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A Proposal for communicating, negotiating and selling

A Proposal for communicating, negotiating and selling. Internal communicating. a neglected area in business. a tendency to overdo things a bit. reply immediately to everything that comes in it becomes a bit of a time-waster, always sending off messages left, right and centre.

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A Proposal for communicating, negotiating and selling

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  1. A Proposal for communicating, negotiating and selling

  2. Internal communicating • a neglected area in business. • a tendency to overdo things a bit. • reply immediately to everything that comes in • it becomes a bit of a time-waster, • always sending off messages left, right and centre

  3. Internal communicating • better to have a fixed time • quiet time just after lunch or just before the staff knock off for the day deal with them.

  4. Internal communicating • the quality of the message should be improved. • It is a good deal easier to understand, • without verbs-when writing, of course. • Good English creates a good impression.

  5. Internal communicating • if you are busy, your colleagues are too • they don’t want you barging into their offices without warning with some minor query or being continually phoned up. • Let them get on with their work and, if they’re not urgent, save your queries for coffee time.

  6. Internal communicating • common courtesy is an important part of office • arrive at the office not losing your temper or shouting at people • work with each other and as well make the circumstances as pleasant as possible.

  7. Negotiating • a big part of our job. • negotiation needs to utterance to show your purpose, requirement, conception, and efficiency

  8. Negotiating • in negotiation, should master excellent utterance to approach the communication purpose. • negotiation is about which the two sides’ thought, will, power etc that displayed by utterance

  9. Negotiating • negotiation is settled up on the basis of each other’s demand • a two-way communicative activity depends on the information inter-communication. • win-win negotiation is a successful one which two sides get what they need.

  10. Negotiating • negotiation respected benefit exchange, so it’s complex. • dealing with both faces and people. • negotiations must have a good understanding of the subject. • must also be aware of the general policy of the company or institution in relation to the issues • must be familiar with the organizational structure and decision-making process. • may not necessarily sufficient to read a successful outcome. • Personal, human factors must be taken into account.

  11. Negotiating • The approach and strategy adopted in negotiating are influenced by attitudes as well as by a cool, clear logical analysis of the facts, and one’s interesting. • how to get what they want, other than to make demands and dig in their heels. • employing the righting tactic is more important than even in today’s vibrant business environment.

  12. Selling • an eight step approach that has been found to be beneficial in sales. • They are: prospecting, pre-approach, approach, need assessment, presentation, meeting objections, gaining commitment, and following up.

  13. Selling • Prospecting is the step where salespeople determine leads or prospects. • determine whether they are qualified leads, or leads who are likely to buy. • Qualified leads are those who have a need for the product, can afford the product, and are willing to be contacted by the salesperson.

  14. Selling • the pre-approach is used for preparing for the presentation. • It is helpful to schedule an appointment to ensure capturing the buyer’s attention. • Since first contact leaves an impression on the buyer, professional conduct, including attire, a handshake, and eye contact, is advised.

  15. Selling • Salespeople should evaluate the customer based on the need for the product. • ask questions to reveal the current situation, the source of any problems, the impact of the problems, the benefits of the solution, and the interest of the buyer.

  16. Selling • The point of this is to grab the customer’s Attention, ignite Interest, create Desire, and inspire Action, or AIDA. • show the features, advantages and benefits of the product. • customer question the price or value of the product, dismiss the product/service as inadequate, and avoid making a commitment to buy, or refuse because of an unknown factor. • do their best to anticipate objections and respectfully respond to them.

  17. Selling • use several different sales closes to move the sale forward. • ‘alternative close’ ‘assumptive close’, the ‘summary close’ ‘special-offer close’, • Following up will ensure customer satisfaction and help establish a relationship with the customer.

  18. Thank you~~~~!

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