3014--Ready Business Commuication Presentation

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    BUSINESS COMMUNICATIONS

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    PERSUASION AND ITS PURPOSE

    An act of convincing

    Inducing someone into believing something

    through reasoning

    Purpose ofPersuasive messages is to

    Make receiver accept a point of view

    Get desired response

    To make the receiver act according toyour wishes

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    ORGANIZATION OF PERSUASIVE

    MESSAGES

    Direct request organization

    for routine messages

    Main idea

    Explanation

    Courteous close

    Indirect request organization

    In complex, more difficult situationExplanation

    Main Idea

    Courteous Close

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    A-I-D-A

    A = attention

    I = Interest

    D = Desire A = Action

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    ATTENTION

    First paragraph

    Search for readers interest

    Open with Agreeable comment or assertion

    Open with sincere compliment

    Open with a question

    Open with direct request for a favor

    Avoid speaking about yourself and your organization

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    INTEREST AND DESIRE

    The middle paragraphs

    Continue the theme stated in attention phase

    Relate your product, project or service to the

    reader

    State the direct (direct impact)and

    indirect(indirect impact) benefits for the reader

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    ACTION

    Last paragraph (closing)

    State your purpose

    Do not feel embarrassed

    Make your desired act ion simple easy and

    clear

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    PERSUASIVE REQUESTS

    Requests About Products or Services.

    Requests For Claims and Adjustments.

    Requests For Change inP

    olicy.Requests for Change in Performance.

    Requests for Employer to a Reference.

    Requests from Employee to a Reference.

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    A request mainly by the purpose of influencing

    somebodys attitude and change his thinking about

    a particular project, product or service according to

    our liking.

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    REQUESTS ABOUT PRODUCTS OR

    SERVICES.

    Requesting Purchase of a product. notes(commonly known as miss-you messages) to old

    customers trying to win back their trust.

    Requesting Information from seller.

    A request sent to seller by the aim of gathering information

    about some particular we are interested in. Requesting Internal Employee Action.

    Message whose main purpose is to build effective

    relationship with employees by getting their feedback

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    As senders(encoders) of the message we encounter

    occasions where we have to seek a response from

    the receivers.

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    REQUESTS FOR CLAIMS AND

    ADJUSTMENTS.

    Requesting an adjustment. Request for a refund or an exchange

    Requesting credit.

    Credit applications are handled occasionally

    Sometime we may seek special privileges fromlending institutions

    (c) Copyright by Muhammad Usman 10

    Requests written by dissatisfied customers opting for

    an exchange or a claim of product or service.

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    REQUEST FOR CHANGE IN POLICY

    We often need to persuade a company to change

    its usual policy, we may also wish to persuade

    individuals to change their actions, hoping to

    improve their future performance.

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    It takes considerable time to effect a change in the

    policy.

    Logical and organized evidence is required to bring

    about such a change.

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    REQUESTS FOR CHANGE IN

    PERFORMANCE

    Requested changes may include

    Individual personal appearance.

    Habits annoying to others.

    Or even business practices.

    (c) Copyright by Muhammad Usman 12

    A good thorough convincing is required to

    persuade someone to bring about a change in

    their performance.

    Its positive to give an oral briefing along with the

    written message

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    REQUESTS FOR EMPLOYER TO A

    REFERENCE

    Be specific.

    Word your question in a neutral way.

    Number your questions.

    Use separate paragraph for each question.

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    Employer often desire a feedback about an employee from

    someone who is a good critique of employees work (or)

    from an individual having an understanding of a

    perspective employee.

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    REQUESTS FROM EMPLOYEE TO A

    REFERENCE.

    then

    State why we are communicating.

    What the recommendation is for.

    Include some summary for oneself, e.g.,

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    A message written to persuade someone to write reference

    letter

    That person may or may not be interested

    If that person is not interested we have to persuade him

    Course Studied.

    Grades in major and minor area.

    Positions held and companies worked for..

    Activities outside the workplace.

    Goals and adjectives for your future.

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    PERSUASIVE SALES LETTERS

    Solicited letters.

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    To some extent, every letter is a sales letter. We are

    selling our organizations image and goodwill.

    More so than other letters, the sales letter is highly

    specialized, and its writing require exceptional ability andexperience.

    There are two kinds of sales letters:

    Unsolicited letters.

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    SOLICITED LETTERS.

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    Solicited sales letters are the letters that we write in

    response to an inquiry.

    These letters have one central goal: to get

    responses quickly to someones request for

    information.

    Direct(deductive approach) plan is used for

    solicited letter

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    ORGANIZATIONAL PLAN RESPONDING

    TO SOLICITED LETTERS

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    Answer the inquirers questions favorably.

    Indicate that the requested material will be sent.

    Answer the additional questions.

    Provide sales promotion information.Arrange your response in such a way that beginning

    and end of letter has positive response

    Make the closing easy.

    Suggest benefits to the reader.

    Focus on the positive.

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    Unsolicited letters.

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    Unsolicited sales letter are those letters which you write

    to people who can be persuaded through these

    letters to buy your product or service.

    Before writing this type of letter you should clearly know

    your purpose.

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    SUGGESTIONS FOR WRITING UNSOLICITED

    LETTERS

    Decide the purpose from one of the following

    A. Make a direct deal

    B. encourage future sale

    C. Bring back lost customers Understand the audience[general or

    niche(specifically selected)]

    Know every detail about your product or service

    Be aware of the timing

    Consider the length of your letter

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