Courtesy, Success, and the Traveling Salesperson

It’s July, and the serious work for buyers and sellers has begun. The major retail selling season looms just ahead. The hard work of evaluating thousands of exhibitors’ products from the trade show circuit is well under way. One key to success for retail jewelers comes from relationships they’ve established with the men and women who represent the firms that supply them with goods. Despite the unfortunate and inaccurate portrayal of a salesman in Arthur Miller’s play Death of a Salesman, today’s jewelry salesperson rides on a lot more than a smile and shined shoes. These traveling ambassadors of good will, new products, innovative ideas, and valuable information often go unrecognized in an era when branding, dirty diamonds, and Internet selling grab the headlines. Despite advances in information technology, the jewelry manufacturing world lags behind in providing sales reps w
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