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Davis, Rick
April 2012
Prosales;Apr2012, Vol. 24 Issue 3, p34
Trade Publication
The article explains the importance of prospecting to the building industry in the U.S. in 2012. It discusses the challenge for sales people to make prospecting a non-urgent, important task. It reflects on the case of a solid sales performer who was trying hard to get a contractor in Buffalo, New York. The article advises sales people to make prospecting their first priority and to think relationships, not transactions, if they urgently need business.


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