|
|
Article: The importance of I. (being an effective printing sales rep) (column)
- Article from:
- Graphic Arts Monthly
- Article date:
- February 1, 1988
- Author:
CopyrightCOPYRIGHT 1988 Reed Business Information, Inc. (US). This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
|
The Importance of I
Fortunate indeed is the printing sales rep who has the established accounts to keep him busy consulting, writing orders, and pocketing the profits. He doesn't have to worry about butting heads with other printers over competitive bids.
But you can bet his situation wasn't always like this. When he started without a base of customers he had to work hard, do his homework in prospecting, creating new ideas, and making sales presentations that worked. Even now, with a good base of accounts that may keep him busy servicing, he knows he must always be alert for new prospects to replace the ones that fall through natural attrition.
...