1. JENNY WONG Student ID: C62086

2.  When a sender deliver msg. to a receiver  Choose the attitude  Make eye contact  Body language  Be confident  Speak Clearly  Listening Skills

3.  Know what you want to say and why Understand clearly the purpose and intent of your message. Know to whom you are communicating and why. Consider any barriers you may encounter(Cultural differences or situational circumstances). Ask yourself what outcome you want to achieve and the impression you want to leave.

4.  How will you say it Starts with eye contact – Inspire trust and confidence when you make eye contact with the person. Body Language – It can say as much, or more, than your words. Posture – Good posture help make difficult communication goes more smoothly.

5.  Listen Avoid any impulses to cut them off or listen only for the end of the sentence. Respectfully give them all you attention.

6.  Understanding To communicate well is to understand and be understood Make sure your msg. has been received No guarantees that your communication efforts will be meet with total compliance.

7.  What is sale A sale is selling products or services in return for money or other compensation. It is an act of completion of a commercial activity. A sale is completed by the seller, the owner of the goods. The purchaser, though a party to the sale, does not execute the sale, only the seller does that.

8.  Selling is identifying good prospects (which means that have a need and desire for a solution that your product or service will give them.)  Positioning your product or service in the mind of the prospect as the best solution for their available resources.  Presenting the aspects (features and benefits) of your product or service to the prospect in a way that they see how these solutions will be achieved.  Answering any unspoken questions (sales objections)during this process and asking for the business. (That’s called closing)

9.  Negotiating begins where selling leaves off.  It is finding those areas of difference or compromise in:  Features (what they can live without)  Delivery terms (what they need and what you can give them.)  Financial terms (again, what they need and what you can allow.)  Negotiating is finding a way to reach a meeting point where you and your prospect can agree with each other’s circumstances and still have a win/win relationship.

10.  People negotiate to resolve disputes and to make decisions in teams.  When negotiators reach an agreement, resources are always distributed but the amount of resources available for distribution is not necessarily fixed.  Individuals do not wish to leave decisions that affect them to the whim and fancy, not to mention material benefit, of somebody else.  People's goals are incompatible.  People are inter-dependent, but in conflict they naturally negotiate to try to deal with the conflict.

11.  When two or more parties are doing business and would like to arrive at a solution with respect to price, service or quality  When business risks involved cannot be accurately pre-determined  When a long period of time is required to produce the items purchased

12.  Selling is about developing and maintaining positive ongoing relationships.  Negotiating can be a one-time issue that only comes up in the beginning of a new relationship or when there are new ingredients added to the relationship puzzle such as a new product introduction, new policies on the part of your organization or your client’s, or when a competitor is knocking on your customer’s door.

13. THANK YOU FOR YOUR ATTENTION