Agenda *Sales: An Applied Setting for Persuasion *McLuhan’s View of Media *Gerbner’s Cultivation Theory *Agenda Setting Theory.

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Presentation transcript:

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

No Trust

Sales Persuasion No Trust No Need

Sales Persuasion No Trust No Need No Help

Sales Persuasion No Trust No Need No Help No Hurry

Relating Skills No Trust

Discovery Skills No Trust No Need

Advocating Skills No Trust No Need No Help

Supporting Skills No Trust No Need No Help No Hurry

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?

Cultivation Theory

Agenda Setting Theory *U.S. Invasion of the Soviet Union

The U.S. Invasion of Vladivostok

Agenda Setting Theory *U.S. Invasion of the Soviet Union *East Timor: 200,000 ( )

Agenda Setting Theory *U.S. Invasion of the Soviet Union *East Timor: 200,000 ( ) *Rwanda: 657,000 ( )

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