A Large National Sales Organisation Has Concluded That Active Listening

question 25

Essay

A large national sales organisation has concluded that active listening is a critical factor in successful sales and customer satisfaction.The company now wants you to design a training program that teaches sales staff the main components of active listening.Discuss a specific training activity that would potentially improve the salespeople's performance in each of the three components of active listening.Your answer should also briefly describe the three components of active listening.

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Definitions:

Professional Judgement

The use of professional knowledge and skills to make decisions and solve problems.

Best Estimate

The amount which represents, as closely as possible, what the entity would rationally pay to settle the present obligation at the end of the reporting period or to provide consideration to a third party to assume it.

Obligation Settlement

The process of fulfilling or discharging a liability, such as paying off a loan, fulfilling a contract, or making a required payment.