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October 1998

October 1998


EIGHTEEN things to avoid when making sales calls

Ted Tate

When I was young and just starting a sales career, my sales manager offered some final instructions before I went out into the field for the first time,…




Michael J. Lofaro joins Costello Maione Schuch (CMS), Long Island, NY, as senior project manager. * Mel Lambert joins Otari Corporation of America, Foster…

Representative & Dealer News


New Frontier Electronics, New Hope, PA, has appointed the following sales representatives: Pat Conneen, Ardmore, PA, in PA, DE, MD, VA, DC and southern…

Video Projections

LCD AND DLP PROJECTORS invade the boardroom

Peter H. Putman

There was plenty of dazzle and technology to see at INFOCOMM this past June, but one of the more significant developments was not entirely obvious. To…

Security Trends

A Brief History of the Security Alarm

Steve Filippini

It is 3 a.m., and the dog is sniffing at the back sliding glass door in your dining room. This is your cue to let the dog out to relieve a little built-up…


Business News

Amanda Solomon

AMX and PHAST partner with Lutron AMX, Dallas, and its wholly owned subsidiary, PHAST by AMX, have signed a technology-sharing agreement with Lutron Electronics,…

Guiding your employees

Milton Zall

There is a generally held belief that an enlightened business should have an employee handbook. An employee handbook can effectively communicate your…

A unified theme

Joshua Weisberg

The concept is simple-take your product on the road and show it to your most important clients in their own backyards. When the product happens to be…

A moment for yourself

Jared Blankeship

As a small business owner or personnel supervisor in the modern business community, it is quite easy to forget to set some time aside for self-enrichment….

A matter of time

Ted Tate

If you want your business to grow, one of the skills most essential to that goal will be using your time effectively to accomplish the important things….

Theory in Practice

Greg Maltz

Rapid growth in the A-V industry has quickly made managers out of the businessmen who had the vision to establish A-V dealer-ships and staging and rental…

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