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About This Document: Most reps these days have to manage a number of product lines on their line cards to make a decent living. Many factors go into the choice of lines a particular rep decides to handle. This article deals with one aspect of the relationship between principals and their representatives, namely the joint sales call or factory field visits, not the training process per se, but what both sides expect to gain from this activity. In most cases independent manufacturers' reps, especially MANA members, are full-service sales and marketing agencies, with multiple synergistic product lines, owned and operated by veteran sales professionals. As a general rule, the rep should do the talking particularly as it pertains to current potential transactions. There is no need for the visitor to spend 30 minutes bragging about how good his company is. The customer already knows that or you would not be sitting in front of him in the first place.

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10/22/11

Categories: DocStore > Periodicals > Business & Economics
Tags: Agency Sales, Sep 2011, Joint Sales Calls, Jamieson, Robert, Feature, Salespeople, Communication, Responsibilities, 7300, Sales & selling, 9190, United States, United States--US

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