of time agrees to pay the money back; and that, in case the second party does not pay back the amount at the end of the time, the first party is empowered to take possession of the property, to sell it, and to get the amount due him. This last procedure is called foreclosing the mortgage. It is a common practice to[323] mortgage property; almost all the property in a city is mortgaged.

Often when buying property, the buyer covers only part of the purchase price themselves, borrowing the rest from a third party. For example, if the house you bought from John Smith costs $6,000 and you only have $4,000, you would need to borrow the additional $2,000 to pay John Smith. You would then approach your bank or someone with money to invest and borrow the amount you need. To guarantee repayment, you would give a mortgage on the property. A mortgage is a contract that states that in exchange for one party lending a certain amount of money to the second party, the second party agrees to pay interest on that money at an agreed rate, and after a specified time, repay the principal amount. If the second party fails to repay the amount by the deadline, the first party has the right to take possession of the property, sell it, and recover the owed amount. This process is known as foreclosing the mortgage. It's common to[323] mortgage property; almost all properties in a city are mortgaged.

Some men and firms make a special business of transferring property, buying and selling it for others, making leases, and collecting rents. They are called real estate agents, and for their services get a commission, which is a certain percentage of the purchase or the selling price and a certain percentage of the amount of rent collected. This percentage varies according to whether the amount of money involved is large or small, the percentage being larger when small sums of money are involved than when large sums are involved.

Some people and companies specialize in transferring property, buying and selling it for others, creating leases, and collecting rent. They are known as real estate agents, and for their services, they earn a commission, which is a specific percentage of the buying or selling price and a certain percentage of the rent collected. This percentage changes based on whether the amount of money involved is large or small, with higher percentages for smaller amounts and lower percentages for larger amounts.


Exercise 295

Oral

1. What is a lease?

What’s a lease?

2. Explain why owners of valuable property lease it.

2. Explain why owners of valuable property rent it out.

3. What is a deed? Explain the two kinds.

3. What is a deed? Explain the two types.

4. What is meant by a clear title?

4. What does a clear title mean?

5. What is meant by fee simple?

5. What does fee simple mean?

6. Why is it important to be careful about the title?

6. Why is it important to be cautious about the title?

7. What is a mortgage?

What’s a mortgage?

8. Explain why property is often mortgaged. Does the mortgage benefit the owner? Explain.

8. Explain why people often take out mortgages on their property. Does the mortgage help the owner? Explain.

9. What is meant by foreclosing?

9. What does foreclosing mean?

10. What is an agent? How is he usually paid?

10. What is an agent? How are they typically paid?

11. Why do people employ real estate agents to take care of renting? To sell their property?

11. Why do people hire real estate agents to manage rentals? To sell their property?

12. Why is property near a railroad valuable? For what?

12. Why is property next to a railroad valuable? For what reason?

13. Why is a corner lot worth more than an inside lot?

13. Why is a corner lot more valuable than an interior lot?

14. Why is property on a car line more valuable than on a side street?

14. Why is property on a main road more valuable than on a side street?

15. What effect would the building of a new street car line have on the value of adjacent property? Why?

15. How would building a new streetcar line impact the value of nearby properties? Why?


Exercise 296

Oral

1. Suppose that you are a landlord and that in your lease no mention is made of giving your tenants janitor service, but you[324] yourself take care of the furnace. Other landlords in the block supply janitor service. After one of your tenants has moved in, he demands that the back porch be scrubbed once a week and the garbage emptied daily. What would you do? Consider the points for and against.

1. Imagine you’re a landlord and your lease doesn’t mention providing janitor service, but you[324] handle the furnace yourself. Other landlords in the area offer janitor service. After one of your tenants moves in, they ask for the back porch to be cleaned weekly and the garbage to be emptied every day. What would you do? Weigh the pros and cons.

2. Suppose some boys playing ball on the street break a plate glass window in the store you own. Would you expect your tenant to pay for repairs?

2. Imagine some boys playing ball on the street smash a plate glass window in the store you own. Would you expect your tenant to cover the repair costs?

Written

3. Write to Francis L. Russell, a real estate agent, asking his terms for collecting the rent of —— (tell the location of the house, the number of the tenants, and the rent you receive).

3. Write to Francis L. Russell, a real estate agent, asking for his terms for collecting the rent of —— (include the location of the house, the number of tenants, and the rent you receive).

4. As if you were Francis L. Russell write a reply, saying that you will undertake the collection for a commission of 5%.

4. As if you were Francis L. Russell, write a reply stating that you will take on the collection for a 5% commission.

5. Imagine you are a tenant in the same building. The kitchen sink cannot be used in your flat because of a stoppage in the plumbing. You have told the agent once. Write him (see 3) again, stating that unless he sends a plumber you will not pay your next month's rent. (Is there any reason for writing this, rather than telephoning it?)

5. Imagine you're a tenant in the same building. The kitchen sink in your apartment is unusable because the plumbing is clogged. You've already informed the agent once. Write to him (see 3) again, stating that unless he sends a plumber, you won’t pay your rent for next month. (Is there any reason to write this instead of just calling?)

6. The plumber has submitted a bill of $5.98 for the repairs suggested in (5). The agent writes to the landlord, enclosing a check for the rent that he has collected, less the amount of the plumber's bill and his commission.

6. The plumber has sent a bill for $5.98 for the repairs mentioned in (5). The agent writes to the landlord, including a check for the rent he has collected, subtracting the plumber's bill and his commission.

7. You are a lawyer. Write to the landlord, informing him that the mortgage which your client holds against the landlord's property expires in thirty days. Ask the landlord whether he expects to pay the money or whether he wishes a renewal of the loan for three years. Your client is willing to give such a renewal.

7. You are a lawyer. Write to the landlord, letting him know that the mortgage your client holds on the landlord's property is set to expire in thirty days. Ask the landlord if he plans to pay off the amount or if he wants to renew the loan for an additional three years. Your client is open to offering that renewal.

8. The landlord replies that he is enclosing $100 to pay the interest due on the mortgage and that he desires a renewal of the loan. If the lawyer will prepare the papers, he will come to sign them at the specified time. Write the letter.

8. The landlord responds that he is including $100 to cover the interest due on the mortgage and that he wants to renew the loan. If the lawyer can prepare the documents, he will come to sign them at the agreed time. Write the letter.

9. You are an insurance agent. Write to the landlord that the fire insurance on his property expires in sixty days. Ask him to allow you to write a new policy. Inform him that the rate now will be 3¾% instead of if 1¾% as it was formerly, because a garage has been erected one door north of his property. (Why should the rate be higher?)

9. You are an insurance agent. Write to the landlord that the fire insurance on his property will expire in sixty days. Ask him to let you write a new policy. Inform him that the new rate will be 3.75% instead of the previous 1.75%, because a garage has been built one door north of his property. (Why should the rate be higher?)

10. One of the tenants has paid no rent for two months. You decide that he never will be able to pay. As landlord you make[325] out and deliver to him a Five days' notice of removal. At the same time, you write a letter to your lawyer, explaining the state of affairs and asking him to take charge of enforcing the notice. (This means that if the tenant does not move, the case must come up in court. If it is decided in the landlord's favor, the tenant must move. If he refuses, the lawyer engages a constable to eject him.) Write the letter.

10. One of the tenants hasn't paid rent for two months. You decide that he probably won't be able to pay at all. As the landlord, you make[325] out and deliver a Five days' notice of removal to him. At the same time, you write a letter to your lawyer explaining the situation and asking him to handle enforcing the notice. (This means that if the tenant doesn't move, the case will go to court. If the court rules in the landlord's favor, the tenant has to leave. If he refuses, the lawyer will hire a constable to evict him.) Write the letter.

11. Francis L. Russell writes three short advertisements, offering for sale (1) a large 12 room residence, mortgage $6,000, price $15,000; (2) a 3 apartment building, clear, price $16,000; (3) a large 12 apartment building, mortgage $25,000, price $41,000, terms to suit. Where would you advertise? Write the advertisements.

11. Francis L. Russell writes three short ads, offering for sale (1) a spacious 12-room home, mortgage $6,000, asking $15,000; (2) a three-unit apartment building, no mortgage, asking $16,000; (3) a large 12-unit apartment building, mortgage $25,000, asking $41,000, terms available. Where would you advertise? Write the ads.

12. You get inquiries about all of the above. Write answers describing the buildings more fully, and make appointments with the writers to inspect the property.

12. You receive questions about everything mentioned above. Write detailed answers about the buildings and set up appointments with the people who wrote to check out the property.

13. A man is interested in the 12 flat building, but he has only $10,000. Offer him the property for $40,000 on these terms: $10,000 down, a first mortgage for $20,000 to run 10 years at 5%, and a second mortgage for $10,000 to run 5 years at 5½%, $2,000 to be paid each year with interest. Make it as attractive as possible. Tell him you will arrange for the mortgages.

13. A guy is interested in the 12-unit building, but he only has $10,000. Offer him the property for $40,000 under these terms: $10,000 down, a first mortgage of $20,000 for 10 years at 5%, and a second mortgage of $10,000 for 5 years at 5½%, with $2,000 to be paid each year plus interest. Make it sound as appealing as possible. Let him know you'll handle the mortgage arrangements.

14. (a) Write to your bank, the First National, and explain that, although the first mortgage on the 12 flat building for $25,000 still has 3 years to run, you would like to arrange for a 10 year mortgage for $20,000, if your prospective buyer takes the property. (b) Write to George R. Scott, who owns the building, offering him the second mortgage. Explain that although it is a second mortgage the fact that $2,000 of the principal is paid each year makes it attractive. (How would the owner benefit if the buyer failed to make his payments after 2 years?) Sign yourself Francis L. Russell.

14. (a) Write to your bank, First National, and explain that even though the first mortgage on the 12-unit building for $25,000 still has 3 years left, you want to set up a 10-year mortgage for $20,000 if your potential buyer decides to purchase the property. (b) Write to George R. Scott, the owner of the building, and offer him the second mortgage. Explain that even though it’s a second mortgage, the fact that $2,000 of the principal is paid off each year makes it appealing. (How would the owner benefit if the buyer stopped making payments after 2 years?) Sign it, Francis L. Russell.

15. You have put through the deal. Write to the new owner, offering to take care of the renting for a commission equal to 2½% of the amount collected.

15. You’ve finalized the deal. Write to the new owner, offering to handle the renting for a commission of 2.5% of the amount collected.


Exercise 297—Farm Lands

1. You own a large tract of land in the South, West, or Southwest. Choose your own locality. Prepare a pamphlet setting forth the advantages of this particular spot in a series of paragraphs: (1) scenery, (2) climate and healthfulness,[326] (3) crops, (4) profits from the crops, (5) price of labor, (6) chances for pleasure, e.g., hunting, fishing, etc., (7) transportation facilities, (8) price of the land. Use a firm name and address.

1. You own a large piece of land in the South, West, or Southwest. Pick your own location. Create a brochure highlighting the benefits of this specific area in a series of paragraphs: (1) scenery, (2) climate and health benefits, [326] (3) crops, (4) profits from the crops, (5) labor costs, (6) opportunities for enjoyment, like hunting, fishing, etc., (7) transportation options, (8) land price. Include a company name and address.

2. Arrange and punctuate:

Arrange and punctuate:

Nov. 1, 19— [For the introduction supply the same firm name used in (1)]. Gentlemen I have just returned from an extended trip through (the district spoken of above) with reference to the forty acres I purchased from you I desire to say that I am convinced that it will prove a paying investment I am so pleased that I shall certainly try to induce several of my friends to purchase near my site while on the property I carefully inspected the farm worked by Mr S R Jackson I must say what he is accomplishing the immense crop of vegetables and fruit he is marketing amazed me no doubt what he is doing I may do for I made sure by careful examination that the soil on my land is exactly like his you may depend upon it that within the next two months I shall move my family upon the land for I am eager to develop it sincerely yours F W Farrell

Nov. 1, 19— [For the introduction supply the same firm name used in (1)]. Gentlemen, I've just returned from an extended trip through (the district mentioned above) regarding the forty acres I bought from you. I want to say that I'm convinced it will be a profitable investment. I'm so pleased that I will definitely try to encourage several of my friends to buy land near mine. While I was on the property, I carefully checked out the farm operated by Mr. S.R. Jackson. I must say, I was amazed by what he is achieving with the huge crops of vegetables and fruit he is selling. No doubt, what he is doing, I can do too, since I confirmed through careful inspection that the soil on my land is exactly like his. You can count on it that within the next two months, I will move my family onto the land because I'm eager to develop it. Sincerely yours, F.W. Farrell

What advantage would there be in including such a letter as (2) in the booklet spoken of in (1)?

What would be the benefit of including a letter like (2) in the booklet mentioned in (1)?

3. To prove the possibilities of the land spoken of in (1), you intend to start a model farm. Advertise for a farmer. Your plan is to give him 60 acres to develop for himself, in return for which he shall demonstrate the possibilities of the land.

3. To demonstrate what the land mentioned in (1) can do, you plan to establish a model farm. Look for a farmer to hire. Your idea is to give him 60 acres to manage for himself, in exchange for showcasing the land's potential.

4. Write a letter applying for the position. You must have farming experience, some money, a knowledge of crops, and a good deal of enthusiasm.

4. Write a letter applying for the job. You need to have farming experience, some money, knowledge of crops, and a lot of enthusiasm.

5. Write an advertisement of your land for a big newspaper. Exploit its most striking features, especially the price. Study such advertisements before you write yours.

5. Write an ad for your land for a big newspaper. Highlight its most impressive features, especially the price. Look at similar ads before you write yours.

6. Reproduce a letter you received in answer to (5), asking for more information concerning the lands.

6. Write a letter you got in response to (5), asking for more details about the land.

7. Write the reply to (6). Say you are enclosing the[327] booklet spoken of in (1); tell of the model farm being established (3); and induce the inquirer to become a purchaser.

7. Write the response to (6). Mention that you are including the[327] booklet referred to in (1); discuss the model farm being set up in (3); and encourage the person asking to become a buyer.

8. Prepare a series of three follow-up letters to be sent out to prospective purchasers who write as in (6) but who do not answer your letter in (7). Make each letter set forth one of the following advantages of buying a piece of your land: (1) The profits from the crops are large; (2) The conditions are ideal—mention climate, water, neighbors, transportation; (3) It is a good investment, since the land will certainly rise in value—tell of other land in the neighborhood that has risen in value within the last year. Arrange the letters in the order that you think will be most effective.

8. Write a series of three follow-up letters to be sent to prospective buyers who respond like in (6) but don’t reply to your letter in (7). Each letter should highlight one of the following advantages of purchasing a piece of your land: (1) The profits from the crops are substantial; (2) The conditions are ideal—include details about the climate, water availability, neighbors, and transportation; (3) It’s a solid investment, as the land will definitely increase in value—share examples of other land in the area that has appreciated in value over the past year. Organize the letters in the order that you think will be the most effective.


Exercise 298
Topics for Investigation and Discussion

1. The cause of changes in city real estate values.

1. The reason behind shifts in city real estate values.

2. The price of downtown property in your town.

2. The cost of property in your town's downtown area.

3. The rise in property values in the last few years.

3. The increase in property values over the past few years.

4. The causes of the rise.

4. The reasons for the rise.

5. Stove heated or steam heated property—which is the better income producer?

5. Is a property that's stove heated better at generating income than one that's steam heated?

6. The Mortgage.—(a) Why people mortgage their property; (b) Why people loan money on mortgages.

6. The Mortgage.—(a) Why people put their property up as collateral for a loan; (b) Why people lend money secured by mortgages.

7. The increase in the total value of farm lands during the last ten years.

7. The rise in the overall value of farmlands over the past ten years.

8. The decrease in the value of farm lands in the East.

8. The decline in the value of farmland in the East.

9. The reasons for the growth of the West.

9. The reasons for the growth of the West.

10. Will the South be a new West?

10. Will the South become the new West?

11. The reclamation of swamp lands.

11. The recovery of swamp land.

12. The success of irrigation.

12. The success of irrigation.


Exercise 299—Insurance

An exposition of the subject of insurance is hardly in place here, especially as every one, to a certain extent at least, is acquainted with the fundamental reasons why insurance is purchased. The questions below should be used as a rudimentary review that will prepare for the letters that follow[328].

An explanation of insurance really isn’t necessary here, especially since everyone, to some degree at least, understands the basic reasons for buying insurance. The questions below should serve as a basic review to get ready for the upcoming letters[328].

Oral

1. What is the object of insurance?

1. What is the purpose of insurance?

2. What is meant by a policy?

2. What does a policy mean?

3. By the premium?

3. Is it by the premium?

4. By the beneficiary?

4. By the recipient?

5. By life insurance?

Get life insurance?

6. By fire insurance?

6. With fire insurance?

7. By accident insurance?

Accidental insurance?

8. By marine insurance?

8. Through marine insurance?

9. What is the difference between a straight life and a 20 year endowment policy?

9. What’s the difference between a straight life policy and a 20-year endowment policy?

10. Between the above and a 20 year pay policy?

10. What's the difference between the above and a 20-year pay policy?

11. Between the above and a term policy?

11. What’s the difference between that and a term policy?

12. Why is it that the mortgagee, and not the owner, holds the fire insurance policy? Why must the amount of insurance equal or exceed the amount of the mortgage?

12. Why is it that the lender, and not the property owner, holds the fire insurance policy? Why does the amount of insurance need to match or be greater than the mortgage amount?

Written

1. You are an insurance agent. A man came to your office to-day to inquire about a life insurance policy. Write him a letter, repeating what you told him, advocating his taking out a straight life policy.

1. You are an insurance agent. A man came to your office today to ask about a life insurance policy. Write him a letter, summarizing what you told him and encouraging him to get a straight life policy.

2. A new building has just been erected in your neighborhood. Write to the owner, soliciting him to let you write the fire insurance policy.

2. A new building has just been put up in your neighborhood. Write to the owner, asking him to let you handle the fire insurance policy.

3. Write to a man who rides downtown on the train every day. Convince him that he needs to take out an accident insurance policy. Point out that the premium is only $25 a year. If the man is injured he will receive $25 weekly; if he is killed by accident, his beneficiary will receive $5,000; if he is killed on a train or in an elevator, $10,000.

3. Write to a guy who commutes downtown on the train every day. Convince him that he should get an accident insurance policy. Mention that the premium is just $25 a year. If he gets injured, he'll receive $25 a week; if he dies in an accident, his beneficiary will get $5,000; if he dies on a train or in an elevator, it’ll be $10,000.

4. Write to one of your clients, informing him that the premium on his life insurance policy falls due in ten days.

4. Write to one of your clients, letting them know that the premium on their life insurance policy is due in ten days.

5. Write to another of your clients, informing him that the insurance on his property runs out in ten days. Inform him that, if he wishes the policy renewed, he should let you know at once and remit the premium.

5. Write to one of your clients and let him know that the insurance on his property will expire in ten days. Tell him that if he wants to renew the policy, he should contact you right away and send the premium.

6. From the client mentioned in (5) you receive a letter in which he explains that the paint store which formerly adjoined his property has been replaced by a grocery. He would like a[329] new policy at a lower rate. Reproduce the letter. A paint store is insured at the highest, or hazard, rate. The rate on property adjoining a paint store would also be very high.

6. From the client mentioned in (5), you receive a letter in which he explains that the paint store that used to be next to his property has been replaced by a grocery store. He would like a[329] new policy at a lower rate. Reproduce the letter. A paint store is insured at the highest, or hazard, rate. The rate on property next to a paint store would also be very high.

7. You investigate the matter and find that the facts are as stated in (6). Write your client, offering him a rate of 1½% and enclosing a bill for $45.

7. You look into the issue and find that the facts are as stated in (6). Write to your client, offering him a rate of 1.5% and including a bill for $45.

8. He replies that, since the risk of fire is now so much less, he wishes to take only $2,000 worth of insurance. He asks you to write such a policy, and he encloses his check for $30. Write the letter.

8. He responds that, since the likelihood of a fire is now much lower, he wants to only take out $2,000 in insurance. He asks you to draft that policy and includes his check for $30. Write the letter.

9. A man writes to you, saying that he wishes to take out an endowment policy for his fifteen year old daughter, who has already been examined. He wishes to give the insurance to her as a birthday present. He encloses a check for the premium and asks you to send the contract to her on her birthday (Name the date). Write the father's letter.

9. A man writes to you, saying that he wants to get an endowment policy for his fifteen-year-old daughter, who has already been examined. He would like to give the insurance to her as a birthday gift. He includes a check for the premium and asks you to send the contract to her on her birthday (Name the date). Write the father's letter.

10. Write a letter to accompany the birthday present. Remember you do not know the daughter.

10. Write a letter to go with the birthday gift. Keep in mind that you don't know the daughter.


Exercise 300

Write the following from dictation:

Please provide the text for me to modernize.

1
Must Reform Our Agriculture

The average yield of wheat in the United States for the five years ending in 1910 was eight-tenths of a bushel per acre more than in the five years ending in 1905, but it was less than four-tenths of a bushel more than for the ten ending in 1900. The average corn product for the ten years ending in 1910 was a little less than for the ten years ending in 1875. Thirty-five years had not advanced us a step. European countries—Great Britain, France, Germany—with inferior soils and less favorable climate produce crops practically double our own. In our studies of conservation we find no waste comparable, either in magnitude or importance, to this. The farm will fail, and the foundations of our prosperity be undermined, unless agriculture is reformed. The percentage of our people actively engaged in farming had fallen from 47.36 in 1870 to an estimated 32 in 1910. Every man on the farm to-day must produce food for two mouths against one forty years ago.

The average wheat yield in the United States for the five years ending in 1910 was 0.8 bushels per acre higher than in the five years ending in 1905, but it was less than 0.4 bushels more than for the ten years ending in 1900. The average corn production for the ten years ending in 1910 was slightly lower than for the ten years ending in 1875. In thirty-five years, we hadn’t made any progress. European countries—Great Britain, France, Germany—with poorer soils and less favorable climates grow crops that are almost double what we produce. In our conservation studies, we find no waste that compares, in either scale or significance, to this. Farming will fail, and the foundation of our prosperity will be undermined, unless we reform agriculture. The percentage of our population actively engaged in farming dropped from 47.36% in 1870 to an estimated 32% in 1910. Every person on the farm today has to produce food for two people compared to one forty years ago.

