7 Things I'd Like Print Reps to Know

I often wonder about the training that printing sales reps get—or if some get any training whatsoever.

Is it more about training them in how to sell, or does understanding the customer enter into the equation? I sure hope the latter is the case.

I imagine a lot of reps get some informal training from their sales managers. The advice the get likely includes things like “go around the gatekeeper,” “they only care about price,” “promise them anything,” and “do a lot of cold calling—it works.”