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 http://www.conspectusinc.com 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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David Stutzman