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Customer Service Skills of Persuasion Theory

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Explain the 2 routes to persuasion in the elaboration likelihood model (ELM) of persuasion theory.

Can this theory be applied to negotiation resistance and the handling of customer objections?

What other persuasive techniques may be used?

Are there adjustments to the selling tactics that you, as a salesperson for Cavalier Products, may consider for presentations to new clients in light of the information you learned from your research?

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Explain the 2 routes to persuasion in the elaboration likelihood model (ELM) of persuasion theory.
The first route to persuasion is the central route in which a subject considers an idea logically and is persuaded on rational basis. The second route is the peripheral route where the audience uses preexisting ideas and superficial qualitative to be persuaded. The central route provides complete information and is straight forward but the peripheral route uses means like catchy tunes, and colors.
Can this theory be applied to negotiation resistance and the handling of customer objections?
This theory can be applied to negotiation resistance and handling of customer objections. When the situation is such that there is high negotiator/customer involvement in ...

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