Important Strategies for Persuasion

Group - 3Rituparna Chakraborty - A011 Ravi Chawla - A012Gaurav Dhawan - A013Kanika Gandotra - A014Manu Garg - A015BUSINESS MESSAGESBusiness MessagesDefinition Three step processPlanning - Gather, Analyze and ChooseDrafting - Flexibility, moving on, strategiesRevising - Editing and proofreading

Different TypesLetters - ElementsMemorandums - Policy Memo, MOU, MOAsE - Mails - Various stepsText MessagesInstant Messaging Directness in Good-News and Neutral MessagesThe General Direct Plan

Beginning with the objectivesCovering the remaining part of the objectiveEnding with adapted goodwill

ROUTINE ENQUIRIES

Choosing from Two Types of BeginningsInforming and Explaining AdequatelyStructuring the QuestionsEnding with Goodwill

General Favorable Responses

Beginning with the AnswerIdentifying the Message Being AnsweredLogically Arranging the AnswersSkillfully Handling the NegativesConsidering ExtrasClosing Cordially

Adjustment GrantsReview the PlanContrasting Adjustment Indirectness in bad news

Situation requiring indirectness

When a message is primarily bad news, it usually should be written in the indirect order. The indirect order is especially effective when it must be to say no or convey other disappointing news. The main reason is that the negative messages are received more positively when an explanation precedes them.

THE GENERAL INDIRECT PLAN

Using a strategic bufferIndirectness messages presenting bad news often begin with a strategic buffer.A buffer can be neutral or positive. A neutral buffer might simply acknowledge the receipt of the readers earlier message and indicate the awareness of what it said. A positive buffer might thank the reader for bringing a situation to your attention on a positive note.

Setting up the negative news

Presenting the bad news positively

Offering alternative solution

Ending on a positive note

REFUSED REQUESTS

The refusal of a request is definitely bad news. The reader has asked something, and the answer is no. the primary goal, of course, is to present this bad news.Developing the strategySetting up explanation in openingPresenting the explanation convincinglyHandling the refusal positively

Using a compromise when practicalClosing with GoodwillFitting the general plan to refused requests

Contrasting refusals

The advantage of the indirect order in refusal messages is evident from the following contrasting examples.Harshness in direct refusal the first example states the bad news right away. This blunt treatment puts the reader in an unreceptive frame of mind.Tact and courtesy in an indirect refusalThe second example skillfully handles the negative message. Its opening words are on subject and neutral.

ADJUSTMENT REFUSALS

Adjustment refusals are special types of refused requests. The reader makes a claim asking for a remedy. Usually we grant claims. Most are legitimate, and we want to correct any error for which we are responsible.

Important Strategies for PersuasionKnow your readerChoose and develop targeted reader benefitMake good use of three kinds of appealsGenerate clear and simple contentStructure of Persuasive requestsIdentifying the objective of the requestOpening of the requestPresentationPutting forward the requestSummary

Ethical concern regarding sales messagesChecklist for composing a Sales MessageDetermining the central appealDetermining the make-up of the MailingGaining attentionHolding attention in the OpeningBuilding a Persuasive caseStressing the You-ViewpointCarefully choosing the vocabularyIncluding all the necessary information

Urging the actionRecalling the AppealAdding the post-scriptOffering name removal to email readersReviewing the general sales planSkillful presentation of a Rational Appeal

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