Review the 20 key success factors for relationship selling as listed in Exhibit 2.2. Which of these factors are currently your strongest points? Which need the most work? How do you plan to capitalize on the strengths and improve on the weaknesses?

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Success Factors in Selling Highest level of importance Listening skills Follow-up skills Ability to adapt sales style from situation to situation 6.502 0.683 6.358 0.772 6.321 0.687 6.107 0.924 6.084 0.889 6.047 0.808 0.991 Proficiency in interacting with people at all levels of a customer's organization 6.000 Demonstrated ability to overcome objections 5.981 1.085 5.944 1.109 5.944 0.946 5.912 0.994 Tenacity-sticking with a task Well organized Verbal communication skills Closing skills Personal planning and time management skills Proficiency in interacting with people at all levels of your organization Negotiation skills Dresses in appropriate attire Empathy with the customer Planning skills Prospecting skills Creativity Mean S.D. Ability to empathize with others Skills in preparing for a sales call Decision-making ability 5.827 0.975 5.791 1.063 5.723 1.074 0.966 5.685 5.673 5.670 5.549 5.526 5.502 1.209 0.936 1.105 1.219 1.023 EXHIBIT 2.2 Sales managers' importance ratings of success factors for professional salespeople