Waiting on 383 Sales Tips --DeWese

11) You will be able to get appointments if you first learn as much as you possibly can about your prospect companies and the people who buy printing. The research that you do will inevitably lead to ideas that will get you appointments at a high rate of probability.

12) It is not your job to supervise your jobs in production. For most salespeople, this rationale is a lousy cop-out to avoid making sales calls. You may have "call reluctance," in which case you should see a shrink and get yourself straightened out. If your beef is legitimate, then go to top management with specific, positive recommendations for ensuring that your jobs are produced according to your customers' specifications. Never whine! Never complain! You must "sell" the changes you seek without rancor and with a smile on your face. You will not get results with the screaming squeaky wheel strategy.