The Importance of Active Listening in the Sales Process

It is essential to converse with customers in order to gain critical information about and insights into their situations and to enable the salesperson to answer customers’ needs by offering unique, added-value solutions.

• Scholars have written exhaustively about the importance of active listening. In a well-written, 2- to 3-page page paper, imagine and describe a sales situation in which you, the salesperson, would employ active listening with a buyer.

Your paper should follow CSU-Global guidelines for APA style, and be concise, professional, and demonstrate knowledge of the concepts presented in this module and course. Remember that you are graded in part on the quality of your writing; CSU-Global students are expected to use good grammar and follow best practices in writing mechanics. Make sure your paper follows along logically and that its style flows. Need help? Check out the Tools for Effective Writing accessible from the CSU Global Library homepage.