One chance to make a first impression

Sirianni, Anita
November 2007
Proofs;Nov2007, Vol. 90 Issue 5, p59
Trade Publication
The article discusses how salespeople can make a good first impression on a potential customer in dentistry. The author suggests creating a good image as a key, as well as entailing professionalism of presentation and getting along with the gatekeepers. She also emphasizes the importance of timing, and suggests scheduling appointments and arriving early. Product knowledge is also vital to any sales call, and successful representatives qualify the account first by understanding what the customer needs.


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