J. J. Hill.

2
The Farm Specials

One of the latest and most successful activities of the railroads is the practice of carrying knowledge of the best farming methods to the farmers by means of special trains equipped like agricultural colleges. These trains, bearing experts and all the equipment for exhibiting the new methods of agriculture, bring the knowledge to the farmers free, and the railroads are glad to give it, for every bit of knowledge comes back to them in a hundred fold profit in freight. In the summer eager audiences all over the country listen to the preaching of better methods and larger crops. Dozens of special trains travel through the agricultural regions disseminating information. The "Breakfast Bacon Special" has been run to encourage Iowa farmers to raise more hogs to take advantage of the high price of bacon. The Cotton Belt Route southwest of St. Louis runs the "Squealer Special" to prove to the Arkansas and Panhandle farmers the money-making advantages of blooded hogs over the razor-back variety. Down the Mississippi Valley the Illinois Central sends the "Boll Weevil Special" to conduct a campaign against that pest. The Harriman lines have six trains operating in California every year. In one year they visited more than seventy-five thousand people. Better farming specials run in practically every state south of the Ohio and Potomac and west of the Mississippi. The New York Central also has two trains in operation in New York.—The Business Almanac.

One of the newest and most successful initiatives by the railroads is taking knowledge of the best farming practices to farmers using special trains designed like agricultural colleges. These trains, staffed with experts and equipped to showcase new farming techniques, provide this knowledge to farmers at no cost, and the railroads are happy to do it because every bit of knowledge brings back a significant profit in freight. In the summer, enthusiastic audiences across the country listen to talks about better methods and bigger harvests. Dozens of special trains travel through farming areas sharing information. The "Breakfast Bacon Special" has been run to encourage Iowa farmers to raise more pigs to capitalize on the high price of bacon. The Cotton Belt Route, southwest of St. Louis, operates the "Squealer Special" to show Arkansas and Panhandle farmers the profit advantages of breeding quality hogs over the local razor-backs. Down the Mississippi Valley, the Illinois Central runs the "Boll Weevil Special" to lead a campaign against that pest. The Harriman lines operate six trains in California every year, reaching over seventy-five thousand people in one year. Better farming specials run in nearly every state south of the Ohio and Potomac and west of the Mississippi. The New York Central also operates two trains in New York.—The Business Almanac.


3

A large proportion of farmers give little or no attention to the selection of seed; yet it has been demonstrated that a careful selection would add hundreds of millions of dollars to the total value of the crops. If, for example, a variety of wheat were developed capable of producing one more kernel to the head, it would mean an addition, so Burbank says, of 15,000,000 bushels to our average wheat crop. It is possible, however, to do even more than this. At the Minnesota station a variety, selected for ten years according to a definite principle, yielded twenty-five per cent more than the parent variety. Applied to our average crop, that increase would amount to 185,000,000 bushels, worth about $140,000,000. As for corn, it has been officially stated that[331] our average yield could easily be doubled. After exhaustive experiments the Department of Agriculture says that by merely testing individual ears of seed corn and rejecting those of low vitality an average yield of nearly fourteen per cent could be secured, adding about $200,000,000 to the value of the crop. Does scientific seed selection seem worth while?—The Wall Street Journal.

A large number of farmers pay little or no attention to selecting seeds; however, it's been proven that careful selection could add hundreds of millions of dollars to the overall value of the crops. For instance, if a type of wheat were developed that could produce just one more kernel per head, it would mean an increase, as Burbank says, of 15,000,000 bushels to our average wheat crop. But it’s even possible to achieve more than that. At the Minnesota station, a variety selected over ten years based on a specific principle yielded twenty-five percent more than the original variety. If applied to our average crop, that increase would lead to 185,000,000 bushels, worth around $140,000,000. As for corn, it has been officially stated that [331] our average yield could easily be doubled. After thorough experiments, the Department of Agriculture claims that by simply testing individual ears of seed corn and discarding those with low vitality, an average yield increase of nearly fourteen percent could be achieved, adding about $200,000,000 to the value of the crop. Does scientific seed selection seem worthwhile?—The Wall Street Journal.


CHAPTER XX

BANKING

Imagine that you are a druggist in a small town. Suppose that a woman comes in to buy two ounces of camphor and in exchange gives you three eggs. In a few moments, perhaps, a man enters to buy a safety razor and brings with him wheat enough to pay the bill. Another, again, wishes to trade a turkey for a fountain pen. You can readily see the inconvenience to which you would be put in such exchange of actual commodities; yet this was the method used in primitive times, a method called barter.

Imagine that you are a pharmacist in a small town. Let's say a woman comes in to buy two ounces of camphor and offers you three eggs in return. After a little while, a man walks in to buy a safety razor and brings enough wheat to cover the cost. Another person wants to trade a turkey for a fountain pen. You can easily see how inconvenient this exchange of actual goods would be, but this was the method used in ancient times, called barter.

To overcome the inconvenience of barter, as civilization advanced, it became necessary to establish a common medium of exchange, which could be accepted for anything one had to sell and with which one could buy anything he wished. This is what we call money. To meet the requirements, money must not be bulky, must be durable, and must not readily change in value. In civilized countries gold and silver are the bases of exchange.

To solve the issues of bartering, as society progressed, it became essential to create a common medium of exchange that could be accepted for anything someone wanted to sell and could be used to buy anything they desired. This is what we call money. To fulfill these needs, money should be lightweight, long-lasting, and should not easily fluctuate in value. In developed countries, gold and silver serve as the foundation of exchange.

But gold and silver are heavy and inconvenient to carry about in large, or for that matter in small, quantities, and for convenience the following kinds of paper money have been established:

But gold and silver are heavy and difficult to carry around in large amounts, or even in small ones, and for convenience, the following types of paper money have been created:

1. Gold Certificates are issued with the government's guarantee that there is gold deposited in the Treasury equal to the amount of the face of the bill. At any time the one holding such a bill may demand of the Treasury that he receive gold for it.

1. Gold Certificates are issued with the government's promise that there is gold stored in the Treasury equivalent to the value of the bill. At any time, the person holding such a bill can request the Treasury to exchange it for gold.

2. Silver Certificates are similar to gold certificates, except that silver is deposited in the Treasury instead of gold.[333]

2. Silver Certificates are like gold certificates, but instead of gold, silver is stored in the Treasury.[333]

3. United States Treasury Notes are promissory notes of the government to pay the sum indicated. They are not payable on demand.

3. United States Treasury Notes are government promissory notes that guarantee payment of the specified amount. They are not payable on demand.

4. National Bank Notes are promissory notes issued by the national banks and are payable on demand of the bearer. Before a national bank may issue such notes, it must own United States government bonds of at least the amount for which it issues notes. These bonds are held by the Treasurer of the United States as security that the bank will pay its notes. According to the Owen Glass Bill, passed in December of 1913, national bank notes may at the option of the banks be gradually withdrawn from circulation.

4. National Bank Notes are promissory notes issued by national banks and can be cashed in at any time by the bearer. Before a national bank can issue these notes, it must hold United States government bonds valued at least as much as the amount for which it issues notes. These bonds are kept by the Treasurer of the United States as a guarantee that the bank will honor its notes. According to the Owen Glass Bill, passed in December of 1913, national bank notes can be gradually taken out of circulation at the discretion of the banks.

Credit

Credit is a promise to pay at some future time for a thing which you receive now. Its use is probably as old as the practice of exchange and quite as important. The simplest and most extensive form of credit is "book" credit, such as you get at the grocer's or butcher's or at the department store. To explain a little more complex kind of credit: Suppose you owe Smith one hundred dollars. At the same time Smith owes Jones one hundred dollars. Because you owe Smith, he may give Jones an order to collect the money from you. With this order Jones may pay his lawyer, let us say. Perhaps the lawyer has bought a bill of goods from you. He pays you with the same order. You destroy the "note," and thus four actual transactions have been taken care of without the use of any money. The business institution which deals especially with credits is the bank.

Credit is a promise to pay for something you receive now at a later time. Its use is probably as old as trade itself and just as crucial. The most straightforward and widespread type of credit is "book" credit, like what you get from the grocery store, butcher, or department store. To explain a somewhat more complex form of credit: Imagine you owe Smith one hundred dollars. At the same time, Smith owes Jones one hundred dollars. Since you owe Smith, he might give Jones an order to collect the money from you. With this order, Jones can pay his lawyer, for example. Maybe the lawyer has purchased some goods from you. He pays you with the same order. You cancel the "note," and just like that, four actual transactions have been completed without any cash changing hands. The type of institution that specifically handles credits is the bank.

Banks

A bank which fulfills every banking function must have these three departments: (1) the commercial department, (2) the savings department, (3) the trust department. Some institutions specialize in one department more than in either[334] of the others, and thus, taking the name from their principal function, banks are known as follows: (i) commercial banks or banks of deposit, (2) savings banks, (3) trust companies.

A bank that provides all banking services must have these three departments: (1) the commercial department, (2) the savings department, and (3) the trust department. Some institutions focus more on one department than the others, and so, based on their main function, banks are categorized as follows: (i) commercial banks or deposit banks, (ii) savings banks, and (iii) trust companies.

Banks of Deposit
Deposit slip

Banks of deposit or commercial banks are business men's banks. Their two principal functions are (1) receiving money for safe-keeping on deposit, and (2) loaning money to business men at interest. The deposit function is based on confidence and credit. The business man takes his money to the bank not only because it is convenient for him to do so, but also because he has confidence that the money will be more carefully protected than if he kept it in his own possession. In depositing his money in the bank, the business man uses a deposit slip such as the one illustrated here. The teller puts down the amount in the bank book of the depositor, who is credited with that amount on the bank's books. He is entitled to draw just that much actual cash or that much credit in the form of checks. (See page 339.) Most firms do not deposit a sum of money and then promptly draw it out again in the form of checks to pay current liabilities, but maintain a fairly steady balance in the bank. On large average monthly balances most banks allow interest, varying from one per cent on balances[335] of one thousand dollars to three per cent on balances of ten thousand dollars or more.

Banks of deposit, or commercial banks, are banks for business people. Their two main functions are (1) accepting money for safekeeping and (2) lending money to business owners at interest. The deposit function relies on trust and credit. A business person deposits their money in the bank not just for convenience, but because they trust that it will be better protected there than if they kept it themselves. When depositing money, the business person uses a deposit slip like the one shown here. The teller records the amount in the depositor's bank book, crediting them with that amount on the bank's records. They can withdraw that much cash or use that amount as checks. (See page 339.) Most businesses don’t just deposit money and quickly withdraw it again to pay bills but usually keep a steady balance in the bank. For larger average monthly balances, most banks offer interest, ranging from one percent on balances of one thousand dollars to three percent on balances of ten thousand dollars or more.

Discount

Because a large bank has many depositors, the aggregate of all the balances makes a considerable sum of money. Bankers have learned by experience just what proportion of their deposits they can depend on to remain steadily on deposit as a balance, and thus they know what proportion of their deposits it is safe to use for the purpose of discount. The simplest case of the discount function is the discount of a promissory note. In the note shown in the illustration after ninety days John H. Blodgett will receive from Lucius Thomas five hundred dollars with interest. But perhaps Blodgett cannot wait ninety days for his money. In this case, he takes the note to his banker, who will pay him the five hundred dollars less a certain percentage or discount, which is the bank's profit on the transaction. The bank then collects the note when it becomes due.

Because a big bank has lots of depositors, the total of all the balances adds up to a considerable amount of money. Bankers have learned from experience how much of their deposits they can count on to stay in the bank as a balance, so they know what portion of their deposits is safe to use for the purpose of discount. The simplest example of the discount function is the discounting of a promissory note. In the note shown in the illustration, after ninety days John H. Blodgett will receive five hundred dollars plus interest from Lucius Thomas. But maybe Blodgett can't wait ninety days for his money. In that case, he takes the note to his banker, who will pay him the five hundred dollars minus a certain percentage as a discount, which is the bank's profit on the transaction. The bank then collects the note when it comes due.

Promissory Note Promissory Note

Collateral

Instead of cashing a note held by one of its customers, the bank may itself loan money at interest for a short period of thirty, sixty, or ninety days, taking the note of the business[336] man to whom the money is loaned. In most cases, however, unless the bank knows the business man well, a certain amount of collateral is demanded as an assurance that the borrower will pay the loan when it becomes due. The amount of collateral deposited with the bank is usually 10% to 25% in excess of the amount loaned, and it may take the form of stocks or bonds; mortgages on real estate; liens on stock, fixtures, or personal property; or warehouse receipts. When the amount borrowed is paid, the collateral is returned; if it is not paid within a reasonable time, the collateral is sold, and the amount loaned, with interest to date, is taken from the proceeds.

Instead of cashing a note from one of its customers, the bank may choose to lend money at interest for a short period of thirty, sixty, or ninety days, taking the note of the business owner who receives the loan. However, unless the bank knows the business owner well, it typically requires a certain amount of collateral as assurance that the borrower will repay the loan when it’s due. The amount of collateral deposited with the bank is usually 10% to 25% more than the amount loaned, and it can be in the form of stocks or bonds; mortgages on real estate; liens on stock, fixtures, or personal property; or warehouse receipts. When the borrowed amount is repaid, the collateral is returned; if it isn’t repaid within a reasonable time, the collateral is sold, and the loan amount, plus interest up to that date, is deducted from the proceeds.

There are, of course, other functions of banks of deposit practised quite generally by all banks, and these will be explained later. The functions just described, however, distinguish banks of deposit in a general way from the other two classes.

There are, of course, other functions of deposit banks that are commonly practiced by all banks, and these will be explained later. The functions just described, however, generally differentiate deposit banks from the other two types.

Savings Banks

A savings bank accepts from its depositors small amounts of money which are not subject to withdrawal by check, but on which it pays a low rate of interest. As a general rule, an account may be opened with one dollar; and when the initial deposit is made, the depositor is furnished with a pass book, similar to the bank book, in which further deposits, interest credits, and withdrawals are recorded. Interest is compounded every four or six months, and money must, as a general rule, remain on deposit until an interest payment date before the depositor receives any interest on it. The usual rate of interest is three per cent, although four is often paid. Frequently, before banks allow deposits to be withdrawn, they demand a certain number of days' notice, usually thirty. It is well to investigate the conditions under which the depositor places his money in the safe-keeping of the bank, because the withdrawal requirements are often[337] stringent. Because of the stability of this class of deposit, banks are always anxious to increase their savings accounts, as a large proportion of the funds may be used for loans.

A savings bank accepts small amounts of money from its depositors, which can't be withdrawn by check, but it pays a low interest rate on these funds. Generally, you can open an account with just one dollar, and once you make the initial deposit, you'll get a passbook, similar to a bank book, to keep track of additional deposits, interest credits, and withdrawals. Interest is compounded every four to six months, and typically, the money must stay in the account until an interest payment date before you can earn any interest on it. The usual interest rate is three percent, although four percent is often offered. Often, before you can withdraw your deposits, banks will require a notice period, usually thirty days. It's important to check the conditions under which you're placing your money in the bank's care, as the withdrawal requirements can be quite strict. Because these deposits are stable, banks are keen to increase their savings accounts, as a significant portion of these funds can be used for loans.

A form of the savings bank established in the United States in 1911 is the postal savings bank, in which the post-office is made the depository for savings. The post-office in the town deposits its funds in the local national or state bank, which, as security for safe-keeping, must deposit with the Treasurer of the United States bonds at least equal in value to the amount of savings deposited in the bank. Postal savings banks are practically absolutely safe, because, if the bank which takes care of the funds should fail, the bonds may be sold, so that the savers will receive their money. From deposits made in the postal savings bank, the return to the depositor is only two per cent, whereas the return from deposits made in the bank's own savings department is three, three and a half, and sometimes four per cent.

A type of savings bank set up in the United States in 1911 is the postal savings bank, where the post office acts as a safe place for savings. The local post office deposits its funds into a nearby national or state bank, which, to ensure security, has to put bonds with the Treasurer of the United States that are at least equal in value to the amount of savings deposited. Postal savings banks are almost entirely safe because if the bank managing the funds fails, the bonds can be sold, ensuring that savers get their money back. Depositors in the postal savings bank earn only two percent, while those who deposit in the bank's own savings department can earn three, three and a half, and sometimes four percent.

Trust Companies
The Richards' Baby Stocking Fund

A miner named Richards was killed in an accident in an Alaska mine. Among his possessions were found a number of letters and a baby stocking containing a little gold dust. The letters told that Richards had a little six-year-old daughter, who was now left destitute. The rough miners made up a fund of $2,500 in gold dust, depositing it with the United States Commissioner of the Territory of Alaska, to be held by him until the proper disposition of it could be made. A committee was appointed, who agreed that one hundred dollars a year for ten years should be used to give the child a common school education, and then five hundred dollars each year to give her a college education. A legal guardian was appointed, and the Kansas City Trust Company asked to act as co-guardian to invest the money and make the required remittances. The funds were first deposited by the commissioner in a bank in Portland, which sent them to the Kansas City Trust Company. Correspondence was of course carried on at the same time, the Kansas City Trust Company agreeing to accept the trust without[338] remuneration. They have invested the money in five per cent bonds, thus increasing the fund yearly.

A miner named Richards was killed in an accident in an Alaskan mine. Among his belongings, they found several letters and a baby stocking with some gold dust. The letters revealed that Richards had a six-year-old daughter, who was now left in poverty. The local miners pooled together a fund of $2,500 in gold dust, which they gave to the United States Commissioner of the Territory of Alaska to hold until it could be properly distributed. A committee was formed and decided that $100 a year for ten years would be set aside for the girl's basic education, and then $500 each year for her college education. A legal guardian was appointed, and the Kansas City Trust Company was asked to act as co-guardian to invest the funds and manage the necessary payments. The commissioner first deposited the funds in a bank in Portland, which then sent them to the Kansas City Trust Company. They communicated regularly, with the Kansas City Trust Company agreeing to take on the trust without[338] any payment. They have invested the money in five percent bonds, steadily increasing the fund each year.

This is called a trust because the money is entrusted for safe-keeping and investment to the bank, which is called the trustee. A bank may also become the trustee for property left at the death of a person, both when there is a will and when there is none. When there is no will and the bank takes charge of the affairs of the deceased, the bank is called the administrator; when there is a will, the executor. Another important function of the trust company is acting as receiver for a company which has failed; that is, adjusting the company's affairs in the way fairest both to the stockholders and to the company's creditors. The trust company often acts, also, as agent for its clients' property, performing the same duties as a real estate agent.

This is called a trust because the money is given to the bank for safekeeping and investment, and the bank is known as the trustee. A bank can also be the trustee for property left after someone passes away, whether there is a will or not. When there isn't a will and the bank manages the deceased's affairs, the bank is referred to as the administrator; when there is a will, it is called the executor. Another key role of the trust company is to serve as a receiver for a failed company, which means managing the company's affairs in a way that is fair to both the stockholders and the company's creditors. The trust company also often acts as an agent for its clients' property, performing the same duties as a real estate agent.

Form of Remittance

Banks as a class are distinguished one from the other according as they specialize in one or more of the functions described above. However, there are certain services that all banks perform and certain facilities that they all offer in connection with the payment of money from one person to another. These concern the forms of remittance.

Banks, as a group, differ from each other based on whether they focus on one or more of the functions mentioned above. However, there are specific services that all banks provide and certain features they all offer related to transferring money from one person to another. These pertain to the methods of remittance.

If you have studied business arithmetic or bookkeeping, you very likely know the definite forms that are used. At all events, you know that currency should never go through the mails. The following is a brief review of the more important forms that may be used. Study the illustrations carefully, noticing particularly the similarity of form in all. Uniformity in such matters is desirable because it saves time as well as misunderstandings. The forms we shall consider are:

If you’ve studied business math or accounting, you probably know the specific forms that are used. In any case, you understand that money should never be sent through the mail. Here’s a quick overview of the key forms that can be used. Examine the examples closely, paying special attention to the similarities in their structure. Consistency in these matters is important because it saves time and reduces confusion. The forms we will look at include:

1. The check
Personal
b. Verified
[339]2. The money order
a. Share
b. Mail
3. The bank draft
4. The time draft
5. The sight draft

Check.—A check is a written order on a bank, signed by a depositor, directing the bank to pay a certain person a certain sum of money. When the bank pays the order, it deducts the amount from the depositor's account. The one who signs the check is called the drawer or maker; the person to whom or to whose order a check is made payable is called the payee; the bank on which a check is drawn is called the drawee.

Check.—A check is a written request to a bank, signed by the account holder, instructing the bank to pay a specific person a specific amount of money. When the bank fulfills the request, it deducts the amount from the account holder's account. The person who signs the check is called the drawer or maker; the person to whom the check is made payable is called the payee; and the bank on which the check is drawn is called the drawee.

Check and Stub Check and Stub

Of course, before you could write a check for one hundred dollars, you must have deposited at least one hundred dollars in the bank on which the check is drawn. The bank supplies you with a check book, consisting of blank checks, each attached to a stub. When you write a check, you put the same information on the stub to be kept for reference. Then you tear off the check through the perforated line, using it to pay for whatever you may have purchased.

Of course, before you can write a check for one hundred dollars, you need to have deposited at least one hundred dollars in the bank where the check is drawn. The bank gives you a checkbook, which includes blank checks, each attached to a stub. When you write a check, you record the same information on the stub for your records. Then you tear off the check along the perforated line, using it to pay for whatever you bought.

Certified Check.—Suppose, however, that you are writing this check to pay a debt to a stranger who lives in another[340] city. He may hesitate to accept it as money. That he may have no cause to doubt your ability to pay the check, you take it to your bank to have the cashier investigate your account. If he finds that you have sufficient funds, he writes or stamps Accepted or Certified on the check and signs his name. At the same time the amount of the check is deducted from your account. Such a check is accepted without question when the holder is properly identified.

Certified Check.—Now, imagine you're writing this check to settle a debt with someone you don't know who lives in another[340] city. They might be hesitant to take it as payment. To reassure them that you can cover the check, you take it to your bank so the cashier can check your account. If they see that you have enough funds, they write or stamp Accepted or Certified on the check and sign their name. At the same time, the amount of the check is taken out of your account. This kind of check is accepted without any issues as long as the holder is properly verified.

Endorsement.—If A gives you his check for twenty-five dollars, you could not receive the money until you had endorsed the check; that is, put your name on the back, which is, in effect, giving a receipt for the money. You may do this in various ways. You may endorse:

Endorsement.—If A gives you his check for twenty-five dollars, you can't access the money until you've endorsed the check; that is, signed your name on the back, which essentially acts as a receipt for the money. You can do this in different ways. You can endorse:

1. In blank; that is, merely write your name across the back.

1. In blank; that is, just write your name on the back.

2. In full, by saying, "Pay to the order of ——" and signing your name.

2. To complete it, write "Pay to the order of ——" and sign your name.

3. By restricting the payment to a particular person; as, "Pay to ——" This check cannot now be cashed by anyone except the one named in the endorsement.

3. By limiting the payment to a specific person; for example, "Pay to ——" This check can now only be cashed by the person whose name is on the endorsement.

