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

3. Sales Persuasion *Who is a sales representative? *What is the purpose of sales?

4. The buyer’s perspective: the five no’s *No ability *No trust *No need *No help *No hurry

5. An Initial Step Qualifying the Customer

6. Sales Persuasion

10. No Trust

11. Sales Persuasion No Trust No Need

12. Sales Persuasion No Trust No Need No Help

13. Sales Persuasion No Trust No Need No Help No Hurry

14. Relating Skills No Trust

15. Discovery Skills No Trust No Need

16. Advocating Skills No Trust No Need No Help

17. Supporting Skills No Trust No Need No Help No Hurry

18. McLuhan’s View of Media Determinism *global village *the medium is the message *we become what we behold

19. Medium hot and medium cool Cool Hot Television Movies Radio Books

20. 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?

21. *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?

22. Cultivation Theory

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

24. The U.S. Invasion of Vladivostok 1918-1920

25. Agenda Setting Theory *U.S. Invasion of the Soviet Union *East Timor: 200,000 (1981-1995)

27. Agenda Setting Theory *U.S. Invasion of the Soviet Union *East Timor: 200,000 (1981-1995) *Rwanda: 657,000 (1990-1994)