NU Online News Service, July 2, 9:33 a.m. EDT
The key to being a good salesperson is the ability to make cold calls, and building and sustaining relationships is not enough to make an independent agent a successful salesperson, a research study has found.
According to Shannon L. Goodson, a behavioral researcher with Behavioral Sciences Research Press Inc., in Dallas, the importance of people making that initial contact with clients and not feeling intimidated cannot be underestimated, nor can the fear some salespeople harbor toward that act.
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