Energize your independent rep to make the sale stick

Goodman, Jeffrey
March 2008
Proofs;Mar2008, Vol. 91 Issue 2, p56
Trade Publication
The article offers tips on how independent representatives can make a sale and build lasting relationships with the dentists. Challenges faced by independent representatives include communication disconnect, disruption of the flow of product information, sale closings and postsale product recommendations. The responsibility of closing the sale of many products have been shifted from the distributor salesperson to the independent representative. CoreStrength is a business concerned with managing independent representatives.


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