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Your Role as a Promotional Products Sales Specialist

Updated on February 18, 2015

What Customers Expect of You, the Promotional Products Specialist


If you work in the promotional products (a.k.a. advertising specialties) industry, you are more than a sales rep, you are a solution provider! While your customers will not expect you to know everything off the top of your head, they expect you to find the perfect information to fulfill their promotional needs in an effective and timely manner. They consider you the expert, and you are.

Sometimes a client knows what they want, sometimes they don't. When they don't, it will be your job to make suggestions. Sometimes what they want does not fit their application as well as something you can recommend. You will need to be able to (tactfully) point out another product or method that may work much better for them and still fit their budget and time line. Your guidance will go a long way to getting your customer from problem to solution to satisfaction.

You are the Expert to Your Customer

Your role as a promotional products specialist means that you help your customer from start to finish with their promotional needs
Your role as a promotional products specialist means that you help your customer from start to finish with their promotional needs

More on Your Role as a Promotional Products Specialist

Consultation aside, your customer is counting on you to watch over their order to ensure that things go smoothly. If necessary, they look to you to expedite things and to solve any problems that may arise. Bottom line - your client wants their order on time and on budget, with no hassles. Your job is to make it easy for them. If your involvement doesn't solve a problem and make buying promotional products easy, a customer has no reason to call you.

You have much to offer your customers:

  • Logo and layout design
  • Consultation and program development and implementation
  • Quotations, proposals, presentations and/or samples
  • Product, price and supplier sourcing
  • New product alerts
  • Order monitoring and expediting
  • Competitive pricing
  • Problem solving and buffering - liason between customer & supplier

Your customer will also expect to be able to call you with any concerns or questions. If you are repeatedly unavailable, they will get frustrated and stop calling altogether.

Retaining a loyal client is quite simple. Give them great service and value every time.

New Promotional Products Debut in Dallas


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    • Shirley Anderson profile imageAUTHOR

      Shirley Anderson 

      9 years ago from Ontario, Canada

      Thanks, Ron! I agree with you, completely. If you ever have opportunities to give your promo clients tours of various imprinting or manufacturing facilities, it helps a lot. Then, they better understand what is involved in the production of a custom product. I always found that they were far more relaxed about the process after that.

      You're right, we always come through - on time. Even when it seems impossible.

      Thanks so much for dropping by.

    • profile image

      Ron Campbell 

      9 years ago

      What a great article. We are solution providers for alot of public that have expectation that are sometimes higher that we can deliver. But we alway give our best and deliver on time.

    • Shirley Anderson profile imageAUTHOR

      Shirley Anderson 

      9 years ago from Ontario, Canada

      Thank-you, PPA!

    • profile image

      Promotional Products Advertising 

      9 years ago

      Very cool idea! Thanks for posting this.

      Awesome job !!! keep it up.

    • profile image

      Promotional Products Advertising 

      10 years ago


      Nice information! Your content unique and meaningful about Promotional Products Advertising. You are doing very well job! Keep it up.


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