Gaining Sales Advantages —Morgan

To do so, several surveys were conducted of major print buyers, designers and marketers that work for printers. The questionnaires addressed the process a print buyer goes through when selecting a new supplier. The results revealed a very interesting fact: The majority of survey respondents said much of it depends upon the relationship they foresee having with a sales rep. As one of our members put it, “I choose a print supplier that has the capabilities to do my work, and it is the sales rep who articulates those capabilities. A rep needs to provide good communication, get back to me in a timely manner and be a total partner in the project.”