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The Service Sector Management Class

Decent Essays

“Interactive, collaborative conversations with customers are essential for gaining critical information and insight about customers’ situations and enable salespeople to offer unique, added-value solutions for customers’ needs.” (SELL4, Cengage Learning, 82) Communication skills, to me, is the main topic within the Service Sector Management class. The reason I believe this is because in order to build trust, sale, understand the buyer, etc.–you must be able to talk to the customers. Trust-based sales communication is when you must talk with the customer rather than at them. It is a collaborative and two-way form of communication that allows buyers and sellers to better understand the need of situations and working together to create the best responses for resolving the customer’s needs. Trust-based communication is the sharing of importance between buying and selling individuals that result from the interactive process of exchanging information and ideas. With this emphasis on establishing understanding, communication is essential throughout each stage of the selling process. Effective communication skills are needed to classify buying needs and to demonstrate to buyers how a salesperson’s planned solution can satisfy those needs better than competitors. The critical capabilities for effective selling include questioning, listening, giving information, nonverbal communication, and written communication skills. Although each of these skills are needed in everyday life, they

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