David Fellman & Associates
P. O. Box 445
Cary, NC 27512
919-363-4068
fax: 919-363-4069

Several files available for download at davefellman.com require Adobe Acrobat Reader 4.0 or higher. To download the most recent version of Acrobat Reader, click on button below

How Happy Letter (Microsoft Word file, 25KB)
Time and time again printing salespeople hear the words "We're happy with our current printer." This letter is a tool with which to address that objection. It doesn't always work, unfortunately, but it does give you something to work with!
Click here if you'd prefer to download this document as a PDF file. (PDF file, 5KB)

Sales Recruiting-Networking Letter (Microsoft Word file, 34 KB)
This letter provides you with an opportunity to identify solid sales position candidates outside of the normal “help wanted ad” strategy. For more information about developing your ideal candidate profile, download Starting Smart Into Outside Sales from this page.
Click here if you'd prefer to download this document as a PDF file. (PDF file, 48 KB)

Donation Letter (Microsoft Word file, 25 KB)
Printers are often asked to make donations to customers/prospects or their favorite charities. This is easy to handle when you’re going to say “yes,” but a touchy situation when the answer has to be “no.” Here’s a letter that can give you some guidance on the right way to say “no.”

First Appointment Prospect Interview Form (PDF file, 88 KB) This is the "15 Questions" selling tool Dave referenced in his June 2004 Column in Quick Printing. You should also download First Appointment Prospect Interview Form Instructions (PDF file, 75 KB)

Sample 100 Foot Tracking Spreadsheet (PDF file, 8 KB) This PDF file is an example of the 100 Foot Tracking Process I use to measure salespeople's progress in building relationships with their suspects and prospects. The working spreadsheet is usually maintained in Microsoft Excel, or some other spreadsheet software program. If you don't have Excel, take a look at Google Spreadsheets.

Weekly Sales Productivity Scorecard (Adobe PageMaker 7.0 file; 110 KB)
This is the Weekly Sales Productivity Scorecard form which Dave has referenced in his columns in both Quick Printing and Wide Format Imaging. The PageMaker 7.0 file can be easily personalized to reflect the "action standards" you have assigned to your own salesperson.
Click here if you'd prefer to download this document as a PDF file. (PDF file, 421 KB)

Starting Smart Into Outside Sales (PDF file, 220 KB) Dave's 40-page guide to hiring, training, managing and motivating printing salespeople

Sales Call Planning & Report Form (PDF file, 40 KB) This is the Sales Call Planning & Report Form that Dave referenced in his column in the August 2003 issue of Modern Reprographics.

Marketing Action Planner (PDF file, 3 KB)

Marketing Calendar (PDF file, 4 KB)

"Solutions Provider" Script (Microsoft Word file, 21 KB)
This is the e-mail/voice mail script that Dave mentioned in his May 2004 column in Quick Printing.
Click here if you'd prefer to download this document as a PDF file. (PDF file, 59 KB)

“We Haven’t Heard From You In A While” (Microsoft Word file, 11 KB)
This is the letter Dave referenced in his November 2003 column in Quick Printing.
Click here if you'd prefer to download this document as a PDF file. (PDF file, 28 KB)

What Drives The Buying Decision (From The ISA Seminar) — This is the document Dave promised to post during a recent ISA Discovery Series Seminar. It lists a group of 26 decision-driving factors which were identified during a focus group session with printing buyers, and it also lists the Top 10 factors identified after surveying more than 10,000 printing buyers and asking them to rate the original list according to their individual importance.

PostNet Package (PDF file, 319 KB) This is the package Dave referred to during his sessions at the 2008 PostNet Regional Meetings. The PDF file contains a number of forms (with instructions) and articles that will be helpful to you.

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