This self-instructional module on developing ads that produce results is the sixth in a set of twelve modules designed for small business owner-managers. Competencies for this module are (1) identify three guidelines to be considered when you invest money in advertising, (2) identify the five basic elements of a printed advertisement, and (3) identify four guidelines to be considered in the development of radio and television commercials. Provided are information sections relating to the module competencies, two learning activities (the design of a business ad and preparation of a 30-second radio commercial), one pamphlet from the Small Business Administration ("Measuring the Results of Advertising"), and a script from a cassette tape designed for use with this module. (The final report of this project is available as CE 017 858.) (JH)