Audio Transcript

HA405 : The Class : Personal Management : Styles : Audio Transcript

WEEK 6

PHASE ONE: Personal and Professional Strategy

Step # 2: Personal Management

Topic 4: Audit of Personal Communication Styles

Input (9/28/99)

Introduction

Hi!
Doctor Mac here.
Welcome to another session of Hospitality Sales Management

This is

PHASE ONE: Personal and Professional Strategy

Step # 2: Personal Management

Topic 4: Audit of Personal Communication Styles

Body

In the last topic, you learned about business ethics. You learned that ethics is the glue that holds long-term relationships together. You learned that "good ethics" is "good business."

In this topic you will learn about Presonal Communication Styles. You will inventory your own communication style and learn that other people may have very different styles than your own.

The purpose of this topic is to first make you aware that communication styles must be taken into consideration if you hope to influence other people. Second, you will have tools at your fingertips to help you assess the various communication styles.

When you have completed this topic, you should:

1. Know the 4 dominant communication-style model.
2. Relate this model to other communication-style models.
3. Know your own communication-style.
4. Know the benefits of matching your style with the customer's style.

Close

In this topic, you learned that communication-styles can significantly impact whether the person that you wish to influence (customer or any other person) will listen to your message. If your communication style is incompatible with this person, they simply will tune you out.

The next topic, is the Topic # 1 of an new Phase and a new Step in the Consultative Selling Model. We are beginning Phase II, Supply and Demand Strategy. The Step # 3 is called, "Product/Service Management." The first topic that we discuss is titled, "Know your Product/Service" It is imperative that sales people intimately know their product. Afterall, if you are truly a sales consultant, you must know all of the features and benefits that can help the customer satisfy their needs.

So, let's get to work!

This is Dr. Mac saying, "Persevere and be of good cheer!"

Reading time: Approximately 2 minutes.

Once you have finished you should:

Go back to Audit of Personal Communication Styles

Send E-mail to Richard G McNeill Ed.D., CHME
or call (520) 523-1713