5. What can the audience for memos be? The typical audience for a memo is your co-workers and colleagues. However, in the age of downsizing, outsourcing, and teleconferencing, you might also write memos to employees from other companies working on the project, or other departments within your company.

6. What information does a memo heading provide? A memo's heading provides information about who will receive the memo, who is sending the memo, the date, and the memo's subject.

7. What tone is used for memos? Since you typically send memos to those working within your company, you can use a more informal tone than you would if you were writing a business letter.

8. How long could a memo be? Memos are generally short, concise documents. However, you may have to write longer memos, depending on your topic.

9. What are the format guidelines?

• Memos have one-inch margins around the page and are on plain paper

• All lines of the memo begin at the left margin

• The text begins two spaces after the subject line

• The body of the memo is single-spaced, with two spaces between paragraphs

• Second-page headings are used, as in business letters (it includes who the Memo is to, the page number, and the date)

• The sender usually signs the Memo using initials, first name, or complete name.

10. What are the types of memos? Can you characterize them?

• directive memos (A directive memo states a policy or procedure you want the reader or co-worker to follow. The body of the memo should begin with a clear, concise sentence that states the purpose of the memo);

• response memos ( The purpose of this memo is to provide the audience with desired information. It usually has four parts: purpose statement, summary, discussion, action);

• trip report memos (A trip report memo is usually sent to a supervisor after an employee returns from a business venture. The structure is the same as that of response memo.);

• field report memos (Memos are often used to report on inspection and procedures. These memos, known as field or lab reports, include the problem, methods, results, and conclusions, but spend less time on the methods section. A field or lab report memo has the following structure: purpose of memo, summary, problem leading to the decision to perform the procedure, methods, results, conclusions, recommendations.)

5. Sales letter

1. What’s a sales letter and what’s its job?

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. The job of the sales letter is to sell, not to tell. The objective of your sales letter should be to overcome your reader’s buying resistance while persuading them to take action.

2. Is any other support literature needed and what is it needed for?

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 if necessary, and if you do, mention it in the body of the letter.

3. What should a sales letter be in order to sell?

To sell, the sales letter must be specific, go to the right audience, appeal to the readers’ needs, and it must be informative.

4. What is people’s motivation to buy based on and what does it mean for writing a sales letter?

It’s important to remember that people’s motivation to buy is based on their emotions and they logically justify their purchase only after the sale. This means that each step in the sales letter process must be built on the reader’s emotions to a point where they are motivated to take action.

There are only two things that truly motivate people and they are the promise of gain or the fear of loss. Of the two, the fear of loss is the stronger motivator.