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January 1, 1999Journal of Personal Selling and Sales ManagementOpen Access

Active Empathetic Listening and Selling Success: A Conceptual Framework

Lucette B. Comer Tanya Drollinger

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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 ...

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Cite This Study

Comer et al. (1999) studied this question.

synapsesocial.com/papers/6a0fa1d7fa36b6e053fccdb5 https://doi.org/10.1080/08853134.1999.10754156

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