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Sales Rep Evaluation Checklist - PDF - PDF

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Sales Rep Evaluation Checklist
To distribute a product, you first have to make sales. Many small entrepreneurial companies are unable to field a large sales force, so they enhance their efforts by using independent sales representatives who will sell their products, along with those of other businesses, for a contracted commission. If you consider contracting with an independent sales rep, this checklist will help you evaluate each rep you are considering. Does the rep carry conflicting or competing lines? What the rep’s commission structure? Where is the showroom, if any? How about the warehouse? What is the geographical area covered? Who is the rep’s key account? What is the number of salespeople? How many years has the rep been in business? What type of promotional support is offered? How willing is the rep to submit sales-call reports? How frequent are the rep’s trade-show appearances? What is the rep’s specialty? Has the rep listed all markets covered? Can the rep personally interview field sales reps? Does the rep really know the customer? Can the rep provide a termination agreement? When are commissions paid? When are overdue accounts collected? What deductions does the rep make for credit losses? What rights does the rep have as far as credit rejection is concerned? What catalogs or other materials are required? Can you appear at sales meetings, to see how things go? Will reps buy samples at deep discounts? Does the rep warehouse any inventory? Can the rep supply a current list of references?


				
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posted:2/14/2008
language:English
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Description: Here is a Sales Rep Evaluation Checklist that is useful for your business
Steve  Rossow Steve Rossow General Manager www.smallbusinesslawfirms.com
About I joined Moxy Media as Vice President of Business Development in 2007 and I am responsible for growing new media sales and developing opportunities for Moxy Media. I bring 25 years of sales, marketing and business development experience, applying technology, Internet products and services to consumers, SMB and Fortune 500 organizations. I joined Moxy Media from Eforcemedia, growing their lead generation business through strategic alliances. I was the Business Development Director for AVAYA, launching IP Telephony into the cable industry, Fortune 500 and SMB markets. I was also recruited to AT&T, getting its WorldNet service launched from scratch. As Worldnet’s first Business Development Director, I created strategic alliances with over 80 companies and created the “Internet for Everyone Sweepstakes.” I also launched Worldnet’s e-commerce initiatives. I left AT&T to become the Vice President of Business Development of iMall, Inc., a publicly-held e-commerce enabler. I played a pivotal role in a $14 million investment from First Data Corporation to build their e-commerce gateway and created the relationship and eventual sale of iMall to Excite@Home in 1999 for $565 million.