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The Sales Leader's Problem Solver by Suzanne M. Paling

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Chapter 4Salesperson Fiefdom

Two years after she started her bioscience firm, CEO and PhD Theresa hired Ben as the first sales rep. Since that time he has been the company’s one and only salesperson. He calls on all current customers, and receives and follows up on any incoming leads.

Ben’s former employer, a big player in the same industry, laid him off after being acquired by another company. With the experience and contacts they desperately needed, Theresa decided to call him. Her hands shook as she dialed his cell phone number, worried that a rep of his caliber would find the idea of working for her small company ridiculous.

To her great surprise, he agreed to speak with her about the opportunity. After several discussions, she made him an ...

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