Like stated, I am doing an analysis on the similarities and differences of the psychological strategies used by bullies and the strategies that are taught from sales literature books.
I will be looking at these literature examples through a rhetorical lens, focusing on the language choices and persuasion that are present in the books. I will also be looking at the rhetorical commonalities between articles on bullying to develop the criteria to base my analysis of the sales literature off of.
The sales literature books that I’ve chosen are How to Win Friends and Influence Others, SPIN Selling, and How I Raised Myself from Failure to Success In Selling. I chose to analyze these books because they were the top three selling help books listed on google, so people buy and read them a lot. I’ve only chosen to do 3 books because realistically trying to do more would be difficult, however just having two examples wouldn’t be enough to make any claims above a coincidence.
I’ve also chosen to analyze a college text book, Selling: The Profession because I wanted to include a different realm of literature. Most business professionals won’t be reading the college text books, but I think it’s still important to include because this is teaching college students how to sell and get into the selling world.
Looking at the college textbook will give me an idea of what strategies are being taught even before a job in sales is actually acquired.
After rhetorically analyzing the articles on bullying psychology, I will develop a criteria from the trends to help guide my analysis of the selling literature.
From there I will read the selling books and look at the criteria I’ve developed, as well as pay attention to the other fundamentals of a rhetorical analysis to continue my research in my three book subjects and the subject.
I will also be including this idea of ethics into the project because if there are strong enough correlations between bullying and selling, I don’t think it’d be safe to make any claims without including a look at the ethical procedures that goes into selling.
From there though, the last piece of the analysis would be to look self-interest and how that might affect the way ethics works in the selling world.
Sales personnel make money from commission, so in order to make and maintain their living they must make the sales. With the idea of a living on the line I want to see if there’s any significant impact on the ethical procedures that sales people should abide by.
After collecting all this data and analyzing what it all means, I want to draw some kind of conclusion however I’m still working on what exactly that will look like.