Business Communication

Business Communication

Writing Persuasive Messages

Predicting the Reader’s Reaction:

4 Reactions:

What sort of mail elicits a response from you? What is your response?

Pleased or

Interested

Not pleased

Not interested

Lecture Notes Set E 1

When you go the mailbox, do you sort through your mail discarding those items which you believe are “junk?” Junk mail, things we didn’t ask for and are not interested in somehow manage to find a way into our mailbox. In this set, we will learn how to write business messages in which the reader is INITIALLY not interested in. As you may have guessed by now, these require more thought on the part of the reader since we have a limited opportunity to capture the attention of our reader and encourage interest and desire in our product/service. Let’s focus our attention on the proper method for preparing persuasive messages.

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Types of persuasive messages which follow the inductive sequence

Sales Letter

Persuasive Claim

Persuasive Request


Writing persuasively requires using a modified inductive approach. In simple terms, we will place the main idea of our message near the end of our message yet the steps and techniques we use will vary slightly depending on the nature of the letter. The first letter we will examine is a sales letter. A sales letter is a letter written to an individual encouraging them to try/buy a product or service. I bet you get a bunch of these each week in your mailbox! Let’s suppose you open the letter out of curiosity and read the first sentence first paragraph which reads, “Please consider purchasing my Oreck vacuum cleaner for

$299.99.” If you are like me, I don’t have 300 bucks floating around to spend on a vacuum cleaner—especially since I know very little about the benefits of owning an Oreck. I would most likely be turned off at this point and discard the message. Suppose though for the moment, the writer captivated the reader’s attention and described the benefits of such a product in terms the reader could relate to and then encouraged the reader to purchase the product. In this case, the main idea (buy my product) came AFTER the reasons (benefits) of ownership. Doesn’t this sound logical?

In addition to writing a persuasive sales letter, we will learn how to write a persuasive claim. Recall from a previous discussion the routine claim. The word routine meant we expected little resistance from the receiver. In this set, we assume our response may meet some resistance thus we use the inductive approach. We will conclude our discussion in this set by reviewing a persuasive request. In this example, the reader may receive no benefit for complying with the request, thus we must try to convince, persuade the reader to comply.

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Writing Persuasive Messages

Persuasion: The ability to influence others to accept your point of view

Not an attempt to trap somebody into doing something Ex: Publisher’s

Clearing House

Areas we use persuasive messages:

Job applications

Scholarship essays

Advertisements

Political debates Lecture Notes Set E 3

It is important to note that persuasion should not be an attempt to “trick” somebody into doing something they wouldn’t normally do. You may have heard about the case in which

Publisher’s Clearing House was sued when an elderly lady purchased a large number of subscriptions. The attorney argued the content of the letter she received led his client to believe that subscribing improved chances of winning. Today, PCH is required to inform contestants that purchasing magazine subscriptions does not improve the chance of winning—maybe you have seen this in some of their literature. It is not the intent of this chapter to teach you how to write persuasively for unethical reasons, yet we use persuasive messages in many places. For example, job applicants are encouraged to submit a cover letter in addition to the standard resume. A cover letter is a document in which you are

“selling” yourself to a potential employer. You have one page and one shot to make a good impression. When we are done with this chapter, you will have a better perspective on the

AIDA model which may be used when writing cover letters. In addition to job applications, we may have to convince, persuade others we are the best candidate for a scholarship.

Television commercials often attempt to persuade consumers to buy their product instead of a competitor’s product. And finally, during election years, political candidates try to convince constituents of their worth in office. Sometimes it may be entertaining to watch some of the mudslinging which takes place  Can you think of other places persuasive messages are used?

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An Effective lawyer:

1. Knows the strengths and weaknesses of the client.

2. Anticipates potential arguments

3. Develops a logical/rational response to argument

An Effective Persuasive writer:

1. Understands the strengths and weaknesses of his/her product/service/idea

2. Anticipates potential arguments

3. Overcomes resistance by developing rational responses


We will use the analogy of a lawyer when discussing persuasive writing. Effective lawyers must know 3 things. First, they must know the strengths and weaknesses of their client. So where were you on the night of at 1:00 a.m.? An effective lawyer wouldn’t wait for the other side to ask his client this question on the stand, instead he/she would need to know ahead of time if the client had an alibi. Then, the lawyer must anticipate potential arguments. In this case, the alibi may be used assuming it is strong. However, the lawyer must try to anticipate any holes in the alibi and have a prepared answer. In step 3, the lawyer helps the client develop a logical rational response. In fact, many lawyers hold a mock trial in which they teach the client how to respond.

