Chapter 10Chapter 10
Sales and PersuasiveSales and PersuasiveMessagesMessages
Mary Ellen Guffey,
Business Communication: Process and Product,
4eCopyright © 2003
Mary Ellen Guffey,
Business Communication: Process and Product,
4eCh. 10, Slide 2
•
Analyzing purpose
What do you want the receiver to do or think?
•
Anticipating reaction
Does the receiver need to be persuaded?
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Adapting to the audience
How can you adapt your message to appeal to thisreceiver?
Applying the 3-x-3 WritingApplying the 3-x-3 WritingProcessProcess
Mary Ellen Guffey,
Business Communication: Process and Product,
4eCh. 10, Slide 3
Applying the 3-x-3 WritingApplying the 3-x-3 WritingProcessProcess
•
Researching data
What information do you need?Where can you locate it?
•
Organizing data
What strategy is best – direct or indirect?
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