14. State your understanding of the follow-up system, and the manner of its use.
15. Explain four methods of bringing a name to notice at a given date, illustrating the forms you would use in each case.
16. What objects are attained by maintaining a customers' list separate from the ledger and the follow-up list?
17. Name two or more reasons for classifying a mailing list. Name some of the usual classifications.
18. Explain how a card list can be made to automatically indicate the business and the position or occupation of each man.
19. Explain how a customers' list can be made to show the class of purchases of each customer.
20. Explain the map and tack system of routing salesmen, and name some of the advantages of its use.
21. What benefit does the salesman derive from reports of his calls which he makes to the house?
22. Illustrate a suitable form for a salesman's report of calls, and explain how it is to be used.
23. Explain and illustrate a system for following up dealers on inquiries referred to them.
24. Suggest a form for a salesman's expense account.
25. Illustrate suitable forms for daily and monthly sales reports.
1. In respect to the general classes of information required by the credit man, how would you divide the subject?
2. Name the two factors which govern the credit risk, and state in what respects these factors are of importance.
3. Analyze at least three of the items which make up the statement shown in Fig. 1.
4. Discuss the character of the information about his customers required by the city and country retailer.
5. What are the principal sources of credit information?
6. How would you suggest obtaining information through local sources? Show form of report you would expect from a local correspondent.
7. To what extent can the salesman be expected to supply credit information about his customers? What form of report would you expect him to submit?
8. What do you consider the best method of filing credit information in a wholesale house having two thousand customers in six states?
9. Illustrate a suitable card form for a transcript of credit information for the above-mentioned wholesale house.
10. Describe a system of handling credits for a corporation whose goods are sold through branch houses, illustrating the necessary forms.