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Effective Interpersonal Listening and Personal Selling
The Journal of Personal Selling and Sales Management (1993)
  • Stephen B. Castleberry
  • C. David Shepherd, Georgia Southern University

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.

  • Effective listening,
  • Personal selling,
  • Sales,
  • Communication,
  • Cognitive process model
Publication Date
Winter 1993
Citation Information
Stephen B. Castleberry and C. David Shepherd. "Effective Interpersonal Listening and Personal Selling" The Journal of Personal Selling and Sales Management Vol. 13 Iss. 1 (1993)
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