The same is true of an effective persuasive writer. The writer must understand the strengths and weaknesses of his product/service/idea. The writer must anticipate potential arguments and overcome resistance by developing a rational response. Let’s use the example of the

Oreck vacuum cleaner. If I am to persuade you to buy my product, I must have a good working knowledge about my product. I must be able to anticipate elements of resistance.

In my case, the price is a major element I must overcome. How can I convince them it’s worth the money? I do this by developing a logical response such as, “The Oreck vacuum will save you money over the long run as a result of having to replace fewer parts etc.”

Persuasive writing is a skill which requires practice and the use of various techniques.

Soon, we will learn what some of those are. Proceed to the next slide when ready 

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Video Activity

The Rain Maker

Defendant: Great Benefits Insurance Company

Vs.

Plaintiff: Donny Ray Black’s Parents

Represented by Rudy Baylor

Case Details:

Donny Ray Black is dying from leukemia. His only hope of surviving is by having a bone marrow transplant. For years, his parents had been paying for health insurance. The name of the health insurance company was Great Benefits. When if finally came time for Donny to make a claim in order to have his transplant,


While you are not required to watch “The Rain Maker” for an assignment, you may recall it’s a movie about an Insurance company pitted against an individual with a legitimate claim. If you have time to rent the movie and watch it, pay special attention to the closing arguments and ask yourself which side presents a more persuasive close. I will be making some references to the movie throughout our discussion but will attempt to provide you with enough detail even if you are unable to view it. Please read the slide for more information pertaining to the movie.

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Video Activity

The Rain Maker

Defendant: Great Benefits Insurance Company

Vs.

Plaintiff: Donny Ray Black’s Parents

Represented by Rudy Baylor

Case Details Continued:

Great Benefits denied his legitimate claim. Donny later died.


See slide.

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Writing Effective Persuasive

Messages Requires:

1. Researching, gathering information to better understand your client, product, service, claim, or request.

2. Understanding the needs of the receiver

Maslow’s hierarchy:

* People with lower level needs pursue products/services which save money, help avoid danger, provide durability.

* People with higher level needs pursue products/services which entertain or make the individual popular.


We will now examine some techniques for writing persuasive messages. You may recall from a previous set we discussed the importance of recognizing the needs of our receiver— empathy. Maslow identified various needs which individuals have. As persuasive writers, we must identify the needs of the receiver and develop our message around those needs.

For example, suppose you are writing the content for a car commercial. For a high priced vehicle, you would appeal to those with a need to be noticed, recognized. For a lower price vehicle, you appeal to the needs of those who seek safety and reliability. You wouldn’t be very successful trying to sell a car with a GPS mapping system to someone who has no need for it. Maybe this is why salespeople try to size you up and ask the dreaded question, “How much are you willing to spend?”

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Writing Effective Persuasive

Messages Requires:

3. Identifying the desired action

Rudy Baylor: “You must punish Great Benefits”

Identify what you want the receiver to do:

Enclose a check

Try your product/service

Send for a free trial

Fulfill your claim/request


Persuasive messages require identifying the desired action such as buy my Oreck (after the benefits and elements of resistance have been discussed). It does little good to talk about how wonderful a product is and then fail to encourage the reader to take action. Oddly enough, some sales letters are ambiguous as to the receiver’s next step leaving the receiver wondering what to do next. So near the end of your letter you should identify what you want the receiver to do—see the slide for some common examples. In the closing argument of the Rain Maker, the plaintiff informs the jurors they must punish Great Benefits—the insurance company. The attorney wants to make sure they are aware of what action must be taken for his client to receive satisfaction.

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Sound Writing Techniques

1. Keep first and last paragraph short.

-include attention getter (remember reader probably won’t initially be interested)

-one sentence paragraph O.K.

2. Be specific .

-Our product is great .

-Our product weights less than two pounds and will clean your house with half the effort of an ordinary vacuum.


In the first paragraph, you must include some type of attention getter. Why do you think this is important? Do you remember the first slide? We expect the reader to be uninterested in our letter so we must find a way to immediately captivate their attention. We will talk about various methods for achieving this shortly.

