Flashcards
Ag Sales: Communication Process
Cards in this deck (24)
- 1Basic Communication Modelsource-encoding-message/channel-decoding-reciever
- 2Sourcesalesperson
- 3encodingmessage development
- 4message/channelsales presentation
- 5decodingbuyer interpretation
- 6receiverbuyer
- 7Creating the idea and putting the idea into a form that can be used to transfer information.Encoding
- 8Converting the idea into words, or gestures that convey meaning.Encoding
- 9How messages are transmitted.Channel
- 10The recipient of the message.Decoding
- 11Verbal V. Non-Verbal Communication10% words
40% What you hear
50% Body Language - 12Non-verbal provides what percent in face to face communications?93%
- 13Types of body language.shaking hands, eye contact, facial expressions and territorial space
- 14Characteristics of shaking hands.degree of firmness
eye contact
depth
duration
dryness of hands
smile - 15intimate distance6-8 inches
- 16personal distance1.5- 4 feet
- 17social distance4-12 feet
- 18public distance12-25 feet
- 19Barriers to communication in a sales call.-differences in perception
-buyer doesn't need product
-sales pressure
-information overload
-disorganized sales presentation
-distractions
-different communication styles
-poor listening - 20What percent of what we hear is incorrect?75%
- 21The process of sending back to the speaker what you as listener think the individual meant, both in terms of content and feelings.Active Listening
- 22Strategies for listening.-take notes
-ask questions and clarify
-repeat back what you thought you heard to check for understanding - 23Ability to perceive another person's worldview as if it were your own.Empathic Listening
- 24Used to evaluate the accuracy, meaningfulness and usefulness of the information given.Critical Listening
Information
- Description
- Flashcards on Ag Sales: Communication Process, created by shgibson on 29/09/2013.
- Created by
- shgibson
- Views
- 50
- Rating