Abstract
The article describes a method of search of sales manager growth zones based on the assumption that the client's refusal after prior consent to purchase occurs most often due to improper negotiations. Based on the author's research of the main directions of improving sales efficiency and the principles of organizing professional training of sales managers, an original method of searching growth zones of telemarketing department specialists is proposed. The author presented classification of typical reasons for potential customers' refusal to purchase at the final stage of the negotiation process and developed recommendations for their elimination.
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