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Cliff Quicksell, MAS+, director of marketing for iPROMOTEu, Wayland, Mass., cautioned salespeople against simply guessing what the prospect wants. Be clear and ask questions. Then, highlight this information in a detailed proposal. "Products and services should be delivered on time as outlined in a proposal," Quicksell stressed. "All timelines should be met, or in the case that they are not going to be met, then that needs to be communicated immediately. Open communication is essential. Things happen."
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Elise Hacking Carr
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Elise Hacking Carr is senior production editor for Print & Promo Marketing magazine, and managing editor for PRINTING United Journal.
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