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Using Direct Mail to Sell Your Product Reading Answers

Bhaskar Das

Dec 11, 2025

The answers for "Using Direct Mail to Sell Your Product Reading Answers" include 7 questions and are part of the assessment framework for the IELTS General Reading test. Candidates are allotted 10 minutes to complete the reading responses concerning "Using Direct Mail to Sell Your Product Reading Answers." This portion of the IELTS reading exam consists of various question formats, including choosing no more than two words.

The answers for "Using Direct Mail to Sell Your Product Reading Answers" offer a comprehensive overview of how to boost sales through direct mail, target the right decision makers, and create a clear, attention-grabbing, well-presented sales letter with supporting materials like brochures and order forms. Track responses, refine future mailings, and handle customer enquiries quickly and professionally. For additional practice with similar reading assessments, candidates can refer to the IELTS Reading Practice Test section.

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Using Direct Mail to Sell Your Product Reading Answers

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Using Direct Mail to Sell Your Product Reading Answers

When you have set up your own business, you must, of course, start selling your goods or services. One way is by using direct mail - in other words, sending a sales letter (or email) directly to companies that might want to do business with you.

One important factor is your mailing list - that is, who you contact. You can build this up from your own market research, existing clients and advertising responses, or you can contact list brokers and rent or buy a compiled list. If you are contacting a business, it is important to address the letter to the decision maker, ideally by name or at least by job title.

While the desirability and price of the product on offer will obviously influence sales, you also need to gain the maximum impact from your sales letter. To achieve that, bear the following points in mind:

• You have no more than two seconds from when the reader starts the letter to convince them to continue. If you fail, they will throw it away. The opening is crucial to attract their attention. And so that they don't lose interest, avoid having too much text.

• Try to send each mailing in a white envelope. It might be cheaper to use a brown envelope but it doesn't make for such good presentation.

• Include a brochure. Depending on the volume and on whether you can afford the cost, try to use at least two-colour printing for this. If practicable, it may be worth enclosing a free sample - this is a much greater incentive than photographs.

• However interested your potential clients are in buying, they will only do so if it can be done easily. So, include an order form (and of course details of how to return it) with your letter.

• When you receive your replies, assess your response rate and monitor the sales. If necessary, the sales letter can then be amended to attract other clients on subsequent mail shots; make sure each different letter is coded so that monitoring is easy and effective.

• Ensure that each reply is dealt with quickly and professionally. If further details are requested, these must be sent out promptly. There is no point in encouraging potential customers to contact you if your service is slow or non-existent.

Questions 15-21

Choose NO MORE THAN TWO WORDS from the passage for each answer.

Write your answers in boxes 15-21 on your answer sheet.

15. Sales letters should be sent to the ………….. In a company.

Answer: decision maker

Supporting statement: "If you are contacting a business, it is important to address the letter to the decision maker…"

Keywords: decision maker

Keyword Location: Paragraph 2, line 3

Explanation: The passage clearly states that sales letters should be addressed to the decision maker in a company.

16. Your letter should make as much …………... as possible.

Answer: maximum impact

Supporting statement: "you also need to gain the maximum impact from your sales letter."

Keywords: maximum impact

Keyword Location: Paragraph 3, line 1

Explanation: The letter should achieve the highest impact possible, hence "maximum impact" fits.

17. The reader's attention needs to be caught by the ……………… of your letter.

Answer: opening

Supporting statement: "The opening is crucial to attract their attention."

Keywords: opening, attract attention

Keyword Location: Bullet point 1, line 3

Explanation: The passage clearly indicates that the opening must catch the reader’s attention.

18. Letters should be sent in a ………………….

Answer: white envelope

Supporting statement: "Try to send each mailing in a white envelope."

Keywords: white envelope

Keyword Location: Bullet point 2, line 1

Explanation: The recommended envelope colour is white, not brown.

19. It is best to print the ……………… in two or more colours.

Answer: brochure

Supporting statement: "Include a brochure… try to use at least two-colour printing for this."

Keywords: brochure, two-colour

Keyword Location: Bullet point 3, lines 1–2

Explanation: The brochure should ideally be printed in at least two colours.

20. Consider sending a ……………….. as this is more effective than a picture.

Answer: free sample

Supporting statement: "…it may be worth enclosing a free sample – this is a much greater incentive than photographs."

Keywords: free sample

Keyword Location: Bullet point 3, line 4

Explanation: The passage mentions that a free sample is more effective than a photograph.

21. You should calculate the …………………… to your letter.

Answer: response rate

Supporting statement: "assess your response rate and monitor the sales."

Keywords: response rate

Keyword Location: Bullet point 5, line 1

Explanation: After receiving replies, one must calculate the response rate.

Check IELTS reading samples:

*The article might have information for the previous academic years, please refer the official website of the exam.

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