How Media and Technology have Affected the Sales Enviornment


Social media is a handy resource for communicators wanting to reach out to a large audience, and those in the field of sales are seeing the benefit of communicating on social media. Since the introduction of social media, salespeople have found their customers or potential customers would much rather communicate digitally as opposed to face-to-face (Marshall et al, 2012). Social media offers a level of convenience to consumers they didn't have prior to it. They don't have to drop everything they are doing to meet with sales reps or other business individuals. With social media being a go to for many customers, there are plenty of tips of salespeople to use to engage in the realm of social media: https://www.entrepreneur.com/article/297990. Things such as choosing the proper social media site for communicating with your audience and engaging in meaningful conversations with one's audience (such as addressing questions and concerns) can build trust between sales individuals and their customers.


But even though this is true there are some things salespeople don't like about primarily communicating via social media and email. Many salespeople have found it is difficult to form meaningful relationships with their customers, as a result of social media (Marshall et al, 2012). With a lack of face-to-face interaction, non-verbals used in building relationships with customers are not present and, as a result, relationship building takes longer. Many customers, who do their buying from salespeople online, wan things to be quick and easy; therefore, salespeople are not able to follow the 'steps of the sale' in the traditional way they were taught (Marshall et al, 2012). As a result of social media and digital technology (email, texting, etc...), salespeople are having to learn new ways of selling, but since there is a larger audience online than what many salespeople may normally face in person, there are more opportunities that can present themselves to those in a sales environment.

 Below is video of tips that may help salespeople sell more with the help of social media:



References:

Abdullah, M. (Aug 4, 2017). The impact of social media on sales. Entrepreneur. Retrieved from https://www.entrepreneur.com/article/297990 

Marshall, G.W., Moncrief, W.C., Rudd, J.M., & Lee, N. (2012). Revolution in sales: The impact of social media and related techonolgy on the selling environment. Journal of Personal Selling & Sales Management, 32(3), 349-363. Retrieved from https://doi-org.ezproxy.snhu.edu/10.2753/PSS0885-3134320305

 



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