Effective interpersonal listening and personal selling

Stephen B. Castleberry, C. David Shepherd

Research output: Contribution to journalArticlepeer-review

80 Scopus citations


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.

Original languageEnglish (US)
Pages (from-to)35-49
Number of pages15
JournalJournal of Personal Selling and Sales Management
Issue number1
StatePublished - Jan 1 1993


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