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Entrepreneurial Selling by Martha Rivera-Pesquera, Vincent Onyemah

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CHAPTER 9

Sales Challenges and Responses

In addition to the sales objections discussed in Chapter 6, our research revealed seven broad categories of challenges faced by early-stage entrepreneurs. These have to do with getting appointments, selling experience or skill, selling resources, competition, accounts receivable, organizational ability, and ethics.

  • Getting appointments. As we discussed early on, it can be quite difficult to get that first meeting with a potential prospect. Oftentimes, entrepreneurs underestimate this difficulty, which can lead to unreasonable expectations. Amma Serwaa Lartey, cofounder of One Hen Inc., an NGO that instills the entrepreneurial mindset in elementary school kids, had this to say on the subject:

Getting ...

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