Making Offers They Can't Refuse presents an Integrated Marketing Communication approach, centering on a thorough business proposal approach. Presenting Personal Selling as an honorable, ethical, and successful profession, this book teaches you to be totally thorough in the presentation of your case, using the art of persuasion as developed by some of history's greatest geniuses--Plato, Aristotle, and Jesus--and modern-day theorists Kenneth Burke and Stephen Toulmin. By identifying every necessary persuasive step in a direct Personal Selling situation, you are encouraged to be thorough. Personal Selling is the most thorough form of marketing communication. Using Personal Sales as the skeleton upon which to introduce other forms of Integrated Marketing Communication [IMC] in this book, various comments will apply the principles learned in each of the twenty-one sales in a sale to the field of IMC. IMC is an approach that recognizes that all types of Marketing Communication used by a business or organization should be coordinated, in order to produce the most effective marketing results. Clearly, the more coordinated the Marketing Communication messages delivered by a business or organization, the more cost-effective and results-effective the overall marketing message will be. Among the types of Marketing Communication included in IMC are: -Advertising (traditionally, the primary mass media form), -Public Relations (often, the attempt to receive mass media coverage without fees), -Personal Sales (the central skeletal approach of this book), -Promotions (providing opportunities, incentives, and stimuli for "trying" the product now), -Packaging (the messages sent by the way the product is packaged), -Sponsorships (reputation enhancement provided by sponsoring events, etc.), -Direct Marketing (through catalogs, infomercials, telemarketing, internet, etc.), -Online Marketing (through the internet).-Mobile Marketing (through cellphones and similar devices), and-Diffusion of Innovations (through word of mouth).Making Offers They Can't Refuse shows you how to integrate all of these forms of marketing communication to make the most effective marketing effort.
Author Biography:
Dr. Stan A. Lindsay is Teaching Professor of Professional Communication at Florida State University. He holds the Ph.D. degree from Purdue University in Rhetoric/Communication. He has served on the faculties of Indiana University, Purdue University, and Loyola University Chicago, in addition to Florida State University. He is the author of the following books: * The ArguMentor (2015) * Making OffersThey Can't Refuse 3rd ed. (2015) * The Expanded Kenneth Burke Concordance (2014) * Basic Public Relations Documents: Implicit Rhetoric in Action (2010) * The Essence of Rhetoric in Disney Music (2010) * Disneology: Religious Rhetoric at Walt Disney World (2010) * Persuasion, Proposals, and Public Speaking 2nd ed. (2009) * Psychotic Entelechy: The Dangers of "Spiritual Gifts" Theology (2006) * The Seven C's of Stress: A Burkean Approach (2004) * A Concise Kenneth Burke Concordance (2004) * Revelation: The Human Drama (2001) * Implicit Rhetoric: Kenneth Burke's Extension of Aristotle's Concept of "Entelechy" (1998) * The Twenty-One Sales in a Sale (1998) He also writes a blog, entitled "StanPoint," available at www.stanlindsay.com.
