• Join over 1.2 million students every month
  • Accelerate your learning by 29%
  • Unlimited access from just £6.99 per month

What body language skills do you need to be successful at selling?

Extracts from this document...

Introduction

Body Language What body language skills do you need to be successful at selling? Prepared for Ms Andrea Jenkins Lecturer Make a Presentation (MKT1101/2211) Prepared by Natalie Frey 28 March, 2006 Word Count: 1586 Table of Contents Introduction.......................................................................................3 Findings.........................................................................................4-5 Analysis and Discussion......................................................................6-7 Conclusion........................................................................................8 Recommendations................................................................................9 Reference List...................................................................................10 Introduction Body language is something that we all use, every day. This report has been designed for the purpose of providing a detailed look into various aspects of body language. This report is suitable for sales managers and sales representatives alike, because it contains important strategies and skills regarding positive body language techniques in relation to selling. The main aim of this report is to educate readers about the importance of understanding every facet of body language in order to succeed in business, and the culturally diverse society in which we live. Methodology In researching for this report, I identified and investigated a number of sources. The majority of sources came from articles found in the 'Emerald' online database, however, reference has also been taken from various books about body language. Findings The majority of the article and research papers I have studied shared many common points and conclusions about the basics of body language. ...read more.

Middle

Emblems Emblems are nonverbal cues or signals that have a verbal counterpart, in other words they have a meaning attached to them. They are used to communicate a message(s) without the use of any words. Sign language is an example of a collection of emblems. Examples include, the universal signal for peace (index and middle finger), and the thumbs up gesture, synonymous with "everything's ok". Illustrators Illustrators are used to illustrate a point or situation. They are often used in face-to-face communication and in conjunction with verbal communication. For example, when recalling how long or tall something is it is common to illustrate this using arms, hands and legs. Affective Displays Affective displays show that a person has been affected by something. They are typically visible in facial expressions and eye/mouth movements. Affective displays show reaction and response to stimuli. An example of this would be a person who has just smelt something horrible, they may make a disgusted facial expression, or a person who has just been hurt or upset may begin to cry. Regulators Regulators are a relatively small, however equally important area of kinesics. Put simply, they regulate the flow of information within an act of communication. ...read more.

Conclusion

Recommendations To increase the effectiveness of sales staff immediately, I recommend that the following action be taken: * Ensure that all employees are educated about the importance of body language (organise training for sales employees who are not trained or educated in this field). * Make it top priority that employees are aware that nonverbal communication is just as important, if not more important, than verbal communication. * Monitor staff use of positive body language; record when its positive use creates rewards for the business; pass these rewards on to staff members to increase motivation and confidence. Reference List Sundaram, D.S, and Webster, C 2000, 'The role of nonverbal communication in service encounters', Journal of services marketing, Vol. 14, no. 5, pg. 378-391. Gabbott, M, and Hogg, G 2000, 'An empirical investigation of the impact of nonverbal communication on service evaluation', European Journal of Marketing, Vol. 34, no.3/4, pg. 384-398. Heinonen, K, and Strandvik, T 2005, 'Communication as an element of service value', International journal of service industry management, Vol. 16, no. 2, pg. 186-198. Dahl, S 2005, 'Introduction to Nonverbal Communication', Middlesex University Business School, viewed 14 Mar. 2006, <http://stephan.dahl.at/nonverbal/non-verbal_communication.html> Cole, K 2005, Management: Theory and Practice, Pearson Prentice Hall, NSW. Pease, A, and Pease, B 2004, The Definitive Book of Body Language: The secret meaning behind people's gestures, Orion, London. ?? ?? ?? ?? - 2 - ...read more.

The above preview is unformatted text

This student written piece of work is one of many that can be found in our AS and A Level Language: Context, Genre & Frameworks section.

Found what you're looking for?

  • Start learning 29% faster today
  • 150,000+ documents available
  • Just £6.99 a month

Not the one? Search for your essay title...
  • Join over 1.2 million students every month
  • Accelerate your learning by 29%
  • Unlimited access from just £6.99 per month

See related essaysSee related essays

Related AS and A Level Language: Context, Genre & Frameworks essays

  1. Marked by a teacher

    Investigating how language has changed in children's literature; in relation to interaction between ...

    5 star(s)

    "You're not hurt, I hope?" said the Doctor. "Oh no, sir." "Well now, run upstairs, all three of you, and get clean things on, and then tell the housekeeper to give you some tea. You're too young to try such long runs.

  2. Language investigation

    I have chosen to perform the experiment in this way, as I cannot see another way of reaching accurate and concise results.

  1. Investigation into Gender Differences in the Language of Personal Profiles on Dating Websites

    Religion: Spiritual but not religious Smoke: No Way Drink: Social drinker, maybe one or two In my own words for fun: likes dancing, cinema, theatre, socialising with friends in retsaurants and bars, football, travelling, music (mainly r&b, chill, jazz fusion), fashion, interior design, and best of all my family.

  2. Language Investigation on Shampoo Bottles

    The tone is monotonous without exclamations, ellipsis, modifiers or interrogative sentences for interaction. Text 2 uses jargon (" scalp psoriasis, Seborrhoeic Dermatitis, Solubilised Coal tar extract") to identify with a specialist small audience with specialist knowledge and to sound knowledgeable and authoritative so as to lend confidence to the consumer.

  1. Linguistic Analysis of Dahl and Blyton

    While this argument would be interesting applied to literature generally, I rejected it in favour of Ohmann's theories which, being more comprehensive in their linguistic application, would better suit an analysis of children's literature. Ohmann, in Generative Grammars and the Concept of Literary Style, picks up, as it were, where Wells leaves off.

  2. Language Investigation: Barack Obama Inaugural Address

    This is the journey we continue today. We remain the most prosperous, powerful nation on Earth. Our workers are no less productive than when this crisis began. Our minds are no less inventive, our goods and services no less needed than they were last week or last month or last year.

  1. How successful is yosser hughes as a father? (boys from the blackstuff)

    I sometimes think that's all I've ever done." (scene 24). This is a metaphor for his life. Sandcastles always disappear and, just like everything else he has ever had, they vanish. When he lost his job it tore him apart inside.

  2. Exploring stereotypes through the film Crash 2005

    (Larenz Tate. Hanson thought he was well intentioned only to find that he harbors a deep-seated form of psychological racism hidden within his consciousness. This racist view was unbeknown to Hanson, who believed he was an upstanding, understanding individual. His act of racism did not derive form an overt or

  • Over 160,000 pieces
    of student written work
  • Annotated by
    experienced teachers
  • Ideas and feedback to
    improve your own work