Infusing Practical Wisdom into Persuasive Performance: Hermeneutics and the Teaching of Sales Proposal Writing

Linda LaDuc Rensselaer Polytechnic Institute

Abstract

Sales activities have been understood by some to be negative, one-sided rhetorical encounters. Teachers of technical communication will find it more helpful to view sales proposals as aimed toward the construction and maintenance of long-term relationships, a view held by far-thinking sales professionals. Hermeneutic theory, by offering a different conceptual relationship between means and ends than even new rhetoric suggests, can help clarify the process by which ethical know-how intersects with persuasion. Consequently, it can offer technical communication instructors a valuable perspective from which to teach sales proposal writing.

Journal
Journal of Technical Writing and Communication
Published
1991-04-01
DOI
10.2190/68nc-cnfg-gngw-h9jj
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Cited by in this index (4)

  1. Journal of Business and Technical Communication
  2. Journal of Technical Writing and Communication
  3. Journal of Business and Technical Communication
  4. Journal of Technical Writing and Communication

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