When writing persuasively make sure you are specific. Effective lawyers are able to paint a picture in the juror’s mind of the suffering etc endured by the client. They achieve this by word selection and writing specifically. Read the sentences in technique #2. Do you see how the second one is more meaningful to the receiver. Did you catch how much it weighed? Why do you think this is important. You see, I have done my homework and know there is customer demand for lighter vacuum cleaners—thus I am appealing to that need. Did you catch the use of the YOU attitude. This also helps the reader to visualize themselves using your product in their house. If you can get the reader visualizing such things, you have a good chance of selling your product!

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3. Let the receiver have the spotlight

…will clean your house

-customer more easily convinced if they can see how the product is useful to them

4. Stress a central theme

-Some unique aspect of the product

-Introduced early and interwoven throughout the body of the letter

Your theme might be how light your vacuum cleaner is compared to other similar products.


As previously discussed, technique #3 let’s the receiver have the spotlight by incorporating the YOU attitude.

Each persuasive message should have a central theme. This is likely some unique aspect of the product which appeals to the needs of your receiver. For example, I have learned that some customers prefer a light vacuum cleaner. I use this as my central selling point by introducing the idea early and periodically return to it throughout the body of the letter.

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5. Use an inductive outline

-specifics to main idea (buy my product)

AIDA MODEL

A=Get the receiver’s a ttention

I=Arouse i nterest

D=Create d esire by presenting convincing evidence

A=Encourage a ction


As we have alluded to, we will use the inductive approach using the AIDA model. First, we must captivate the reader’s attention since they are initially not interested. Then, we must attempt to maintain that attention by creating interest and desire in our product. Finally after presenting convincing evidence supporting the main idea (buy our product in this case) we encourage action.

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Sales Letter

Two Types:

Unsolicited Letter

Written to someone who hasn’t requested it

Requires persuasion & attention getter

Solicited Letter

Has been requested by someone

No attention getter required in the first paragraph.


Now, let’s analyze a sales letter. By the way, many of the techniques we use in the sales letter may also be used in other types of persuasive messages.

There are 2 types of sales letters. Since an unsolicited letter is one in which we haven’t requested, it requires a stronger attention getter than a solicited letter. In the case of the solicited letter, no attention getter is necessary since someone has learned about and is already interested in my product and just wants more information.

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Persuasive Sales Messages Should:

1. Include an attention getter: (must be related to idea)

Share a personal experience (Donny tells story

Exhibit 16)

Use a proverb/quote

-make sure it’s not overly used

Ask a question

“What if…”

Use an analogy, fact, startling announcement

Solution to a problem “Do your feet hurt? I have a solution for….


Since captivating the reader’s attention is so critical, what can I do to achieve this? You may begin by sharing a personal story. In the case of “The Rain Maker”, the plaintiff plays a video testimonial of the client, who has since died as a result of the insurance company not granting a claim. As the dead come back to speak, the jurors are able to empathize.

You may consider using a quote or proverb-just make sure it hasn’t been used a million times before (that’s a cliché!)

You might begin by asking a question. “What if” questions tempt the reader to imagine for the moment what might happen under certain circumstances. Example=What if the world came to an end tomorrow?

You might use an analogy, fact or startling announcement or you might present a solution to a problem.

Suppose I new there is demand for a product which relieves foot pain. If I start with, “Do your feet hurt?” the reader is thinking “You darn right they do”. I then follow with “I have a solution for you!” Think they might want to read on—I bet so 

Whatever type of attention getter you use, make sure it is somehow related to the main idea. Too many times, writers throw in some kind of gimmick to capture the reader’s attention which is unrelated. While that may indeed get their attention—they won’t keep it for long!

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2. Have a central theme

“I would have had a 90 percent chance of recovery with a bone marrow transplant”

-Must be introduced early and woven throughout the message

-If left in the middle, it goes unnoticed.

-The longest letters you will type

-more space is allocated to the theme


As we mentioned earlier, you must have a central theme (selling point) In the case of “The

Rain Maker” the victim learned he would have had a 90 percent chance of living if the insurance company had not denied his legitimate claim for a bone marrow transplant. This idea was presented early in the case and reiterated throughout the trial. The letters you key in this set will likely be the longest letters since more space must be allotted to this theme and more convincing evidence must be presented.

