TY - JOUR
T1 - Effective interpersonal listening and personal selling
AU - Castleberry, Stephen B.
AU - David Shepherd, C.
PY - 1993/1/1
Y1 - 1993/1/1
N2 - Although widely recognized as essential to success, little research has focused on effective listening skills in the personal selling context. This paper reviews effective listening as seen in existing sales and communication literature. Further, it presents both a cognitive process model of the interpersonal listening process and a model that explicates the relationship between listening, adaptive selling and sales performance. In addition, a series of research priorities and research propositions are presented to stimulate future research.
AB - Although widely recognized as essential to success, little research has focused on effective listening skills in the personal selling context. This paper reviews effective listening as seen in existing sales and communication literature. Further, it presents both a cognitive process model of the interpersonal listening process and a model that explicates the relationship between listening, adaptive selling and sales performance. In addition, a series of research priorities and research propositions are presented to stimulate future research.
UR - http://www.scopus.com/inward/record.url?scp=0002791965&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=0002791965&partnerID=8YFLogxK
U2 - 10.1080/08853134.1993.10753935
DO - 10.1080/08853134.1993.10753935
M3 - Article
AN - SCOPUS:0002791965
SN - 0885-3134
VL - 13
SP - 35
EP - 49
JO - Journal of Personal Selling and Sales Management
JF - Journal of Personal Selling and Sales Management
IS - 1
ER -