REVISITING Rep Coping Strategies

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					REVISITING Rep Coping Strategies
Jack Foster
Agency Sales; Dec 2009; 39, 11; Docstoc
pg. 32




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Description: Several years ago, the publication took a close look at coping strategies that independent manufacturers' reps would need to master as they grow their businesses through the 21st century. In the years since, the importance of those coping strategies has hardly diminished. That's why this month they're going to revisit them with the goal of refocusing their energies and asking if any new strategies ought to be suggested for reps who may wonder how to weather the current economic and business climate. If the days of reps just making sales calls and following up aren't yet finished, they had better be soon. The successful rep of today is hardly the old-fashioned salesman who makes the regular calls, takes orders and makes sure the delivery has been completed. Instead, the rep is the solution provider, the problem solver and the resource for answering questions.
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