SALES TRAINING it's child's play

Walker, Christie
November 2009
LabTalk;Nov/Dec2009, Vol. 37 Issue 23G, p18
Trade Publication
An interview with Robert Bell, president of Eyecoach, is presented. When asked why eye care practitioners (ECP's) are uncomfortable with the selling process, he says it is because they equate selling with persuasion. He explains that selling is the act of helping someone acquire what they need for compensation. With regards to the role the lab should play in training their accounts, he says labs should provide seminars and sales training.


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