| Summary: | 碩士 === 國立雲林科技大學 === 應用外語系 === 103 === ABSTRACT
The purpose of this research was to explore the significant differences of the communication skills and the communication effectiveness between the Western and the Eastern international trade professionals when confronting issues and difficulties in international business. This study was also to review the book, Power Sales Writing, where the author, Hershkowitz-Coore, made many practical comments on the recurring issues and the common mistakes salespeople confront in everyday business practice. The quantitative questionnaire surveyed 61 respondents with diverse cultural backgrounds while the qualitative open-ended questions included 13 international sales workers. The findings showed that the communication skills/strategies and the English ability play an important role in communication effectiveness and communication success so as to seal the deal and increase the margin of profits at work. It is always a big challenge for people with different cultural backgrounds to reach communication achievements as well as clear messages in order to come to an agreement via a couple of e-mails. The first step toward success in communication requires hard work, practice and perseverance to gain more practical, adequate working experience in the business world.
Key words: intercultural business, communication ability, communication skills, communication effectiveness, communication strategies and international professional
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