Compensation--A Tale of Two Distributors
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"We invest a tremendous amount of time and dollars in the guidance process, account generation techniques and sales training," said Cronin.
In addition to hosting vendor lunches and providing and challenging its sales staff with information on various sales tools, SBF makes every effort to alleviate the cost of training trips. "We have, from time to time, paid for entire trips," said Grayson. "If it's a longer or more extensive trip, we'll work something out."
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