MARCH 1990

What sales skills do your sales representatives lack?

United Kingdom France West Germany Switzerland
Understanding client needs 53% 12% 52% 56%
Listening skills 27 10 20 21
Persistence/patience/tact 16 18 23 19
* * *

Source: Survey of 1,157 executives in Europe conducted by National Opinion Research Ltd. for Learning International, Stamford, Conn., 1989