At the recommendation of its rep counsel, one manufacturer decided to survey all of his reps. While what he found didn't especially surprise him, it did allow him a more precise focus on what it is that's important to his rep constituents. Three areas in particular came to the surface as a result of the survey: 1. field visits, 2. sales performance and communication, and 3. new product development value. When manufacturers were asked of what they were looking for, their responses boiled down to locating reps that possessed the attributes they felt were needed to be successful. Among the attributes the manufacturers listed were: 1. willingness to communicate with their principals, 2. financial stability, 3. relationships in the territory, 4. experience in dealing with executive decision makers, and 5. synergistic product offering. What they're looking for is someone who is good at servicing the customer and the product.