Express Money Order Express Money Transfer

Express Money Order.—An express money order is much like a check, except that it is drawn on an express company instead of on a bank and reads, for example: Continental Express Company agrees to transmit and pay to the order[341] of —— (the one to whom you are sending the money) —— (the amount). The order is signed by the treasurer of the company and countersigned by the agent who sells it. You can buy such an order at any express office. It may be endorsed like a check.

Express Money Order.—An express money order is similar to a check, but instead of being drawn on a bank, it's issued by an express company. It states, for example: Continental Express Company agrees to transmit and pay to the order[341] of —— (the person you’re sending the money to) —— (the amount). The order is signed by the company’s treasurer and countersigned by the agent who sells it. You can purchase this kind of order at any express office. It can be endorsed just like a check.

Postal Money Order Money Order

Postal Money Order.—The other form of money order, the postal, is an agreement signed by the postmaster of one city that the postmaster of another city will pay the amount of money named in the order to the person named in the order.

Postal Money Order.—The other type of money order, the postal one, is an agreement signed by the postmaster in one city stating that the postmaster in another city will pay the amount specified in the order to the person mentioned in the order.

Bank Draft.—A bank draft is very much like a check, except that instead of two individuals dealing with each other two banks conduct the transaction, their places of business being in different cities or villages. A bank draft is sometimes called a bank check, because in the case of both a draft and a check one party draws upon another with whom the first has funds deposited. As a general rule, banks and business houses require that remittances be sent to them by drafts drawn on New York or Chicago banks, as there is a charge called exchange made in the collection of checks drawn on local banks.

Bank Draft.—A bank draft is similar to a check, but instead of two individuals interacting, it's two banks handling the transaction, often in different cities or towns. A bank draft is sometimes referred to as a bank check since, in both cases, one party draws from another with whom they have funds deposited. Generally, banks and businesses prefer remittances to be sent via drafts from New York or Chicago banks, as there’s a fee known as exchange when collecting checks from local banks.

In the draft that follows, the State Bank of Utah, of which Henry T. McEwan is Assistant Cashier, makes out the draft. The bank which is ordered to pay the money is the[342] National Park Bank of New York. The money is to be paid to Henry L. Fowler. The State Bank of Utah is called the drawer; the National Park Bank of New York, on whom the draft is drawn, is the drawee; Henry L. Fowler is the payee.

In the draft that follows, the State Bank of Utah, where Henry T. McEwan is the Assistant Cashier, issues the draft. The bank required to pay the money is the[342] National Park Bank of New York. The payment is made to Henry L. Fowler. The State Bank of Utah is referred to as the drawer; the National Park Bank of New York, on which the draft is drawn, is the drawee; and Henry L. Fowler is the payee.

Bank Draft Bank Transfer
Support Endorsement

The payment indicated above was probably made without actually sending the money from Salt Lake City to New York. It was done in this way:

The payment mentioned above was likely completed without physically transferring the money from Salt Lake City to New York. It was done like this:

Henry L. Fowler of Salt Lake City owes one hundred dollars to a man living in an Eastern city, let us say Charles Emery of Rochester, N. Y. Mr. Fowler goes to the State Bank of Utah in Salt Lake City and "buys a draft on New York," made payable to himself. The bank makes out the above, charging Mr. Fowler one hundred dollars plus a fraction of one per cent for its trouble. Mr. Fowler endorses it in full to Mr. Emery of Rochester and sends the draft to the latter. He has the draft made payable to himself so that the[343] endorsement will constitute a full record of the transaction. Mr. Emery takes the draft to his own bank in Rochester, endorses it in blank, and receives the one hundred dollars. Thus Mr. Fowler has paid out the money and Mr. Emery has received it.

Henry L. Fowler from Salt Lake City owes one hundred dollars to a guy living in an Eastern city, let's say Charles Emery from Rochester, NY. Mr. Fowler goes to the State Bank of Utah in Salt Lake City and "buys a draft on New York," made out to himself. The bank issues the draft, charging Mr. Fowler one hundred dollars plus a small fee for their service. Mr. Fowler endorses it completely to Mr. Emery in Rochester and sends the draft to him. He has the draft made out to himself so that the [343] endorsement serves as a complete record of the transaction. Mr. Emery takes the draft to his own bank in Rochester, endorses it in blank, and receives the one hundred dollars. So, Mr. Fowler has paid the money, and Mr. Emery has received it.

The way the banks conduct the transaction is as follows: There are certain big money centers in the country; e.g., New York, Chicago, St. Louis, San Francisco. Important banks in other places have money on deposit in at least one bank in each of these centers. The banks which thus deal with one another are called correspondents. The National Park Bank is the correspondent of the State Bank of Utah. When Mr. Emery cashes the draft at his Rochester bank, the latter sends it to its New York correspondent, and at the same time charges the correspondent one hundred dollars. The correspondent presents the draft to the National Park Bank, which pays the money and charges the same amount to the State Bank of Utah. Explain how this settles the transaction.

The way the banks handle the transaction is as follows: There are major financial centers in the country, like New York, Chicago, St. Louis, and San Francisco. Important banks in other locations have money deposited in at least one bank in each of these centers. The banks that deal with each other are called correspondents. The National Park Bank is the correspondent for the State Bank of Utah. When Mr. Emery cashes the draft at his Rochester bank, that bank sends it to its New York correspondent and simultaneously charges the correspondent one hundred dollars. The correspondent presents the draft to the National Park Bank, which pays the money and charges the same amount to the State Bank of Utah. This process settles the transaction.

Time Draft.—A time draft is much like a bank draft, in that two banks conduct the principal part of the transaction for two individuals, but no money is actually paid at the time the draft is drawn. The details of a transaction of this kind are explained on the following page.

Time Draft.—A time draft is similar to a bank draft, where two banks handle the main part of the transaction for two individuals, but no money is actually exchanged when the draft is created. The specifics of this type of transaction are explained on the following page.

Time Draft Time Draft

Horace Prang of 1008 Elm Street, Columbus, Ohio, owes Loetzer & Co. five hundred dollars, due August 27, 1915. Loetzer & Co. make out the draft above and deposit it in the Bank of Buffalo. The latter sends the draft to its correspondent in Columbus, which presents the draft to Horace Prang. If he is willing to pay the note when it falls due, he writes across the face of it, "Accepted" adds the date, and signs his name. It is now returned to the Bank of Buffalo. The Bank of Buffalo will then discount the draft for Loetzer & Co.

Horace Prang of 1008 Elm Street, Columbus, Ohio, owes Loetzer & Co. five hundred dollars, due on August 27, 1915. Loetzer & Co. prepares the draft above and deposits it in the Bank of Buffalo. The bank sends the draft to its correspondent in Columbus, who presents it to Horace Prang. If he is willing to pay the note when it’s due, he writes "Accepted" across the front, adds the date, and signs his name. It is then returned to the Bank of Buffalo. The Bank of Buffalo will discount the draft for Loetzer & Co.

Sight Draft.—A sight draft is much like a time draft, except that the amount is paid by the person on whom it is drawn as soon as it is presented, instead of after a stipulated length of time.

Sight Draft.—A sight draft is similar to a time draft, but the amount is paid by the person it’s drawn on as soon as it’s presented, rather than after a set period of time.

Sight Draft Sight Draft

Suppose the Empire Elevator Co. of Buffalo has sold $420 worth of grain to the Smith Milling Co. of Springfield, Mass. When the grain is loaded on the cars, the railroad company gives the Empire Elevator Co. a bill of lading. Now, the Smith Milling Co. must possess this bill of lading before it can take the grain from the cars at Springfield. The Empire Elevator Co. deposits the bill of lading with the above draft in the Marine National Bank of Buffalo. This bank sends both to its correspondent in Springfield. The Springfield bank presents the draft to the Smith Milling Co., who may take[345] the grain from the cars on payment of the draft. In case of non-payment, both draft and bill of lading are returned to the Marine National Bank of Buffalo, and the Empire Elevator Co. must make arrangements for the return or the disposal of the grain.

Suppose the Empire Elevator Co. from Buffalo has sold $420 worth of grain to the Smith Milling Co. in Springfield, Mass. Once the grain is loaded onto the train cars, the railroad company gives the Empire Elevator Co. a bill of lading. Now, the Smith Milling Co. needs this bill of lading to pick up the grain from the cars in Springfield. The Empire Elevator Co. deposits the bill of lading along with the draft at the Marine National Bank in Buffalo. This bank sends both to its partner bank in Springfield. The Springfield bank presents the draft to the Smith Milling Co., which can then take the grain from the cars upon payment of the draft. If payment isn’t made, both the draft and the bill of lading are returned to the Marine National Bank in Buffalo, and the Empire Elevator Co. will need to arrange for the return or disposal of the grain.


Exercise 301

1. F. R. Thompson, sales manager of the New York Trust and Savings Bank, sends a circular letter to a number of banks, saying that he is enclosing a booklet that describes a number of bonds suitable for the security of postal savings deposits, the legality of which has been carefully investigated. In his letter he mentions especially Omaha, Nebraska, School 4½% bonds, price to net 4.40%; Seattle, Washington, Harbor 5% bonds, price to net 4½%; and Hoquiam, Washington, Bridge 5½% bonds, price to net 5%. Reproduce the letter, addressing it to W. W. Fallows, Cashier of the Mercantile National Bank of Pueblo, Colorado.

1. F. R. Thompson, sales manager of the New York Trust and Savings Bank, is sending a circular letter to several banks, stating that he’s including a booklet that outlines various bonds that are suitable for securing postal savings deposits, the legality of which has been thoroughly checked. In his letter, he particularly highlights Omaha, Nebraska, School 4½% bonds, priced to yield 4.40%; Seattle, Washington, Harbor 5% bonds, priced to yield 4½%; and Hoquiam, Washington, Bridge 5½% bonds, priced to yield 5%. Here’s the letter addressed to W. W. Fallows, Cashier of the Mercantile National Bank of Pueblo, Colorado.

2. Mr. Fallows answers, saying that his knowledge of the postal savings law is vague and that he would be glad if Mr. Thompson would give him definite information on the subject.

2. Mr. Fallows responds, stating that his understanding of the postal savings law is unclear and that he would appreciate it if Mr. Thompson could provide him with specific information on the topic.

3. Mr. Thompson replies that he is enclosing a copy of the postal savings law. He assures Mr. Fallows that he can serve the latter both in buying the proper securities and in depositing them with the Treasurer of the United States. Application for such deposits must be made by the bank itself. Mr. Thompson will gladly inform him if Mr. Fallows does not know the steps to be taken or the report to be submitted.

3. Mr. Thompson replies that he's enclosing a copy of the postal savings law. He assures Mr. Fallows that he can help him both in purchasing the right securities and in depositing them with the Treasurer of the United States. The bank itself must make the application for these deposits. Mr. Thompson will gladly let him know if Mr. Fallows doesn't understand the steps to take or the report that needs to be submitted.

4. Punctuate, using a letterhead:

4. Punctuate with a letterhead:

Mercantile Trust Company New York City Dec 2 19— manager the bank of Scotland 3c bishop E C London England dear sir we are sending you herewith advice of the issuance of our circular letter of credit No. 262 in favor of Miss Helen Jackson for 300 pounds sterling Miss Jackson is at present in Paris France and the letter of credit has been forwarded to Messrs Thomas Cooke and Son 1 Place de l'Opera Paris we have requested Messrs Thomas Cooke and Son to forward to you two specimens of Miss Jacksons signature which we have signed and forwarded to Messrs Thomas Cooke and Son for that purpose so that you may have these signatures before any drafts against the letter of credit are presented to you yours very truly James R Hudson treasurer.[346]

Mercantile Trust Company New York City Dec 2, 19— Manager The Bank of Scotland 3c Bishop E C London, England Dear Sir, We are sending you attached notice of the issuance of our circular letter of credit No. 262 in favor of Miss Helen Jackson for 300 pounds sterling. Miss Jackson is currently in Paris, France, and the letter of credit has been forwarded to Messrs Thomas Cooke and Son at 1 Place de l'Opera, Paris. We have asked Messrs Thomas Cooke and Son to send you two specimens of Miss Jackson's signature, which we have signed and forwarded to them for that purpose. This way, you will have these signatures before any drafts against the letter of credit are presented to you. Yours truly, James R Hudson Treasurer. [346]

What is a letter of credit? How did Miss Jackson get it?

What is a letter of credit? How did Miss Jackson obtain it?

The Bank of Scotland is the correspondent of the Mercantile Trust Company. Explain.

The Bank of Scotland is the partner bank for the Mercantile Trust Company. Explain.

Why should the New York bank forward Miss Jackson's signature?

Why should the New York bank send Miss Jackson's signature?

5. Write the letter that the Mercantile Trust Company sends to Messrs. Thomas Cooke and Son.

5. Write the letter that the Mercantile Trust Company sends to Thomas Cooke and Son.

6. Write the letter that Messrs. Thomas Cooke and Son send to the Bank of Scotland.

6. Write the letter that Thomas Cooke and Son send to the Bank of Scotland.

7. W. T. Randall, cashier of the Milwaukee Trust and Savings Bank, Milwaukee, Wis., writes a letter, the purpose of which is to secure savings accounts. A club of 500 members is to be formed. Each member is to buy a share by paying one dollar and to pay one dollar per week per share, the amount to draw interest at 3%. After forty-eight weeks he gets credit for fifty dollars per share, thus securing over 5% interest on his money. Make the offer attractive.

7. W. T. Randall, the cashier of the Milwaukee Trust and Savings Bank in Milwaukee, Wisconsin, writes a letter to promote savings accounts. A club of 500 members is being formed. Each member will purchase a share for one dollar and will contribute one dollar per week for each share, earning 3% interest on the total amount. After forty-eight weeks, they will receive credit for fifty dollars per share, effectively earning over 5% interest on their investment. Let's make this offer appealing.

8. Some time ago a bank in your city discounted a note held by George Carpenter, signed by Martin Kugerman. The note falls due in ten days. As cashier write to Mr. Kugerman, telling him that you hold the note and that you hope he will be able to remit on the day of maturity.

8. A while ago, a bank in your city discounted a note held by George Carpenter, which was signed by Martin Kugerman. The note is due in ten days. As cashier, write to Mr. Kugerman, letting him know that you have the note and that you hope he can make the payment on the due date.

9. Your bank loaned Clarence Wentworth $500 for ninety days, taking as security $700 worth of collateral. The note falls due in a week. Write to Mr. Wentworth, reminding him that the note falls due and asking him whether he wishes to pay it off or whether he wishes it extended.

9. Your bank lent Clarence Wentworth $500 for ninety days, taking $700 worth of collateral as security. The note is due in a week. Write to Mr. Wentworth, reminding him that the note is due and asking him if he wants to pay it off or if he would like an extension.

10. John Elsworth, who has an account with you, writes, saying that by registered mail he is sending you certificates of 20 shares Union Pacific common stock, 50 shares National Biscuit Co. preferred stock, 5 (bonds) American Telephone and Telegraph convertible 4½'s, 3 (bonds) New York and East River Gas Co. first mortgage 5's. He asks you to take care of them and collect dividends and interest when they are due, crediting them to his account.

10. John Elsworth, who has an account with you, writes to say that he is sending you by registered mail certificates for 20 shares of Union Pacific common stock, 50 shares of National Biscuit Co. preferred stock, 5 bonds of American Telephone and Telegraph convertible 4½'s, and 3 bonds of New York and East River Gas Co. first mortgage 5's. He asks that you take care of them and collect the dividends and interest when they are due, crediting them to his account.

11. Your correspondent, the First National Bank of Janesville, Wis., writes, asking you to forward by registered mail $5,000 in currency.

11. Your correspondent, the First National Bank of Janesville, Wis., is requesting that you send $5,000 in cash via registered mail.


Exercise 302

1. Mr. Henry Carroll of Wausau, Wis., writes to Mr. Randall (Exercise 301, 7), asking him to buy 10 shares of C. & N. W. R. R.[347] preferred stock at 134 or better. When they are bought, he adds, they can be sent through any bank in Wausau.

1. Mr. Henry Carroll of Wausau, WI, writes to Mr. Randall (Exercise 301, 7), asking him to buy 10 shares of C. & N. W. R. R.[347] preferred stock at 134 or better. Once they are purchased, he adds, they can be sent through any bank in Wausau.

2. Mr. Randall replies by sending the 10 shares of stock to the bank's correspondent in Wausau, the First National Bank, telling the latter to deliver them to Mr. Henry Carroll on payment of the enclosed draft for $1340 with exchange. Write the letter.

2. Mr. Randall responds by sending the 10 shares of stock to the bank's correspondent in Wausau, the First National Bank, instructing them to deliver them to Mr. Henry Carroll upon payment of the enclosed draft for $1340 plus exchange. Write the letter.

3. A dressmaker in South Bend, Ind., has applied to Marshall Field & Co., Retail, State and Washington Streets, Chicago, for a charge account. The department store makes inquiries concerning her at her bank, the Commercial and Savings Bank of South Bend. Write the letter.

3. A dressmaker in South Bend, Indiana, has applied for a charge account with Marshall Field & Co., located at State and Washington Streets in Chicago. The department store is checking her background with her bank, the Commercial and Savings Bank of South Bend. Write the letter.

4. The bank replies that she has maintained a small but steady balance, that she has never overdrawn her account, and that in their opinion her credit would be good up to $100 monthly. Write the letter.

4. The bank replies that she has kept a small but consistent balance, that she has never gone overdrawn on her account, and that they believe her credit would be good for up to $100 each month. Write the letter.

5. Theodore Buchanan of St. Louis sends Philip Newborg of your city a check for $100 with which he pays a debt to Charles Springer of Minneapolis. Springer endorses it and deposits it in the Security National Bank. The check is returned marked N.S.F., and the Security National Bank notifies Springer of the situation and of the fact that his account has been charged with $104, the amount of the draft plus expenses.

5. Theodore Buchanan from St. Louis sends Philip Newborg from your city a check for $100 to pay off a debt to Charles Springer in Minneapolis. Springer endorses the check and deposits it in the Security National Bank. The check bounces and is marked N.S.F., and the Security National Bank informs Springer about the situation, including that his account has been charged $104, which is the amount of the check plus fees.

6. One of the depositors of the Milwaukee Trust and Savings Bank brings to the Cashier a note which is about due, and asks the bank to collect it. The maker of the note is William T. Adams of Seattle. The Cashier writes to the bank's correspondent in Seattle, the Scandinavian American Bank, asking the latter to collect. Write the letter. (See Exercise 301, 7.)

6. One of the people who deposited money at the Milwaukee Trust and Savings Bank approaches the Cashier with a note that’s almost due and asks the bank to collect it. The person who issued the note is William T. Adams from Seattle. The Cashier writes to the bank's contact in Seattle, the Scandinavian American Bank, requesting them to collect it. Write the letter. (See Exercise 301, 7.)

7. The Scandinavian American bank writes to William T. Adams, telling him that it holds a note signed by him, due ——, and asking him to make prompt payment. Write the letter.

7. The Scandinavian American Bank is writing to William T. Adams to inform him that it has a note signed by him, due ——, and is requesting that he make prompt payment. Please write the letter.

8. Mr. Adams pays the note. The Seattle Bank notifies the Milwaukee Bank, enclosing a draft for the amount. Write the letter.

8. Mr. Adams pays the note. The Seattle Bank informs the Milwaukee Bank, including a draft for the amount. Write the letter.

9. See Exercise 301, 10. As John Elsworth's banker send the coupons for the American Telephone and Telegraph bonds to your correspondent in New York, the National City Bank, because the interest is payable in New York. Ask the bank to make the collection. Write the letter.

9. See Exercise 301, 10. Since John Elsworth's banker, send the coupons for the American Telephone and Telegraph bonds to your contact in New York, the National City Bank, because the interest is payable in New York. Ask the bank to handle the collection. Write the letter.

10. The National City Bank makes the collection and informs you by means of a printed form that it has credited you with the amount, $112.50. The form is just like a letter except that it is[348] already printed with blanks left for the name and the address and for itemizing the coupons collected. Write such a form.

10. The National City Bank handles the collection and notifies you with a printed form that it has credited you with the amount of $112.50. The form looks like a letter but is[348] already printed with spaces for the name, address, and for listing the coupons collected. Write a form like this.

11. One of your depositors has overdrawn his account. Notify him of the fact. Do this courteously so that the depositor may have no reason to withdraw his account.

11. One of your account holders has overdrafted their account. Inform them of this fact. Do so politely so that the account holder has no reason to close their account.

12. In your city there is a real estate dealer who often has large sums of money idle for a short time because, when he sells one piece of property, he does not always have another immediately in view. He is not a depositor in your bank. Write to him, inducing him to take out a Certificate of Deposit at such times and telling him that the advantages of such a certificate are that he will get 3% interest on the money deposited and that he may draw out the money at any time.

12. In your city, there's a real estate agent who often has large amounts of money sitting idle for a while because, when he sells one property, he doesn't always have another one lined up right away. He doesn't have an account at your bank. Write to him, encouraging him to open a Certificate of Deposit during those times and explaining that the benefits of such a certificate include earning 3% interest on the deposited money and the ability to withdraw the funds at any time.

13. One of your depositors has written to you, asking for a loan of $5,000 for nine months. Write to him, saying that it is not your practice to make time loans for definite periods longer than six months, as it is not a good plan thus to tie up your deposits. Explain that as most of a bank's deposits are payable on demand, you would suggest his taking out a demand loan for $5,000, payable on the demand of the bank. Under ordinary business conditions such a loan might easily run for nine months.

13. One of your depositors has contacted you, requesting a loan of $5,000 for nine months. Respond to him, stating that it’s not your policy to issue time loans for specific periods longer than six months, as it’s not a good idea to tie up your deposits like that. Explain that since most bank deposits are payable on demand, you recommend he take out a demand loan for $5,000, which would be payable whenever the bank asks for it. Typically, such a loan could easily extend for nine months under normal business conditions.

14. R. F. Marsden, President of the Truesdale Cotton Mill, Birmingham, Ala., has written to you, asking whether he can secure a loan next fall on the cotton in the mill as collateral. Reply that you feel certain that satisfactory arrangements could be made if the cotton were stored in an accredited warehouse, so that you could accept the warehouse receipt as collateral.

14. R. F. Marsden, President of the Truesdale Cotton Mill, Birmingham, Ala., has written to you, asking whether he can secure a loan next fall on the cotton in the mill as collateral. Reply that you feel certain that satisfactory arrangements could be made if the cotton were stored in an accredited warehouse, so that you could accept the warehouse receipt as collateral.


