IDEAS home Printed from https://ideas.repec.org/a/eur/ejmejr/38.html
   My bibliography  Save this article

The Salesperson with a Speech Impediment: An Objective Research and Analysis on the Importance of Clarity, Structure and Logic of Arguments

Author

Listed:
  • Martin D Chekuri

    (APMP®, MBA Strategic Management, MSc Psychology, Vice Chairman APMP Hyderabad Chapter | Proposal Writer, Shipley Associates Author NoteThis research paper and its presentation was funded by Shipley Associates and was prepared for presentation at the Inter)

Abstract

There is no sales document as crucial to winning business deals as the business proposal document. We noticed that business proposals try their best to be persuasive, and yet, they do not have the impact they hope to create. In order to understand why we conducted detailed research and found out that customers simply refuse to read some proposals. There are three reasons for this: Logic, Clarity, and Aesthetics. Our research showed that the lack of logic or the presence of logical fallacies account was the reason most often quoted by customers (63% of the times) for not wanting to read the business proposal, followed by clarity, at 29% and aesthetics at 9%. To write this research paper, we’ve focused primarily on understanding logical fallacies, categorizing them and identifying which of them are the most identifiable and which of them are most frequent. We also recommend a systematic way to avoid logical fallacies in proposals.

Suggested Citation

  • Martin D Chekuri, 2021. "The Salesperson with a Speech Impediment: An Objective Research and Analysis on the Importance of Clarity, Structure and Logic of Arguments," European Journal of Marketing and Economics Articles, Revistia Research and Publishing, vol. 2, EJME Janu.
  • Handle: RePEc:eur:ejmejr:38
    DOI: 10.26417/ejme.v2i1.p21-31
    as

    Download full text from publisher

    File URL: https://revistia.com/index.php/ejme/article/view/1221
    Download Restriction: no

    File URL: https://revistia.com/files/articles/ejme_v2_i1_19/Chekuri.pdf
    Download Restriction: no

    File URL: https://libkey.io/10.26417/ejme.v2i1.p21-31?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eur:ejmejr:38. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Revistia Research and Publishing (email available below). General contact details of provider: https://revistia.com/index.php/ejme .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.