Module 3: Creating Effective

Business Messages
ENTCOMM K31 & K32 – Thalia Atendido

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 The Process for Creating Business
Messages 1

Process Steps
• Plan/Think.
• Write/Compose.
• Review.

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 Figure 5.1 The Stages and Goals of Effective
Message Creation
PLAN: Get the content right.
• Understand your audience.
• Gather the right information.
• Develop your message.
WRITE: Get the delivery right.
• Set the right tone.
• Apply a clear and concise style.
• Focus on navigational design.
REVIEW: Double-check everything.
• Get feedback.
• Ensure your message is fair.
• Make sure to proofread.

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 The Process for Creating Business
Messages 1

Process Steps
• Plan/Think.
• Write/Compose.
• Review.

THESE ARE THE STEPS IN COMPOSING A FORMAL

BUSINESS MESSAGE, WHICH DOESN’T NECESSARILY
APPLY TO INTERPSERSONAL COMMUNICATION SKILLS

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 A METHOD GUIDE FOR
INTERPERSONAL COMMUNICATION

PREP
• POINT
• REASON
• EXPLANATION
• POINT

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 A METHOD GUIDE FOR
INTERPERSONAL COMMUNICATION

PREP
• POINT
• REASON
• EXPLANATION
• POINT

• FOLLOW UP EXLPANATION
• POINT

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 A METHOD GUIDE FOR
INTERPERSONAL COMMUNICATION

PRRRRRRP
• POINT
• REASON
• REASON
• REASON
• REASON
• POINT

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 A METHOD GUIDE FOR
INTERPERSONAL COMMUNICATION

PREP
• Is often used for argumentative conversations
• It can also be useful for informative and exploratory
conversations
• However, in business, this is not recommended.
Especially in FACE TO FACE SELLING/PERSONAL
SELLING

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 PERSONAL SELLING

• A face to face contact between a sales

person and a potential client
• The oldest form of promotion

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 PERSONAL SELLING

• When is it most useful?

1.Company is small
2.When the market is concentrated
3.When the personality of the salesman is
needed to establish or create confidence
4.When the product has higher unit value

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 What should you focus on when selling face to face?

FEATURES…..X
BENEFITS…. ✓

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 • ASKING IMPORTANT QUESTIONS TO A PROSPECT
CLIENT ALLOWS YOU TO QUALIFY THE FEATURES
OF YOUR PRODUCT

• ASKING IMPORTANT QUESTIONS TO A PROSPECT

CLIENT HELPS YOU CREATE A PITCH:

Do you have your own home?

What’s the most important part of a house?
What’s your pet peeve in houses?
Do you own pets? Would you want a pet friendly home?
Does cost matter to you when buying a home?

• ASKING IMPORTANT QUESTIONS TO A PROSPECT

CLIENT
1. You allow the client to recognize what they need or want to buy
2. asking questions distract you from making an immediate judgment.

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 IDEA GENERATION ACTIVITY

1. Create a personal selling script between a salesperson and a potential

client. You can invent the entire conversation such as the responses of
the potential client.

2. Create a product/service that relates the set of images assigned to

you. You must provide a product description that involves all 3 images.
This must also be the item that the product/service that your salesperson
will be selling in the script

EXPECTED OUTPUT FOR DEC 17:

2-3 pages pdf file. Double spaced, TNR, font size 12

1st page – Product Name and Product description. Please paste the pictures assigned
to you on top.
2nd-3rd page – Invented script of a salesperson personally selling to a potential client

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 Group 1 – Set G

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 Group 2 – Set F

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 Group 3 – Set E

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 Group 4 – Set D

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 Group 5 – Set C

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 Group 6 – Set B

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 Group 7 – Set A

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