Exercise 303

Punctuate and paragraph the following letter, which explains one function of a trust company:

Punctuate and paragraph the following letter, which explains one function of a trust company:

Dear sir as you are one of our clients you are familiar with the reputation of this bank for sound banking and conservative investments you may not however be aware that we have a fully equipped trust department prepared to act in any of the numerous capacities in which the services of trust companies have proved of special value at this time we wish to call your particular attention to the service which this department is prepared to render as trustee under agreement it is natural that one who has accumulated property should desire to superintend or direct its disposition formerly this was done by will now however as the complex laws[349] of the various states frequently necessitate the payment of double or triple inheritance taxes it is becoming a more and more common practice for a man during his lifetime to administer his own estate so to speak this may be accomplished through the establishment of a trust with respect to either a part or all of one's property it can be accomplished not only with absolute safety to the donor but with entire secrecy as well the terms of the trust being regarded as absolutely confidential furthermore the donor has the satisfaction of disposing of his property during his lifetime in accordance with his desires the life of a trust company unlike that of any individual is of perpetual duration death does not interfere with its management of the trust estate its financial responsibility and the safeguards thrown around trust estates by the state laws insure the safety of a trust fund if you are interested in this subject let us discuss it with you either in person or by correspondence when this bank is named in a trust capacity no charge is made for service or advice in connection with the drafting of the trust instruments yours truly

Dear Sir, as one of our clients, you are familiar with this bank's reputation for sound banking and conservative investments. However, you may not be aware that we have a fully equipped trust department ready to assist in the many roles where trust companies have proven especially valuable. At this time, we want to highlight the service this department can provide as trustee under agreement. It’s natural for someone who has accumulated property to want to oversee or direct its distribution. In the past, this was done through a will, but now, due to complex laws in various states that often require double or triple inheritance taxes, more people are choosing to manage their estates while they are still alive, so to speak. This can be achieved by establishing a trust for part or all of one's property. It can be done with complete safety for the donor and total confidentiality, as the terms of the trust are considered fully confidential. Furthermore, the donor can arrange for the distribution of their property during their lifetime as they wish. A trust company, unlike any individual, has perpetual life; death does not interrupt its management of the trust estate. Its financial responsibility and the protective measures established by state laws ensure the safety of a trust fund. If you're interested in this topic, we would be happy to discuss it with you either in person or through correspondence. When this bank is named as a trustee, there is no charge for the services or advice related to drafting the trust documents. Yours truly.

Before writing the following, re-read The Richards' Baby Stocking Fund, page 337.

Before writing the following, re-read The Richards' Baby Stocking Fund, page 337.

1. Suppose that you were a newspaper correspondent in Alaska at the time Richards was killed. For your home paper write an account of the finding of the baby stocking. In what ways would this account differ from a magazine article on the same subject?

1. Imagine you were a newspaper reporter in Alaska when Richards was killed. For your local paper, write a report on finding the baby stocking. How would this report differ from a magazine article on the same topic?

2. As if you were the United States Commissioner of the Territory of Alaska, write to a Portland bank saying that you are sending the $2,500 to them, and asking them to put the funds in the care of a reliable trust company.

2. As if you were the United States Commissioner of the Territory of Alaska, write to a Portland bank saying that you are sending them $2,500, and ask them to place the funds in the care of a trustworthy trust company.

3. The Portland bank writes to the Kansas City Trust Company, asking if the latter will accept the trust. Write the letter.

3. The Portland bank writes to the Kansas City Trust Company, asking if they will accept the trust. Write the letter.

4. The Kansas City Trust Company replies that it will accept the trust without remuneration. Write the letter.

4. The Kansas City Trust Company responds that it will take on the trust without payment. Write the letter.

5. The Portland bank informs the United States Commissioner of the Territory of Alaska of the disposition of the funds. Write the letter.

5. The Portland bank notifies the United States Commissioner of the Territory of Alaska about what has happened with the funds. Write the letter.


Exercise 304

Topics for Investigation and Discussion

1. The Panic of 1907 and its lessons.
2. Banking reform ahead.
[350]Bank regulation by the government.
4. Unethical banks.
Clearinghouse certificates.
Postal savings banks.
7. The role of the clearing house.
8. The importance of banks in a community.
9. The transformation of real estate companies into banks.
10. The Owen Glass Currency Bill.

Exercise 305

Books that will Suggest Topics for Talks

Crocker, U.H., The Cause of Hard Times.
Fonda, Arthur J., Honest Money.
Gibbs, H.C., A Bimetallic Primer.
McAdams, Graham, An Alphabet in Finance.
Simon Newcomb, The A B C of Finance.
Norton, S.F., Ten Men of Money Island, or The Primer of Finance.
John Reeves, The Rothschilds: The Financial Rulers of Nations.
White, Horace, Money and Banking.

Exercise 306

Write the following from dictation:

Write this down.

1
The Daily Routine of the Clearing House

Each bank sends two clerks to the Clearing House: a delivering clerk and a settling clerk. There are three rows of seats running through the clearing room lengthwise, one in the center and one on each side parallel with it. The settling clerks occupy these seats and each one has a sufficient amount of desk room in front of him to do his work on, his space being separated from his neighbors' by a wire screen. The delivery clerks, with their packages of checks in separate envelopes, stand in the open space in front of the settling clerks. At two minutes before 10 o'clock the manager, whose station is an elevated open space at the extreme end of the room, strikes a bell.

Each bank sends two clerks to the Clearing House: a delivery clerk and a settling clerk. There are three rows of seats running through the clearing room lengthwise—one in the center and one on each side parallel to it. The settling clerks sit in these seats, each having enough desk space in front of them to work, separated from their neighbors by a wire screen. The delivery clerks, holding their packages of checks in separate envelopes, stand in the open space in front of the settling clerks. Two minutes before 10 o'clock, the manager, located in an elevated open area at the far end of the room, rings a bell.

The movement has all the precision of a military drill. When the second bell sounds, at exactly 10 o'clock, each delivery clerk takes one step forward, hands the proper package to the settling clerk of the bank next to him, drops the accompanying ticket showing the amount into an aperture like a letter box, and places[351] before the settling clerk his schedule, on which the latter places his initials. Thus the procession moves uninterruptedly until each delivery clerk has presented to each settling clerk the proper package and ticket. Usually this part of the operation is completed in ten minutes. Meanwhile the proof clerk, who occupies a desk near the manager, has entered the claims of each bank under the head "Bank Cr." on a broad sheet of paper.

The movement is as precise as a military drill. When the second bell rings at exactly 10 o'clock, each delivery clerk steps forward, hands the correct package to the settling clerk next to him, drops the accompanying ticket with the amount into a slot like a mailbox, and places[351] his schedule in front of the settling clerk, who adds his initials. This process continues smoothly until every delivery clerk has given each settling clerk the right package and ticket. Usually, this part of the operation wraps up in ten minutes. Meanwhile, the proof clerk, who sits at a desk close to the manager, has recorded the claims of each bank under "Bank Cr." on a large sheet of paper.

Inasmuch as the amount of each bank's claim against the Clearing House (entered under the head "Banks Cr.") is the sum of all the tickets which its delivery clerk has pushed into the letter boxes of the other banks, it follows that all the tickets of all the banks should equal all the entries under that head. The next step in the operation is for each settling clerk to arrange the amounts of all the tickets in his letter box in a column, add it up, and send the amount to the proof clerk, who transcribes and arranges it according to the bank's number under the head "Banks Dr.," so that the debit of Bank A shall be on the same line with its credit.

Since the total of each bank's claim against the Clearing House (listed under "Banks Cr.") is the sum of all the tickets that its delivery clerk has submitted to the other banks' letter boxes, it follows that the total tickets from all banks should equal the total entries under that heading. The next step for each settling clerk is to organize the amounts of all the tickets in their letter box into a column, add them up, and send the total to the proof clerk, who will record and organize it according to the bank's number under "Banks Dr.," ensuring that Bank A's debit aligns with its credit on the same line.

Then the difference between the two will show how much the bank owes the Clearing House or how much the Clearing House owes the bank. The time occupied by the settling clerks in arranging their tickets and adding up the columns is about half an hour. As fast as these footings are completed, they are sent to the proof clerk, who puts them in the debit column opposite the credits of the banks, respectively. When all are completed, if no error has been made, the footings of the credit and debit columns must be exactly equal and the footings of the two other columns, which show the differences, must be exactly equal. Then these differences are read off slowly and in a distinct tone by the manager, so that each settling clerk can write down the sum that his bank has to pay or to receive. As time is money at the Clearing House, a fine is exacted for every error and every delay in making footings, for every disobedience of the orders of the manager, or for every instance of disorderly conduct.—Horace White: Money and Banking.

Then the difference between the two will show how much the bank owes the Clearing House or how much the Clearing House owes the bank. The time taken by the settling clerks to organize their tickets and sum up the columns is about half an hour. As soon as these totals are completed, they are sent to the proof clerk, who enters them in the debit column across from the banks' credits. Once everything is done, if there are no mistakes, the totals of the credit and debit columns should be exactly equal, and the totals of the two other columns, which show the differences, should also be exactly equal. Then, the manager reads these differences slowly and clearly so that each settling clerk can note down the amount his bank has to pay or receive. Since time is money at the Clearing House, a fine is imposed for every error and delay in calculations, for any disobedience of the manager's orders, or for any instance of disorderly conduct.—Horace White: Money and Banking.


2

The Treasury, in connection with its money washing, has asked national banks to exercise more care in sending in money for redemption. Banks frequently put into the same bundle, good notes, bad notes, and notes of different denominations. When they are mixed in this way, it requires a good deal of work to[352] separate the money. The Treasury thinks that the banks could do this work, so that, when the money reaches Washington, it could easily be separated by packages instead of each package having to be separated first. The Assistant Secretary says he believes that, when he gets the subject worked out in detail, new washed money will be returned to the bank in any denomination desired on the same day that it is received; that money unfit for laundering will be destroyed and new money issued. This expeditious handling of money sent in for redemption cannot, however, be attained, he admits, without the co-operation of the banks. In a short time, he believes, all banks will see that it is to their benefit to do this.

The Treasury, in relation to its money laundering efforts, has requested national banks to be more diligent when sending in money for redemption. Banks often mix good notes, bad notes, and notes of various denominations in the same bundle. When this happens, it requires a lot of effort to[352] separate the money. The Treasury believes that banks could take care of this sorting, so that when the money arrives in Washington, it can be easily organized by packages instead of needing to be sorted out individually. The Assistant Secretary says he thinks that once he finalizes the details, newly laundered money will be returned to the bank in any desired denomination on the same day it’s received; money that isn’t fit for laundering will be destroyed and replaced with new money. However, he acknowledges that this quick processing of money sent for redemption won't be possible without the cooperation of the banks. He believes that soon, all banks will recognize that it’s in their best interest to do this.


CHAPTER XXI

THE CORPORATION

The study that we have thus far made of the various kinds of businesses would be incomplete did we not briefly outline the different types of organization by which modern business is conducted. This will naturally lead us to a discussion of stocks and bonds, which are of great importance in every big business and of interest to individuals as means of investment. However, as the subjects are probably outside the experience of most students, we shall treat them as simply as possible, letting the chapter stand rather for the information it contains than for its application to the study of English expression.

The study we’ve done so far on the different types of businesses would be incomplete if we didn't briefly cover the various ways modern business is organized. This will naturally lead us to a discussion of stocks and bonds, which are very important in large businesses and interesting to individuals as investment options. However, since these topics are likely unfamiliar to most students, we’ll explain them as simply as we can, focusing on the information provided rather than how it applies to studying English expression.

Business to-day is carried on in three different ways; viz., by individuals, by partnerships, and by corporations. The grocer, the butcher, the baker, or any one man who carries on a business is an example of the first. If, however, the grocer and the butcher, or the grocer and the baker, combine their businesses for the good of both, they form a partnership. When the amount of capital necessary for carrying on the business becomes so large that the money of many people is needed, a corporation is formed. The amount of money which any one individual invests in the company is represented by a certain number of shares of the capital stock of the company, entitling him to his portion of the dividends, or interest on the money he has invested. These shares of the capital stock are transferable and can be bought and sold like an automobile or a house. Since there is no time limit as to how long a corporation may do business, a change in the ownership of part of the stock, or[354] the death of a stockholder, is not accompanied by the same result as in a partnership, where the death of one of the partners sometimes breaks up the business. Furthermore, in a partnership each one of the partners is personally liable for any debts made by any of the partners in behalf of the business, whereas the personal possessions of a stockholder in a corporation cannot be held as security for any debts incurred by the corporation. These are two of the more important advantages of corporate organization over partnership.

Business today operates in three main ways: by individuals, by partnerships, and by corporations. A solo grocer, butcher, or baker represents the first type. If a grocer and a butcher, or a grocer and a baker, join forces for mutual benefit, they form a partnership. When the capital needed to run a business becomes so large that it requires contributions from many people, a corporation is created. The amount of money each person invests in the company is represented by a certain number of shares of the capital stock, which entitles them to their share of the dividends or interest on their investment. These shares can be bought and sold like a car or a house. Since there’s no time limit on how long a corporation can operate, a change in ownership of shares or the death of a shareholder doesn’t have the same impact as in a partnership, where the death of a partner can sometimes dissolve the business. Additionally, in a partnership, each partner is personally responsible for any debts incurred by the business, whereas a shareholder's personal assets cannot be used to cover the corporation's debts. These are two key advantages of corporate structure over partnership.

The Finances of a Corporation

It has been estimated that if one were to count money, dollar by dollar, one dollar every second for eight hours six days a week, it would take him six weeks to count one million dollars, and over one hundred years to count a billion dollars. This may help us to appreciate the sums of money spoken of in the following: In 1914 the market value of the Commonwealth Edison Company of Chicago was over $83,000,000. The valuation placed on the properties of the Chicago Railways Company in 1914 exceeded $79,000,000. The Union Pacific Railroad Company had invested in its properties in 1914 approximately $500,000,000. The capital obligations of the United States Steel Corporation in 1914 were over $1,500,000,000. There are hundreds of such organizations in our country, the investments in which run to and beyond $50,000,000 each. It must be plain that, except in a very few cases, these vast amounts of money do not represent the investment of one, or of a few, but of many persons. In uniting their capital, these persons decrease the cost of making or distributing the product and so increase their profits.

It’s estimated that if someone were to count money, one dollar at a time, taking one dollar every second for eight hours a day, six days a week, it would take six weeks to count one million dollars, and over a hundred years to count a billion dollars. This helps us understand the large sums of money discussed here: In 1914, the market value of the Commonwealth Edison Company of Chicago was over $83,000,000. The value of the properties of the Chicago Railways Company in 1914 was more than $79,000,000. The Union Pacific Railroad Company had invested about $500,000,000 in its properties in 1914. The capital obligations of the United States Steel Corporation in 1914 were over $1,500,000,000. There are hundreds of such organizations in our country, with investments reaching or exceeding $50,000,000 each. It’s clear that, except for a very few cases, these vast amounts of money don’t represent the investment of one person or a few individuals, but of many. By pooling their capital, these individuals reduce the cost of producing or distributing the product, which in turn increases their profits.

Stocks

When a large company of this kind is organized, a certain amount of money is agreed upon to be the capital of the[355] company, and it is divided into small portions, ordinarily $100 each, called shares. The total of the shares is called the authorized capital stock. These shares are sold, the purchasers of the shares being called shareholders, or stockholders, of the company. The number of shares a person holds determines what part of the profits he is entitled to. For example, if a company is organized for 1000 shares of $100 each, or a capital stock of $100,000, and you owned 100 shares, you would be entitled to one-tenth of the divided profits of the company. Such profits of the company, divided proportionately among the stockholders, constitute the dividends.

When a large company like this is set up, a certain amount of money is established as the capital of the[355] company, which is divided into smaller units, usually $100 each, known as shares. The total value of the shares is called the authorized capital stock. These shares are sold, and the people who buy them are referred to as shareholders or stockholders of the company. The number of shares a person owns determines their share of the profits. For example, if a company is set up for 1000 shares at $100 each, totaling a capital stock of $100,000, and you possess 100 shares, you would be entitled to one-tenth of the company's profit distribution. These profits, distributed proportionately among the stockholders, are known as dividends.

Often the capital stock is of two kinds, preferred and common, as in the case of the Union Pacific R. R., which has $200,000,000 of authorized preferred stock and $296,178,700 of authorized common stock. As the names signify, preferred stock is ordinarily better than common stock, the dividends on preferred stock being paid before any dividends are paid on common stock and usually at a stated rate of interest; as, 4, 5, or 6 per cent. In the case of the Union Pacific, this rate is 4 per cent. If the company earns only enough profits to pay the dividends on the preferred stock, the common gets no dividends. On the other hand, if the profits are enormous, the common occasionally gets more than the preferred.

Often, the capital stock comes in two types: preferred and common, like with the Union Pacific Railroad, which has $200,000,000 in authorized preferred stock and $296,178,700 in authorized common stock. As the names suggest, preferred stock is generally considered better than common stock, since dividends on preferred stock are paid before any dividends are distributed on common stock, and usually at a fixed interest rate, like 4%, 5%, or 6%. For Union Pacific, this rate is 4%. If the company only makes enough profits to cover the dividends on the preferred stock, then the common stockholders don’t receive any dividends. However, if the profits are very high, common stockholders sometimes receive more than preferred stockholders.

Par and Market Value

The par value of a stock is the face value of one share of stock, indicated on the face of the certificate. This may be $10 or $50 or $100, whatever the amount agreed upon for one share when the company is organized. The amount most commonly used as par is $100. The market value of the stock, however, need not be this amount, but may be greater or less, dependent on how successful the company is and what rate of dividends it pays. If a company's standing is very good and the dividends are high (over 6 per cent),[356] the stock will probably sell on the market above par. If the company's finances are in a doubtful condition and there are evidences that the company will pay small dividends, if any at all, the market price of the stock will fall below par. For example, in January, 1914, Union Pacific R. R. common stock sold for about $158 per share, because the finances of the company were in good condition and the company had paid 10 per cent dividends steadily each year since July 1, 1907. If, however, any occasion should arise to make the public doubt the payment of future dividends at the same rate, the stock would probably decline. To go to the other extreme, in the same month Wabash R. R. common stock sold as low as $8½ per share, although the par is $100. This was because for some years the company had paid no dividends and was then in the hands of receivers. To take a middle case in the same month and year, Erie R. R. first preferred stock sold at about $45 per share, notwithstanding the fact that since 1907 no dividends had been paid. The reason for this seemingly high price was that the company had for some time been reconstructing its property, had gradually increased its business, had earned a $9,000,000 surplus in 1913, and had a good outlook to a dividend in the near future.

The par value of a stock is the stated value of one share, shown on the certificate. This could be $10, $50, or $100, whatever amount was decided for one share when the company was formed. The most commonly used par value is $100. The market value of the stock, however, doesn't have to be this amount; it can be higher or lower, depending on how well the company is doing and what dividends it pays. If a company's status is strong and dividends are high (over 6 percent),[356] the stock will likely sell for more than the par value. If the company's situation is uncertain and there's evidence it will pay low dividends, if any, the market price of the stock will drop below par. For instance, in January 1914, Union Pacific R. R. common stock was priced at about $158 per share because the company's finances were strong and it had consistently paid 10 percent dividends each year since July 1, 1907. However, if anything were to make the public doubt future dividends at that same rate, the stock price would likely fall. On the other hand, that same month, Wabash R. R. common stock dropped as low as $8.50 per share, even though its par value was $100. This was because the company hadn't paid dividends for several years and was under receivership. To give another example from the same month and year, Erie R. R. first preferred stock sold for about $45 per share, even though no dividends had been paid since 1907. The reason for this seemingly high price was that the company had been working on reconstructing its assets, had gradually improved its business, had made a $9,000,000 surplus in 1913, and had a positive outlook for future dividends.

These are not the only influences that affect the price of stocks. The old factor of supply and demand has a great influence on price. If, for example, a financier decides to buy a large "block" of some stock, the market will almost immediately be affected, and that stock will go up. One example will suffice. In 1901 E. H. Harriman set out to buy $155,000,000 worth of Northern Pacific stock in the open market to gain control of the Northern Pacific railroad. Of course, the market felt the demand, and the price of the stock rose from a little above par until it touched $1,000 a share before it started back to normal. When Mr. Harriman unloaded that same stock in 1906, because he failed[357] to gain control, the market went down so considerably that he lost $10,000,000 and almost caused a panic.

These aren't the only factors that impact stock prices. The age-old principle of supply and demand plays a significant role in pricing. For instance, if a financier decides to buy a large "block" of a particular stock, the market will almost immediately react, and that stock's price will rise. One example will illustrate this. In 1901, E. H. Harriman aimed to buy $155,000,000 worth of Northern Pacific stock in the open market to take control of the Northern Pacific railroad. Naturally, the market responded to the demand, and the stock price increased from just above par to nearly $1,000 a share before correction began. When Mr. Harriman sold that same stock in 1906, after failing to gain control, the market dropped so significantly that he lost $10,000,000 and almost triggered a panic.[357]

Often the stocks of a company sell below par because the stock is watered; that is, the company has issued more stock than there is value invested in the property. Many of our railroads, for example, were built on borrowed money—that is, from the proceeds of the sale of bonds—and, to make the bonds sell more readily, stocks were given away with them. This, of course, increased the capitalization greatly without increasing the value. The temptation in forming new companies, especially in mining schemes and wildcat ventures, is to water the stock heavily by voting a large block of stock gratis to the organizers. Before one invests in any of these companies, he should thoroughly investigate them. Sometimes companies water their stocks when their dividends have become very large and they wish to bring the rate down to that commonly paid. The Wells Fargo Express Company did this in 1910, presenting their stockholders with $16,000,000 worth of new stock without any new investment in the property.

Often, a company's stocks sell for less than their actual value because the stock is diluted; that is, the company has issued more shares than the value of the assets it has. Many of our railroads, for example, were built using borrowed money—that is, from the proceeds of bond sales—and to help sell those bonds more easily, shares were given away with them. This obviously increased the total capitalization without boosting the actual value. When starting new companies, especially in mining projects and risky ventures, there’s a temptation to significantly dilute the stock by giving a large block of it for free to the founders. Before investing in any of these companies, one should carefully research them. Sometimes companies water down their stocks when their dividends have become very high and they want to lower the payout to a more typical rate. The Wells Fargo Express Company did this in 1910, distributing $16,000,000 worth of new stock to shareholders without any new investment in the business.

Bonds

Suppose that A owns a house with a store in it, and in the store he carries on a grocery business. Suppose that by enlarging his store and putting in a bigger stock of goods he can make more money. The improvements will cost $1,000, but he hasn't the money. He goes to B to ask B to lend him $1,000 for five years, offering B the house as security. B gives A the $1,000 and in return gets a certain amount of interest each year and A's mortgage note against the property. This means that, if at the end of five years A cannot pay the $1,000, B has the right to sell A's house and collect the money due him.

