January 2017
Beginner
480 pages
27h 32m
English
book
Selling Today: Partnering to Create Value, 14/e
by Gerald L. Manning, Michael Ahearne, Barry L. Reece
Content preview from Selling Today: Partnering to Create Value, 14/e
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Guidelines for a Persuasive Presentation Strategy That Adds Value
12.3 Describe the elements of a persuasive presentation strategy
Earlier in this chapter, we introduced you to the persuasive presentation strategy as one of the three strategies you could choose from in creating a need-satisfaction presentation. A study on persuasion in the Journal for Management in Engineering, published by the American Society of Civil Engineers, reported that effective communicators recognize that conviction (emotion) is more vital to persuasion than position (logic). People make decisions based primarily on what they feel and then test or rationalize their choice with logic. Table 12.1 illustrates the contrast between traditional technical communication ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.