Selling: Building Partnerships 7th Edition by Barton Weitz,Stephen Castleberry ,John Tanner

Exercise 13

Harold Bumpurs, a professional purchasing agent, says he's never noticed any tricky closes. His perception is not due to the smooth closing skills of the salespeople who call on him but due to the total skill set they have developed. Prioritize a list of selling skills from most important to least. How much time should be spent improving commitment-gaining skills as opposed to developing other skills Why