Suppose A owns a house with a store in it, and he runs a grocery business from that store. If he expands his store and increases his inventory, he could make more money. The upgrades will cost $1,000, but he doesn't have the funds. He approaches B to ask for a loan of $1,000 for five years, offering the house as collateral. B lends A the $1,000 and receives interest each year along with A's mortgage note for the property. This means that if A can't repay the $1,000 at the end of five years, B has the right to sell A's house to recover the money he is owed.

When a corporation borrows money to extend its properties, plants, or rights, the transaction is really the same,[358] although the form is somewhat different. Just as all the capital stock of a corporation is divided into shares owned by a number of people, so, when the corporation borrows money, the amount borrowed is divided into smaller parts of $500 or $1,000 each, called bonds, which the corporation sells through its bankers to people who have idle money to invest. Twice each year, as stated in the bond, the corporation pays interest on the borrowed money at the rate, probably, of 4, 4½, 5, or 6 per cent. After a definite number of years, as stated in the bond, the corporation is obliged to pay back the amount of money that it borrowed. This is called redeeming the bonds. To show that it intends to pay back the amount borrowed at the end of the time stated, or redeem the bonds when they become due, the corporation puts a mortgage on its real estate, buildings, machinery, and equipment. When the bonds become due—or mature, as it is called—if the corporation does not pay back the amount borrowed, the holders of the bonds may take possession of the company's real estate, buildings, machinery, and equipment on which the company has placed the mortgage and may sell them to recover the money they have loaned. Thus, while the stockholders of a corporation have no assurance that they will ever get their money back or will ever get any interest on it, the holders of carefully selected bonds are reasonably sure of getting a certain amount of interest each year and of getting their money back when the bonds mature. Shares of stock represent the investment made by the stockholders who own the company, whereas bonds represent the investment of those who loan money to the company. We can readily see, then, that the stockholders take the greater risk. For this reason it is expected that stocks should yield a higher profit than bonds, and this is usually the case.

When a corporation borrows money to expand its assets, facilities, or rights, the process is essentially the same, [358] even though the structure is a bit different. Just as the total capital stock of a corporation is divided into shares owned by multiple people, when the corporation borrows money, the amount borrowed is divided into smaller parts of $500 or $1,000 each, called bonds, which the corporation sells through its bankers to individuals with spare cash to invest. Twice a year, as specified in the bond, the corporation pays interest on the borrowed money, probably at rates of 4, 4½, 5, or 6 percent. After a specific number of years, as stated in the bond, the corporation must repay the amount it borrowed. This is called redeeming the bonds. To show that it plans to repay the amount borrowed by the due date, or to redeem the bonds when they mature, the corporation puts a mortgage on its real estate, buildings, machinery, and equipment. When the bonds mature—and this is referred to as maturing—if the corporation fails to repay the borrowed amount, the bondholders can take possession of the company's real estate, buildings, machinery, and equipment that the company mortgaged and sell them to recover the money they lent. Thus, while stockholders have no guarantee that they will ever get their money back or earn any interest, carefully chosen bondholders are fairly confident of receiving a set amount of interest each year and getting their money back when the bonds mature. Shares of stock represent the investment made by the stockholders who own the company, whereas bonds reflect the investment of those who lend money to the company. It’s clear that stockholders carry a greater risk. For this reason, it's expected that stocks should generate a higher return than bonds, and this is usually the case.

The greater portion of the bonds that are issued by corporations run for long periods—twenty, forty, fifty, and[359] even one hundred years. At times when money rates are high, corporations that need funds are reluctant to pay a high rate for so many years, and so they issue short time bonds to run from two to five years, in the hope that at the end of the time money rates will be lower and more favorable to their issuing long time bonds. Many companies, especially industrial corporations and railroads, have issued obligations to pay, notes running from six months to five years. They are not usually secured by a mortgage on the property but are merely the company's promise to pay, the interest and the principal taking precedence over the dividends on the preferred and the common stocks.

Most of the bonds issued by corporations have long durations—twenty, forty, fifty, and even one hundred years. When interest rates are high, companies that need funds are hesitant to commit to paying a high rate for that long, so they issue short-term bonds that last from two to five years, hoping that by the end of this period, interest rates will have declined to a more favorable level for issuing long-term bonds. Many firms, especially in industries like manufacturing and railroads, have issued obligations to pay, known as notes, that run from six months to five years. These notes are usually not backed by a mortgage on the property but are simply the company’s promise to pay, with interest and principal taking priority over dividends on both preferred and common stocks.

Corporate Organization

Before a corporation can carry on its business, it must obtain a charter from one of the states of the United States, whose laws it must obey. The laws of some states are more lenient than those of others, allowing the corporations more privileges. New Jersey is thus lenient; consequently we find many large corporations—such as the United States Steel Corporation, the American Sugar Refining Company, and others—organized under the laws of New Jersey. After the charter is granted and the stock bought by the stockholders, the latter have a meeting, at which they elect a small number of men to be directors, who, as the name signifies, conduct the business of the company for the stockholders. They choose a president, one or more vice-presidents, a treasurer, a secretary, and any other officers necessary to carry on the business under the control of the directors. The term of office of the directors is usually so fixed that the term of a part of them expires each year, so that each year the stockholders have an annual meeting at which they elect new directors or re-elect the old ones whose term has expired.[360]

Before a corporation can start its business, it needs to get a charter from one of the U.S. states, whose laws it must follow. Some states have more relaxed laws than others, giving corporations more advantages. New Jersey has these relaxed laws, which is why we see many large corporations—like the United States Steel Corporation, the American Sugar Refining Company, and others—registered there. Once the charter is issued and the stock is purchased by the shareholders, they hold a meeting to elect a small group of individuals as directors, who, as the name implies, manage the company’s business on behalf of the shareholders. They appoint a president, one or more vice-presidents, a treasurer, a secretary, and any other necessary officers to run the business under the directors' guidance. The directors' terms are usually set up so that part of them expire each year, which means that the shareholders have an annual meeting where they elect new directors or re-elect the old ones whose terms have ended.[360]

The Railroad

Corporations divide themselves into three large groups; viz., railroad companies, public utility corporations, and industrial corporations. Of these, the group composed of the largest and most powerful corporations is the railroad group.

Corporations break down into three main categories: railroad companies, public utility companies, and industrial companies. Among these, the largest and most influential group is the railroad group.

Railroads have two general sources of income, the larger being the revenue received from operating trains, both freight and passenger; and the smaller being the return from investments in other companies, from real estate, and from the rental of lines, terminals, stations, and cars to other railroads. To carry on the second or smaller part of its business, the company needs an organization much like any other business, but to conduct the first part it requires a special organization. This divides itself into four departments, usually with a vice-president at the head of each: (1) the traffic department, (2) the operating department, (3) the finance and accounting department, and (4) the legal department.

Railroads have two main sources of income, with the larger being the revenue from operating trains, both freight and passenger, and the smaller coming from investments in other companies, real estate, and renting out lines, terminals, stations, and cars to other railroads. To manage the smaller part of its business, the company needs an organization similar to any other business, but for the larger part, it requires a specialized organization. This is typically divided into four departments, each usually headed by a vice-president: (1) the traffic department, (2) the operating department, (3) the finance and accounting department, and (4) the legal department.

It is the duty of the traffic department to get the business for the company and adjust all traffic claims. In short, it does everything to increase the business and the earnings. This department naturally divides into the freight traffic and passenger traffic departments, with a superintendent or manager at the head of each.

It’s the responsibility of the traffic department to secure business for the company and handle all traffic claims. In short, it does everything to boost business and profits. This department is typically split into the freight traffic and passenger traffic divisions, each led by a superintendent or manager.

After the traffic department has solicited the business for the company, it is the duty of the operating department to render the services required by the traffic department. The work is done by four large divisions: (1) the engineering or construction department, whose duty it is to build the roads over which the company may operate; (2) the maintenance-of-way department, whose duty it is to see that the roadbed and rails are kept in good order and repair; (3) the equipment department, whose duty it is to see that the[361] company is supplied with proper locomotives and cars and to see that such equipment is kept in repair; and (4) the transportation department, which has to do with the operating of the trains.

After the traffic department has brought in business for the company, it's the responsibility of the operating department to provide the services required by the traffic department. The work is handled by four main divisions: (1) the engineering or construction department, which is responsible for building the roads the company operates on; (2) the maintenance-of-way department, which ensures that the roadbed and rails are in good condition and properly maintained; (3) the equipment department, which makes sure the company has the right locomotives and cars and that this equipment is kept in good repair; and (4) the transportation department, which is involved in operating the trains.

The financial policy of a railroad is usually in charge of one of the vice-presidents, who must be a man of experience in financial matters and who acts with the approval of the directors. The accounting department is more important than may appear at first sight. Railroads are now under the supervision and regulation of the government, and one of the rights that the government has is to examine the books of the company at any time and to require all companies to submit a monthly report to the government.

The financial policy of a railroad is typically managed by one of the vice-presidents, who needs to have experience in financial matters and operates with the directors' approval. The accounting department is more crucial than it might seem at first. Railroads are now regulated and overseen by the government, which has the right to review the company's books at any time and require all companies to submit a monthly report to the government.

The legal department of a railroad is especially important for two reasons: (1) In performing its services, the company has business dealings with a large number of persons, and in the adjustment of claims against the railroad, expert legal advice is constantly necessary. (2) The railroad, as stated above, is under the regulation and control of the state and the national governments, and the enforcement of this regulation makes the railroad a party to numerous proceedings in the courts and before the Interstate Commerce Commission. The large railroads operate in from ten to twenty states. It can thus easily be seen that the legal department has a great deal more to do than if the railroad operated under but one political power.

The legal department of a railroad is especially crucial for two reasons: (1) In carrying out its services, the company engages with a wide range of individuals, and expert legal advice is constantly needed to handle claims against the railroad. (2) As mentioned earlier, the railroad is regulated and controlled by both state and federal governments, which means it often finds itself involved in various legal proceedings in courts and before the Interstate Commerce Commission. Large railroads operate in ten to twenty states, so it's clear that the legal department has much more responsibility compared to a railroad functioning under just one political authority.

Public Utility Corporations

Public utility corporations supply services without which the people of to-day could not very well live. They are those supplying water, light, heat, power, telephones, local transportation, gas, etc. They may properly be called public necessity corporations. The nature of these businesses[362] practically gives them a monopoly in their locality; this is the reason that they have grown so enormously during the last thirty years. The Commonwealth Edison Company, which supplies a large part of Chicago with light and power, began in 1887 with a capital of $500,000 and in 1914 its capital obligations had a market value of over $83,000,000. The American Telephone and Telegraph Company began in 1885 with $12,000,000 of capital stock and in 1914 had practically $340,000,000. The other public service corporations have kept pace, according to the growth of the locality they serve. In the depression of 1907 this class of corporation kept steadily increasing the volume of its business when all others went back a step. Since these corporations are dependent on the local community for their business, if the community grows the company must grow, and usually faster than the community. For this reason the stocks and bonds of these companies are usually a good investment.

Public utility companies provide essential services that people today can't live without. They include those that supply water, electricity, heating, power, telephone services, local transportation, gas, and more. They can rightly be called necessity corporations. The nature of these businesses practically gives them a monopoly in their area, which explains their significant growth over the past thirty years. The Commonwealth Edison Company, which provides a large part of Chicago with light and power, started in 1887 with a capital of $500,000, and by 1914, its capital obligations had a market value of over $83,000,000. The American Telephone and Telegraph Company began in 1885 with $12,000,000 in capital stock and had almost $340,000,000 by 1914. Other public service corporations have grown similarly, in line with the expansion of the communities they serve. During the 1907 depression, this type of corporation continued to increase its business volume while others suffered setbacks. Since these companies rely on the local community for their business, if the community grows, the company must grow too, and usually at a faster pace. For this reason, the stocks and bonds of these companies are typically considered a solid investment.

It is a common practice for municipalities to demand a share of the profits of the company, by way of a fixed sum, a certain percentage of the gross profits, or a share of the net profits. For example the city of Chicago receives, from the Commonwealth Edison Company each year 3 per cent of its gross receipts from the sale of current and 10 per cent of its gross receipts from the rental of conduit space, amounting in 1913 to more than $300,000, quite a considerable sum. The Chicago Railways Company and the Chicago City Railway Company, the two large street car companies of Chicago, after deductions for expenses and charges and 5 per cent on the amount invested are made from the gross income, pay to the city 55 per cent of the surplus earnings, keeping for themselves 45 per cent. Whenever these companies pay part of their earnings to the municipality, they are really under municipal supervision, and their books and accounts are open to examination[363] by the city at any time. These companies are called quasi-municipal corporations.

It's common for cities to require a cut of a company's profits, either through a fixed amount, a percentage of gross profits, or a portion of net profits. For instance, the city of Chicago receives 3 percent of the gross receipts from Commonwealth Edison Company each year from electricity sales and 10 percent from conduit space rentals, which totaled over $300,000 in 1913—a significant amount. The Chicago Railways Company and the Chicago City Railway Company, the two major streetcar operators in the city, pay the city 55 percent of their surplus earnings after deducting expenses and a 5 percent return on investment, keeping the remaining 45 percent for themselves. Whenever these companies share a portion of their earnings with the city, they fall under municipal oversight, meaning their financial records are open for city examination at any time. These companies are referred to as quasi-municipal corporations.

Industrial Corporations

As the name indicates, industrial corporations are those that carry on our industries. They are by far the largest class of corporations and have among their number some very powerful companies, whose assets run up toward the billions. This class of corporations has not had the gradual, steady growth of the public utility corporations, but in the case of the most successful, the growth has been amazing. The Standard Oil Company for many years prior to its dissolution had paid dividends on its capital stock of about $100,000,000 at the rate of 40 per cent a year. The Steel Corporation is said to have produced a thousand millionaires and is still producing them. This class of corporations has not been so closely under the supervision of the federal and municipal authorities as the railroads and public utility corporations, and their financing has been carried on in a looser fashion than that of the other two classes. For this reason the securities of these corporations are not generally regarded as highly as those of the other two. However, the federal government has taken and is taking steps to regulate these corporations, and this will tend to bring them eventually to the standards of the railroad and public utility corporations.

As the name suggests, industrial corporations are the businesses that drive our industries. They represent the largest group of corporations and include some very powerful companies with assets reaching into the billions. Unlike public utility corporations, which have seen steady, gradual growth, the most successful industrial corporations have experienced remarkable expansion. For many years before it was dissolved, the Standard Oil Company paid dividends on its capital stock amounting to about $100,000,000 at a rate of 40 percent per year. The Steel Corporation is said to have created a thousand millionaires and continues to do so. This group of corporations hasn’t been as closely monitored by federal and local authorities as railroads and public utility companies, and they have had a looser approach to financing compared to the other two groups. As a result, the securities of these corporations are generally not viewed as highly as those of the other two. However, the federal government has begun, and is continuing, to take steps to regulate these corporations, which will likely bring them to the same standards as railroad and public utility companies.


Exercise 307

Oral

Explain carefully:

Explain clearly:

1. What is a corporation?

What’s a corporation?

2. What is a share of stock?

2. What is a share of stock?

3. What is a bond? a security?

3. What is a bond? A security?

4. Explain the difference between par and market values.

4. Explain the difference between par value and market value.

5. Why do stocks and bonds vary in value?[364]

5. Why do stocks and bonds change in value?[364]

6. What is the difference between preferred and common stock?

6. What's the difference between preferred and common stock?

7. What are dividends?

What are dividends?

8. What is meant by watered stock?

8. What does watered stock mean?

9. What are the advantages of a corporation over a partnership?

9. What are the benefits of a corporation compared to a partnership?

10. The following was copied from a morning paper. Explain it.

10. The following was taken from a morning newspaper. Explain it.

"The Canadian Westinghouse Company, Ltd., declared its regular quarterly dividend of 1½% and an extra dividend of 1% on its stock, both payable Jan. 10."

"The Canadian Westinghouse Company, Ltd., announced its regular quarterly dividend of 1.5% and an additional dividend of 1% on its stock, both payable on January 10."

11. Explain the following bond quotations:

11. Explain the following bond quotes:

City Bonds
SecurityMaturityYield per cent about
Albany, Ga., 5'sNov. 1, 19414.75
King Co., Wash., 4½'s         Nov. 1, 1931      4.50

Railroad Bonds
Atchison, Topeka, & Santa Fé,
general mortgage, 4's
Oct. 1, 1995         4.20
Louisville and Nashville, unified
mortgage, 4's         
Feb. 1, 19464.35

Public Service Corp Bonds
New York Telephone Co., 4'sNov. 1, 19394.75
Chicago Railways, first mortgage, 5's         Feb. 1, 1927         4.99

12. Why are the bonds of successful public utility corporations a good investment?

12. Why are the bonds of successful public utility companies a good investment?

13. Which company do you think would grow faster, a light and power company or a gas company? What effect would the growth or the failure to grow have on the price of the stocks of each?

13. Which company do you think would grow faster, a utility company or a gas company? How would growth or lack of growth impact the stock prices of each?

14. Should a street car company pay part of its earnings to the city?

14. Should a streetcar company give part of its profits to the city?

15. If the population of a city doubled, what effect would there be on the price of public utility stocks?

15. If a city's population doubled, how would that impact the price of public utility stocks?


Exercise 308
Topics for Investigation and Discussion

1. Harnessing our streams to secure electric power.

1. Using our rivers to generate electricity.

2. The growth of the Interurban.

2. The growth of the Interurban.

3. In your own town:

In your local area:

a. Have gas rates increased or decreased? Can you explain the change?

a. Have gas prices gone up or down? Can you explain the change?

b. Have electric light rates increased or decreased? Can you explain the change?

b. Have electricity rates gone up or down? Can you explain why?

4. Street railway, electric light, and gas company franchises.

4. Franchises for street railways, electric lights, and gas companies.

5. The earnings of the street car company in your city.

5. The earnings of the streetcar company in your city.

6. Municipal ownership of public utility corporations.

6. City ownership of public utility companies.

7. The effect of mergers and consolidations of big corporations.

7. The impact of mergers and consolidations of large corporations.

8. The effect of a trust on competition.

8. How a trust impacts competition.

9. Trusts and prices.

Trusts and pricing.

10. Government suits against trusts.

10. Government lawsuits against trusts.

11. The tariff and the steel industry, the wool industry, and the sugar industry.

11. The tariff and the steel industry, the wool industry, and the sugar industry.

12. Railroad rate increases.

12. Train fare hikes.


Exercise 309

Write the following from dictation:

I'm sorry, but I need the text you'd like me to modernize. Please provide it, and I'll assist you!

1

In New London, Connecticut, stands the oldest grist mill in the country. It is a picturesque building, having a water wheel like the one that it originally used when New London was first settled. The town was in the center of an agricultural community, and a mill to grind corn was a need that soon manifested itself to the settlers. Accordingly, in 1650 at a town meeting, six men were chosen to build a mill. John Winthrop and his heirs were granted the right to carry on the grist mill as long as they maintained the building placed in their charge. This is one of the first monopolies recorded in New England history.

In New London, Connecticut, the oldest grist mill in the country still stands. It’s a charming building, featuring a water wheel like the one it originally used when New London was first settled. The town was at the heart of an agricultural community, and the settlers quickly realized the need for a mill to grind corn. So, in 1650 during a town meeting, six men were selected to build a mill. John Winthrop and his heirs were granted the right to operate the grist mill as long as they took care of the building assigned to them. This is one of the first monopolies documented in New England history.


2

The same standards by which a farming or a manufacturing investment may be judged are not applicable to a mining investment. A farmer may earn eight per cent on his capital, and with care his investment may increase in value. A manufacturer[366] may earn eight per cent on his investment, and, if he keeps up his machinery, his business may be as valuable ten years, or even twenty years, hence; but a mine, after each dividend is paid, is that much nearer its end. Now, it is well known among mining men that the average life of a gold or silver mine is under, rather than over, ten years. There are exceptions to this rule, of course, but, granting that the life of a certain gold or silver mine is to be ten years, then, in order to pay back both principal and interest, dividends of at least sixteen per cent should be distributed. Copper mining, of which the statistics have been most accurately kept in New York and Boston, offers many inducements to the investor; but too much care cannot be taken in the matter of selection, for copper stocks, in not a few instances, have been boosted out of all reason. As with gold and silver mines, so it is with copper mines. They have so much ore to begin with, and after each dividend are that much nearer to the day when they will close down. For such mines, provided they have a good lease of life, eight per cent or even ten per cent may be regarded as only moderate returns. These are merely samples of some general principles to be followed.—Roger W. Babson.

The same standards used to evaluate farming or manufacturing investments don’t apply to mining investments. A farmer might make eight percent on his capital, and with some care, that investment could grow in value. A manufacturer[366] might also earn eight percent on his investment, and if he maintains his machinery, his business could still be valuable ten or even twenty years later; however, a mine, after each dividend is paid, is that much closer to being depleted. It's well known in the mining community that the average lifespan of a gold or silver mine is under ten years, rather than over. There are exceptions, of course, but if a specific gold or silver mine is expected to last ten years, then to repay both the principal and interest, dividends of at least sixteen percent should be paid out. Copper mining, which has the most accurately kept statistics in New York and Boston, offers many advantages to investors; however, it's crucial to be careful in choosing, as some copper stocks have been excessively inflated. Just like gold and silver mines, copper mines start with a certain amount of ore, and each dividend paid brings them closer to the point when they will shut down. For those mines, assuming they have a decent lifespan, earning eight or even ten percent can be considered only moderate returns. These are just examples of some general principles to keep in mind.—Roger W. Babson.


3
Dear Sir:

At the close of a year which has presented many perplexing problems, not only to investors and dealers in bonds, but also to borrowing municipalities and corporations, there are several factors in the situation which in our opinion offer strong encouragement to every one in any way interested in bond investments.

At the end of a year filled with many confusing challenges, not just for investors and bond traders but also for borrowing cities and companies, there are several aspects of the situation that, in our view, provide solid encouragement to anyone involved in bond investments.

Of special significance is the marked change in sentiment which has recently taken place. There is every indication that this country enters the new year with an unusually substantial feeling of confidence. While a notable increase in the demand for bonds would undoubtedly bring out a large amount of new financing, on the other hand, there has been an accumulation of funds during the period of depressed markets, and it is generally understood that investment dealers are carrying comparatively small amounts of bonds.

Of particular importance is the clear shift in attitude that has recently occurred. There are strong signs that this country is entering the new year with an impressive sense of confidence. While a significant rise in demand for bonds would likely lead to a large influx of new financing, there has also been a buildup of funds during the time of weak markets, and it is widely recognized that investment dealers are holding relatively small amounts of bonds.

