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The Value of No

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Act Like a Salesman

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When the going gets tough

June 1, 2003
In the salesperson's world, pain-in-the-neck clients may be a minority--but they demand the most time and create the greatest amount of stress. In Tough

In the salesperson's world, pain-in-the-neck clients may be a minority--but they demand the most time and create the greatest amount of stress. In Tough Calls (Amacom Books, January 1997) Josh Gordon, who sells ads for some of EW's sister publications, departs from the usual sales-book assumption that customers are goingto behave themselves and offers real-world strategies for dealing with difficult clients. To order call 800-262-9699.