Potential Effectiveness of Salesperson Mirroring and Empathy Training in Selling to Small Business: An Examination

Robin T. Peterson, Bing Xu, Yam Limbu


The study reported here assessed the potential effectiveness of mirroring and empathy training for sales representatives who serve small business firms. The discussion provides a review of the relevant literature and a study, utilizing students as sales representatives, which was undertaken to assess the potential of training in empathy and mirroring. Generally, the research upholds the premise that these forms of training and instruction may be useful to sales managers and others who train salespersons.

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