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Publisher's letter Our First Impression Ask the expert Answering customer questions Three Generations Strong Core values carry one distributor through 75 years of business Feel the Pain Why the word "no" should get to you Labor Force Well-educated, concerned sales reps give their companies - and their customers - an edge in the market The Game of Risk Why prospects worry and how to reduce their fears Opening Up Book Review: Selling Outside Your Culture Zone: A Guide for Sales Success in Today's Cross-Cultural Marketplace Windshield Time Automotive-related news for reps Taking it Digital Digital equipment and office EMRs take dentistry to a new level of practice In the Spotlight With a few basic changes, distributor reps can brighten their customers' days Competitive Edge Gary Foley stays sharp for sales calls in many unique ways News Dental industry news

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