DeWese--No Holding Back On Sales Slackers

After three years, Acherwald's Philadelphia sales have dwindled from more than $500,000 to $280,000. Norman has become a master of creative writing for the call reports that he dutifully faxes to the plant every Saturday. Norman has found seven to eight prospects that regularly fax him RFQs that Norman writes up and faxes to the plant for estimates. Occasionally, he lucks out, has the lowest price and is awarded a job.