            [SALESPERSON MOTIVATION LETTER]
General rules:
     
     * Accentuate the positive; build on the strengths of
       performance rather than dwelling on negative.
     * Emphasize the role the salesperson has played in the
       company's success.
                         COMPANY
                         ADDRESS
                     CITY, STATE ZIP



To:       Name
From:     Name
Subject:  [Sales objectives for 1987]
          [As we have been reviewing the sales figures from 
          1986, we have been impressed with the significant 
          gains the sales staff has made in new business. We 
          want to take this opportunity to recognize your 
          efforts and tell you how much we appreciate your 
          contribution to the success of our company.]
          [The sales figures have also encouraged us to 
          project an even brighter picture for the year to 
          come. With significant improvements in the 
          national economy affecting our local industries, 
          we anticipate more opportunities for sales to new 
          businesses and increased sales to our existing 
          accounts.]
          [You were hired for our sales staff because you 
          demonstrated that you were exceptionally 
          well-qualified to sell our products. Our sales 
          figures prove we were right about you. And with 
          your help, we can realize even greater success in 
          the coming year.]
          [Thank you for your fine work.]

