From the course: Field Sales
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Running a small business
- When I first became a field representative, my home office was setup in a part of my apartment where I lived. I was single at the time and my accommodations were modest to say the least. It actually looked like I lived in an office. There were products I was selling all over the place. Marketing materials stacked up on the floor, and sales printouts on a coffee table. My sales manager came to work with me at one point, and after we had made some customer visits, we went back to my home office. He looked around at my setup and kept shaking his head. What he said next has stuck with me to this day since it truly focuses on the importance of being a professional field sales representative. He looked at me and he said, "Dean, you're managing a million dollar territory "for our company, which is bigger than "a number of local businesses here in town. "You need to realize you're running "a small business as a field representative. "You may be working out of your home. "Customers won't be…
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