This paper concentrates on the primary theme of Elaboration Likelihood Model of Persuasion (ELM) in which you have to explain and evaluate its intricate aspects in detail. In addition to this, this paper has been reviewed and purchased by most of the students hence; it has been rated 4.8 points on the scale of 5 points. Besides, the price of this paper starts from £ 79. For more details and full access to the paper, please refer to the site.

Scenario:

You are a salesperson for a small boutique shop, Studio Productions, specializing in print design, web design, motion graphics, DVD production, and presentations. Your company is located in an urban area where there is much competition in a dwindling economy.

The company consists of the original 2 owners/partners, 1 office manager, 1 project manager, 3 designers, 1 technical support person, and 3 salespeople. Although the company is small, they have been in business for over 10 years and have some key alliances. Some of the large advertising firms and public relations firms outsource work to your shop. Some of your projects are outsourced for: printing, slide production, high-end video edits, and illustration.

With the changes in the economy, the company has chosen to stay small in order to respond quickly, but revenues are continuing to drop, and repeat business is slowing considerably. More often, the owners are bartering services with alliances because liquid assets are unavailable. The 2 owners serve as artists/ designers, sometimes salespeople, and also attempt to lead marketing efforts, but without a strategic marketing plan.

Clients tend to be friends of the owners, one-person businesses, advertising agencies, large internationally recognized companies, and marketing or sales professionals in various industries.

In this small firm, many times salespeople and/or designers act as project managers, which takes them away from bringing in new business or working on projects. This has been a frustration for the sales people since they work on commission and they are not paid separately for managing projects. The designers also get frustrated when this happens, because they end up receiving creative direction from a sales person and not an art director/creative director. Also, when the designers end up project managing, their time is split and objectivity on the project may suffer, resulting in a less refined outcome.

To turn the company`s business around, the company owner decided to boost sales. As a result, your responsibilities as a salesperson will be expanded to include: prospecting new business, servicing existing clients, keeping clients informed of project progression and listening to their feedback, communicating with internal staff regarding client projects, generating more business from existing clients, participating in networking/ business events to generate more contacts for building new business opportunities.

Assignment/Task
Details: Cybrary Activity

You and your sales team decide to refresh your sales skills. Research the Internet and your course materials on the Elaboration Likelihood Model of Persuasion (ELM). Develop a short presentation for your team answering the following questions.

What are the (2) routes to persuasion identified by the theory? How can this theory be applied differently or the same to selling goods versus selling services?
What are the possible adjustments to the selling tactics you, as a salesperson for Studio Productions, may consider in gaining new clients in light of the information you learned from your research.

***I do not have a good grasp on the theory so any assistance would be appreciated***

Attached is research information which may assist.