Keeping apace with the conversation on "change" that's taken place in the pages of Agency Sales magazine since the beginning of the year, this manufacturer continues: None of them -- rep, manufacturer or customer -- has the time they used to have for what the author had refer to as "social" sales calls. Technology has increased their productivity at the same time it's placed more responsibilities on their shoulders. As a result, the author had made every effort to be more direct and effective in his communications with reps. One of the reasons they've had the level of success that they enjoy is that before making a choice, they always carefully weigh the other lines a prospective rep is working with. Wise reps, most of whom bristle at the thought of submitting regular call reports, realize the benefit of quickly letting the manufacturer know about customer trends or developments.
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