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The Complete Idiot's Guide to Barter and Trade Exchanges by Tom Chmielewski, Jerry Howell

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Chapter 18
Finding and Training Your Sales Staff
In This Chapter
◆ Know who you’re hiring
◆ Give them training and tools
◆ Determine how to compensate them
◆ Know your presentation
One of your first tasks in starting a trade exchange is finding good salespeople. In all likelihood, sales consumes a lot of your own time, especially at first. But you’re probably going to need some help. Most businesses face the same vexing challenge: that is, how do you find, motivate, and train good salespeople?
What type of salesperson do you want? You want to avoid order takers. You want order getters. Plus, you want to hire someone who shares your excitement about starting a trade exchange. Yet, even the most highly motivated salesperson is doomed to failure unless ...

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