Term
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Definition
| A process in which information and understanding are conveyed in two way exchanges between two or more people. |
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Term
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Definition
| Typically, a one way flow of persuasive informations from a seller to a buyer |
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Term
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Definition
| The most basic aspect of listeneing; includes hearing words, inflection, and paralanguage, as well as observation of non verbal language. |
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Term
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Definition
| Operations within the salesperson;s mind that give meaning to the prospects message through understaning, interpretting, evaluating, and remebering the communications, |
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Definition
| Assures the prospect that the sales person has been listening accuratley and is encouraging the communcation to continue |
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Term
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Definition
| Occurs when salespeople hear the prospects words but are easlily distractedand may allow thier minds to wander |
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Definition
| Occurs when the seller concentrates on waht the buyer is saying but fails to sense what is being said through non verbal communications. |
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Term
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Definition
| Occurs when the sales person receives a message, processes it, and then responds to i, to encourage further communication |
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Term
| Active Empathentic Listening |
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Definition
| Highest level of lesteneing, occurs when a salesperson receives verbal and non verbal messages, processes them cognitivley, responds to them verbally, and non verbally , and attempts to assesss thier underlying meaning intuitievly, by putting him self in the buyers shoes. |
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Term
| What is a probing Question |
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Definition
| used to seach for informations when prospects and custromers have difficultyarticulating thier percise needs |
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