Succeeding with Substitution Requests, Product Reps

For product sales representatives, the key to getting products included in specifications during the Procurement (Bidding) Phase is understanding the substitution process and having a product that meets the specifications.

Product Reps: Learn where to find the rules and how following the rules will improve your chances that your product will be used.

A/Es: Hand this Tech Tips to those product reps that insist on ignoring the rules and making your job more difficult than it need be.

Visit and click Tech Tips to view or download 3030 Succeeding with Substitution Requests 11.05.01 and all previous Tech Tips.

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