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Alina Dinu, Raluca Marei and Ioana Maria Pavel

Proceedings of the INTERNATIONAL MANAGEMENT CONFERENCE, 2017, vol. 11, issue 1, 182-187

Abstract: The communication plays an important role in the process of selling. The questions are why and how? What do we mean when we refer to communication in the selling process? There are specific ways of communication used in this process? How these processes influence the sales performance? The aim of the present study is to answer all of these questions. The objective is translated through determining the changes in product sales using a specific way of verbal and nonverbal communication based on Customer-Oriented Communication Model (COC). The study compares the dynamics and sales structure registered in the situations in which it is used the communication based on COC Model (in the second phase of the study) with the situations in which the communication based on COC Model is not used.

Keywords: communication; influence; seles performance. (search for similar items in EconPapers)
Date: 2017
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Handle: RePEc:rom:mancon:v:11:y:2017:i:1:p:182-187