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3. Be action oriented

“ You must stop them or you could be their next victim.” (addressing the jurors)

-Make the receiver feel involved.

-Consider using “YOU” if it’s appropriate.

4. Provide convincing evidence

Call various witnesses to support your point

-Don’t introduce to much without evidence


When writing persuasively, be action oriented. Let the receiver know what must be done.

In the case of “The Rain Maker” the attorney instructs the jurors before deliberating that they must stop this insurance company from denying legitimate claims or they (the jurors) could be the next victim.

When writing persuasively, don’t introduce too many facts without supporting them with evidence. Just as we call witnesses in a courtroom to testify, you might consider using testimonials of others to support your main idea—especially in a sales letter.

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5. Be Objective

-Avoid extreme statements

-Don’t use indirect comparisons

“Sunblock provides better protection from the sun’s dangerous rays.”

Compared to what? Writer hopes reader will assume their product is better than all other sunscreens.


When writing persuasively, be objective. In other words, don’t rely heavily on your opinion--instead rely on the facts. Don’t include extreme statements which may be perceived as not being true. In this case, you will lose credibility. If I were to say all other vacuum cleaners are a waste of money—that would be unfair and the reader would detect this.

From an ethical perspective, don’t use indirect comparisons. Read the sample sentence about SunBlock. Here the reader does not complete the comparison but hopes you assume it’s better than all other competing products. It can be tempting to use such comparisons when describing your product/service.

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Persuasive Sales Messages MIGHT:

6. Include a testimonial/guarantee/free trial

-Testimonials are more believable

-Offering guarantees help overcome resistance to purchasing a product/service.

-Free trial allows customer to use product/service immediately. Ex: AOL


Since the element of resistance is always present in persuasive messages, consider offering a guarantee or free trial when writing a sales letter.

What do you think—do free trials help you make a purchase decision? Evidently some car dealerships believe this to be the case as now they are offering a 24 hr test-drive. In other words, you can take the car home with you and check it out and act as though it’s yours.

That’s pretty neat!

The concept of offering free trials has also led to AOL’s long term success.

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7. Subordinate the price

-Introduce price after desire is created

-Show how the product save money

-State in small terms

Ex: $144 per year vs. $12 per month for 1 year

-Place price in dependent clause

For only $12 per month, Medisearch brings you the comfort of…


In most any case, price will most likely be an obstacle you must overcome. How you state price can make a big difference. Try to state it in small terms. See example--$12 seems more affordable. Since price is usually a NEGATIVE aspect (unless you are the low cost provider), place it in the dependent clause. Notice how in the sample sentence price is mentioned in the dependent clause countered by the benefits of what that 12 bucks will bring you in the independent clause.

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8. Motivate Action

-Specify action wanted

-Make task easy to do

*pre-fill their order form

-Encourage quick action

“While supplies last…”

“Supplies are limited.” Duh! All supplies are limited. Be ethical

-Mention when promotion expires


Toward the end of your sales letter, you should specify the action wanted. In the case of a sales letter, it is buy my product or try my service. Making the task of ordering simple reduces the chance for the reader to second guess his/her actions. Pre-fill order firms with the customer’s name and address--so they don’t have to do it—this is more time to think maybe I shouldn’t buy this product after all.

Encourage quick action—ethically. Some companies mention supplies are limited—when you think about it there is only so much of anything on Earth. Such statements are seen as scare tactics and sometime turn people away. Instead, stick to the facts providing more relevant information such as when the promotion expires etc.

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9. Ask with confidence

“I hope you will return the order form.”

Vs.

To save time in cleaning, complete and return the order form.


Finally, make sure to ask with confidence. By using words such as “hope” you convey to the reader that you feel as though you may not have done a good job of convincing them this is the best product. Notice how the second example has a more confident tone.

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Inductive Outline for a

Sales Letter

1. Gain the receiver’s attention

2. Introduce the product, service, idea and arouse interest in it. Remember your theme.

3. Present convincing evidence of the merits of the item being promoted and overcome any resistance. Relate the evidence and the theme

4. Encourage the receiver to take the desire action. (Ex: buy the product)


Here are the steps for writing an effective sales letter. In step one, remember to use an attention getter—see previous slides for some examples. In Step 2, introduce the product or service BY NAME. The more you mention the product name, the more you brand it.

