Download - Chapter 9 Copyright © 2014 Pearson Education, Inc.Chapter 9 - 1 Writing Persuasive Messages
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Chapter 9
Copyright © 2014 Pearson Education, Inc. Chapter 9 - 1
Writing Persuasive Messages
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Learning Objectives1. The Three-Step Writing Process
2. Persuasive message strategies
3. Persuasive message categories
4. Marketing and sales messages
5. Promotional messages for social media
6. High ethical and legal standards
Copyright © 2014 Pearson Education, Inc. Chapter 9 - 2
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The Three-Step Process for Persuasive Messages
Copyright © 2014 Pearson Education, Inc. Chapter 9 - 3
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Copyright © 2014 Pearson Education, Inc. Chapter 9 - 4
Plan for Persuasion
•Analyze the Situation
•Gather Information
•Select the Medium
•Organize the Message
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Write the Message
Copyright © 2014 Pearson Education, Inc. Chapter 9 - 5
•Positive Language
•Other Cultures
•Corporate Culture
•Your Credibility
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Copyright © 2014 Pearson Education, Inc. Chapter 9 - 6
•Evaluate
•Revise
•Review
•Proofread
•Distribute
Complete the Message
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Summary of Discussion
Copyright © 2014 Pearson Education, Inc. Chapter 9 - 7
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Framing Your Arguments
Copyright © 2014 Pearson Education, Inc. Chapter 9 - 8
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The AIDA Model
Copyright © 2014 Pearson Education, Inc. Chapter 9 - 9
1. Attention
2. Interest
3. Desire
4. Action
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Copyright © 2014 Pearson Education, Inc. Chapter 9 - 10
Balance the Appeals
Marketing and Sales
BusinessPersuasion
Emotion
Logic
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Believable Evidence
PowerfulWords
Metaphors and Stories
Audience Benefits
Reinforce Your Position
Copyright © 2014 Pearson Education, Inc. Chapter 9 - 11
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Anticipate Objections
Copyright © 2014 Pearson Education, Inc. Chapter 9 - 12
Counter Negative Elements
Focus on Positive Communication
Present All Sides of the Situation
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Copyright © 2014 Pearson Education, Inc. Chapter 9 - 13
Common Mistakes
•The “Hard Sell”
•No Compromise
•Great Arguments
•One-Shot Plan
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Summary of Discussion
Copyright © 2014 Pearson Education, Inc. Chapter 9 - 14
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Common Examples of Persuasive Business
Messages
Copyright © 2014 Pearson Education, Inc. Chapter 9 - 15
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Copyright © 2014 Pearson Education, Inc. Chapter 9 - 16
Persuasive Messages
•Request Action
•Present Ideas
•Make Claims
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Summary of Discussion
Copyright © 2014 Pearson Education, Inc. Chapter 9 - 17
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Developing Marketing and Sales Messages
Copyright © 2014 Pearson Education, Inc. Chapter 9 - 18
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Planning Messages
Copyright © 2014 Pearson Education, Inc. Chapter 9 - 19
Audience Needs
Purchase Objections
Selling Pointsand Benefits
Competition
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Copyright © 2014 Pearson Education, Inc. Chapter 9 - 20
Writing Messages
•Get Attention
•Create Interest
•Increase Desire
•Motivate Action
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Social Media Messages
Copyright © 2014 Pearson Education, Inc. Chapter 9 - 21
• Get involved in online conversations
• Facilitate community building
• Listen as much as you talk
• Initiate and respond to conversations
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Social Media Messages
Copyright © 2014 Pearson Education, Inc. Chapter 9 - 22
• Provide information that people want
• Identify and support your champions
• Be authentic, transparent, and real
• Integrate conventional strategies
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Ethics and Legality
Copyright © 2014 Pearson Education, Inc. Chapter 9 - 23
•Promoting
•Marketing
•Selling
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Promotional Messages
Copyright © 2014 Pearson Education, Inc. Chapter 9 - 24
Be Truthful and Non-Deceptive
Back Claims with Evidence
Avoid Bait-and-Switch Tactics
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Promotional Messages
Copyright © 2014 Pearson Education, Inc. Chapter 9 - 25
Market to Children within the Law
Observe Contractual Obligations
Respect Rights of Individuals
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Summary of Discussion
Copyright © 2014 Pearson Education, Inc. Chapter 9 - 26
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Copyright © 2014 Pearson Education, Inc. Chapter 9 - 27
Writing Persuasive Messages
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Copyright © 2014 Pearson Education, Inc. Chapter 9 - 28