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Agenda. Sales: An Applied Setting for Persuasion McLuhan’s View of Media Gerbner’s Cultivation Theory Agenda Setting Theory. Sales Persuasion. Who is a sales representative? What is the purpose of sales?. The buyer’s perspective: the five no’s . No ability No trust No need No help
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Agenda • Sales: An Applied Setting for Persuasion • McLuhan’s View of Media • Gerbner’s Cultivation Theory • Agenda Setting Theory
Sales Persuasion • Who is a sales representative? • What is the purpose of sales?
The buyer’s perspective: the five no’s • No ability • No trust • No need • No help • No hurry
An Initial Step Qualifying the Customer
Sales Persuasion Relating
Sales Persuasion Relating Discovering
Sales Persuasion Relating Discovering Advocating
Sales Persuasion Relating Discovering Supporting Advocating
Sales Persuasion Relating No Trust Discovering Supporting Advocating
Sales Persuasion Relating No Trust Discovering No Need Supporting Advocating
Sales Persuasion Relating No Trust Discovering No Need Supporting No Help Advocating
Sales Persuasion Relating No Trust Discovering No Need Supporting No Hurry No Help Advocating
Relating Skills Relating No Trust Discovering Supporting Advocating
Discovery Skills Relating No Trust Discovering No Need Supporting Advocating
Advocating Skills Relating No Trust Discovering No Need Supporting No Help Advocating
Supporting Skills Relating No Trust Discovering No Need Supporting No Hurry No Help Advocating
McLuhan’s View of Media Determinism • global village • the medium is the message • we become what we behold
Medium hot and medium cool Cool Hot Television Movies Radio Books
Attempt at Clarity • Question 1: What does it (the medium or technology) extend? • What does it make obsolete? • What is retrieved? • What does the technology reverse into if it is over-extended?
How has popular music changed since MTV? • How has the Internet changed the way we stay in touch? • Did the printing press change the course of Christianity? • Word processing, cell phones, and calculators has improved efficiency, but how has it hurt learning?
Agenda Setting Theory • U.S. Invasion of the Soviet Union
Agenda Setting Theory • U.S. Invasion of the Soviet Union • East Timor: 200,000 (1981-1995)
Agenda Setting Theory • U.S. Invasion of the Soviet Union • East Timor: 200,000 (1981-1995) • Rwanda: 657,000 (1990-1994)