Agenda
Sales: An Applied Setting for Persuasion
McLuhan’s View of Media
Gerbner’s Cultivation Theory
Agenda Setting Theory
Sales Persuasion
Who is a sales representative?
What is the purpose of sales?
The buyer’s perspective: the five
no’s
No ability
No trust
No need
No help
No hurry
An Initial Step
Qualifying the Customer
Sales Persuasion
Sales Persuasion
Sales Persuasion
Sales Persuasion
Sales Persuasion
No Trust
Sales Persuasion
No Trust
No Need
Sales Persuasion
No Trust
No Need
No Help
Sales Persuasion
No Trust
No Hurry
No Need
No Help
Relating Skills
No Trust
Discovery Skills
No Trust
No Need
Advocating Skills
No Trust
No Need
No Help
Supporting Skills
No Trust
No Hurry
No Need
No Help
McLuhan’s View of Media
Determinism
global village
the medium is the message
we become what we behold
Medium hot and medium cool
Cool
Television
Movies
Radio
Hot
Books
Attempt at Clarity
Question 1: What does it (the medium or
technology) extend?
 What does it make obsolete?
What is retrieved?
What does the technology reverse into if it is
over-extended?
How has popular music changed
since MTV?
How has the Internet changed the
way we stay in touch?
Did the printing press change the
course of Christianity?
Word processing, cell phones,
and calculators has improved
efficiency, but how has it hurt
learning?
Cultivation Theory
Agenda Setting Theory
U.S. Invasion of the Soviet Union
The U.S. Invasion of Vladivostok
1918-1920
Agenda Setting Theory
U.S. Invasion of the Soviet Union
East Timor: 200,000 (1981-1995)
Agenda Setting Theory
U.S. Invasion of the Soviet Union
East Timor: 200,000 (1981-1995)
Rwanda: 657,000 (1990-1994)