Work

Active Empathetic Listening and Selling Success: A Conceptual Framework

Year: 1999

Type: article

Abstract: This paper expands on past conceptual models of listening and delineates the attributes of effective listening in the sales encounter. It argues that the most effective level of listening combines ...

Source: Journal of Personal Selling and Sales Management

DOI: 10.1080/08853134.1999.10754156

Authors: Lucette B. Comer, Tanya Drollinger

Institution: Purdue University West Lafayette

Language: English

Topic: Customer Service Quality and Loyalty

Subfield: Marketing

Field: Business, Management and Accounting

Domain: Social Sciences

Open Access status: hybrid

OpenAlex ID: W1644058277

FWCI: 2.888

Cites: 84

Cited by: 208

Related to: 10