Do Business Well

How do you find reps? Call the buyers you wish to sell. Tell them you’re planning to introduce a new line into their area, and you wonder whom they might recommend as a rep. I have never had any problem getting one or more suggestions from every call.

After you’ve amassed a list of potential candidates, call each one and do a brief telephone interview. Give him some background on your company and product to see if he’s interested. Determine if he has any conflicting lines (it’s usually considered a conflict of interest for a rep to carry the same items from two factories). Continue Reading »

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Manufacturers, wholesalers, business-to-business service providers, and job shops can all benefit from the use of outside sales representatives. Some companies who deal with the public have the same opportunity, such as travel agents, mortgage lenders, and apartment owners.

What is an independent sales rep?

1. The term “independent representative” sounds exactly like what it is. This person works for himself. He or his company, generally referred to as a rep firm, will not be on your payroll, but will earn their money from three sources of services they may provide: Continue Reading »

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