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

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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.

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