Applying PAIBOC Analysis Suppose that you are in a marketingfirm, and you have to write a congratulatory letter to theSalesperson of the Year. You may find it tempting to write theletter immediately. But the best way is to write it using PAIBOCAnalysis.

So for instance, if you will write your congratulatory letter,what is your purpose? You may say that your main objective is to(1) congratulate the top salesperson.

But can you think of two more purposes? (2)____________________________ and (3) _________________________.

Then, who are your audiences for this letter? Of course, theprimary one is (1) the top salesperson. Think of two moreaudiences: (2) _________________________ and (3)__________________________.

What information should you write in your letter? Of course, youhave to have (1) your congratulatory statement. But what else? (2)__________________________, (3) _______________________________,(4) ________________________ (5) ________________________, and soon _______________________________. What benefits will youraudience have? One would be (1) motivation. Can you have two more?(2) _______________________ and (3) ______________________.Objections should always be thought about in any communicationmaterial. One probable objection here is that there may be (1)complaints from the other top salespersons about why the award isnot for the top three. In that case, you could state in the letter(put it in the Information) that this award is only for the best,and you would be giving out other awards for the other performers.That could mitigate the objection. Can you think of two moreobjections? And how would you mitigate them? (2)___________________________________________________________whichcould be mitigated by________________________________________________________. (3)___________________________________________________________whichcould be mitigated by________________________________________________________. Finally,think of the context while writing the letter. Is it Christmas? Isthere a calamity? For this exercise, let’s just say that it isChristmas. So the context is Christmas, so what possible effect canChristmas have on your letter? On the award? TASK Your task forthis session is to answer the above queries. Answering the abovemeans you are doing a PAIBOC Analysis. Then using your PAIBOCanalysis as guide, write the actual Letter of Congratulations tothe Salesperson of the Year on the other side of the paper. I’m notinterested in the form of the letter, so you may just inventdetails like the name and address of the salesperson, among others.Write the letter, making sure that all the content in INFORMATIONis included in your letter, the OBJECTIONS are mitigated, theAUDIENCE is appropriately messaged and will gain BENEFITS. Afteryou are finished writing the letter, then check the PURPOSE/S ifyou have achieved them and the CONTEXT if you have shaped theletter according to the situation.

To be clear, your output should be two pages:

Page 2: The actual Letter of Congratulations