Choose Your Inspiration Mantra--DeWese

The inside proactive salesperson is a telemarketer of some sort. Highly automated phone systems, pre-screened databases and national advertising also back these salespeople. They are playing a numbers game and are trained to deal with a lot of rejection.

Printing salespeople, on the other hand, usually have to identify their own prospects and benefit from little or no awareness-building advertising. Unless your business card reads R.R. Donnelley, Quebecor World, Quad/Graphics or the like, many of your prospects will have little knowledge of your company. It is left to you to create a word picture of your company and to create customer desire to buy from your company.