2 May 2014
SALES LETTER
Members of the group:

MOH. DODI ARDIYANSAH
7312312036
(MODERATOR)

WAWAN KURNIAWAN
7312312016
(PRESENTER 1)

TRI GANANG WIJAYANTO
7312312006
(PRESENTER 2)

EKO YULISTIYANTO
(ANSWERER)
7312312015
PURPOSE
•
To introduce and sell the product or service of a company
•
To attract customers by listing the benefits or advantages of
the product
•
•
To persuade readers to buy
To get patronage and goodwill
TYPES
There are 7 Types Of Sales Letter :
1.
Introductory Sales Letters
2.
Product Update Sales Letters
3.
Selling Incentive Sales Letters
4.
Thank You Sales Letters
5.
Holiday Sales Letters
6.
Company Celebration Sales Letters
7.
We Miss You Sales Letters
2.
Cause Of Desire
The second part of a sales letter is to cause desire.
You want the reader to have what you want to sell. The
best way to do this is by giving them what you want to
sell on an emotional level.
Example :
- Just take a glass of hot ovaltine before you go to bed,
and awake in the morning refreshed after a night deep
sound sleep.
3.
Conviction
If the letter shows logically, clearly and fairly that
the goods offered will satisfy important purposes in the
prospect's life or business, and if it tells convincingly
about the economy of the purchase.
Example :
- “Pembangunan” has more readers than any other magazine
in Indonesia. It has three million and a half readers every
two weeks.
4.
Action/Do Act
The last part of a sales letter is a call to action.
This means that you want to create a sense of urgency.
You must tell them why they should buy immediately.
Example :
- Sign nothing, pay no postage. Just post the enclosed
card and we will sent you a free sample at once.
The Common Phrases Used In The Sales Letter
Formal Letter Structure: Basic Structure

First Paragraph
The first paragraph of formal letters should include
an introduction to the purpose of the letter.
 Body Paragraphs
The second and following paragraphs should provide the main
information of the letter, and build on the main purpose in the introductory
first paragraph.
 Final Paragraph
The final paragraph should shortly summarize the intent of the
formal letter and end with some call to action.
JAN PETERZOON COEN Co.
5400
Grenville Strata
JAN
PETERZOON
COEN Co.
5400
Grenville
Strata
Den
Hag,
Nederland
Den Hag, Nederland
Heading
Heading
February 28, 2010
Date
February 28, 2010
Date
Herman Willem Daendels
Herman
Willem 8Daendels
Tobias
Asserlaan
Inside address
Tobias
Asserlaan
2517 KC Den Haag8
Inside Address
2517 KC Den Haag
Nederland
Nederland
Salutation
Dear Mr. Daendels:
Dear Mr. Daendels:
Salutation
Example
Example
Full Block Style
Full Block Style
(Attract the readers attention)
(Attract the readers attention)
Do you need new wood furniture for your home? Do you have difficulties in selecting
Do you need new wood furniture for your home? Do you have difficulties in selecting type, color,
type, color, or design of furniture for your home?
or design of furniture for your home?
First paragraph
First Paragraph
(Arouse the readers desire and convince the reader)
(Arouse the readers desire and convince the reader)
If so,
it itisistime
tobrowse
browseour
our
catalogue.
In our
newest
catalogue
enclosed,
If so,
time for
for you
you to
catalogue.
In our
newest
catalogue
enclosed,
you can you
find
can
find
wood
furniture
on
dressers,
nightstands,
beds
and
other
wood
furniture
wood furniture on dressers, nightstands, beds and other wood furniture pieces. All furniture we
pieces.
All furnitures
we production
warm
and
comforting
and appeal.
production
are warm and
comforting inare
design
and
appeal.
Now weinaredesign
introducing
“JAN
Now
we are introducing
“JAN
PETERZOON
COEN Co.”,
your source
for quality
PETERZOON
COEN Co.”,
your
source for quality
home furnishings
delivered
fast. home
Our giant
furnishings
delivered
fast.
Our
giant
furniture
site
features
a
huge
selection
of
accent
furniture site features a huge selection of accent furniture, bathroom furniture, bedroom
furniture,
furniture,
bathroom
furniture,
bedroom
furniture,
diningbaby
room
furniture,
livingfurniture,
room
dining room
furniture,
living room
furniture,
kids furniture,
furniture,
children's
furniture,
baby furniture, children's furniture, bunk beds and more.
bunk bedskids
andfurniture,
more.
(Request
anaction)
action)
(Requestto
to take
take an
See
our
andstudy
study
detail
ofproduct.
our product.
If you decide
See
ourcatalogue
catalogue enclosed
enclosed and
thethe
detail
priceprice
of our
If you decide
to accepttoour
accept
our
offer,
give
us
a
call
at:
7887
6666
or
visit
our
website:
offer, give us a call at: 7887 6666 or visit our website: www.janpeterzooncoen.com.
www.janpeterzooncoen.com.
Sincerely yours,
Complimentary Close
Sincerely yours,
Signature
Signature
Jan Peterzoon Coen
Marketing
ManagerCoen
Jan
Peterzoon
Marketing Manager
Name
Name
Second paragraph
Second Paragraph
Final paragraph
Final Paragraph
Parts of body copy
Desire
Attention
Conviction
Sales
letter
action
Attention
questions

Draw reader’s attention
Desire

What?

Definition
conviction

Benefit/ advantage

Giving special price/ discount/ gift
Action
command/ instruction

Just call us in this phone no.

Drop this form available in the ….to ….

Send us your order in …………..

Visit our website soon
Inside address - salutation

Co. ltd = Dear Sir,
`