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In a recent sales and marketing industry study, it was noted that the sales representatives' strongest sales skill is PRESENTATION, while their weakest area is HANDLING OBJECTIONS. This is so traditional that it does not surprise me. It is a strong indication that the sales profession continues to be a "dog and pony show".

In other words, the sales representatives are more concerned about the products/services they offer, and how the sale will affect them, than they are about the customer and his/her interests or concerns.

This week's article is appropriately titled:Recent Sales Research Proves Change is Needed for Sales Success

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