Business Communication Skills Global Market

Question: Discuss about theBusiness Communication Skillsfor Global Market. Answer: Introduction The success of business in the modern global market is highly dependable on the selling skills of the sales people that are working with the organization. For this reason, the ability to creatively pass the message to the consumer in a manner that helps the consumer by placing the sales person to seem like the problem solver is highly commendable as well as the channel that one uses to pass the message(Feldman, 2009). Many researchers have tried in many ways to explain the disparities that are noticed in the sales performances; this has led to many conclusions that are directed to the way the sales people are treated by the organization. In the recent years, the research has shifted to the sales person and the way he thinks to answer the performance question of individuals. It has indeed, turned out that the performance has subject to the sales person and therefore this paper will consider all the view of authors in the two articles to deliver a conclusive and reliable piece of infor mation? This paper will critically review two articles that have been written in light of understanding the business communication skills that lead to high sales performance (Foote, 2012). Authors Arguments The authors are explaining the reasons behind the sales performance shown by the sales team. Quesenberry, the author of How B2B can benefit from social selling', argues that the performance of the sales team depends on how the team can utilize the social media to reach its prospective customers. The author further advocates that organizations should focus on training its sales team on ways to exploit the potential on the social media platform to generate sales.Training the sales people on social media systems,practices, and processes, in areas such as corporate and special social media channels,will help them understand the social media business guidelines in a way that they can develop content that revolves around the needs and interests of the client. The training helps shift the focus from price, benefits, and brand. The author has highlighted that many customers nowadays dont like dealing with the sales representatives or business to business selling as the two are only oriented in closing sales rather than solving the client's problem. Moreover, he has highlighted that most clients are now relying on the social media to make their purchasing decisions. More than three-quarters of buying decisions (82%) relied on the social content which had the impact on their buying decisions." Mark D. Groza, author of Linking thinking styles to sales performance: The importance of creativity and personal knowledge, argues that the sales performance is highly dependent on the individual's creativity to solve a particular problem that a client is facing. The author classifies the sales personnel into three categories that he argues are because of various ways of doing and thinking (Groza, Locander and Howlett, 2016). He starts with the category of judicial thinking in which the sales people who have a judicial way of thinking have the ability to listen to the clients needs, and evaluate the alternatives that are already existing while being creative at the same time. The other level of thinking is the executive thinking in which sales people who have this kind of thinking perform well in a pre-existing structure that governs the way they execute their duties. Such people are good performers in scripted selling. They prefer pre-existing solutions. The third category is the le gislative thinking whereby they prefer to employ their thought out solution to try to solve the customers problem. This category of sales people value autonomy and exhibits an entrepreneurial character. The theory simulates the three arms of thinking to those on the three government branches (judicial, executive, and legislative), in a way that people do organizeand rule themselves The Different Views inArguments The authors have both shown significant efforts to show the reasons as to why the sales performance vary, however, the authors have used different approaches to proving their points. Quesenberry has preferred to assess the external environment that surrounds the sales person and the rapid changes that have occurred in the market such as, the advancement in technology. While, Mark D. Groza, choose to evaluate the sales performance at the individual level the sales person exhibits whereby he highlights the different ways of thinking that. According, to Mark D. Groza, the customers needs are well met when the sales person can carefully listen to the needs, analyze the situation, and evaluate the various alternatives that can be taken to solve the need. Salespeople are constantly dealing with organization changes, changing customer needs, regulatory influences, as well as the complex market competition. Coelho et al. (2011), states that creative sales agents can identify the customers' needs, create a good relationship with the customers, and offer a creative solution in an effective manner. On the other hand, Quesenberry argues that customers are looking to solve their needs through gathering related information concerning the product they are willing to purchase. As it is they are avoiding to deal with a sales person directly and prefer to source for information through social networks. a recent survey conclude that reaching for a prospect now takes more than 18 phone calls, with call backs rates below 1%. Moreover, only 24% outbound sales e-mails are ever opened. However, 84% of B2B buyers mostly purchase through referrals, and peer recommendation which is influencing more than90% of all B2B buying decisions." Moreover, as Mark D. Groza highlights that the creative selling will depend on the type of thinking, which is further influenced by age, tenure, firm size, as well as adaptive selling. Quesenberry advocates that, selling performance will depend on how well one can use technology especially the social media platform to reach prospective clients. The argument brought out by Mark D. Groza, shows that the sales person is to prepare himself or herself and go to the customer with customized information hoping to persuade the customer to buy their products. On the other hand, Quesenberry article shows that the sales person provides information concerning the product to the majority and position himself in a way that he deals with the question that is raised by random prospective clients. brand targets many customers, in a way that it increases the overall brand awareness or champions a specific product or service by serving content that users will share with their network. Recommendation The two authors, Quesenberry andMark D. Groza, have gone a long way to highlight the reasons behind the different performances in sales. One thing that is evident in the two articles is that, Sales hold a significant position in every organization, in particular on the revenue side. Therefore, there is a need to train the sales personnel regarding industrial knowledge, as well as creativity skill as the graph in the appendix, portrays that there is a positive correlation in sales performance and industrial knowledge that a sales person is aware of (Kim, 2011). Selling tactics are changing day and night, and for a salesperson and the organization as a whole to keep abreast with the changes in the market, there is a need to ensure that hitch their wagon to technology. Engaging on the social media platform and the development of content that aims to revolve around the customers needs rather than focusing on brand and prices of a product, will ensure that the sales performance is secure(Pride, 2017). Another thing that will improve the sales performance of an organization is the occasional exchange programs that allow the sales personnel to interact and share ideas among themselves. Such programs allow the sales team, which has various levels of thinking that,is the judicial, executive, and legislative thinking to interact and help each other in ways of handling the clients needs(Sales Performance in Benchmark-Check, 2013). This will be beneficial to the three types of thinkers can obtain new knowledge, as the author highlighted the type of thinking has more to do with how one has interacted with the environment. The surroundings at work may also contribute to the levels of creativity (Agnihotri et al., 2013; Wang Netemeyer, 2004). Conclusion The intelligence of a sales person is very crucial in aiding the performance in any particular field that a sales person engages. From choosing the channel to deliver the product message to listening to customers needs to proving alternatives, and finally closing sales requires a person who has not only the thinking skills but also emotional intelligence. 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