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Informationen zum Autor TOM SANT is a renowned proposal consultant, whose clients range from small entrepreneurial operations to Global 500 companies, including General Electric, Microsoft, Lucent, and Accenture. He is the creator of the world's most widely used proposal automation systems, ProposalMaster and RFPMaster. Klappentext Language is the medium of business. To be successful, we need to communicate effectively in writing. The Language of Success shows readers how to avoid these mistakes, and to write lucid, concise, and accurate e-mails, letters, performance appraisals, and presentations. Inhaltsverzeichnis Contents Acknowledgments xi Chapter 1 Introduction 1 Where We’re Going and Why the Trip Is Worth Taking 1 Igniting Firestorms 4 Screaming in Print 7 Living in the Midst of Revolution 9 Eight Tips for Creating Successful E-Mail 12 Moving Beyond the Mechanical 22 Chapter 2 The Problem: How Fluff! Guff! Geek! and Weasel Ruin Your Writing 27 Language: The Medium of Business 27 The Language of Success 29 Four Languages That Don’t Work 31 Fluff 31 Guff 34 Geek 38 Weasel 43 Is Clear Writing a Lost Art? 51 Chapter 3 The Principles: Modern Methods in Business Writing 55 Write the Way You Speak 56 Respect the Medium 60 The Core Principles of the Language of Success 63 Clarity 65 Conciseness 74 Correctness 81 Suitability for the Audience 90 Suitability for the Purpose 102 Purposes and Patterns for the Whole Message 116 Writing to Inform 122 Writing to Evaluate 123 Writing to Persuade 124 Chapter 4 The Practice: Real-World Applications of the Language of Success 127 Writing to Inform 127 Simple Announcements 128 Giving Instructions 131 Answering Questions 134 Project Updates and Summaries 135 Clarifying Information 138 Writing to Evaluate 139 Comparison and Contrast 140 Definition and Classification 142 Offering an Informed Opinion 144 Competitive Analysis 146 Performance Appraisals 150 Writing to Motivate 156 Making a Request 159 Instructing 161 Reprimanding 164 Communicating with Employees: Morale 166 Communicating with Suppliers: Responsiveness 169 Communicating with Customers: Loyalty 170 Communicating with Investors: Commitment 171 Communicating Bad News 172 Writing to Persuade 176 Cold Call Messages—Introducing Yourself and Your Company 177 Setting a Meeting 181 Following Up from a Meeting 182 Announcing a New Product or Service 184 Responding to a Request for Information 185 Checking on Customer Satisfaction 188 Nurture Messages 189 Recommendations and Proposals 190 Presenting a New Idea to Management or Colleagues 193 Chapter 5 Your Potential 197 Index 199 About the Author 207 ...
