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Sean Norris
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6. Be Sure You Can Deliver
Over-delivering is okay, encouraged even. Over-promising? Not so much. Research prospects thoroughly to be sure you're able to provide what they need, and enlist help if necessary. "Large orders take a lot of knowledge about production schedules, delivery specifications, financing, penalties, compliance issues and more," Emmer commented. "A distributor or salesperson without the knowledge to manage a large order should partner with someone who does."
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Sean Norris
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Sean Norris is editor-in-chief for Promo Marketing. Reach him at snorris@napco.com.
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