January has an almost unbroken record of higher average bond prices than the average prices in December. It is not our intention to predict an advance this January, although there are unquestionably many reasons for anticipating at least a moderate improvement; but, viewing the question in its broader aspects, we find many convincing arguments in favor of the purchase of[367] bonds at this time. It is recognized that the decline in prices has been due to a variety of causes, which, except in a few individual cases, are not the result of any depreciation in real values. Basic conditions are admittedly sound. We, accordingly, not only recommend the judicious purchase of bonds for the investment of surplus funds, but also suggest consideration of the advisability in some cases of converting short time securities into long time bonds.

January typically sees higher average bond prices compared to December. We’re not trying to predict a rise this January, though there are definitely reasons to expect at least a moderate improvement. However, when we look at the situation more broadly, there are strong arguments for buying[367] bonds right now. It’s clear that the price drop is due to various factors which, except for a few specific cases, are not linked to any decrease in actual value. The underlying conditions are solid. Therefore, we not only recommend carefully buying bonds to invest surplus funds, but we also suggest considering the option of swapping short-term securities for long-term bonds in some situations.

What conditions could be more favorable from the standpoint of the purchaser of bonds than an extremely low level of prices; a wide-spread belief that fundamental conditions are sound; a general feeling of confidence that the problems which have tended to disturb business during the past year have been, or are being, solved; and a conviction that we are entering upon a period of probable ease in money rates?

What conditions could be better for someone buying bonds than having very low prices; a widespread belief that the fundamentals are solid; a general sense of confidence that the issues that have troubled business over the past year have been, or are being, resolved; and a belief that we are entering a period of likely lower interest rates?

Very truly yours,

INDEX

Numbers refer to pages.

A, Italian, 9.

Abbreviation, objectionable, of the introduction of a letter, 242;
of the polite close, __A_TAG_PLACEHOLDER_0__.

Abbreviations, of states, 26-27;
of commercial terms, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
of titles in letters, __A_TAG_PLACEHOLDER_0__;
objectionable in the content of the letter, __A_TAG_PLACEHOLDER_0__.

Able and ible, 33.

Absolute use of the nominative case, 65.

Abstract noun, defined, 57.

Accent, indication of, 17;
Words change their meaning with the change of __A_TAG_PLACEHOLDER_0__.

Accept and except, 102.

Account, opening an, 250;
letters for opening an, __A_TAG_PLACEHOLDER_0__ file.

Accounting department of a railroad, work of the, 360-361.

Active voice of verbs, defined, 84;
conjugation of, __A_TAG_PLACEHOLDER_0__ etc.

Ad, prefix, 32.

Adjective, the, defined, 49;
and the adverb, __A_TAG_PLACEHOLDER_0__ ff.;
following sensory verbs, __A_TAG_PLACEHOLDER_0__;
clause, __A_TAG_PLACEHOLDER_0__;
comparison of, __A_TAG_PLACEHOLDER_0__.

Adjective endings, peculiar, 33 ff.

Adjective modifiers, 49.

Adjective pronouns, use of, 61.

Adjectives and adverbs, confused, 51;
incorrectly used, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
genuine and quite, __A_TAG_PLACEHOLDER_0__;
most and almost, __A_TAG_PLACEHOLDER_0__.

Adjectives, punctuation of series of, 171 ff.

Adjectives to be distinguished, 80-81;
fewer and less, __A_TAG_PLACEHOLDER_0__;
almost and most, __A_TAG_PLACEHOLDER_0__.

Adverb modifiers, 49.

Adverb, the, defined, 49;
and the adjective, __A_TAG_PLACEHOLDER_0__ etc.

Adverbial, clause, 54;
modifier, case of, __A_TAG_PLACEHOLDER_0__.

Adverbs, conjunctive, 45;
and adjectives mixed up, __A_TAG_PLACEHOLDER_0__;
and prepositions mixed up, __A_TAG_PLACEHOLDER_0__;
ideas represented by, __A_TAG_PLACEHOLDER_0__;
modifying various parts of speech, __A_TAG_PLACEHOLDER_0__;
correct position of, __A_TAG_PLACEHOLDER_0__;
absolute use of, __A_TAG_PLACEHOLDER_0__;
incorrectly used, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__.

Advertised articles, classes of, 311.

Advertisements, motives appealed to in, 311;
catchphrases used in, __A_TAG_PLACEHOLDER_0__;
suggestive names used in, __A_TAG_PLACEHOLDER_0__;
good and bad headlines for __A_TAG_PLACEHOLDER_0__;
of still life, __A_TAG_PLACEHOLDER_0__;
without a clear center, __A_TAG_PLACEHOLDER_0__;
illustrating the balance principle, __A_TAG_PLACEHOLDER_0__;
exercises to write, __A_TAG_PLACEHOLDER_0__ ff.;
paragraph topics related to, __A_TAG_PLACEHOLDER_0__ ff.;
some examples of, __A_TAG_PLACEHOLDER_0__ etc.

Advertising, 308 ff.;
importance of, __A_TAG_PLACEHOLDER_0__;
different types of, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
basics of, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
outline for debate on, __A_TAG_PLACEHOLDER_0__ ff.;
bibliography for __A_TAG_PLACEHOLDER_0__.

Affect and effect, 102-103.

Affirmative of debate on advertising, 141 ff.

After, as preposition and conjunction, 55.

Agent, 134, 299-300;
commission of, __A_TAG_PLACEHOLDER_0__.

Agreement, grammatical, 71-72, 85 ff.

Amusement, motive appealed to in advertising, 311.

Analysis, word, 29 ff.

Ance and ence, 34.

And, in compound sentence, 45, 173 ff.;
in series, punctuation with, __A_TAG_PLACEHOLDER_0__ ff.
used to join parallel expressions, __A_TAG_PLACEHOLDER_0__ ff.;
for to, __A_TAG_PLACEHOLDER_0__;
[370]overuse of, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__.

Anglo-Saxon prefixes and suffixes, 29 ff.

Answering complaints, letters to be used in, 257 ff.

Ant and ent, 33.

Antecedents, uncertain, 207 ff.

Apostrophe, the, used to form the possessive case, 67, 69, 159;
used to show that letters have been omitted, __A_TAG_PLACEHOLDER_0__;
to indicate plurals of letters and numbers, __A_TAG_PLACEHOLDER_0__.

Appeals made in advertisements, 311-312.

Application, letters of, 259 ff.

Appositives, case of, 65, 66;
punctuation with, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__.

Article, incorrect omission of in business letters, 242.

As, case following, 121;
a conjunction, __A_TAG_PLACEHOLDER_0__;
followed by a known verb, __A_TAG_PLACEHOLDER_0__;
punctuation with __A_TAG_PLACEHOLDER_0__.

Asas, used in expressions stating equality, 125.

As follows, punctuation with, 195.

Atlas, story of the derivation of, 5.

Authorized capital stock, 355.


Baby blunder, 44.

Balance, principle of, used in advertisements, 315.

Bank draft, 341-343.

Banking:
inconvenience of bartering, __A_TAG_PLACEHOLDER_0__;
kinds of cash, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
credit, __A_TAG_PLACEHOLDER_0__;
discount, __A_TAG_PLACEHOLDER_0__;
collateral, __A_TAG_PLACEHOLDER_0__;
promissory note, __A_TAG_PLACEHOLDER_0__;
forms of payment, __A_TAG_PLACEHOLDER_0__ ff.;
letters about, __A_TAG_PLACEHOLDER_0__ ff.;
topics for research and discussion, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
bibliography for __A_TAG_PLACEHOLDER_0__;
dictation exercises on, __A_TAG_PLACEHOLDER_0__ ff.

Banks, departments of, 333;
of deposit, __A_TAG_PLACEHOLDER_0__ ff.;
savings, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__ ff.;
trust companies, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__ ff.

Be, conjugation, indicative, 104;
subjunctive, __A_TAG_PLACEHOLDER_0__;
used for progressive tenses, __A_TAG_PLACEHOLDER_0__ ff., __A_TAG_PLACEHOLDER_1__;
used to create passive voice, __A_TAG_PLACEHOLDER_0__ ff.

Before, used as preposition and conjunction, 55.

Beg to state, 243.

Bibliography, on manufacture, 280;
on distribution, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
on advertising, __A_TAG_PLACEHOLDER_0__;
on banking, __A_TAG_PLACEHOLDER_0__.

Bill of lading, 285;
straight or order, 285.

Blunder, baby, 44.

Body of the letter, 232.

Bonds, 357 ff.;
redemption of __A_TAG_PLACEHOLDER_0__;
maturity of __A_TAG_PLACEHOLDER_0__;
long time, __A_TAG_PLACEHOLDER_0__;
short time, __A_TAG_PLACEHOLDER_0__.

Breve, 9.

Brevity in business letters, mistaken for conciseness, 199.

Business letters, 229 ff.;
essentials of __A_TAG_PLACEHOLDER_0__;
the form of, __A_TAG_PLACEHOLDER_0__;
the setup of, __A_TAG_PLACEHOLDER_0__;
writing tips, __A_TAG_PLACEHOLDER_0__ ff.;
folding instructions, __A_TAG_PLACEHOLDER_0__;
to order items, __A_TAG_PLACEHOLDER_0__;
the tone of, __A_TAG_PLACEHOLDER_0__;
mistaken ideas in writing, __A_TAG_PLACEHOLDER_0__ ff.;
to make sales, __A_TAG_PLACEHOLDER_0__;
to accompany a catalog, __A_TAG_PLACEHOLDER_0__ ff.;
to create an account, __A_TAG_PLACEHOLDER_0__;
to create collections, __A_TAG_PLACEHOLDER_0__ ff.;
to address complaints, __A_TAG_PLACEHOLDER_0__ ff.;
applying for jobs, __A_TAG_PLACEHOLDER_0__ ff.;
form, __A_TAG_PLACEHOLDER_0__;
circular and follow-up, __A_TAG_PLACEHOLDER_0__ etc.

Business news, to suggest topics for talks, 155.

Business thinking, importance of, 2.


c and g, pronunciation of, 24.

Can and may, 102.

Capital stock, explained, 353;
preferred, __A_TAG_PLACEHOLDER_0__;
common, __A_TAG_PLACEHOLDER_0__;
par and market values of, __A_TAG_PLACEHOLDER_0__ etc.

Capitals, use of, 160 ff.

Caret, the, 9.

Carriers, common, 284.

Case, defined, 64;
nominative, __A_TAG_PLACEHOLDER_0__ ff.;
objective, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__;
possessive, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__;
exercise in, __A_TAG_PLACEHOLDER_0__ ff.;
following prepositions, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__.

Cause and effect, paragraphs developed by, 223.

Caution, its appeal in advertising, 311-312.

Cautions in writing business letters, 235 ff.

Cede, ceed, sede, 34.

Certificate, the gold, 332;
the silver, __A_TAG_PLACEHOLDER_0__.

Certified check, the, 339-340.

Check, the, 338 ff.;
personal, __A_TAG_PLACEHOLDER_0__;
certified, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__.

Choosing subjects, suggestions for, 146 ff.
[371]
Cion, sion, tion, 34.

Cious, tious, 33.

Circular letters, 264 ff.

Class paper, suggestions for a, 156.

Classes of advertisements, 311.

Clause, the, defined, 42;
principal, __A_TAG_PLACEHOLDER_0__;
subordinate, __A_TAG_PLACEHOLDER_0__;
incorrectly used as a sentence, __A_TAG_PLACEHOLDER_0__;
introductory words for __A_TAG_PLACEHOLDER_0__;
adjective, __A_TAG_PLACEHOLDER_0__;
adverb, __A_TAG_PLACEHOLDER_0__;
noun, __A_TAG_PLACEHOLDER_0__;
modifiers, __A_TAG_PLACEHOLDER_0__;
introduced by *than* or *as*, __A_TAG_PLACEHOLDER_0__;
initial punctuation of __A_TAG_PLACEHOLDER_0__;
restrictive and non-restrictive, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
punctuation of relative, __A_TAG_PLACEHOLDER_0__ ff.;
coming at the end of the sentence, punctuation of, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
incomplete, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
misplaced, __A_TAG_PLACEHOLDER_0__ etc.

Clauses, punctuation of series of, 171 ff.

Clear title to property, explained, 322.

Clearing house, daily routine of, 350-351.

Clearness of the sentence, mistakes that prevent:
dangling expressions, __A_TAG_PLACEHOLDER_0__ ff.
pronouns with unclear references, __A_TAG_PLACEHOLDER_0__ ff.;
misplaced modifiers, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
omission of necessary words, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
shift in construction, __A_TAG_PLACEHOLDER_0__ ff.

Close, courteous, of business letters, 232, 237.

Coherence between sentences, 127-128; 224 ff.;
between paragraphs, __A_TAG_PLACEHOLDER_0__ ff.

Collateral, 335-336.

Collection letters, 253 ff.

Collective noun, defined, 57.

Colon, use of the, 194.

Colonization, 307.

Combination of short sentences to secure unity, 202 ff.

Comfort, its appeal in advertising, 311-312.

Comma fault, the, 44 ff.

Comma, use of the, in direct quotations, 163 ff.;
in series, __A_TAG_PLACEHOLDER_0__ etc.;
in compound sentences, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__ etc.;
to introduce initial clauses or participial phrases, __A_TAG_PLACEHOLDER_0__ ff.;
to separate the month from the year, etc., __A_TAG_PLACEHOLDER_0__;
to show that some words are missing, __A_TAG_PLACEHOLDER_0__;
to set off appositives, __A_TAG_PLACEHOLDER_0__ ff.;
to set off parenthetical expressions, __A_TAG_PLACEHOLDER_0__ etc.;
to set off independent elements, __A_TAG_PLACEHOLDER_0__ ff.;
to set off non-restrictive clauses, __A_TAG_PLACEHOLDER_0__ ff.;
to introduce modifiers at the end of the sentence, __A_TAG_PLACEHOLDER_0__ ff.

Command used in good headlines of advertisements, 313.

Commercial department of a bank, 333.

Commercial terms, abbreviations of, 27-28.

Commission, agent's, 323.

Common carriers, 284.

Common noun, defined, 57.

Common stock, 355.

Companies, kinds of, 273.

Company, the steamship, 284;
the railroad, __A_TAG_PLACEHOLDER_0__ etc.
(See Corporation, __A_TAG_PLACEHOLDER_0__ et seq.)

Comparative degree, of adjectives, 78;
of adverbs, __A_TAG_PLACEHOLDER_0__.

Comparison and contrast, paragraphs developed by, 223.

Comparison, of adjectives, 78;
of adverbs, __A_TAG_PLACEHOLDER_0__;
negative, __A_TAG_PLACEHOLDER_0__.

Complaint, letters answering, 257 ff.

Complement, subjective, 65.

Complex sentence, defined, 42.

Composition, oral and written, 127 ff.

Compound nouns, plural of, 20.

Compound relatives, 59.

Compound sentence, defined, 42;
punctuation of, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__ etc.

Con, prefix, 32.

Conciseness of expression, 199.

Condensation to secure clearness, 200.

Conjugation, of write, active voice, 88 ff.;
of be, __A_TAG_PLACEHOLDER_0__ ff.;
of follow, passive voice, __A_TAG_PLACEHOLDER_0__ ff.

Conjunction, and the preposition, 116 ff.

Conjunctions.
Coordinate, __A_TAG_PLACEHOLDER_0__;
punctuation with, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__ ff.
distinguished from connecting adverbs, __A_TAG_PLACEHOLDER_0__.
Subordinate, list of, __A_TAG_PLACEHOLDER_0__;
than and as, __A_TAG_PLACEHOLDER_0__.
Correlative, __A_TAG_PLACEHOLDER_0__.

Conjunctive adverbs, 45;
distinguished from coordinating conjunctions, __A_TAG_PLACEHOLDER_0__;
punctuation with, __A_TAG_PLACEHOLDER_0__.
[372]
Connection, smooth, 127-128, 224 ff.;
secure methods, __A_TAG_PLACEHOLDER_0__ ff.

Conservation, 191-192.

Consignee, 285.

Consonant, final, doubling of, 22;
silent, words with, __A_TAG_PLACEHOLDER_0__.

Construction, letters dealing with contract for, 263;
shift of, __A_TAG_PLACEHOLDER_0__.

Contract, letters dealing with, for painting iron-work, 262;
for property delivery, __A_TAG_PLACEHOLDER_0__;
for construction, __A_TAG_PLACEHOLDER_0__.

Contraction, apostrophe used with, 160.

Coördinate conjunctions, 45;
punctuation with, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__ etc.

Coördinate expressions, 122 ff.

Copulative verbs, defined, 83.

Corporate organization, 359.

Corporation, the, 353 ff.;
finances of __A_TAG_PLACEHOLDER_0__;
capital stock of, __A_TAG_PLACEHOLDER_0__ ff.;
dividends of __A_TAG_PLACEHOLDER_0__;
shareholders of, __A_TAG_PLACEHOLDER_0__;
bonds of, __A_TAG_PLACEHOLDER_0__ ff.;
organization of __A_TAG_PLACEHOLDER_0__;
directors of __A_TAG_PLACEHOLDER_0__;
railroad, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
public utility, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
industrial, __A_TAG_PLACEHOLDER_0__;
topics for investigation and discussion on __A_TAG_PLACEHOLDER_0__;
dictation exercises on, __A_TAG_PLACEHOLDER_0__ ff.

Correlatives, defined, 122;
correct position of coordinate expressions, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
either—or and neither—nor, __A_TAG_PLACEHOLDER_0__.

Cost of living, paragraph on, 173.

Cotton seed, paragraph on, 176.

Cotton in the Soudan, paragraph, 181.

Could and might, 102.

Courteous close, in business letters, 232, 237.

Courtesy in business letters, 231, 240.

Credit, 333.

Credit letters, 250 ff.

Currency, bill, 333;
legislation, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__.

Current events, to suggest subjects for talks, 155.


Dangling expressions, 205 ff.

Dash, use of, 195 ff.;
excessive use in business letters, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__.

Dead letter sale, 190.

Debate, outline for a, 141 ff.;
subjects for, __A_TAG_PLACEHOLDER_0__ ff., __A_TAG_PLACEHOLDER_1__;
on manufacturing, suggestions for, __A_TAG_PLACEHOLDER_0__;
on distribution, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__.

Debating, 137 ff.;
proposal for, __A_TAG_PLACEHOLDER_0__;
six rules for, __A_TAG_PLACEHOLDER_0__ ff.
incorrect conclusions in, __A_TAG_PLACEHOLDER_0__;
unrelated issue in, __A_TAG_PLACEHOLDER_0__.

Declarative sentence, defined, 41.

Declension of pronouns, personal, 58;
relative, __A_TAG_PLACEHOLDER_0__;
question, __A_TAG_PLACEHOLDER_0__.

Deed, 322.

Degrees of comparison, 78-79.

Demonstrative pronouns, 60.

Departments, of banks, 333;
of railroads, __A_TAG_PLACEHOLDER_0__.

Deposit, banks of, 334;
slip, __A_TAG_PLACEHOLDER_0__.

Details, explanatory, necessary to secure interest, 147;
paragraphs created by, __A_TAG_PLACEHOLDER_0__.

Development of paragraphs, methods of, 222-223.

dg, words containing, 25.

Diacritical marks, 8, 10.

Diaeresis, 9.

Dialogue, paragraphing in, 168 ff.

Dictation exercises, for series, 171;
__A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
for initial clauses or participial phrases, __A_TAG_PLACEHOLDER_0__;
for parenthetical expressions, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
for independent elements, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
for non-restrictive relative clauses, __A_TAG_PLACEHOLDER_0__;
for the semicolon, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
on manufacturing, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
on distribution, __A_TAG_PLACEHOLDER_0__ etc.;
on real estate, __A_TAG_PLACEHOLDER_0__ etc.;
on banking, __A_TAG_PLACEHOLDER_0__ pp.;
on corporations, __A_TAG_PLACEHOLDER_0__ etc.

Direct discourse, 163 ff.;
use of comma in, __A_TAG_PLACEHOLDER_0__.

Directors of corporations, 359.

Discount, 335.

Discourse, direct, 163 ff.;
indirect, __A_TAG_PLACEHOLDER_0__ etc.

Discussion and investigation topics, on manufacture, 278-279;
on distribution, __A_TAG_PLACEHOLDER_0__;
on real estate, __A_TAG_PLACEHOLDER_0__;
on banking, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
on the company, __A_TAG_PLACEHOLDER_0__.

Dishwasher, letters to sell a, 265 ff.

Distribution.
Transportation is essential, __A_TAG_PLACEHOLDER_0__ ff.;
the cruise line, __A_TAG_PLACEHOLDER_0__;
[373]the railway company, __A_TAG_PLACEHOLDER_0__ ff.;
the retailer, __A_TAG_PLACEHOLDER_0__ ff.;
the wholesale dealer, __A_TAG_PLACEHOLDER_0__ ff.;
the online merchant, __A_TAG_PLACEHOLDER_0__ ff.;
the salesperson, __A_TAG_PLACEHOLDER_0__ ff.;
debate topic ideas, __A_TAG_PLACEHOLDER_0__;
subjects for paragraphs, __A_TAG_PLACEHOLDER_0__ ff.;
investigation and discussion topics, __A_TAG_PLACEHOLDER_0__;
bibliography, __A_TAG_PLACEHOLDER_0__ et seq.;
dictation exercises, __A_TAG_PLACEHOLDER_0__ etc.

Dividends, 355.

Dividing a subject into its natural divisions, 149 ff.

Dot, 9.

Double relative, 59.

Doubling final consonants, rule for, 22.

Draft, bank, 341 ff.;
time, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
sight, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__.

Dropping of final e, 22, 25.

Druggist, outline of advertising letters sent by, 268-269.

Durability, its appeal in advertising, 311-312.


E, final, retained, 25.

Each, every, 62, 86 (3)

Economy, its appeal in advertising, 311-312.

Effect and affect, 102.

Efficiency, office, 217;
shorthand, __A_TAG_PLACEHOLDER_0__.

ei or ie, 24.

Either—or, 123.

Electric washing machine, outline of letters to sell, 269.

Elements, independent, case of, 65;
punctuation of __A_TAG_PLACEHOLDER_0__.

Emphatic pronouns, 59.

Emulation, its appeal in advertising, 311-312.

ence and ance, 34.

Endings, peculiar adjective, 33;
peculiar noun and verb, __A_TAG_PLACEHOLDER_0__.

Endorsing a check, methods of, 340.

English, oral, 1, 127 ff.;
written, __A_TAG_PLACEHOLDER_0__.
(See Punctuation, The Clear Sentence, Business Letters.)

ent, 33.

Enthusiasm in business, 230.

eous, 33.

Essentials, of a sales letter, 230;
in manufacturing, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
of an ad, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__.

Every, number of, 86.

Examples and illustrations, paragraphs developed by, 222.

Examples of advertisements, 318 ff.

Except, a preposition, 124;
incorrectly used as a conjunction, __A_TAG_PLACEHOLDER_0__.

Except and accept, 102.

Exclamation mark, use of, 162.

