Some rule books go further and devote pages to faulty diction that must be avoided and print lists of words that should not be used and words that are "preferred".

The folding of the typewritten page usually comes in for a rule and instructions are generally given regarding corrections--whether the pen can be used at all or if letters must be rewritten.

With these rules laid down for the guidance of the stenographer, her mind is left free for other things that will contribute to her usefulness. It is no reflection on their knowledge of correct English to say that the majority of correspondents, working under high pressure, make mistakes that the stenographer must catch. It is extremely easy in dictating to mix up the tenses of verbs and to make other slips which most letter writers look to their stenographers to correct. It should be a hard and fast rule that an ungrammatical letter must never be sent out under any circumstances. Some correspondents not only look to the stenographer to edit their "copy" but to come back for a new dictation if the meaning of a letter is not perfectly clear. The thought is that if the stenographer does not understand it, there is danger of its being misinterpreted by the one to whom it is addressed.

Many rule books include a list of trade terms and phrases that the most expert stenographer may never have met with in their previous work. Legal terms are especially difficult to take down until a girl has become familiar with the unknown Latin words. This may also be said of technical terms, mechanical terms, architectural and building terms, and so forth. It is a saving of time and annoyance in many offices to have a list of frequently used words that the new stenographer can study before she attempts to take dictations.

It is not likely that any two business houses could adopt the same rules throughout. But this does not lessen the desirability of having specific instructions covering all these points, for without uniformity, the letters will not have the character, the dignity and the individuality that is desired by every concern.

How to Write the _Letter_ That Will "LAND" the _Order_

PART V--WRITING THE SALES LETTER--CHAPTER 16

_Selling goods is considered the biggest problem in the business world. Hard as it is to close a deal with the prospect right before you, it is infinitely harder to get his order when he is miles away and you must depend upon a type-written sheet to interest him in your proposition sufficiently to buy your goods. Methods that have succeeded are described in this chapter and samples of order-bringing letters are given_

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The letter that is sent out unaided to make its own approach, open its own canvass and either complete a sale or pave the way to a sale may be called "the original sales letter." There has been no inquiry, no preliminary introduction of any kind. The letter is simply the substitute for the salesman who voluntarily seeks out his own prospect, presents his proposition and tries to land an order.