A good opening line: Phelan offers tips for vendors on how to make the first move

Phelan, Peter
January 2008
Employee Benefit News;Jan2008, Vol. 22 Issue 1, p9
The article examines the reasons for the astronomical volume of vendor cold calls received between Veterans Day and year-end in the U.S. The author suggested that the promise of the as-yet-unspent 2008 budgets might have been particularly enticing when the economy looked shaky at the end of 2007. A benefits expert argues that vendors should be prepared to start small with a low commission product.


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