Dramatic expression is defined by a dual need: expression and communication. There is dramatic expression whenever someone expresses himself through gesture and/or word, with pleasure. It is a game and implies the pleasure of playing. The game ends when pleasure ceases. The dramatic expression is seen in a permeability of the group, which allows the exchange of different experiences in the enrichment of the personality of each one, from the conviviality of all.
Published in Chapter:
Motivational Proposal for the Sales Force in the Post-Pandemic Scenario
Jorge Figueiredo (Universidade Lusiada, Portugal), António Cardoso (Universidade Fernando Pessoa, Portugal), Isabel Oliveira (Universidade Lusíada, Portugal), and Elizabeth Oliveira (Universidade Lusíada, Portugal)
Copyright: © 2022
|Pages: 13
DOI: 10.4018/978-1-6684-3430-7.ch007
Abstract
For the present work, the authors intend to demonstrate how the dramatic expression activity, based on modern theatre, may work as a lever in the commercial technician's relationship with their customers. This work uses the case study to understand the phenomenon of motivation in commercial technicians working in the automotive sector. From the behavioral analysis, a proximity relationship is observed between dramatic expression and direct sales marketing. A strengthening of co-presence is observed, where there is evidence of greater emotional interaction and motivation in the negotiation process. These modalities of communion show a greater motivation which provides a relationship experienced and shared by the members, an openness to improvisation, in an atmosphere of trust and with recourse to experiences. This new sales concept aims to free the sales technician from monotony and lack of confidence and direct him towards direct and experiential contact with the customer, providing memorable experiences.