Communication processes in the sales technology of the Ukraine’s construction market

Abstract

Currently, a majority of the sales departments of construction organizations in Ukraine pay special attention to the development of communications as one of the key components of successful sales techniques. We can confidently state that communication and its mastery are one of the determining factors of the success and effectiveness of a construction business. The development of the communications policy occupies a significant place in the sales department of any enterprise and impacts the development of relations with potential clients and the entire organization as a whole. The authors researched the main components of the communications processes and their influence on sales techniques. The ability to conduct business negotiations competently and the mastery of the tools of mass communications should get special attention because the success of a commercial deal will rely on that. Therefore, qualities and skills with a clear bias toward the peculiarities of the direct selling techniques necessary for a businessperson got analyzed. The planned sales of the products require designing a pre-communications strategy and establishing the rules that will condition the highest level of sales. A pre-communications strategy and the rules that will condition the highest level of sales for construction organizations in Ukraine got designed and established. A special focus is on the implementation of the direct selling technique to achieve the set goals. From the business communications point of view, the said technique concentrates on personal relations through the psychological interaction between the seller and the buyer. For future relations with clients to become more promising, a sales department manager must also possess a relevant attitude for further communicative relations besides the acquired knowledge about communication and some tried and tested techniques and skills. It is necessary to contribute to increasing the level of personal communications of the sales department experts not just in terms of getting and implementing a set of knowledge of modern sales techniques but also from the prospect of personal development in other fields of knowledge. Properly designed and implemented sales techniques will allow the achievement of the maximum effectiveness of a business.