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Hur ser butikstelefonförsäljares kommunikativa strategier ut? En studie om telenorsäljares ethosframställningar

Aneheim Ulvenäs, Elias (2011) RETK01 20112
Rhetoric
Abstract
This essay is about salesmen in telephonestores. My purpose has been to investigate how they use communication strategies in order to build up the customers trust for the salesmen. The questions I have asked myself is not just to see how their strategies look but also to see how the theory of rhetorics could contribute to this and also what the theory of rhetoric could gain from analyzing salesmen in their work. My results have shown that the two salesmen I have been analyzing use two obvious types of discourse. One wich signals friendship and wich they used more frequently when the customers were either young, women, positive and/or insecure. The other type signals more respect which they used more frequently when the customers were... (More)
This essay is about salesmen in telephonestores. My purpose has been to investigate how they use communication strategies in order to build up the customers trust for the salesmen. The questions I have asked myself is not just to see how their strategies look but also to see how the theory of rhetorics could contribute to this and also what the theory of rhetoric could gain from analyzing salesmen in their work. My results have shown that the two salesmen I have been analyzing use two obvious types of discourse. One wich signals friendship and wich they used more frequently when the customers were either young, women, positive and/or insecure. The other type signals more respect which they used more frequently when the customers were either old, men, negative and/or confident.
The most important thing in which the theory of rhetoric could contribute to the salesmen work is in my eyes the ability to analyze themselves and their work. With the tools and concepts that belongs to the theory of rhetoric I belive that the salesmen could learn to evaluate themselves better and get more efficient in their communicative strategies. From my point of view there is one obvious thing where the theory of rhetoric can gain something useful in analyzing salesmen; better understanding of what Aristoteles meant when he said that ethos could be the most efficient means of persuasion. My analysis showed that the salesmen had the ability not just to adapt to their customers but also to adjust the context in which they were making conversation which led to that the customers also adjusted themselves to the salesmen. Efficient adaption to the customers is therefore my final answer on my final question. (Less)
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author
Aneheim Ulvenäs, Elias
supervisor
organization
course
RETK01 20112
year
type
M2 - Bachelor Degree
subject
keywords
phronesis, ethos, säljare, telefonbutik, retorik, ekonomi, samtalsanalys, försäljningsteknik
language
Swedish
id
2294107
date added to LUP
2012-01-17 16:50:10
date last changed
2014-09-04 08:36:36
@misc{2294107,
  abstract     = {This essay is about salesmen in telephonestores. My purpose has been to investigate how they use communication strategies in order to build up the customers trust for the salesmen. The questions I have asked myself is not just to see how their strategies look but also to see how the theory of rhetorics could contribute to this and also what the theory of rhetoric could gain from analyzing salesmen in their work. My results have shown that the two salesmen I have been analyzing use two obvious types of discourse. One wich signals friendship and wich they used more frequently when the customers were either young, women, positive and/or insecure. The other type signals more respect which they used more frequently when the customers were either old, men, negative and/or confident.
The most important thing in which the theory of rhetoric could contribute to the salesmen work is in my eyes the ability to analyze themselves and their work. With the tools and concepts that belongs to the theory of rhetoric I belive that the salesmen could learn to evaluate themselves better and get more efficient in their communicative strategies. From my point of view there is one obvious thing where the theory of rhetoric can gain something useful in analyzing salesmen; better understanding of what Aristoteles meant when he said that ethos could be the most efficient means of persuasion. My analysis showed that the salesmen had the ability not just to adapt to their customers but also to adjust the context in which they were making conversation which led to that the customers also adjusted themselves to the salesmen. Efficient adaption to the customers is therefore my final answer on my final question.},
  author       = {Aneheim Ulvenäs, Elias},
  keyword      = {phronesis,ethos,säljare,telefonbutik,retorik,ekonomi,samtalsanalys,försäljningsteknik},
  language     = {swe},
  note         = {Student Paper},
  title        = {Hur ser butikstelefonförsäljares kommunikativa strategier ut? En studie om telenorsäljares ethosframställningar},
  year         = {2011},
}