Sales Case Study: What does sales have to do with Interpersonal Communication Confidence?

One reason we engage in interpersonal communication is to gain knowledge about another individual. One communication theory says that we attempt to gain information about others so that we can interact with them more effectively. We can better predict how others will think, feel, and act if we know who they are. We gain this information in three ways: passively, by observing them; actively, by having others engage them; or interactively, by engaging them ourselves.

Darren responded in ways that suggest that he is less satisfied with his interpersonal communication skills than he would like to be. He would benefit greatly from some training in the area of interpersonal communication.

Darren should focus on improving his skills in the specific situations that make him uneasy. Excessive anxiety concerning interpersonal communication situations can hinder effective marketing and sales performance.