PS_Ch04 - Communications Chapter4 TheCommunicationProcess...

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Communications Chapter 4
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The Communication Process Encodes Sender Sender Since the receiver cannot read the sender’s mind, the Since the receiver cannot read the sender’s mind, the sender must sender must encode encode , or translate, these ideas into , or translate, these ideas into words. words. The sales presentation developed by the seller. The sales presentation developed by the seller.
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The Communication Process   is a two-way process Sender The sender is the person who wants to communicate The sender is the person who wants to communicate some thoughts or ideas. some thoughts or ideas. In personal selling, this is the customer In personal selling, this is the customer or or the the salesperson. salesperson.
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Encodes Encodes Sender Sender Feedback Message Message Receiver Receiver Decodes Decodes When the message has been received and decoded, the When the message has been received and decoded, the receiver may provide verbal and nonverbal feedback receiver may provide verbal and nonverbal feedback
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PS_Ch04 - Communications Chapter4 TheCommunicationProcess...

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