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Why do smart salespeople make such stupid mistakes?

from Sales & Marketing Management

Chris Merrington writes: When I think back over my career working in agencies and now advising agencies and salespeople, many of my mistakes led to some of my best lessons in business. We will look at the typical mistakes people, including smart people, make when selling and negotiating in the service industry — agencies especially. In other chapters of the main book we will consider how best to avoid and learn from these mistakes. more

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