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What's Going On
Relationship building between distributors, manufacturers and end-users seems to be what's on call as direct mail becomes more prevalent. This is mainly the result of the amount of work involved with direct-mail products.
In fact, according to McClean, customers tend to become very dependent on salespeople who make the effort to secure all the factors of direct-mail products, thus displaying great loyalty. "It's difficult for a customer to leave a distributor once all those factors are in place," he said.
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