ERIC Number: ED194935
Record Type: RIE
Publication Date: 1980-Nov
Reference Count: 0
The Rhetoric of the Marketplace: Salesmanship as Communication.
Shelby, Annette N.
The concept of team teaching salesmanship demonstrates theoretical and practical relationships between speech communication and salesmanship. The challenge of maintaining intellectual integrity in the high risk, results-oriented environment of sales is met through attention to four major topic areas: the purpose of the communication, the salesman as source, the sales message, and the prospect as receiver. These topic areas are developed first from a theoretical perspective through lectures, examples from case studies and critical incidents, assigned readings, and application exercises. Students are encouraged to "learn" the theory not so much for its own sake as for its practical application. This integrated approach to the art of persuasion reinforces the common theoretical base shared by the disciplines and applies these principles to believable, "real world" situations. (RL)
Publication Type: Guides - Classroom - Teacher; Speeches/Meeting Papers
Education Level: N/A
Authoring Institution: N/A
Note: Paper presented at the Annual Meeting of the Speech Communication Association (66th, New York, NY, November 13-16, 1980).