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Does your sales training emphasize the top four
skills in the list below? More than 1,500 sales
managers and reps were asked to rank 14 basic skills
in order of importance to their long-term success.
"The top four tie in to activities that are done
before you meet a prospect face-to-face," noted
Chris Heide, who conducted the poll for the Dartnell
Corp. "Ten years ago selling was more technique
oriented." Managing time, while a broad category,
is key to setting priorities before calling prospects.
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