sales

If you’ve read any of my books, you know I don’t like the soft clichés that many businesspeople tend to use. I recall once when a sales manager trotted out the well-worn “There is no ‘I’ in team,” I commented, “Yeah, but if you look real hard, you’ll find ‘me’.” (Note: I didn’t last long at that job … heck, I didn’t last long at any job. But I digress.)

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For many small businesses, the key to success depends on how well you distribute your product. For example, if your company’s products are retail items (such as household decor, clothing, or kitchen appliances), you will be looking for an experienced distributor with a strong sales force and good contacts...