Or gan i za tion al Strategies and the Sales Function

The fi rst part of the quarterly call is conducted by phone, with slides shown on a company Web site so reps can follow the pre sen ta tion. The last half hour is dedicated to taking questions from the fi eld and anyone whose question is not answered can contact Abdelnour by email or voicemail afterward. Twice a year, Abdelnour meets all his reps face-to-face-and they meet each other-at national conferences.