Effective Business Communication

Paper Summary:

This paper discusses how effective communication is essential in any business role, including being able to use different communication methods. It looks at how, as a salesperson, communication is even more important because of the interaction the role requires and because the intent of many communications will be to persuade. It examines the various methods of communication that can be used and focuses especially on persuasive communication, since persuasion is the major goal of the salesperson.

Outline
Face to Face Presentations
Speeches
Email
Phone
Fax
Letters
Conclusion

From the Paper:

"One of the most important considerations with face to face presentations is to adapt the presentation to the audience. For example, if the people from the company are senior managers, the presentation would be different than if the products were being presented to lower level workers. The senior managers would be better targeted with information on how the product will help the company, especially in terms of financial considerations. The lower level workers would most likely be unimpressed with this kind of information and prefer to know how they would use the product. This illustrates the main principle, which is that the information being used to persuade must appeal to the particular audience. If this principle is followed, the sales person can persuade simply by providing the appropriate details of the product, and does not need to employ any hard sales techniques."

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