Develop your theme by doing your homework and finding out what needs to appeal to. In step 3, provide convincing evidence (facts) about your product or service in terms the reader can relate to. Be sure to address elements of resistance such as cost if the item if expensive.

Think from the buyers perspective about what types of questions or concerns you might have and try to answer them in your letter. Finally, in the last paragraph, encourage quick action—ethically. Be sure not to use the word “hope” as it indicates a confession of doubt.

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Sample Letter Using the Inductive

Approach

Dear Mr. Golfer

If you need an afternoon swinging a golf club, but you are worried you will miss an important call (theme) , you need the ProCall pager.

To make sure you will be able to catch that important call wherever you are, ProSystems is introducing the ProCall pager.

Wherever you go, you carry it with you. When people need to reach you, they simply call ProCall’s 800 number and key in your code. (overcoming resistance)


Let’s take a look at our first letter.

Examine the green paragraph. Is the product introduced by name? Yes—ProCall Pager.

What is our target audience? Golfers! Did you notice the words “important call”—this will be our theme which we develop throughout the letter.

*Wherever you go, you can carry it with you—this overcomes concern product has limited use (an element of resistance)

*…they simply call ProCall’s 800 number—this overcomes concern that my freedom to play golf may cost my customers. (an element of resistance)

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Sample Letter Using the Inductive

Approach

Within seconds, our nationwide satellite system relays the message to your ProCall pager-and you never miss a call

(related to theme) , even when driving a ball down the fairway.

The ProCall system reaches you almost anywhere in the U.S. and at 2.5 ounces weights less than a golf ball.

(related comparison) For only 10 dollars a month (less than

33 cents a day), the ProCall pager keeps you on top of your game and in touch with your important calls (theme) .

To receive your ProCall pager, just initial the enclosed card. Mail before June 1 and receive your first month of service free.


*…within seconds—indicates its fast!

*…never miss a call—we have identified a group of people (business golfers) who need a way to stay in contact with associates even when playing golf. Thus, we are going to appeal to this need.

*…at 2.5 ounces—overcomes concern this pager is bulky which might interfere with my swing. Uses analogy of golf ball to indicate how light the product is—the golfer will be able to relate to this.

*…for only 10 dollars a month—subordinates prices

Notice how the last paragraph has a strong call to action statement. Did they make it easy to order? Yep, just initial the card. Did they mention a deadline—this is important if you want the customer to respond in a timely fashion. Notice how they also offered an incentive—it would be hard to turn down such a great offer!

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Applied Practice

Homework: Download the Sales Letter scenario from the

Supplemental Activities Page

Lecture Notes Set E

Complete Supplemental Activity #1E

Complete Supplemental Activity #1E Sales Letter

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Persuasive Claim

*When an immediate remedy is doubtful, persuasion is necessary

*Venting strong displeasure will alienate the adjuster

*Research indicates companies should welcome claims:

(1) Complainers are more likely to continue business with a company than those who do not complain.

(2) Businesses which know how to resolve claims will retain 95% of the complainers.


Not all claims are routine in nature. When an immediate remedy is doubtful, persuasion is usually necessary. See slide for information.

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Persuasive Claim

1. Gain attention by appealing to a mutual need

2. Present reasoning (details and evidence) that leads to the claim in context of your central appeal presented in the first paragraph

3. Present the request in context of the central appeal .


Begin by trying to relate how you and the receiver have something in common and use this as your theme. Then, present the reasons leading up to the claim in context to the theme.

Finally, present the request in context of the central theme (appeal)

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Sample Letter Using the Inductive Approach

Dear Mr. Lewis:

Seaside Regency and our company Seafood Delights, are much alike: we both give customers a taste of life on the seashore and emphasize total customer well being. Both us are providing aesthetic pleasure and physical fitness; Seaside Delights with healthy menu choices, Seaside Regency with an exercise room for resort guests.

This compatibility with our values is one of the reasons we chose your resort for our Annual Beach Get-Away, a meeting of our franchisees and corporate leaders, on May 15. Eager for our guests to use the workout room pictured in your brochure to unwind after a full day of meetings and other events, we selected your resort over other comparable ones even though we would be charged….


Read the first paragraph and ask yourself what each has in common. That’s right—both are in the business of customer satisfaction. Now read the green paragraph to see how this theme is developed.

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Sample Letter Using the Inductive Approach an additional fee for the workout room.

