Term
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Definition
| The four basic steps for the persuasive process. A: get the receiver's attention; I: introduce the product, service or idea and arouse interest in it; D: create desire by presenting convincing evidence of the value of the product, service or idea, and A: encourage action. |
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Term
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Definition
| The primary appeal on which a persuasive message focuses (e.g., an aspect of the product or service that is superior to its competition, favorable price, fast delivery or superior service.) |
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Term
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Definition
| Techniques used to convince receivers to consider an unsolicited sales message (e.g., a personal experience, a solution to the problem, a startling announcement, a what–if opening, a question, a story, etc.) |
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Term
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Definition
| The ability to influence others to accept sender's point of view; it is not an attempt to trap someone into taking action favorable to the communicator, it is an honest, organized presentation of information on which a person may choose to act. |
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Term
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Definition
| A letter, memo, or email message written, by request, to a potential buyer or supporter; the message is written to answer the interested person's question. |
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Term
| unsolicited sales message |
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Definition
| A letter, memo, or email message written to someone who has not requested it. |
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