Page:Roy Ralph Hottman - Practical Collection Procedure (1923).pdf/60

46 One can likewise begin an investigation but one has no preliminary information as an aid, whereas in the former case, the credit department already has a salesman’s re- port upon which to base further procedure. When feasi- ble, collections in person are always preferable to numerous letters. Two or three letters are an aid to the collector while several letters make the debtor antagonistic. In the majority of cases one need not have a separate local col- lector but can arrange matters so that one or two of the collection department spend the necessary time once or twice a month on personal calls.

Requisites of the Collector.

To begin with, the collector is a representative of the firm and he should have a neat and respectable appearance. A slouchy, shabby appearance belittles one and causes both the representative and the firm to be regarded contemptu- ously, and lessens very much the chances of collection. Better results will also be obtained if the collector be not too young, and if he likewise possess in his manner a cer- tain air of affluence. The average person always respects wealth. Frequently a bill is paid for no other reason ex- cept that the debtor is in the presence of one who skilfully assumes an air that the size of the bill is as nothing, to either him or the debtor, and the debtor, therefore, like- wise endeavors to convey the impression that it is a mere trifle to him. Much finesse is essential in such tactics however, as too pronounced an attitude will entirely destroy any benefits to be derived therefrom and produce an op- posite effect.