Many firms get convincing arguments by the use of detailed forms
asking for reports on the product. One follow-up writer gets
valuable pointers from complaints which he terms "reverse" or
"left-handed" talking points.

Some correspondents become adept in coupling up the news of the day
with their products. A thousand and one different events may be
given a twist to connect the reader's interest with the house
products and supply a reason for "buying now." The fluctuation in
prices of raw materials, drought, late seasons, railway rates,
fires, bumper crops, political discussions, new inventions,
scientific achievements--there is hardly a happening that the clever
correspondent, hard pressed for new talking points, cannot work into
a sales letter as a reason for interesting the reader in his goods.

* * * * *

SOURCES OF MATERIAL:

/ 1. SOURCES
/ 1. RAW MATERIALS --| 2. QUALITY
| | 3. SUPPLY
| \ 4. PRICE
|
| / 1. CAPACITY OF
PLANT | PLANT
| | 2. NEW EQUIPMENT
| 2. PROCESSES OF --| 3. TIME SAVING
| MANUFACTURE | DEVICES