BET430 Chapter 4: Chapter 4

• School: University of Waterloo
• Department: Business, Entrepreneurship and Technology
• Course: BET430
• Professor: Kevin Hood

Document Summary

Communication: the act of transmitting verbal and non -verbal information and understanding between seller and buyer. In a sales context, it is with a persuasive intent. Source: the origin of a communication (the salesperson). Encoding process: conversion of idea s and concepts into information (sales presentation). Message: the information is conveyed in the sales presentation. Medium: the form of communication used in the sales presentation and discussion; most frequently words, visual material s, and body language. Decoding process: receipt and translation of information by the receiver (prospective buyer). Receiver: the person a communication is intended for, who hopefully understands the message. Feedback: verbal or nonverbal reaction to commu nication as transmitted to the reader. Noise: factors that distort communication between buyer and seller, including barriers to communication. Non-verbal communication: unspoken communication such as physical space, appearance, handshake, and body movemen t. Territorial space: the area around oneself that a person will not allow another person to enter without consent.