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Sales On Your Side

Maintain priority status among your sales partners, even if you're a small fish in a big pond.

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This story appears in the October 2008 issue of Entrepreneur. Subscribe »

Cassie understood the importance of maintaining great relationships with her outside partners. Without their support, her earnings would fall by more than 50 percent. However, because her products made up such a small percentage of their overall , she also knew she needed them more than they needed her.

To maintain priority status with her sales agents, Cassie committed to making her products easy to sell. She persistently searched for new outlets by venturing into demographically desirable locations and introducing herself to store owners. If they expressed an interest in her product, she sent their information to her sales associates, even if the contact was outside their contracted sales region. Her actions kept her product on her sales partners' minds and amplified their loyalty to her business.

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