Essay On The Importance Of Collaborative Communication

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IMPORTANCE OF COLLABORATIVE COMMUNICATION

Communication in trust based selling is vitally important, it can be the difference between getting the sale and creating a negative image for your company. Since the salesperson is considered a boundary spanner, they are a direct link between the company and the customer, knowing how to communicate is of utmost importance. The American Marketing Association(1) states that "the most carefully designed relationship will crumble without good, frequent communication."

The American Marketing Association, under the article titled "Collaborative Communication in Interfirm Relationships"(1) goes one step further and provides their own definition of collaborative communication which reads "a specific combination …show more content…

Non-Verbal Communication(NVC)- Communication that goes beyond the written or spoken word as defined by The Journal of Marketing Management(5). NVC is the subliminal factor in the selling process and comes in the form of body language such as facial expressions, eye contact, posture, gesture and interpersonal distance(5).

VC is the foundation into the selling process and everyone knows that a strong foundation, not only in building, is vital. A salesperson that is proficient in their verbal ability gives the customer confidence in what they are saying and puts more credibility in the product. Customer 's constantly seek answers about the product/service from the salesperson, the way in which they verbally express the answer will determine whether it gives them confidence to buy the product or not. PD Training claims that "when you speak, it is not only the words spoken, but also the tone, pitch and speed that affects your (verbal)communication," thus underlining the importance of proficiency in your speech. "Speaking from the diaphragm, speaking words fully, having a consistent tone and not sounding too energetic/happy are listed by PD Training as good VC

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