Date: August 13, 1999
From: "Wendie Storrs" <firstname.lastname@example.org>
Subject: AMS-Forum What Impresses Buyers...
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I was just going through some "sales stuff" big call on Monday and wanted to sharpen up a little. We just had a huge discussion this week on how much does a salesperson need to know. Well I found this. Its a graph showing What impresses Buyers, its from Purchasing Magazine, 1996. Thought you guys might like it. I found it very interesting.
- 69% - Market Knowledge/willingness to share
- 64% - Thoroughness/follow-through
- 62% - Willingness to fight for customer
- 47% - Knowledge of buyer's needs
- 43% - Diplomacy in dealing with operating departments
- 30% - Knowledge of product line
- 24% - Imagination
- 21% - Technical education
- 12% - Preparation of sales calls
- 11% - Regularity of sales calls
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