Mail departmental distribution 235 distributing incoming mail 233 interdepartment correspondence 237 opening mail 231 sorting mail 232 Mail orders 96 classification of sales 110 cross-indexing alphabetical file 106 cross-indexing chronological file 105 follow-up systems 101 card follow-up 103 tickler method 102 form letters 96 lists of customers 107 Mail-order installment collections 172 Mailing-room machinery 321 addressing machines 321 folding machines 324 letter-printing machines 327 mailing machines 325 Mercantile agencies 135 Mercantile business, organization of 20 O Organization administrative and industrial 11-59 advertising and sales 61 applied to small business 20 characteristics of 14 of mercantile business 20 objects of 14 Organization committee 53 Organization principles, universal application of 22 Outdoor advertising 92 P Periodical advertising 78 Personal salesmanship 112 expense accounts 120 follow-up of dealers and salesmen 117 reports of calls 115 routing salesmen 114 Purchasing agent 33 R Rate cards 78 Retail advertising returns 89