Special Session for ‘Losers’ —DeWese

"None of you are taking this course or your jobs seriously. I don't understand why your companies ever hired you. You need to work 10 hours each day and spend another three hours studying to become better salespeople.

"Now, for the next class I want everyone to write the definition of the following terms: Company Orientation (Loyalty); Presentation Skills; Product Knowledge; Industry Orientation (Pride and Loyalty to the Printing Industry); Research Skills; Marketing Know-how; Sales Planning; Financial Fundamentals; Sales Psychology; and Questioning Techniques.