EXCHANGE STRUCTURE OF SALES EXECUTIVE AUTOMOBILE TALKS

The purpose of the study is to find the pattern of Exchange Structure of Sales Executive Automobile talks, how the patterns ralized, and the cause of the patterns realized. Therefore the writer do a study in a Dealer which distributed Toyota Automobile. To colect the data, the writer record the Exchange Strcture and transcribed. To analyze the data, the writer sellected the data that reperesents the Exchange Structure of Automobile talks and then analyzing and conclude the patterns of Exchange Structure of Sales Executive Automobile talks, how the patterns realized and the caused of the patterns realized. What is found is the pattern started with a warming and friendly greeting, and then ice breaking that is following by making a two way communication even an emotional contact between Sales Executive and Customer. Then try to get more information about the purpose of buying the Automobile or the frequency of the Automobile usage if the Sales Executive found buying signal from the Customer. Then ensure with a brief, factual and convincing the Customer to decide ordering an Automobile. The patterns is realized in the process of a Sales Executive trying to a selling. And it is realized because by the patterns of the Exchange Structure the Sales Executive is succeed in selling Automobile.