Programs for optimization of communicative capacity of specialists of socio-common profile as a factor of their professional readaptation

Abstract

The article presents an innovative approach to developing programs for developing the communication potential of sales specialists, which is based on the principle of amplification of semantic structures of communication and is built in opposition to the established industrial methods of training sales managers. The fundamental difference of this approach to training, as a form of training, lies in the goals and processes of the curriculum. Amplification, as a technique for enriching the semantic content of a concept through its integration with meanings that correlate with it in the context of objective activity, provides a new resource for the development of communicative potential. The article demonstrates a consistent chain of application of technology on the example of one factor of communication efficiency: the factor of communication efficiency is highlighted; amplification of the value of this factor; learning tasks aimed at correcting the semantic structure; elements of a training program designed to implement the selected tasks have been developed. The article analyzes the results of the training program. Based on the results of participation in the study of the experimental and control groups, the hypothesis about the possibility of increasing the effectiveness of communication by correcting the semantic structures of the seller by amplifying the range of values-factors of the effectiveness of interpersonal communication in a sales situation is confirmed.