Exclamatory sentence, defined, 41.

Explanatory details, paragraphs developed by, 222.

Explanatory expressions, punctuation of, 179 ff.
Appositives, __A_TAG_PLACEHOLDER_0__;
parenthetical expressions, __A_TAG_PLACEHOLDER_0__;
independent elements, __A_TAG_PLACEHOLDER_0__;
punctuating explanatory relative clauses, __A_TAG_PLACEHOLDER_0__;
Subordinate elements appearing at the end of the sentence, __A_TAG_PLACEHOLDER_0__.

Exports in cattle, paragraph on, 76.

Express money order, 340-341.

Expression, conciseness of, 199;
variety of, __A_TAG_PLACEHOLDER_0__.


f, and fe, plurals of nouns ending in, 19.

False conclusions in debating, 137-138.

Farm lands, 325 ff.;
letter sales outline, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
letters about, __A_TAG_PLACEHOLDER_0__ ff.;
topics for investigation and discussion on __A_TAG_PLACEHOLDER_0__;
dictation exercises on, __A_TAG_PLACEHOLDER_0__ ff.

Farm reform, 329.

Farming specials, 330.

Favor, your esteemed, and similar expressions, to avoid, 243.

Fee simple, 322.

Fewer and less, 80.

Figures, plural of, 20, 160.

Final consonant, rule for doubling, 22.

Final e, dropped, 22, 25;
retained, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__.

Finance department of a railroad, 360-361.

Finances of a corporation, 354.

Fly, flow, flee, 101.

Folding a letter, directions for, 238.

Follow, conjugation of in the passive voice, 105 ff.;
synopsis of, passive, __A_TAG_PLACEHOLDER_0__.

Following, the, punctuation after, 195.
[374]
Follow-up letter, the, 264 ff.

For, as preposition and conjunction, 55.

Foreclosing a mortgage, 322.

Foreign plurals, 21.

Foreign news, to suggest subjects for talks, 155.

For example, punctuation with, 195.

For instance, punctuation with, 195.

Form letter, the, 264.

Form of the business letter, 231.

Formation, of participles, 21 ff.;
of possessive case, __A_TAG_PLACEHOLDER_0__;
of infinitives, __A_TAG_PLACEHOLDER_0__.

Freight bill, 286.

Freight, receipt for, 285.

Furniture, outline of letters to sell, 269.

Future tense, 88 ff.;
progressive, __A_TAG_PLACEHOLDER_0__;
perfect, __A_TAG_PLACEHOLDER_0__.


G, pronunciation of, 24.

Gas mantles, paragraph on, 280-281.

Gold certificates, 332.

Good and bad headlines in advertisements, 313-314.

Government's Laundry, the, 173-174.

Greek roots, 30.


Had ought, 103.

"Hammock" paragraph, 216.

Have and of, 119.

Heading of the business letter, 232, 235.

Headlines of advertisements, good and bad, 313-314.

Health, its appeal in advertising, 311-312.

Herculean, 5.

Homonyms, 14-15.

How to advance, paragraph on, 177.

Hoping and similar expressions, to avoid, 242-243.

Hyphen, use of, 196.


Ible, 33.

Ideas, mistaken, in letter writing, 241 ff.

ie or ei, 24.

Illustrations and examples, paragraphs developed by, 222.

Imperative sentence, defined, 41.

In, prefix, 33.

Income of railroads, 360.

Incorrectly used, nouns and pronouns, 73-74;
adjectives and adverbs, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
verbs, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
prepositions, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__.

Indefinite it or they, 207 ff.

Indefinite pronouns, 61;
used as adjectives, __A_TAG_PLACEHOLDER_0__.

Independent elements, case of, 65;
punctuation of __A_TAG_PLACEHOLDER_0__.

Indicative mode, defined, 112;
of be, 112.

Indirect discourse, 166 ff.

Indirect object, 66.

Industrial corporations, 363.

Industry, 273.

Infinitive, defined, 109;
tenses and voices of, __A_TAG_PLACEHOLDER_0__;
split, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__.

Initial clause or participial phrase, punctuation of, 176.

Insurance, 327 ff.;
letters regarding, __A_TAG_PLACEHOLDER_0__ ff.

Insurance and real estate, 321 ff.

Interesting words, 1 ff.

Interjection, 49;
Oh, __A_TAG_PLACEHOLDER_0__.

Interrogation mark, use of, 162;
position of "quotation marks," __A_TAG_PLACEHOLDER_0__ ff.

Interrogative pronouns, declined, 60.

Interrogative sentence, 41.

Intransitive verb, 83.

Introduction of the letter, 232, 235-236.

Investigation and discussion, topics for, on manufacture, 278-279;
on distribution, __A_TAG_PLACEHOLDER_0__;
on real estate, __A_TAG_PLACEHOLDER_0__;
on banking, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
on the company, __A_TAG_PLACEHOLDER_0__.

Investments, mining, 365-366.

Investors, 184, 185.

ious, 33.

Irregular plurals of nouns, 19.

Irregular verbs, principal parts of, 95 ff.

ise, ize, yze, 34.

It used indefinitely, 207 ff.

Italic, derivation of, 3.

Italian a, 9.

Its and it's, 160 ff.


k, insertion of, 25.

Kindly, abuse of, 243.
[375] Labor, 274.

Local news, to suggest subjects for talks, 155.

Land business, the, 325 ff.

Latin-American trade, the, 306.

Latin prefixes and suffixes, 31.

Lay and lie, 100-101.

Learn and teach, 101.

Lease, 321.

Least, used in the superlative degree, 78.

Legal department of a railroad, 360-361.

Length of good headlines in advertisements, 313.

Less and fewer, 80.

Letter beginnings, 240, 247, 248-249.

Letter, to investors, 47;
to go along with a style guide, __A_TAG_PLACEHOLDER_0__;
to promote a water trip, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
to sell a house coat, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
ordering items, __A_TAG_PLACEHOLDER_0__;
from A. Lincoln to Mrs. Bixby, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
to go with a catalog, __A_TAG_PLACEHOLDER_0__ ff.;
to sell cheese, __A_TAG_PLACEHOLDER_0__;
to sell hinged paper, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
to open an account, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
credit, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
requesting payment, __A_TAG_PLACEHOLDER_0__ ff.
responding to a complaint, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
of application, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
follow-up, __A_TAG_PLACEHOLDER_0__ for further info.
from a bank, requesting a trust (to be punctuated), __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
market, __A_TAG_PLACEHOLDER_0__.

Letters, plurals of, 20.

Letters, business, in the manufacturing business, 276 ff.;
in retail, __A_TAG_PLACEHOLDER_0__ ff.;
in wholesale, __A_TAG_PLACEHOLDER_0__ ff.;
in the mail order business, __A_TAG_PLACEHOLDER_0__ ff.
to assist the salesman, __A_TAG_PLACEHOLDER_0__;
related to banking, __A_TAG_PLACEHOLDER_0__ ff.
(See Business letters, Letter.)

Lie and lay, 100-101.

Like, followed by the objective case, 124.

Loose and lose, 103.

Lose and loose, 103.

Luck and labor, paragraph on, 174.


Macron, the, 9.

Magazine advertising, 311 ff.

Mail order business, the, 295 ff..

Manufacture, 270 ff.;
essentials in, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
themes for topics on, __A_TAG_PLACEHOLDER_0__;
debate topic suggestions for __A_TAG_PLACEHOLDER_0__;
letters in, __A_TAG_PLACEHOLDER_0__ ff.;
Topics for investigation and discussion on __A_TAG_PLACEHOLDER_0__ ff.;
bibliography for __A_TAG_PLACEHOLDER_0__;
dictation exercises in, __A_TAG_PLACEHOLDER_0__ etc.

Market letter, 366.

Market value, 355 ff.

Marks, diacritical, 7;
question, __A_TAG_PLACEHOLDER_0__;
quotation, __A_TAG_PLACEHOLDER_0__ etc.

Materials, raw, 274.

Maturity of bonds, 358, 364.

May and can, 102.

Merchant, the retail, 286 ff.;
the wholesale, __A_TAG_PLACEHOLDER_0__ ff.;
the online order, __A_TAG_PLACEHOLDER_0__ ff.

Methods of endorsing a check, 340.

Might and could, 102.

Mining investment, principles of, 365.

Misplaced modifiers, 209-210.

Mispronounced, words commonly, 13, 17.

Mistaken ideas in letter writing, 241 ff.

Mode, defined, 112;
indicative and subjunctive of be, __A_TAG_PLACEHOLDER_0__;
subjunctive showing possibility, __A_TAG_PLACEHOLDER_0__.

Model letters. (See Letter.)

Modern business done by letter, 229 ff.

Modifiers, adjective and adverb, word, 49;
phrase, __A_TAG_PLACEHOLDER_0__ ff.;
clause, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
used to ensure unity, __A_TAG_PLACEHOLDER_0__;
mislocated, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__.

Money, 332;
types of paper, __A_TAG_PLACEHOLDER_0__ ff.;
its appeal in advertising, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__.

Money order, express, 340-341;
mail, __A_TAG_PLACEHOLDER_0__.

Monosyllables ending in silent e, 9.

Month from year, comma used to separate, 178.

More or less, used in the comparative degree, 78.

Mortgage, 322, 357 ff.;
foreclosing a __A_TAG_PLACEHOLDER_0__.

Most or least, used in the superlative degree, 78.

Motives to which advertisements appeal, 311.
[376] Namely, punctuation with, 195.

Names, suggestive, in advertising, 313.

National bank notes, 333.

National news, to suggest subjects for talks, 155.

Necessary words, omission of, 210-211.

Need, its appeal in advertising, 311-312.

Negative comparison, 125.

Negative, outline for a debate on advertising, 143 ff.

Neither—nor, 123.

News, to suggest topics for talks, 155.

Nominative absolute, 65.

Nominative case, 64 ff.;
as subject, __A_TAG_PLACEHOLDER_0__;
as a predicate nominative, __A_TAG_PLACEHOLDER_0__;
as an appositive, __A_TAG_PLACEHOLDER_0__;
independent, __A_TAG_PLACEHOLDER_0__;
absolute, __A_TAG_PLACEHOLDER_0__.

Nor, 123.

Notes, 359;
promissory note, __A_TAG_PLACEHOLDER_0__.

Noun, defined, 49;
clause, __A_TAG_PLACEHOLDER_0__;
and the pronoun, __A_TAG_PLACEHOLDER_0__ ff.;
usual, __A_TAG_PLACEHOLDER_0__;
proper, __A_TAG_PLACEHOLDER_0__;
collective, __A_TAG_PLACEHOLDER_0__;
abstract, __A_TAG_PLACEHOLDER_0__;
verbal, __A_TAG_PLACEHOLDER_0__;
modified by every and similar words, __A_TAG_PLACEHOLDER_0__;
group, quantity of, __A_TAG_PLACEHOLDER_0__.

Nouns, rules for plurals of, regular, 18;
ending in y, __A_TAG_PLACEHOLDER_0__;
ending in o, __A_TAG_PLACEHOLDER_0__;
ending in f and fe, __A_TAG_PLACEHOLDER_0__;
irregular, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
compound, __A_TAG_PLACEHOLDER_0__;
foreign, __A_TAG_PLACEHOLDER_0__;
possessive form of, __A_TAG_PLACEHOLDER_0__;
incorrectly used, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
joined by or, __A_TAG_PLACEHOLDER_0__;
punctuation of a series, __A_TAG_PLACEHOLDER_0__ ff.

Number of verb, 86.


O, capitalization of, 161.

o, plural of nouns ending in, 19.

Object, of a preposition, 55, 66;
of a transitive verb, __A_TAG_PLACEHOLDER_0__;
indirect, __A_TAG_PLACEHOLDER_0__;
second, __A_TAG_PLACEHOLDER_0__.

Objective case, 64, 66;
as the direct object of a transitive verb, __A_TAG_PLACEHOLDER_0__;
as the object of a preposition, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__;
as indirect object, __A_TAG_PLACEHOLDER_0__;
as a second object, __A_TAG_PLACEHOLDER_0__;
as an appositive, __A_TAG_PLACEHOLDER_0__;
as an adverb, __A_TAG_PLACEHOLDER_0__;
following like, __A_TAG_PLACEHOLDER_0__.

Observation, subjects taken from, 146 ff.

Obsolete words, 3.

Of and have, 119.

Of phrase substituted for the possessive case, 67.

Oh, 161.

Omission, of letters, 160;
of essential words, __A_TAG_PLACEHOLDER_0__ ff.;
of subject in business emails, __A_TAG_PLACEHOLDER_0__.

Opening an account, letters for, 240 ff.

Operating department of a railroad, 360.

Oral English, exercises in, 127 ff.

Oral expression, 127 ff.;
variety of, __A_TAG_PLACEHOLDER_0__.

Oral reproduction, from magazines, 147;
from newspapers, __A_TAG_PLACEHOLDER_0__ etc.

Oral exercises, in general, 127 ff.;
on manufacturing, __A_TAG_PLACEHOLDER_0__ ff.;
in retail, __A_TAG_PLACEHOLDER_0__;
in wholesale trade, __A_TAG_PLACEHOLDER_0__ ff.;
in the e-commerce business, __A_TAG_PLACEHOLDER_0__;
in relation to the salesman, __A_TAG_PLACEHOLDER_0__ ff.

Order bill of lading, 285.

Ordering goods, letter for, 239.

Order, express money, 340-341;
postal money, __A_TAG_PLACEHOLDER_0__.

Organization, corporate, 359;
of a railway, __A_TAG_PLACEHOLDER_0__.

Outline, for a debate, 141 ff.;
how to make a __A_TAG_PLACEHOLDER_0__ ff.


Paper money, kinds of, 332 ff.

Paragraph, the, 215 ff.;
in conversation, __A_TAG_PLACEHOLDER_0__ ff.;
proper length of, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
topic sentence in, __A_TAG_PLACEHOLDER_0__ pp.;
"hammock," 216;
how developed, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__.

Paragraphs on, Sacramento City, 48;
cattle exports, __A_TAG_PLACEHOLDER_0__;
cost of living, __A_TAG_PLACEHOLDER_0__;
the government's laundry, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
hard work and good fortune, __A_TAG_PLACEHOLDER_0__;
sawdust, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
a new type of wood, __A_TAG_PLACEHOLDER_0__;
pigs as mortgage helpers, __A_TAG_PLACEHOLDER_0__;
cottonseed, __A_TAG_PLACEHOLDER_0__;
making paper, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
how to level up, __A_TAG_PLACEHOLDER_0__;
bubonic plague, __A_TAG_PLACEHOLDER_0__;
city politics, __A_TAG_PLACEHOLDER_0__;
cotton in Sudan, __A_TAG_PLACEHOLDER_0__;
the "yellow" invasion, __A_TAG_PLACEHOLDER_0__;
saving, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__, __A_TAG_PLACEHOLDER_2__;
investors, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__;
Chicago's milk supply, __A_TAG_PLACEHOLDER_0__;
the dead letter sale, __A_TAG_PLACEHOLDER_0__;
industries, regulated, __A_TAG_PLACEHOLDER_0__;
the secret log, __A_TAG_PLACEHOLDER_0__;
[377]a mummy's doll, __A_TAG_PLACEHOLDER_0__;
office productivity, __A_TAG_PLACEHOLDER_0__;
shorthand efficiency, __A_TAG_PLACEHOLDER_0__;
professional courtesy, __A_TAG_PLACEHOLDER_0__;
the countryside of Norway, __A_TAG_PLACEHOLDER_0__;
the Spectator, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
income, __A_TAG_PLACEHOLDER_0__;
gas mantles, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
wool production, __A_TAG_PLACEHOLDER_0__;
metal casting, __A_TAG_PLACEHOLDER_0__;
transportation, __A_TAG_PLACEHOLDER_0__;
the Latin American trade, __A_TAG_PLACEHOLDER_0__;
the parcel delivery in Africa, __A_TAG_PLACEHOLDER_0__;
the fix for wrecks, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
colonization, __A_TAG_PLACEHOLDER_0__;
farm reform, __A_TAG_PLACEHOLDER_0__;
farming deals, __A_TAG_PLACEHOLDER_0__;
seed selection, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
the clearinghouse, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
laundered money, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
an early monopoly, __A_TAG_PLACEHOLDER_0__;
mining investments, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__.

Paragraphs, subjects for. See Subjects.

Parenthesis marks, use of, 196;
misused to cancel expressions, __A_TAG_PLACEHOLDER_0__.

Parenthetical expressions, punctuation of, 180 ff.

Participle, defined, 109;
tenses and voices of __A_TAG_PLACEHOLDER_0__;
the dangling, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__.

Participles, formation of, 21;
of verbs in y, __A_TAG_PLACEHOLDER_0__.

Participial phrases, punctuation of, 176 ff.;
188 pages.

Parts of speech:
The noun and the pronoun, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__ ff.;
the adjective and the adverb, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__, ff.;
the verb, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__ etc.;
the preposition and the conjunction, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__ ff.;
the interjection, __A_TAG_PLACEHOLDER_0__.

Parts, principal, of irregular verbs, 95 ff.

Par value, 355.

Passive voice, defined, 84;
conjugation of follow, in the, __A_TAG_PLACEHOLDER_0__ ff.;
synopsis of follow in the, __A_TAG_PLACEHOLDER_0__.

Past tense, 88;
progressive form of, __A_TAG_PLACEHOLDER_0__;
emphatic version of, __A_TAG_PLACEHOLDER_0__;
perfect, __A_TAG_PLACEHOLDER_0__.

Payment, letters requesting, 253 ff.

Perfect tenses, 89 ff.

Period, use of, 162.

Personal pronouns declined, 58.

Personality essential in a salesman, 298.

Persons of the pronouns, 58.

Phrase modifiers, 52 ff.

Phrases, prepositional, 52 ff.;
adverb, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
adjective, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
classification of, __A_TAG_PLACEHOLDER_0__;
punctuation of series, __A_TAG_PLACEHOLDER_0__ ff.;
initial participle, punctuation of, __A_TAG_PLACEHOLDER_0__;
incorrectly used as a sentence, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__.

Plurals, of nouns, 18 ff.;
of letters and numbers, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__;
of foreign nouns, __A_TAG_PLACEHOLDER_0__.

Positive degree, 78, 79.

Possessive case, 64, 67;
rules for forming, __A_TAG_PLACEHOLDER_0__;
separate possession in the __A_TAG_PLACEHOLDER_0__;
with gerunds, __A_TAG_PLACEHOLDER_0__ ff.;
of phrase replaced with, __A_TAG_PLACEHOLDER_0__;
use of the apostrophe in the __A_TAG_PLACEHOLDER_0__.

Possibility, use of the subjunctive mode to show, 113 ff.

Postal money order, 341.

Predicate, of the sentence, 41;
nominative, __A_TAG_PLACEHOLDER_0__.

Preferred stock, 355.

Prefix, usually constituting a syllable, 16;
Anglo-Saxon, __A_TAG_PLACEHOLDER_0__;
Latin, __A_TAG_PLACEHOLDER_0__;
ad, con, and in, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__.

Present tense, 88;
progressive, __A_TAG_PLACEHOLDER_0__;
emphatic, __A_TAG_PLACEHOLDER_0__;
perfect, __A_TAG_PLACEHOLDER_0__.

Preposition, defined, 49;
phrase introduced by, __A_TAG_PLACEHOLDER_0__;
followed by the objective case, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__;
and the conjunction, __A_TAG_PLACEHOLDER_0__ ff.;
the wrong, __A_TAG_PLACEHOLDER_0__;
necessary, __A_TAG_PLACEHOLDER_0__.

Prepositional phrases, 52-53.

Prepositions, and adverbs confused, 52;
list of, __A_TAG_PLACEHOLDER_0__;
used with specific verbs, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
incorrectly used, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__.

Pride, its appeal in advertising, 311-312.

Principal clauses, 42.

Principal parts of irregular verbs, 95 ff.

Progressive tenses, 88 ff.; 105.

Promissory note, 335.

Pronominal adjectives, 60.

Pronoun, defined, 49;
and the noun, __A_TAG_PLACEHOLDER_0__ etc.;
incorrect use of same as a pronoun, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__.

Pronouns, 58 ff.;
personal, declined, __A_TAG_PLACEHOLDER_0__;
emphatic, __A_TAG_PLACEHOLDER_0__;
reflexive, __A_TAG_PLACEHOLDER_0__;
list of relatives, __A_TAG_PLACEHOLDER_0__;
declension of relative, __A_TAG_PLACEHOLDER_0__;
[378]compound relative, __A_TAG_PLACEHOLDER_0__;
double relative, __A_TAG_PLACEHOLDER_0__;
restrictive relative, __A_TAG_PLACEHOLDER_0__ ff.;
interrogative declined, __A_TAG_PLACEHOLDER_0__;
demonstrative, __A_TAG_PLACEHOLDER_0__;
indefinite, __A_TAG_PLACEHOLDER_0__;
adjective, __A_TAG_PLACEHOLDER_0__;
possessive in form, not in use, __A_TAG_PLACEHOLDER_0__ (note);
incorrectly used, __A_TAG_PLACEHOLDER_0__ etc.;
joined by or, __A_TAG_PLACEHOLDER_0__.

Pronunciation, 7 ff.;
slurring words in, __A_TAG_PLACEHOLDER_0__;
of c and g, __A_TAG_PLACEHOLDER_0__.

Proper noun, defined, 57;
capitalization of, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__.

Proposition for debate, 137.

Public utility corporations, 361 ff.

Punctuation, 158 ff.;
apostrophe, __A_TAG_PLACEHOLDER_0__ ff.;
capitals, __A_TAG_PLACEHOLDER_0__ ff.;
period, __A_TAG_PLACEHOLDER_0__;
interrogation mark, __A_TAG_PLACEHOLDER_0__;
exclamation mark, __A_TAG_PLACEHOLDER_0__;
quotation marks, __A_TAG_PLACEHOLDER_0__ ff.;
comma, __A_TAG_PLACEHOLDER_0__ ff.
semicolon, __A_TAG_PLACEHOLDER_0__ ff.
colon, __A_TAG_PLACEHOLDER_0__ ff.
dash, __A_TAG_PLACEHOLDER_0__ ff.
parentheses, __A_TAG_PLACEHOLDER_0__;
hyphen, __A_TAG_PLACEHOLDER_0__ ff.
of series, __A_TAG_PLACEHOLDER_0__ etc.;
of compound sentences, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__ etc.;
of the initial clause or participial phrase, __A_TAG_PLACEHOLDER_0__ ff.;
of explanatory expressions, __A_TAG_PLACEHOLDER_0__ etc.;
after as follows, etc., __A_TAG_PLACEHOLDER_0__;
after namely, etc., __A_TAG_PLACEHOLDER_0__.


