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How To Advance Your Communication In A Professional Business Manner

1544 words - 6 pages

Business communication in the healthcare field is very important. Sales representatives use this tool in their everyday work environment. Sales reps. primarily need a buyer base. The most important tool for sales is learning what your customer or account needs by selling to them in a way they feel the need to buy. You need to make customers feel like they need to buy something without them feeling like they’re being sold something they don’t want. If the persuasion is also done right it will increase sales. Pharmaceutical and diagnostic companies make sure their representatives attend training for this particular purpose. If an employee goes untrained it could potentially cause a drop in sales and no company wants that. Furthermore, if a situation like this occurs it will not have a good outcome, which in, turn employees could potentially be fired or the overall company might go into default.
The first and far most technique to have is the effective persuasion method. Understanding different types of various persuasion techniques will help people make sales and meet their target and also allow them to have a lead over competitors in the field. According to Alen Mayer, everyone is susceptible to being persuaded; persuasion is a process whose objective is to change a person's attitude and/or behavior towards an idea, event, person or an object. Some techniques from Alen Mayer include: Establishing a common ground: Establishing a commonality you both have, Pointing out the benefits: highlighting the major benefits to the consumers, turning objections into strengths: You should agree with the prospect's objection and then illustrate how it is easily overcome by your product or service. Also, illustrate the advantages of the product that will eliminate the prospects pain points and help satisfy their wants (Mayer 2012). Not only in America is business communication a significant piece for the business world, but also in other countries. When examining research on New Zealanders and Chinese sales force teams who questions were asked: What persuasion strategies do the Chinese or NZ managers follow in writing their sales letters? How do their counterparts interpret and react to these long-used traditional strategies? To what extent do the two different cultural groups views overlap or differ from the language and persuasion perspective? New Zealand manager’s view showed: 1) you should attract the reader’s attention and interest 2) Have a clear purpose of promoting the advertised product 3) be brief and to the point and ideas should be developed from point to point about product appeals 4) use ‘you approach’ and engage the reader usually as a potential customer (Hildebrandt, 404). Chinese manager’s views showed 1) Using appropriate politeness format and letter form to communicate 2) Promoting the products and harmonious and long-term relationships with other organizations 3) Making sure to include background information and the company and product, and...

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