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Chapter
5
Communication for Relationship Building: Its Not All Talk
McGraw-Hill/Irwin Fundamentals of Selling, 10/e
Copyright 2008 The McGraw-Hill Companies, Inc. All rights reserved.
Chapter
5-3
Main Topics
The Tree of Business Life: Communication Communication: It Takes Two Nonverbal Communication: Watch for It Communication through Appearance and
the Handshake Body Language Give You Clues Barriers to Communication Master Persuasive Communication to Maintain Control
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Words Body language Visual Aids Listening Unselfishness to help a person make the correct buying decision
Relationships
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Sale/No Sale
Stimulus
Black box
Response
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A Light Signal for Vehicles has a Green, Yellow, and Red Light
A person also sends three types of
messages using body communication signals
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What nonverbal signal is she communicating? Yellow (caution) respond nonverbally? How would you or red (disagreement) Green (acceptance) nonverbal signal
nonverbal signal
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What nonverbal signal is she communicating? How would you respond nonverbally? Green (acceptance) nonverbal signal Yellow (caution) nonverbal signal
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Barriers To Communication
Differences in perception Buyer does not recognize a need for product Selling pressure Information overload Distractions Poor listening How and what you say Not adapting to buyers style
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