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Also, study the industry as much as the player. For instance, if you’re selling to the promotional side, gear questions toward the company you’re calling on and grasp the concept of campaign goals versus product-pushing. “If you’re calling on a college, you’re going to be asking different questions than if you’re calling on a hospital,” Marcus noted.
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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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