1) What is meant by proxemics? Why is it important for salespeople to understand

Question

1)What is meant by proxemics? Why is it important for salespeople to understand the concept of proxemics?

2)Discuss how the four sequential elements of sensing, interpreting, evaluating, and responding (SIER) combine to create what is referred to as active listening.

3)Discuss how salespeople use effective questioning to maintain subtle control over the buyer-seller communication dialogue

4)Why is prospecting an important activity for salespeople?

5)What are the disadvantages of cold canvassing prospecting methods? And what are the implications of those disadvantages

6)What types of information should salespeople gather to prepare for sales dialogue? Why is this type of information useful?

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Explanation / Answer

1, Proxemics is the study of interpersonal, social and group distances that enables a salesperson to communicate effectively with individuals and groups while keeping suitable distance thereby not violating their personal space.

2. Sensing helps the listener to receive the message through verbal and non verbal communication, while interpretation is the analysis of context and intent of the other person behind communication. Evaluation is understanding the crux of message while responding is how the message is accepted by the listener. These four steps form a sequence of engaging in effective communication.

3. A salesperson, by questioning his /her client wnat to know about their needs, aspirations, requirements and expectations and pain points to come up with most appropriate solution. He /she keeps the communication controlled by engaging in a process that heads towards a solution that is beneficial to both parties.

4. Prospecting is the preparation of a database of potential customers by evaluating the population on different grounds, and identifying the most prominent ones who will buy these products /services. Knowing the target segment and most potential members of those segments is the key to effective sales, as the salesman is more likely to get positive results if he /she focuses on these prospects.

5. Cold canvassing is not liked by many customers,as they see it as potential violation of their private space. Frequent sales calls annoy even the most prominent customer. It also makes some customers to look down upon, the services / products, the brand value of which gets lowered in their opinion when a cold call is made. It gives an impression that the product is not good enought to be sold in open market. The implication is the deterioration of brand value of the product and annoyed customers.

6. The salespersons should gather information about their customers, their needs, habits and buying behavior, their experience with current products, their pain points, competitive products, their pros and cons vis a cis company's products and the way company's product may resolve the issues of customers and create value for them.

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