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Communication for Relationship Building Chapter 5

Introduction ,[object Object],[object Object],[object Object],[object Object],[object Object]

The Process of Two way Communication

Process of Communication in sales ,[object Object],[object Object],[object Object]

Types of Communication Channels ,[object Object],[object Object],[object Object]

Research –Face to face Communication ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Albert Mehrabian, renowned psychologist from UCLA Albert Mehrabian's components of perception Conclusion: Non-verbal communication are vital between buyer and seller and acts as a valuable tool for successful salesman in commencing and closing a sale.

Elements of Vocals Communication ,[object Object],[object Object],[object Object],[object Object],[object Object]

Salesperson – Buyer Communication(1) Communication occurs when a sender transmits a message through some type of medium to a receiver who responds to the message. The above exhibit/diagram presents a model that contains eight major communication elements.

Salesperson – Buyer Communication(2) Elements of Salesperson – Buyer Communication ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Salesperson – Buyer Communication(3) - Communication Media ,[object Object],[object Object],[object Object],[object Object],[object Object]

Salesperson – Buyer Communication(4) - One Way/Two Way Communication ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Non Verbal Communication ,[object Object],[object Object]

Four major Non Verbal Communication ,[object Object],[object Object],[object Object],[object Object],Physical Space Appearance Handshake

Concept of Space ,[object Object],[object Object],[object Object]

Territorial Space ,[object Object],[object Object],[object Object]

Intimate Space ,[object Object]

Personal Space ,[object Object],[object Object],[object Object]

Social Space ,[object Object],[object Object],[object Object],[object Object],[object Object]

Public Space ,[object Object],[object Object],[object Object]

Communication through appearance and handshake (1) ,[object Object],[object Object],[object Object],[object Object]

Communication through appearance and handshake (2) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Communication through appearance and handshake (3) ,[object Object],[object Object]

Body Language – Non –Verbal Communication (1) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Body Language – Non –Verbal Communication (1) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Body Language – Non –Verbal Communication (2) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Body Language – Non –Verbal Communication (3) ,[object Object],[object Object],[object Object],[object Object],[object Object]

How to handle Caution and disagreement signals ,[object Object],[object Object],[object Object],[object Object]

Body Guidelines ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Barriers to Communication ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Persuasive Communication ,[object Object],[object Object],[object Object],[object Object],[object Object]

Persuasive Presentation Strategy ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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