The Handbook series is a significant compendium of scales published in the most impacting marketing literature. I am a proud owner of the series and hope to be able to continue collecting the volumes in the years to come.
Salesperson Listening (Sensing)
The scale is composed of four, seven-point Likert-type items intended to measure the degree to which a customer believes a salesperson was paying close attention to verbal and nonverbal cues he or she was sending during the sales encounter.
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