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FOR IMMEDIATE RELEASE
Research contained in the newly released book, "Tough Calls" gives insight in dealing with problem clients. Bellow are findings that relate to sales management. A list of all 18 findings is on the backside of this sheet.
National Average: One out of every six clients in America is a problem client
Some respondents said they had a much higher percent, and some were lower. When they were all averaged together about one in six clients in America were labeled a problem client by the people who call on them.
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Almost one third of all job related stress for salespeople comes from dealing with problem clients
Sales people and professionals with client contact responsibilities experience stress as the result of their boss, their quota, their compensation package, rate increases, competitive pressures, or from the 5/6 of their client base who are not problem clients. 29.1% of the remaining stress is from problem clients.
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When selling the Fortune 500 expect almost three times as many incompetent buyers, and almost twice as many egomaniacs, abrasive clients and liars.
Sales people and client contact professionals who get a majority of their business from Fortune 500 Corporations have a tough time. The good news is that Fortune 500 Corporations are less likely to cancel orders once placed. Here is a list of some contrasting problem client frequencies.
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