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"Then I observed that 80 of our 100 salespeople make a few phone calls each week and then make a handful of sales calls each week. When they make these phone calls and personal visits they ask the print buyer if they have any jobs we can quote. You know what? Every so often one of these buyers will decide to give the salesperson a chance and will fax or e-mail him some job specs. When this happens, I learned that our salespeople are happy and they dutifully deliver the specs to our estimating department. Two to three days later, our salesperson e-mails our job quote back to the customer.
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