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Brian Schauer 

Name: Brian Schauer 
Title & Company: Senior Account Representative, FGS/Kelvyn Press
Education: Bachelors Degree in Industrial Technology-Graphic Communications from Illinois State University,
  Normal, Illinois. 

Work Experience: 14 Years

 

What I do: I am a Senior Account Executive for a medium-sized commercial printing company located in the Midwest. I am responsible for the qualification, development and servicing of commercial printing accounts.Main sectors of my sales include: Non-profit organizations, Manufacturing/Distribution companies, Business-to Business companies and Tourism-related organizations. More important, I am responsible for the daily interaction with my clients offering innovative and cost-savings ideas for their printing. projects.
How I Got Here: I studied Graphic Communications/Printing in college. Once graduated, I had an immediate opportunity in printing sales. I have been with FGS for nine years. Sales is extremely competitive market. Hard work, relationship building, networking, and referrals are the keys to success in sales.
 

Skills Needed: For a sales position, the number one skill not listed is the need to overcome rejection. You will hear the word "no" everyday. In a sales position, the sooner you overcome rejection, the sooner you will be successful.

 
Where do I go from here? There are two "paths" to take in a sales position: sales or management. If you choose the path of sales, there is less security but an opportunity to make more mone; on the management path, there is a little more security than money.  For me, sales is still the path. 
 
Advice: Sales is not easy; however, sales allows people to work and be compensated for their efforts:  the harder you work, the more you sell; the more you sell, the more you make. Most important, learn rejection--it is part of the business. Don't take it personally.
 

Biggest Misconception:  Sales is easy. It is not, butit can be easy if you put forth the effort of hard work, relationship building, networking, etc.  It was very hard for me in the beginning, but with hard work, patience, persistency, sales has been very good to me.

 
To enjoy and to succeed in this position you need to: Work hard and never be satisfied with your last sale.  The cold reality is "you're only good as your last sale." Always think that you haven't sold your biggest job yet.
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