ERIC Number: ED199792
Record Type: RIE
Publication Date: 1981-Apr
Reference Count: 0
Communication Training/Consulting: A Case Study in Training Real Estate Agents.
Glenn, Ethel C.; Pood, Elliott A.
The new emphasis on oral communication effectiveness and interpersonal competence in the business world challenges educators to design courses that meet the needs of people who need this kind of training but cannot register for routine college courses due to time constraints. The University of North Carolina (Greensboro) department of communication designed an experimental course to reach this kind of student when a realtor requested a course that would use only the principles applicable to increasing communication effectiveness in real estate agents in an increasingly tight housing market. The course dealt with three factors influencing interpersonal transactions: (1) causes of communication breakdowns, (2) self-concept, and (3) nonverbal factors. Role-playing resulted in new insights in the areas of orientation, persuasion, and the use of visual aids. Specialized courses allowed the instructor the advantages of smaller, more motivated classes and the opportunity for more precise application of communication theory. They also offered the institution additional income and the chance to expand into the community. Although the policies and procedures of some institutions may force instructors to establish an outside consulting firm, it is to the institution's advantage to retain such training workshops as official programs. (HTH)
Publication Type: Speeches/Meeting Papers; Reports - Descriptive
Education Level: N/A
Authoring Institution: N/A
Identifiers: University of North Carolina
Note: Paper presented at the Southern Speech Communication Association (Austin, TX, April 7-10, 1981).