Related Experiment Video
Updated: Jul 16, 2026
05:19
Practical Methodology of Cognitive Tasks Within a Navigational Assessment
Published on: June 1, 2015
Management skills--going alone
Occupational Health; a Journal for Occupational Health Nurses
|March 1, 1997
Summary
Effective sales communication requires re-establishing attention when changing topics during calls. Future articles will explore advanced selling techniques like questioning and benefit articulation.
Area of Science:
- Sales Training and Communication
Background:
- Sales calls necessitate continuous engagement strategies.
- Maintaining audience attention is crucial for effective communication.
Purpose of the Study:
- To highlight the importance of regaining audience attention when shifting topics during sales interactions.
- To introduce upcoming discussions on advanced sales techniques.
Main Methods:
- Review of sales communication best practices.
- Identification of key moments requiring attention re-engagement.
Main Results:
- Attention must be re-established each time a sales call changes direction or topic.
- The initial engagement is critical, but ongoing attention management is vital.
Conclusions:
- Sales professionals must employ strategies to recapture audience attention throughout a call.
- Further exploration of specific selling skills will be covered in subsequent articles.
Related Concept Videos
02:05Self-Presentation: Self-Monitoring and Self-Handicapping
People can go to great lengths to protect their self-image and present themselves in ways that they want others to see them. Sociologist Erving Goffman presented the idea that a person is like an actor on a stage. Calling his theory dramaturgy, Goffman believed that we use “impression management” to present ourselves to others as we hope to be perceived. Each situation is a new scene, and individuals perform different roles depending on who is present (Goffman, 1959). Think about the way you...
01:37Social Loafing
Another way in which a group presence can affect performance is social loafing—the exertion of less effort by a person working together with a group. Social loafing occurs when our individual performance cannot be evaluated separately from the group. Thus, group performance declines on easy tasks (Karau & Williams, 1993). Essentially individual group members loaf and let other group members pick up the slack. Because each individual’s efforts cannot be evaluated, individuals become less...
01:14Decision Making: Traditional Method
The process of hypothesis testing based on the traditional method includes calculating the critical value, testing the value of the test statistic using the sample data, and interpreting these values.
First, a specific claim about the population parameter is decided based on the research question and is stated in a simple form. Further, an opposing statement to this claim is also stated. These statements can act as null and alternative hypotheses, out of which a null hypothesis would be a...
First, a specific claim about the population parameter is decided based on the research question and is stated in a simple form. Further, an opposing statement to this claim is also stated. These statements can act as null and alternative hypotheses, out of which a null hypothesis would be a...
01:26Methods of Documentation II: POMR
The Problem-Oriented Medical Record (POMR) revolutionized medical record-keeping by introducing a systematic approach focusing on the patient's problems rather than merely listing symptoms. Dr. Lawrence Weed's introduction of this method in the 1960s marked a significant advancement in medical documentation. The POMR framework consists of four key components: the database, problem list, plan of care, and progress notes.
01:19Managing Impressions
Impression management encompasses individuals' deliberate efforts to shape how others perceive them during social interactions. This behavior is often employed to conform to social norms, secure approval, or pursue specific goals. While it involves selective self-presentation, it is not necessarily deceptive; individuals frequently present authentic aspects of themselves that align with situational demands.Common strategies include:Ingratiation: where individuals use flattery or agreeableness...
01:29Factors Influencing Attraction V: Social Skills
Social skills play a crucial role in shaping interpersonal interactions and enhancing individuals' ability to navigate various social environments successfully. These skills contribute to personal and professional success, influencing how others perceive and treat individuals. High social skills provide distinct advantages in numerous settings, including romantic relationships, politics, and legal proceedings. In courtroom settings, for instance, defendants who exhibit strong social skills are...