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Here's what I have learned.
The most successful print salespeople are loyal to their employers.
They perceive themselves as team members rather than as independent brokers for the services of the company. The loyalty is rooted in pride in both their co-workers in the pressroom, bindery and all departments, as well as the bricks, mortar and equipment. This pride translates into a powerful belief in the salesperson's company, and you can hear it when the salesperson talks about his company to customers and prospects.
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