UT Arlington BCOM 3360 - Final Exam Study Guide (3 pages)

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Final Exam Study Guide

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Final Exam Study Guide


Study Guide
University of Texas at Arlington
Bcom 3360 - Effective Business Communication
Effective Business Communication Documents

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BCOM 3360 1st Edition Exam 3 Study Guide Lecture 10 November 11 Chapter 10 Persuasive and Sales Messages Persuasive techniques establish credibility make a reasonable and precise request tie facts to benefits recognize the power of loss expect and overcome resistance share solutions and compromise Tone avoid sounding preachy or parental don t pull rank avoid making threats soften your words when persuading upward be enthusiastic positive and likable Know what you want to achieve find way to make message heard research and organize persuasive data Can be to gain attention build interest reduce resistance and motivate action Gain attention problem description unexpected statement reader benefit compliment related facts stimulating questions Build interest facts expert opinion direct benefits examples details and indirect benefits Reduce resistance Motivate action Writing persuasive claims develop a logical persuasive argument use a moderate tone Apply 3x3 writing process to sales message analyze product and purpose for writing adapt sales message to audience Crafting direct mail sales letter gain attention in sales message build interest with rational and emotional appeals reducing resistance and building desire motivating action at the conclusion of a sales message and put together all the parts of a sales message Persuasive in high context cultures indirectness politeness soft sell approach relationship appeal and collectivist view Lowcontext directness superlatives hard sell approach short term goal you view Lecture 11 October 21 Chapter 11 Reports and Research Basics Report types informational and analytical Organizational strategies direct and indirect Report formats letter memo and email manuscript preprinted and digital Analyze problem and purpose scope and limitations significance Anticipate the audience and issues Prepare a work plan Gather information from secondary sources Print resources books periodicals Electronic databases Gather information from

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