Our guests were disappointed when they learned that the exercise room was not in the resort but actually located at a health club four blocks away. A tight schedule of meetings and frequent dinner events limited the time our guests had available for commuting to the health club for a workout. Many did not feel safe leaving the resort late in the evening, the only block of time long enough for a workout.

Because your resort advertised the availability of a fully equipped room without explaining it was located in a health club outside the resort, our guest were deprived of physical fitness opportunities available at comparable hotels. In addition, Seafood

Delights was billed an additional $5 per room for this unused service.


Did the writer do a good job of providing reasons supporting the claim? It’s logical to assume some may not feel safe walking such a distance and time did seem to be a factor.

Now we have a better picture and can begin to induce that perhaps the writer may be seeking some type of refund etc—see next slide for statement of claim.

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For these reasons, please refund us $5 for each of the 250 rooms we rented, confirming your commitment to customer service—aesthetic pleasure and physical fitness.

Sincerely,

Anne Marie


Remember--sound confident when you state the claim. If you sound weak, they may try to find reasons why not to grant your claim. Notice how the writer subordinated the price by # of rooms instead of saying please refund us $1250.00 Did you notice how the request was linked directly to the theme—confirming your commitment to customer satisfaction.

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Homework: Download the Persuasive Claim scenario from the Supplemental Activities Page

Lecture Notes Set E


Complete Supplemental Activity #2E Persuasive Claim

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Persuasive Request/Favor

*Written when:

(1) The receiver may not recognize benefits for complying

(2) There are few benefits for complying

Analyze this request:

The Long Beach Medical Association will be holding its annual dinner/dance on Saturday November 5.

We would like very much to have this event at Crystal Stream from 7 p.m. on that evening. We expect several hundred guests to attend.

Will you let me know ASAP if we may hold the dance at Crystal Stream?


And now for our last letter—a persuasive request/favor. We will lump these to together since they are very similar.

As you read through the sample letter on this slide, ask yourself if this is a well stated request. Notice how the receiver is not informed of the benefits of complying—it has the tone of “we just want to use your facilities and by the way 100 people will be coming over.”

If you are like me, this request (which is persuasive by nature—I don’t want a bunch of people coming over I don’t know) could be better written. Let’s take a look at a better, revised example on the next slide.

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Persuasive Request/Favor

1. Gain the receiver’s attention

2. Introduce the request and emphasize the benefits the receiver can gain from complying with the request

3. Address any major resistance to the request

4. Request specific action


See slide for steps.

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Dear Mr. Sanchez:

The opening of Crystal Stream was a landmark event. People all over the city are applauding your signature golf course designed to challenge golfers of all skill levels. The beautiful Williamsburgstyle clubhouse and exquisite homes complement our upscale, growing community.

Because of the intense community interest in your facility, the

Long Beach Medical Association (LBMA) believes Crystal Stream is the perfect location for its annual charity dinner/dance for the Kids for Life Foundation. Last year this foundation defrayed medical expenses for five children from our community who suffer muscular dystrophy. We are confident that holding this event at Crystal

Stream would increase participation in this worthy community event by at least 25 percent.


In the first paragraph, the writer gets the reader’s attention by paying a compliment.

In the second paragraph, the idea is slowly introduced and reasons are provided why Crystal

Stream is the best location for the event.

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Many LBMA members are interested in memberships at

Crystal Stream. While participating in this community event, these members would have an ideal chance to learn more about the recreational and social opportunities of the exclusive Crystal Stream.

This black tie dinner/dance is scheduled for November 5 from

7 p.m. to 1 a.m. Typically 400 guests have attended; however, at least 500 members are expected if the event were held at Crystal

Stream. A definite number can be confirmed two weeks prior to the event.

Please send a confirmation by May 1 that Crystal Stream will be the site for this year’s dinner and dance. Then we can finalize the details and promote this sure-to-be spectacular event at Crystal

Stream.


Purple paragraph overcomes resistance of having a bunch of people rummaging through— hey they might decide to get a membership and that could benefit Crystal Streams!

Green paragraphs provide important information pertaining to the request.

Blue paragraph asks with confidence to hold the event at Crystal Stream

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Homework: Download the Persuasive Request scenario from the Supplemental Activities Page

Lecture Notes Set E


Complete Supplemental Activity #3E Persuasive Request

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