How might a salesperson work with and assist a business buyer in each step of the buying process: Recognition of the problem or need? Determination of the characteristics of the item and the quantity needed? Description of the characteristics of the item and the quantity needed. Search for and qualification of potential sources? Acquisition and analysis of proposals? Evaluation of proposals and selection of suppliers? Selection of an order routine? Performance feedback and evaluation?
Discuss how the four sequential elements of sensing, interpreting, evaluating, and responding (SIER) combine to create what is referred to as active listening.