Communication Competence during the Preparation Phase of the Direct Selling Communication Activities

Abstract

In understanding the communication competence components in the direct marketing business, this study was performed. The objectuves of the paper are to identify the communication activities that represent communication competence components and the outcome of communication competence components in the Preparation Phase of the direct selling activities. Interview and observation method were employed. Acquiring knowledge related to the business and spirituality; and preparing to acquire savoirs have been demonstrated in the Preparation Phase. These preparations demonstrated direct sellers' cognitive, behavioural, and spiritual-affective abilities. The outcome that emerged from the findings were the preparation in developing their selfconfidence, enthusiastic feelings, understanding of savoirs; and becoming knowledgeable of the business.

Direct Selling a Controversial Business Model: Recent Development and Future Research Agenda

“…Since direct selling is primarily a communication process, the effectiveness of the distributors' communication is the key to their success (Omar, 2018). Several recent papers on the communication methods used by distributors in recruiting, promoting, and selling products were found (Andriani & Marlina, 2019;Deviacita, 2022;Gumaran & Talde, 2021;Omar, 2014Omar, , 2017Omar, , 2018. In a consumer persuasion study, Andriani & Marlina (2019) investigate distributors' communication through the lens of the persuasive strategies theory by Beebe & Beebe (2012).…”

Developed Skills of Marketing Students through Direct Selling in Nueva Ecija

“…Direct selling plays an important role in the development of entrepreneurial skills [7]. To acquire knowledge related to the business of direct selling, it was concluded that one should know the marketing plan, its products and the history of the company [8].…”

What Skills Make a Salesperson Effective? An Exploratory Comparative Study among Car Sales Professionals

“…Equipped with an effective interpersonal listening ability, the sales representative acquires perceptions required for an adaptive selling behaviors, which is favorable for sales performance (Spiro and Weitz, 1990;Weitz et al, 1986). In fact, with a suitable communication competencies an effective interaction occurs, the salesperson can stimulate consumers' interest and persuade them to buy products and services (Omar, 2014;Omar and Mustaffa, 2012).…”