Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 18

Instructions: Read the following questions and write yes or no for each statement on a separate sheet of paper. Mark each answer as truthfully as you can in light of your behavior in the last few meetings or gatherings you attended. 7
Listening Self-Inventory
According to communication theory, the correct answers are as follows: no for questions 1, 2, 3, 5, 6, 7, 8, 9, 10, 11, and 14; and yes for questions 4, 12, 13, and 15. If you missed only one or two questions, you strongly approve of your own listening habits, and you are on the right track to becoming an effective listener in your role as a salesperson. If you missed three or four questions, you have uncovered some doubts about your listening effectiveness, and your knowledge of how to listen has some gaps. If you missed five or more questions, you probably are not satisfied with the way you listen, and your friends and co-workers may not feel you are a good listener either. Work on improving your active listening skills. 8