Etiquette in Sales-

“Your manners are always under examination, and by committees little suspected, awarding or denying you very high prizes when you least think of it”, Ralph Waldo Emerson.

When a person gets into a new job or travel to another country for the first time  there will be vast cultural gaps from the background from where the individual has come and that of the organization he enters. He finds it very difficult to get along with new cultures, customs, norms and rules. There would certainly be a gap. It takes certain time to get adjusted and adapted to the corporate culture and learns the etiquette.

Every one knows the meaning of etiquette. Etiquette is nothing but manners to be followed in a given cultural environment. Every culture has its own etiquette. But overall the etiquette is universal with certain characteristics and qualifications that run across all people like a common thread.

Business etiquette is also an etiquette that has to be adopted in every business keeping ethics and integrity in view. It varies from culture to culture and from country to country and from industry to industry. Etiquettes are of different types. It is desirable to focus on a few basic etiquettes which collectively constitute the corporate etiquette as follows:

1- HANDSHAKE:
When two men meet each other they shake their hands as a symbol and sign of meeting. There is a right manner in handshake. There has to be firm handshake that represents the confidence level of the persons.

1.       If a person presses down the palm of the other person and shakes his hand it indicates that the person is dominant in nature.

2.       if the person allows his own palm pressed downwards and lets the other person’s palm upwards it indicates the submissive style of the person.

3.       if both the persons keep their palms perpendicular to the ground and if both persons plays neutral neither being in the dominant level nor in the submissive level then it is the right method of handshake and it indicates win-win or assertive handshake.

A person’s nature can be easily judged by the way he shakes his hand with others. It becomes the core part of any corporate culture.

2- MOBILE ETIQUETTE: It is not proper to talk over the phone when important discussion or meeting is in progress. After the completion of the meeting the calls can be attended as unattended calls are reflected in the handset.

3- TELEPHONE ETIQUETTE: It is more or less like mobile etiquette only. Radiate energy and if it is not possible, at least exercise warmth so that the caller feels comfortable and convenient to communicate.  Small things make major differences in telephone etiquette. Ensure that your voice mail system is working properly and is not full of messages to prevent incoming calls.

4- OFFICE ETIQUETTE: When you visit to somebody’s office, do no roam around as though it is your own office. When you are a stranger to a place maintain and behave like a visitor not like a host. You should not behave with unknown people by being too close by maintaining intimate distance as it creates discomfort for others.

5- DRESS CODE: For men the shirt should be in light color with a tie. There should not be any cabbage socks. The socks need to be changed regularly. Avoid wearing white socks. The body can be applied with light perfume. It is essential to wear tie for formal meetings. Ultimately the dress code should be pleasing, neat and clean and presentable.

Dress code for women is a very complicated one. It differs from region to region and from country to country based on their cultural background as well as their tastes and temperaments. They should not dress like a Christmas tree. Don’t decorate with excessive jewellery or ornaments. The clothes must be positive and presentable and not of tight fittings, no obscene clothes or revealing clothes etc.

6- BUSINESS CARD: When business card is given, it must be taken with the right hand in India, with two hands in Japan.  Always give fresh cards and do not give the cards that look dirty or old or faded cards.

7- HANDLING PEOPLE:
• Never differentiate people based on designations and rank.
• Memorize the names of the people. This will help you to build strong relations with them.
• Learn to appreciate people sincerely. If it is essential to criticize, do not attack the person rather attack his behavior as it takes the matter away from person-centric to problem-centric or behavior-centric.

EMAIL ETIQUETTE: The subject matter should be simple, specific, short and identify yourself.
Personalize the mail to create bonding with the reader.

·         Dear Sir/Madam, followed by the name of the person with designation as it impresses the reader for the significance you have accorded to the designation and also for having made it personal.

·         At the end, you may conclude with ‘Regards’, or ‘Best regards’, or ‘With regards’, or ‘Best wishes’ followed by your signature. Before sending check for grammar, syntax, sentence format, punctuation.  

·         Read and reread the email before hitting the ‘send’ button as it becomes an evidence for future records.

Etiquette and business etiquette is essential to survive and succeed both at the personal and professional level.  it is mandatory to stick to the basics of all etiquettes to become a successful professional.

By Nada Bifani  - WIN sales and marketing programs- www.winprograms.info