Sales Communication

Abstract

The development of technology and communications has brought about important changes in the field of marketing as well as in other fields. The fast access to information and presence of an infinite number of products have increased the expectations of customers in terms of quality service. Therefore, selling a product to a customer moves away from a narrow understanding and requires a more complex effort. In such a competitive environment, businesses would want to survive by maximizing their profits. For this reason, in addition to other activities, it is also important for businesses to establish a long-term, quality, and effective communication with customers that will benefit both sides. Sales is a two-way process. The better a salesperson communicates with a customer, the more the sale will be. A successful communication is made by using verbal and non-verbal communication instruments in harmony. This chapter examines the concept of sales, the sales process, the characteristics of sales representatives, the concept of communication, and sales communication.