Business Communication Essay

384 WordsNov 3, 20112 Pages
WHAT IS A SALES LETTER? A sales letter is a document designed to generate sales. It persuades the reader to place an order; to request additional information; or to lend support to the product or service or cause being offered. It influences the reader to take a specific action by making an offer--not an announcement--to him. To sell, the sales letter must be specific, go to the right audience, appeal to the readers needs, and it must be informative. PART OF THE SELLING PACKAGE: The job of the sales letter is to sell, not to tell. The letter alone does not always do the entire selling (persuading) job. Other pieces of support literature that amplify the selling points, illustrate the product or service, or provide technical information, may be needed. Supplement the letter with a brochure or product sheet if necessary, and if you do, mention it in the body of the letter. Characteristics of Successful Salespeople 1. They are persistent. Selling or running a business for a living requires a tremendous amount of persistence. Obstacles loom in front of us on a regular basis. But it’s what you do when faced with these barriers that will determine your level of success. 2. 2. Successful sales people are avid goal setters. They know what they want to accomplish and they plan their approach. They make sure their goals are specific, motivational, achievable yet challenging, relevant to their personal situation, and time-framed. They visualize their target, determine how they will achieve their goal, and take action on a daily basis. 3. 3. Great sales people ask quality questions. The best sales people ask their clients and prospects plenty of quality questions to fully determine their situation and buying needs. They know that the most effective way to present their product or service is to uncover their customer's goals, objectives, concerns and hesitations.

More about Business Communication Essay

Open Document