16 April 2001

Salespeople or Consultants?

Don't misrepresent the role your reps play

by Mick Zangari and Benson Smith
The title "sales representative" is disappearing from business cards. Brokers are "financial advisers." Equipment salespeople are "technical specialists." At the same time, competition is increasing. Product lines are more complicated. Do you need salespeople -- or do you need consultants?
Smith is coauthor of Discover Your Sales Strengths (Warner Books, February 2003).
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