MKT 504 Chapter Notes - Chapter 4: Nonverbal Communication, Interpersonal Communication, Active Listening
Document Summary
Better understanding and master the art of collaboration two-way communication. True-based sales communication: talking with rather than at the customer. A collaboration and two-way form of communication that allows buyers and sellers to develop a better understanding of the need situation and work together to co-create the best response for (cid:396)esol(cid:448)i(cid:374)g the (cid:272)usto(cid:373)e(cid:396)"s (cid:374)eeds. Nonverbal dimensions of interpersonal communication are examined with an emphasis on its application and meaningful interpretation. Important note that the purpose of sales communication is not agreement but rather the maximization of common understanding among participants. Effective communication skills are needed to identify buying needs and demonstrate to (cid:271)u(cid:455)e(cid:396)s ho(cid:449) a salespe(cid:396)so(cid:374)"s p(cid:396)oposed solutio(cid:374) (cid:272)a(cid:374) satisf(cid:455) those (cid:374)eeds (cid:271)ette(cid:396) tha(cid:374) competitors. The critical capabilities for effective selling includes questioning, listening, giving information, nonverbal communication and written communication skills. Two ways to dominate or control a selling conversation. Typically used to confirm or clarify information. E(cid:454)a(cid:373)ple: do (cid:455)ou / a(cid:396)e (cid:455)ou / ho(cid:449) (cid:373)a(cid:374)(cid:455) /ho(cid:449) ofte(cid:374) .
