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GEB 3213 Exam 2 Trammell Questions and Answer
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GEB 3213 Exam 2 Trammell Questions and Answer
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GEB 3213 Exam 2 Trammell Questionsand Answer
The ii"you" iiattitude ii- iiAnswers ii-Establishes iigood iirelationship iiwith iiaudience....
-Substitute iiyou ii& iiyours iifor iiI, iime, iimine ii& iiour ii
-Don't iiuse iitoo iimany iipronouns ii
-Avoid iiusing ii"you" iiin iiblaming iicontext
Positive iiEmphasis ii- iiAnswers ii--Call iiattention iito iithe iibright iiside iiof iithings
-Focus iion iiopportunities, iinot iimistakes iior iiproblems ii
-Focus iion iihow iian iiaudience iiwill iibenefit ii
-Use iieuphemisms iistrategically
Demonstrate iiCredibility ii- iiAnswers ii--Emphasize iicommonalities ii
-Don't iiboast ii
-Mention iicredible iireferences
-Support iiideas iiwith iifacts ii
-Avoid iiexaggeration ii& iiinsincerity ii
-Be iiyourself
Be iiPolite ii- iiAnswers ii--Be iitactful ii& iikind
-Go iiout iiof iiyour iiway
-Respond iipromptly
Use iiBias iiFree iiLanguage ii- iiAnswers ii--Avoid iigender iibias
-Racial ii& iiethnic iibias
-Eliminate iiage iireferences iiunless iirelevant ii
-Downplay iireferences iito iidisabilities
Sales iiSpeech iiSlides ii- iiAnswers ii-Name iiof iiproduct ii(38-46 iitype) ii
Main iiselling iipt ii1-3 ii(26-34 iitype) ii
Contact iiinfo ii(24-28 iitype) ii
-Aim iifor ii7 iilines, ii7 iiwords iiper iiline, ii1 iiimage, iiaim iifor iinice iibalance iiof iiwhite iispace ii&
iitext
Planning iiYour iiPersuasion ii- iiAnswers ii-1) iiKnow iiwhat iiyou're iiselling ii(how iiwill iithe
iiaudience iibenefit, iiwhat iimakes iithe iiproduct iistand iiout, iicost) ii
2) iiKnow iiyour iiaudience ii(Needs ii& iiwishes iiof iiyour iiaudience, iiwhat iidoes iiaudience
iihave iiin iicommon) ii
3) iiClearly iiexpress iihow iiyou iiwant iithe iiaudience iito iiact ii(write iifor iimore iiinfo, iicontact
iiyou, iigive iicc iiinfo)
, AIDA iiFormat ii- iiAnswers ii-Tried ii& iitrue iiway iito iiwrite iia iipersuasive iimessage....
A- iiGrab iithe iireaders iiattention ii(provocative iiquestion, iistriking iifact, iistartling iistory,
iipowerful iiquote) ii
I-Introduce ii& iiarouse iiinterest iiin iithe iiproduct ii(Initial iiselling iipoint, iiwhat iimakes
iiproduct iisuperior) ii
D- iiCreate iidesire iifor iiproduct ii(Use iispecific iievidence, iidon't iigive iitoo iimany iifacts,
iiaim iito iiinclude iiguarantees, iidownplay iiprice) ii
A- iiRequest iiAction ii(Request iiaudience iito iiact iion iiyour iiproposal, iiadd iiincentives, iiuse
iiemotional ii& iiself iiesteem iiappeals) ii
*2 iiother iiobjectives ii= iibring iiup iicentral iiselling iipoint iiin iithe iibeginning iiof iithe
iidocument ii& iitake iia iiunique iiapproach.*
Direct iiApproach iifor iiRoutine iiMessages ii- iiAnswers ii-Most iicommon iiletter iiformat iiin
iiU.S, iigets iito iithe iipoint iiright iiaway iisaving iireader iitime.
-Clear iiContent; iibrief ii& iiconcise, iiactive iivoice iilow iifog iiindex ii
-Positive iiTone; iiBuilds iigoodwill, iiinclude ii"you" iiattitude, iipositive iiemphasis ii
-Proper iiForm; iiBlock iiletter, iibe iiconsistent, iiimportance iibalance iiof iitext ii& iiwhite
iispace
-Deliver iipositive iior iineutral iinews, iimaking ii& iiresponding iito iirequests, iimaking ii&
iiresponding iito iiclaims, iiplacing ii& iiresponding iito iiorders, iimaking iipositive iirecs. ii
1st iiparagraph ii= iiMain iiPurpose
Middle iiparagraph ii= iiDescription ii& iiexplanation ii
Closing iiparagraph ii= iiPositive/Neutral iicourteous iiclosing
Direct iiRequest iiLetter ii(Information iiRequests) ii- iiAnswers ii-Make iiyour iirequest
iistarting iiwith iithe iifirst iisentence, iimake iirequest iiclear, iidon't iioverwhelm iithe iireader,
iitoo iimuch iidetail iiis iiirrelevant, iiask iispecific, iiopen-ended iiquestions, iiuse iipolite
iilanguage, iidisplay iiappreciation.
Direct iiRequest iiLetter ii(Order iiRequest iiLetters) ii- iiAnswers ii-Start iiwith iipolite
iicommand, iiclearly iistate iihow, iiwhere, iiwhen iiyou iiwant iithe iimaterials iishipped ii& iihow
iithey'll iibe iipaid
Direct iiRequest iiLetter ii(Claim iiRequest iiLetters) ii- iiAnswers ii-The iicustomer iiis iialways
iiright, iidirect iiopening, iiexplain iithe iisituation, iiclose iicourteously iito iipromote iipositive
iioutcome. ii
-Responding; iidirect iiopening, iipromote iicompany ii& iiservices, iiadd iisharp iidetail iito
iipaint iiclear iipicture
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