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Vanishing Profits?

Don't call Ghostbusters; call a consultant.

It's probably entered your mind--and left it almost as quickly. Sales are sluggish, quick fixes haven't worked, and you're not sure where, or to whom, you can turn. Perhaps, you think, a sales consultant could help you get to the bottom of your problems. Don't dismiss the idea outright; consider the possible benefits of expert advice.

A good consultant can significantly improve a business' sales, whether it's by revitalizing a stagnant department or helping a sales force crack into new markets. The trick is to select the right person. In a field where, truth be told, anyone who has sold newspapers or worked at a department store can claim to be a sales expert, that may be challenging--but the outcome may very well be worth the extra time and effort.

Bill Kelley is an Arcadia, California, business writer and former editor of Sales and Marketing Management magazine.

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This article was originally published in the November 1999 print edition of Entrepreneur with the headline: Vanishing Profits?.

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