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Farquharson said a new sales rep should be approaching 10 new prospects (i.e., people, not companies) per week. "It's been my experience that if you prospect those 10 every week for a month, you will not make contact with 20 [percent] to 40 percent of them. Those names should be put on a separate list for monthly or bi-monthly contact as you have built up 'sales equity' with them," he remarked.
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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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