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Show 'em your menu.(Brief Article)

By Bursey, Charles
Publication: Fuel Oil News
Date: Wednesday, September 1 1999

CHARLES BURSEY SR. is technical products manager for Hago, Inc., of Mountainside, N.J., and is based in Voluntown, Conn. He can be reached (phone or fax) at 860/376-4835, or e-mail him at bcharles@snet.net.

Over the past several years, I have talked to many service technicians and salesmen regarding their methods of selling heating/cooling equipment. Many of the technicians have said they really don't want to sell anything, but they get a bonus when the customer calls in for a quotation and the job is sold, so why not? I asked about the bonus level and many receive a ni

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