Quality, its appeal in advertising, 311-312.

Questions for discussion on, manufacture, 273-274;
the retail seller, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
the wholesale seller, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
the online retailer, __A_TAG_PLACEHOLDER_0__;
advertising, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
real estate, __A_TAG_PLACEHOLDER_0__;
the company, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__.

Quitclaim deed, 322.

Quotation marks, use of, 163 ff.

Quotations, use of comma in, 170 ff.


Railroad, the, 360;
income sources of __A_TAG_PLACEHOLDER_0__;
organization of, __A_TAG_PLACEHOLDER_0__;
departments of, __A_TAG_PLACEHOLDER_0__ etc.

Railroad company, the, 284, 360.

Raise and rise, 101.

Raw materials, 274.

Reading, subjects taken from, 147 ff.

Real and very, 81.

Real estate and insurance, 321.

Real estate business, 321 ff.
Rent, __A_TAG_PLACEHOLDER_0__;
lease, __A_TAG_PLACEHOLDER_0__;
warranty deed, __A_TAG_PLACEHOLDER_0__;
quitclaim deed, __A_TAG_PLACEHOLDER_0__;
clear title, __A_TAG_PLACEHOLDER_0__;
fee simple, __A_TAG_PLACEHOLDER_0__;
mortgage, __A_TAG_PLACEHOLDER_0__;
foreclosing on a mortgage, __A_TAG_PLACEHOLDER_0__;
agent and commission, __A_TAG_PLACEHOLDER_0__;
letters in, __A_TAG_PLACEHOLDER_0__ ff.
topics for research and discussion, __A_TAG_PLACEHOLDER_0__.

Receipt for freight, 285.

Redemption of bonds, 358.

Reflexive pronouns, 59.

Reform, farm, 329.

Relative pronouns, list of, 54, 59;
declined, __A_TAG_PLACEHOLDER_0__;
double, __A_TAG_PLACEHOLDER_0__;
restrictive, __A_TAG_PLACEHOLDER_0__ ff.
compound, __A_TAG_PLACEHOLDER_0__.

Relative value of different forms of advertising, 310.

Remedy for wrecks, 306-307.

Remittance, forms of, 338 ff.
Check, __A_TAG_PLACEHOLDER_0__;
certified check, __A_TAG_PLACEHOLDER_0__ ff.
endorsement methods, __A_TAG_PLACEHOLDER_0__;
money order, __A_TAG_PLACEHOLDER_0__;
money order, __A_TAG_PLACEHOLDER_0__;
bank transfer, __A_TAG_PLACEHOLDER_0__ ff.;
time draft, __A_TAG_PLACEHOLDER_0__ ff.;
sight draft, __A_TAG_PLACEHOLDER_0__ pages.

Rent, 321.

Reproduction, oral, from magazines, 147 ff.;
from newspapers, __A_TAG_PLACEHOLDER_0__ etc.

Requesting payment, letters, 253 ff.

Restricting the subject, 150.

Restrictive relative pronouns, 59 ff.

Retail merchant, the, 286 ff.

Richards' baby stocking fund, 337.

Rise and raise, 101.

Roots, Greek, 30.

Rules.
Below is a short piece of text (5 words or fewer). Modernize it into contemporary English if there's enough context, but do not add or omit any information. If context is insufficient, return it unchanged. Do not add commentary, and do not modify any placeholders. If you see placeholders of the form __A_TAG_PLACEHOLDER_x__, you must keep them exactly as-is so they can be replaced with links.
regular plurals in s and es, __A_TAG_PLACEHOLDER_0__;
changing final y to i, __A_TAG_PLACEHOLDER_0__;
nouns ending in o, __A_TAG_PLACEHOLDER_0__;
nouns in f and fe, __A_TAG_PLACEHOLDER_0__;
plural by vowel change, __A_TAG_PLACEHOLDER_0__;
by adding en, __A_TAG_PLACEHOLDER_0__;
no change for the plural, __A_TAG_PLACEHOLDER_0__;
two plural forms, __A_TAG_PLACEHOLDER_0__;
compound nouns, __A_TAG_PLACEHOLDER_0__;
plurals of letters and numbers, __A_TAG_PLACEHOLDER_0__;
foreign plurals, __A_TAG_PLACEHOLDER_0__;
doubling final consonant, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
retaining y before ing, __A_TAG_PLACEHOLDER_0__;
ie or ei, __A_TAG_PLACEHOLDER_0__;
soft c and g, __A_TAG_PLACEHOLDER_0__;
dropping final silent e, __A_TAG_PLACEHOLDER_0__;
retaining final e, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__.
Understood. Please provide the text you would like me to modernize.
the apostrophe is used to indicate the possessive case of nouns, __A_TAG_PLACEHOLDER_0__;
to indicate missing letters, __A_TAG_PLACEHOLDER_0__;
to indicate plurals of letters, numbers, and words that aren't typically nouns, __A_TAG_PLACEHOLDER_0__;
capitals, __A_TAG_PLACEHOLDER_0__ ff.;
the time, __A_TAG_PLACEHOLDER_0__;
the question mark, __A_TAG_PLACEHOLDER_0__;
[379]the exclamation mark, __A_TAG_PLACEHOLDER_0__;
quotation marks, __A_TAG_PLACEHOLDER_0__ ff.
comma in direct quotes, __A_TAG_PLACEHOLDER_0__;
comma in series, __A_TAG_PLACEHOLDER_0__ etc.;
comma in compound sentence, __A_TAG_PLACEHOLDER_0__ ff.;
Put a comma after an introductory clause or participial phrase, __A_TAG_PLACEHOLDER_0__ ff.;
Use a comma to separate the month from the year, etc., __A_TAG_PLACEHOLDER_0__;
comma to indicate omitted words, __A_TAG_PLACEHOLDER_0__;
comma to set off appositive, __A_TAG_PLACEHOLDER_0__ ff.;
Use a comma to separate parenthetical expressions, __A_TAG_PLACEHOLDER_0__ ff.;
Comma to separate independent elements, __A_TAG_PLACEHOLDER_0__ ff.;
Use a comma to separate a non-restrictive relative clause, __A_TAG_PLACEHOLDER_0__ ff.;
Use a comma to separate a subordinate element at the end of the sentence, __A_TAG_PLACEHOLDER_0__ ff.;
the semicolon, __A_TAG_PLACEHOLDER_0__ ff.;
the colon, __A_TAG_PLACEHOLDER_0__ etc.;
the dash, __A_TAG_PLACEHOLDER_0__ ff.;
parentheses, __A_TAG_PLACEHOLDER_0__;
the hyphen, __A_TAG_PLACEHOLDER_0__.


S 1, comma fault, 44.

S 2, use of phrase or clause as sentence, 45.

Sacramento City, paragraph on, 48.

Salary, 3.

Sales letter, the, 244 ff.

Salesman, the, 298 ff.;
letters to help the, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__.

Salutation, the, of business letters, 232, 236-237.

Same, not a pronoun, 72-73;
clear business mistake, __A_TAG_PLACEHOLDER_0__.

Saving, paragraphs on, 182, 184, 193.

Savings banks, 334, 336; postal, 337.

Savings department of bank, 332.

Saw and seen, 99-100.

Sawdust, paragraph on, 174.

Second object, 66.

Secretary's report, the, 115 (note).

Sede, cede, ceed, 34.

Selection of seed, 330-331.

Semicolon, uses of, 45, 174, 192 ff.

Sentence, the, and its elements, 41 ff.;
subject of, __A_TAG_PLACEHOLDER_0__;
basic, __A_TAG_PLACEHOLDER_0__;
complex, __A_TAG_PLACEHOLDER_0__;
compound, __A_TAG_PLACEHOLDER_0__;
compound punctuation of, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__;
predicate of, __A_TAG_PLACEHOLDER_0__;
declarative, defined, __A_TAG_PLACEHOLDER_0__;
question, defined, __A_TAG_PLACEHOLDER_0__;
imperative, defined, __A_TAG_PLACEHOLDER_0__;
exclamatory, defined, __A_TAG_PLACEHOLDER_0__;
simple, defined, __A_TAG_PLACEHOLDER_0__;
compound, defined, __A_TAG_PLACEHOLDER_0__;
complex, defined, __A_TAG_PLACEHOLDER_0__;
errors, __A_TAG_PLACEHOLDER_0__.

Separation, the keynote of punctuation, 159.

Series, punctuation of, 171 ff.

Set, and sit, 101.

Shall and will, 89, 92.

Shareholders, 355.

Shares, of capital stock, 355.

Shift in construction, 211 ff.

Short sentences, combination of, 202 ff.

Should and would, 93-94.

Sight draft, 344-345.

Signature, the, in business letters, 232, 237-238.

Silent consonant, words containing, 11.

Silent vowels, 11.

Silver certificates, 332.

Simple sentence, defined, 42.

Since, as preposition and conjunction, 55.

sion, tion, cion, 34.

Sit and set, 101.

Slang, 129.

Slurring of syllables, 7.

Smooth connection, 127-128, 224;
securing methods, __A_TAG_PLACEHOLDER_0__.

Snappy style, in letter writing, 246.

So—as, in negative comparisons, 125.

So habit, to avoid the, 111, 128.

Soudan, cotton in the, 181.

South Africa, parcel post in, 306.

Specials, railroad farming, 330.

Spectator, The, paragraph from Macaulay, 218-219.

Speech, parts of, 48 ff.

Speech, plan in making, 131 ff.;
outline for, __A_TAG_PLACEHOLDER_0__ etc.

Spelling, rules, 18 ff.;
500 words for, __A_TAG_PLACEHOLDER_0__ etc.

Split infinitive, 77, 209.

States, abbreviation of names of, 26-27.

Steamship company, the, 284.

Steel, trouble in introducing, 191.

Stenographic efficiency, 217.

Still-life advertisements, 314.

Stock, capital, common and preferred, 353, 355;
authorized capital, __A_TAG_PLACEHOLDER_0__.

Stockholders, 355.

Stocks, of a corporation, 354 ff.
[380]
Straight bill of lading, 285.

Style, in letter writing, 244 ff.

Subject, as a whole, 148;
divisions of, __A_TAG_PLACEHOLDER_0__ ff.
creating outline of, __A_TAG_PLACEHOLDER_0__ ff.;
restricting the, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__;
of the sentence, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__;
simple, __A_TAG_PLACEHOLDER_0__;
complete, __A_TAG_PLACEHOLDER_0__;
of subordinate clause, __A_TAG_PLACEHOLDER_0__;
compound number of __A_TAG_PLACEHOLDER_0__;
incorrect omission of, in business letters, __A_TAG_PLACEHOLDER_0__.

Subjective complement, 65.

Subjects, how to choose, 146 ff.;
for discussions, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__, __A_TAG_PLACEHOLDER_2__, __A_TAG_PLACEHOLDER_3__, __A_TAG_PLACEHOLDER_4__;
for compositions on manufacturing, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__, __A_TAG_PLACEHOLDER_2__-__A_TAG_PLACEHOLDER_3__;
on distribution, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__, __A_TAG_PLACEHOLDER_2__, __A_TAG_PLACEHOLDER_3__;
on advertising, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__;
suggested by personal experience, __A_TAG_PLACEHOLDER_0__;
suggested by reading, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__.

Subjunctive mode, defined, 112;
of be, __A_TAG_PLACEHOLDER_0__;
used to indicate possibility, __A_TAG_PLACEHOLDER_0__.

Subordinate clauses, adjective, adverb, noun, 54;
subject of, __A_TAG_PLACEHOLDER_0__.

Subordinate conjunctions, list of, 54.

Subordination, in the sentence, 201 ff.

Subscription, outline of letters to sell, 268.

Success, elements of, 135.

Successful men and women, 136.

Suffix, usually constituting a syllable, 16;
Anglo-Saxon, __A_TAG_PLACEHOLDER_0__;
adjective, __A_TAG_PLACEHOLDER_0__;
verb, __A_TAG_PLACEHOLDER_0__;
noun, __A_TAG_PLACEHOLDER_0__;
able and ible, __A_TAG_PLACEHOLDER_0__;
ant and ent, __A_TAG_PLACEHOLDER_0__.

Suggestions for debates, 139 ff., 144;
on manufacturing, __A_TAG_PLACEHOLDER_0__;
on distribution, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__.

Suggestive names in advertisements, 313;
headlines, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__.

Superlative degree, of adjectives, 78;
of adverbs, __A_TAG_PLACEHOLDER_0__.

Superlatives, to be avoided, 129.

Syllabication, 15.

Syllables, slurred, 7;
word division, __A_TAG_PLACEHOLDER_0__ ff.

Synopsis of write, active voice, 91.


Teach and learn, 101.

Technical words, 4.

Tense, defined, 88;
of participle, __A_TAG_PLACEHOLDER_0__;
of infinitive, __A_TAG_PLACEHOLDER_0__.

Tenses, distinguished, 88 ff.
(See Present tense, Past tense, Perfect tenses.)

Than and as, case following, 121.

That, restrictive relative, 59 ff.

That is, punctuation with, 195.

The following, punctuation with, 195.

Themes, oral, 127 ff.
(See Oral themes.)

There, their, 126.

Thinking, business, 2.

Thus, punctuation with, 195.

Tilde, 9.

Time draft, 343-344.

Tion, sion, cion, 34.

Tious, troublesome ending, 33.

Title, clear, to property, 322.

Titles, 150;
of officials and honor, __A_TAG_PLACEHOLDER_0__;
of books and plays, __A_TAG_PLACEHOLDER_0__.

To, too, two, distinguished, 125-126.

Tone, of the letter, 240.

Topic sentence, in the paragraph, 216 ff.

Topics for investigation and discussion, on manufacture, 278-279;
on distribution, __A_TAG_PLACEHOLDER_0__;
on real estate, __A_TAG_PLACEHOLDER_0__;
on banking, __A_TAG_PLACEHOLDER_0__-__A_TAG_PLACEHOLDER_1__;
on the company, __A_TAG_PLACEHOLDER_0__.

Trade, Latin-American, 306.

Traffic department of railroad, 359.

Transitive verb, followed by objective case, 66;
defined, __A_TAG_PLACEHOLDER_0__.

Transportation, 283.

Troublesome verbs, 100 ff.;
lie and lay, __A_TAG_PLACEHOLDER_0__ ff.;
sit, set, __A_TAG_PLACEHOLDER_0__;
fly, flow, flee, __A_TAG_PLACEHOLDER_0__;
rise, raise, __A_TAG_PLACEHOLDER_0__;
teach, learn, __A_TAG_PLACEHOLDER_0__;
might, able to, __A_TAG_PLACEHOLDER_0__;
might, could, __A_TAG_PLACEHOLDER_0__;
accept, except, __A_TAG_PLACEHOLDER_0__;
affect, effect, __A_TAG_PLACEHOLDER_0__ ff.;
lose, loose, __A_TAG_PLACEHOLDER_0__.

Trust companies, 334, 337.

Trust department of a bank, 332.


Uncertain antecedents, pronouns with, 207 ff.

United States treasury notes, 333.

Unity, in the sentence, 199;
in the paragraph, __A_TAG_PLACEHOLDER_0__.

Unless, a conjunction, 124.

Until, as preposition and conjunction, 55.

Usefulness, its appeal in advertising, 311.
[381]
Utility corporations, public, 36 ff.


Value, par of stock, 355 ff.;
market, __A_TAG_PLACEHOLDER_0__ etc.

Vanity, its appeal in advertising, 311.

Variety of expression, 111.

Verb, the, 83 ff.;
defined, __A_TAG_PLACEHOLDER_0__;
transitive, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__;
intransitive, __A_TAG_PLACEHOLDER_0__;
linking, __A_TAG_PLACEHOLDER_0__;
active voice of, __A_TAG_PLACEHOLDER_0__;
passive voice of __A_TAG_PLACEHOLDER_0__;
number of, __A_TAG_PLACEHOLDER_0__;
person of, __A_TAG_PLACEHOLDER_0__;
singular with some words, __A_TAG_PLACEHOLDER_0__ ff.;
plural with specific subjects, __A_TAG_PLACEHOLDER_0__;
tense of, __A_TAG_PLACEHOLDER_0__ ff.
shall and will, __A_TAG_PLACEHOLDER_0__;
should and would, __A_TAG_PLACEHOLDER_0__;
conjugation of be, __A_TAG_PLACEHOLDER_0__ pp.;
be used for progressive tenses, __A_TAG_PLACEHOLDER_0__;
be used for passive voice, __A_TAG_PLACEHOLDER_0__ ff.;
the participle, __A_TAG_PLACEHOLDER_0__;
the infinitive, __A_TAG_PLACEHOLDER_0__;
mode, __A_TAG_PLACEHOLDER_0__ ff.;
conjugation of write, active voice, __A_TAG_PLACEHOLDER_0__ ff.;
follow, passive voice, __A_TAG_PLACEHOLDER_0__ ff.;
synopsis of write, active voice, __A_TAG_PLACEHOLDER_0__;
synopsis of follow, passive voice, __A_TAG_PLACEHOLDER_0__.

Verbal noun, defined, 57;
possessive case with, __A_TAG_PLACEHOLDER_0__ etc.

Verbs, incorrectly used, 114;
participles of verbs in y, __A_TAG_PLACEHOLDER_0__;
taking two objects, __A_TAG_PLACEHOLDER_0__;
taking indirect and direct objects, __A_TAG_PLACEHOLDER_0__;
principal parts of irregular, __A_TAG_PLACEHOLDER_0__ ff.;
troublesome, __A_TAG_PLACEHOLDER_0__ ff.
lie, lay, distinguished, __A_TAG_PLACEHOLDER_0__;
sit and set, distinguished, __A_TAG_PLACEHOLDER_0__;
fly, flow, flee, noteworthy, __A_TAG_PLACEHOLDER_0__;
rise and raise, explained, __A_TAG_PLACEHOLDER_0__;
teach and learn, distinguished, __A_TAG_PLACEHOLDER_0__;
may and can, distinguished, __A_TAG_PLACEHOLDER_0__;
might and could, distinguished, __A_TAG_PLACEHOLDER_0__;
accept and except, distinguished, __A_TAG_PLACEHOLDER_0__;
affect and effect, distinguished, __A_TAG_PLACEHOLDER_0__;
lose and loose, distinguished, __A_TAG_PLACEHOLDER_0__;
had to, incorrectly used, __A_TAG_PLACEHOLDER_0__;
certain prepositions used with, __A_TAG_PLACEHOLDER_0__ etc.

Very and real, distinguished, 81

Voice, active and passive, defined, 84;
of the participle, __A_TAG_PLACEHOLDER_0__;
of the infinitive, __A_TAG_PLACEHOLDER_0__.

Vowels, pronunciation of, 9;
length of, in monosyllables ending in e, __A_TAG_PLACEHOLDER_0__;
words with silent letters, __A_TAG_PLACEHOLDER_0__.


Warranty deed, 322.

Washed money, 351-352.

Washing machine, letters to sell, outline, 269.

Watered stock, 357.

Way-bill, railroad, 286.

Were, where, distinguished, 126.

What, double relative, 59.

Who, and which, used restrictively, 60.

Who and whom, 70 ff.

Whoever and whomever, 71.

Wholesale merchant, the, 291 ff.

Why, childish use of, 128.

Will and shall, 89, 92 ff.

Will you be so good as to, 243.

Wish, subjunctive to express, 113.

Without, a preposition, 124;
used incorrectly as a conjunction, __A_TAG_PLACEHOLDER_0__.

Word analysis, 29 ff.

Words, interesting, 1 ff.;
outdated, __A_TAG_PLACEHOLDER_0__;
technical, __A_TAG_PLACEHOLDER_0__;
similarly pronounced 14, __A_TAG_PLACEHOLDER_0__;
frequently mispronounced, __A_TAG_PLACEHOLDER_0__, __A_TAG_PLACEHOLDER_1__;
containing dg, __A_TAG_PLACEHOLDER_0__;
For words that end with a silent e, either keep or drop the e, __A_TAG_PLACEHOLDER_0__;
analysis of __A_TAG_PLACEHOLDER_0__;
easily confused, list of, __A_TAG_PLACEHOLDER_0__ ff.;
500 for spelling, __A_TAG_PLACEHOLDER_0__ ff.;
used as various parts of speech, __A_TAG_PLACEHOLDER_0__;
omission of punctuation to show __A_TAG_PLACEHOLDER_0__.

Wordiness, 130 ff, 200-201.

Would and should, 93 ff.

Would say, to be avoided, 243.

Write, conjugation of, active voice, 88 ff.;
synopsis of, passive voice, __A_TAG_PLACEHOLDER_0__.

Writing advertisements, exercises in, 315-316.

Written composition, 1, 127 ff.

Written expression, 1, 127 ff.


Y, nouns ending in, plural of, 19.

"Yellow" invasion, paragraph on the, 182.

You attitude, the, in letter writing, 244.

Yze, ize, ise, 34.

FOOTNOTES:

[1] If one of the words so joined is plural, the verb should be plural.

[1] If any of the connected words is plural, the verb should also be plural.

[2] See note on page 115

__A_TAG_PLACEHOLDER_0__ See note about __A_TAG_PLACEHOLDER_1__

[3] Loan for lend, though common in the United States, is not in approved use except sometimes in financial language.—Webster's New International Dictionary.

[3] Loan for lend, while frequently used in the United States, is only sometimes acceptable in financial contexts.—Webster's New International Dictionary.

[4] Supply heading and introduction (see page 232).

[4] Provide a heading and introduction (see page 232).


Transcriber's Note:

Text uses both "to-day" and "today."

Text uses both "to-day" and "today."

Obvious punctuation errors were corrected.

Punctuation errors were fixed.

Pages 116-117, entry for "confide" was originally placed after "correspond." It was relocated to be in the correct alphabetical order.

Pages 116-117, the entry for "confide" was originally placed after "correspond." It was moved to be in the correct alphabetical order.

Pages 171-172, the examples were placed out of order. The section beginning "reporter, business manager" to the end of the paragraph was originally located after a space following the Abraham Lincoln paragraph. The first part of the Abraham Lincoln paragraph originally ended with "nor a year it". The rest of that paragraph was originally located at the top of the next page. These paragraphs have been adjusted to read correctly. Links to images of the original pages follow.

Pages 171-172, the examples were out of order. The section starting with "reporter, business manager" to the end of the paragraph was originally placed after a space following the Abraham Lincoln paragraph. The first part of the Abraham Lincoln paragraph originally ended with "nor a year it." The rest of that paragraph was originally at the top of the next page. These paragraphs have been rearranged for clarity. Links to images of the original pages follow.

The remaining corrections made are indicated by faint dotted lines under the corrected text. Hover the cursor over the word and the original text will appear.

The remaining corrections made are indicated by faint dotted lines under the corrected text. Hover the cursor over the word and the original text will appear.

 

 



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