MC 2525 Lecture 8

MC 2525 Lecture 8 - Nonverbal cues Impression management...

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Oct 7: Interpersonal Persuasion I. Interpersonal Persuasion - Face-to-face interaction - Dyadic communication - Uniqueness of interpersonal context II. Rolf Anderson’s Model of Personal Selling  1) Prospecting and qualifying 2) Planning the sales call 3) Approaching the prospect 4) Sales presentation 5) Negotiating resistance/objections 6) Closing the sale 7) Servicing the account III. Interviewing as Persuasion - Characteristics of interview: (1) formal transaction; (2) face-to-face interaction
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Unformatted text preview: Nonverbal cues Impression management The Interview Process 1) The Opening 2) Question & Answer period Open question and Closed question Primary and Secondary questions Felicia Song, Fall 2008 Not to be Used Without Permission Behavioral questions 3) Closing 4) Follow-up Felicia Song, Fall 2008 Not to be Used Without Permission...
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MC 2525 Lecture 8 - Nonverbal cues Impression management...

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