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While probing new niche markets, the inside sales reps can complete a sale on the phone for commodity products such as forms and office supplies. However, solution-selling services, such as scanning and document management, are referred to account specialists, said Montalvo.
"Sometimes we have telesales reps collaborate with our outside salespeople in order to target a specific industry," said Montalvo. "That is typically done to support a salesperson's direct mail effort and serve as follow-up calls to customers."
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- TFP Data Systems
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