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Ira
Holland, a sales rep who has been with Big Apple for 26 years, took care
of a sticky customer complaint. The client's merchandise was just not
selling. As sales people we at Big Apple Enterprises all know the old
adage, "if the goods sell well, the buyer 'bought them'. But if they don't
sell that well, then they were "sold them'." Well, Ira let the store owner
express his feelings and then reminded him of their successful long-term
relationship -- both with Big Apple and with this particular factory. Ira
reiterated to the client that this was the right merchandise for them. The
customer agreed to take a "wait and see approach" and ultimately the
merchandise sold well. He continues to order lots of goods from Big
Apple. At our last sales meeting, Bill Gillule addressed everyone re the importance of securing real estate in stores for our products. He emphasized selling rack deals and point of purchase displays wherever possible. And that frequent service was key.It keeps a good flow of merchanidse into the stores and keeps other company's products off our racks. | ||||||||||||||||||||||||||||||||||||||||||||||||||||
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