In today's world, the special role played by negotiations, as part of their agreement is reached regarding the conditions for achieving mutually beneficial transaction. Therefore, it is important to understand how managers need to build communication, to achieve the desired result. However, we can say that today the problem is the lack of use of sales force communication strategies and tactics to achieve the goal - the sale of goods and the establishment of long-term relationships with customers, which indicates an insufficient level of ownership of the communicative competence.
Highlights:
- in ancient times and in feudal society the phenomenon of mass communications did not exist, interpersonal contacts and transfer of information from mouth to mouth prevailed
- with the spread of mass production and increasing urbanization and globalization it has become impossible to cover the whole primary audience
- the most important elements of personal sales: professionalism, negotiation and partnership marketing
- in this article we will consider an example of managers personal sales communicative competence formation in one of the most famous perfumery and cosmetics networks in Russia - "L'etoile"
- for a short period between the first meeting and consultant assistance, the client evaluation is carried out: appearance, orientation on a specific product, level of familiarity with shop product range, possible average check etc.
- the basic tool of personal sales manager - his conversation with the client
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