What are the four parts of the AIDA strategy for writing sales messages quizlet?

Bait and switch involves__________.

trying to attract buyers by advertising a product that you don't intend to sell and then trying to sell them another, usually more expensive, product

offering a customer a written statement that he or she has the option of coming back and purchasing at a later date an item on sale that is currently out of stock

adding customers' names without permission to mailing lists

the promotion of an expensive, and often shoddy, product through persistent advertising, promotions, and sales

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- Attention
- Interest
- Desire
- Action

Attention (Opening)
- Open with problem, unexpected statement, reader benefit, compliment, related facts, stimulating question
- Use indirect strategy rather than blurting out the request immediately
Interest (Body)
- Build audience interest by using facts/figures, expert opinions, examples, specific details, direct benefits, indirect benefits
- Establish your credibility, if necessary, by explaining your background and expertise
- Tie facts to direct and indirect benefits
- Example Direct Benefit: If you accept our invitation to speak, you will have an audience of 50 potential customers for your products.
- Example Indirect Benefit:Your appearance would prove your professionalism and make us grateful for your willingness to give something back to our field.
Desire (Body)
- Elicit desire by reducing resistance, anticipating objections, offering counterarguments, using "what if?" scenarios, demonstrating competence, showing the value of your proposal
- Establish credibility and expertise
- Emphasize benefits; suggest what might be lost if the request is not granted
- In requesting favours or making recommendations, show how the receiver or others will benefit
Action (closing)
- Prompt action by describing specific request, sounding confident, making action easy to take, offering an incentive or gift, offering no excuses, repeating the main benefits
- Suggest specific and easy-to-follow action with a deadline and reason for the date
- Don't sound apologetic or supply excuses

What is a component of the AIDA approach to mass sales messages?

What does AIDA stand for when referring to persuasive messages?

When using the AIDA approach to persuasion which of the following would be the best opening to your message?

Which of the following is the definition of a sales message?