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GITOMER: Tough sales issues, and not so tough (but not so easy) answers

The 3.5 biggest issues facing salespeople today are: 1. Price integrity. 2. Customer loyalty. 3. Fighting hungry competition. 3.5 Quality, attitude, and belief of the salesperson. These issues manifest themselves in BOTH lost sales that you could have won and lost profits that you could have earned. Tough questions: • What are you doing to fight price pressures? • What ...

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