We have to wonder these days about the effectiveness of sales interactions that take place on the phone versus over e-mail, and then the added role of social networking. Do we do a better job on the phone in making a sale or can we do better by using other means? New electronic devices keep coming up that try to do the work for sales people by making contact with prospects for business with very little actual human interaction. How much difference is there between personal contact and electronic contact for effective selling? Albert Mehrabion, a researcher of mid-20th-century communication, found that in any communication, the components of the communicated message are: 7 percent words, 38 percent tone of voice and 55 percent body language. While it’s true that the telephone strips off the body language component, e-mail takes away even more.
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