six facets of effective listening

 
 
model's image

characteristics

author:
Ingram, Thomas N.
country:
United States
period:
1992
type:
checklist
role:
consultant, change agent, coach, manager, programme & project manager and trainer
activity:
analyse and reflect
topic:
marketing & sales
abstr. level:
individual
perspective:
learning
status:
under review
module:
personal selling
comments:
0
 

description:

In 1992, the American marketing professor, Thomas N. Ingram, ranked effective listening among the most essential skills for successful selling in the business environment and poor listening as one primary cause of failure. He listed six facets that help sales people listen more effectively in personal sales meetings. A sales person should: 1. PAY ATTENTIONlisten to understand rather than...

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