Objectives of Communication

Objectives
To provide and receive information To give order To persuade To warn

Objectives
To motivate To give advice To suggest To educate To raise morale

Information
To pass or receive information about a particular fact or circumstances

External Information
Information about products Information about the availability of credit Information about the availability of raw materials Information about Government rules and regulations Information about the advertising media Information about the latest developments in the fields of science and technology

Internal Information
Information on job assignments and procedures governing them Information on status and decision making power General information on the policies and activities of the organization

Information for Planning

Environmental information Internal information Competitive information

Sources of Information
Internal sources External sources

Features of Information
Accurate Up to date Complete Relevant

Advice
Effective advice is both man-oriented and work oriented It does not make the worker feel inferior It is given in the workers interest It promotes better understanding It can become a two-way channel of communication

Counseling
It is impersonal and professional It is often sought eagerly It often means psychological handling

Order
It is and authoritative communication. It is a directive to somebody, always a subordinate, to do something, to modify or alter the course of something he is already doing, or not to do something.

Types of Order
Written and Oral Orders General and specific orders Procedural and operational orders Mandatory and discretionary orders

Written Order
Highly responsible in nature The task is repetitive in nature The person is remotely situated

Oral Order
The job is required to be done immediately The job is ordinary There is a hierarchy of relationship

Characteristics of an Effective Order

It must be clear and complete Its execution should be possible It should be given in a friendly way

Steps
Planning Preparing the order receiver Presenting the order Verification of reception Action Follow-up Appraisal

Instruction
Instruction is order with guidance

Suggestion
Solicited or unsolicited proposal

Persuasion
Persuasion is an effort to influence the attitudes , feelings or beliefs of others, or to influence action based on those attitudes, feelings or beliefs.

Persuasion
Analyzing the situation Preparing the receiver Delivering the message Prompting action

Education
Education involves both teaching and learning and extends over considerably long period

Levels of Education
Education for the Management Education for the employees Education for the outside public

Warning
Warning refers to caution which is given to general or particular people for a general or particular reason. 1. Sort of notice 2. Disciplinary Action 3. Reprimand 4.Caution for behavior

Raising Morale
To raise mental health

Motivation
Motivation is the inner force that guides behaviour and is concerned with the causation of specific actions. Motivation is a three-dimensional construct consisting of the following: Intensity or the magnitude of mental activity and physical effort expended towards a certain action; Persistence or the extension of the mental activity and physical effort over time; and Direction or the choice of specific actions in specific circumstances.

Motivational tools
Motivational tools should satisfy at least two criteria.
a) Should generate extra effort that will help the company to achieve its objectives , and b) Must increase job satisfaction among salespeople. Motivational tools include, but are not limited to:

1.Sales meetings; 2.Incentive programs (e.g., sales contests and competitions) 3.Recognition programs (e.g., praise, promotion, extra responsibilities)