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Guest post by: Jeff Simon
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What Independent Sales Reps Should Expect From Their Principals

For any independent sales rep who is dealing with principals, there are things that are not only reasonable to expect from your principal, but should always be provided. For example, principals should always provide training for the lines that you carry, as well as the means to stay in contact with them, and the materials that you will need to market their lines.

What to Expect When Dealing With Independent Sales Reps

When you have independent sales reps working for you, there are some things you can reasonably expect from them, as well as some things that are not reasonable to expect. While you should expect your reps to report their successes and provide customer service for your lines, they should not be expected to take title of the lines they carry, nor should they be expected to resolve warranty issues.

Features of a Marketing Agreement

A marketing agreement is a very important thing to establish when dealing with independent sales reps. This contract will protect the interest of both the manufacturer's rep and the principal. It is strongly suggested that you establish a formal contract with any sales reps that you enter into business with. The details within a contract will vary depending on the individual natures of both the sales rep and the principal, but there are several key factors that should always be included.

Preparing to Handle Independent Sales Reps

Using independent sales reps to sell your lines is an important decision. Once that decision has been made, there are a number of things that need to be done to prepare your business and your line for working with sales reps. Sales reps are a very effective way for principals to sell their lines, but since they do not work directly for your company, there are some factors that need to be considered that normally wouldn't for an employed rep, or otherwise employed member of your company.

What's the Big Deal About Independent Sales Reps?

Independent sales reps are important factors for any principal to consider. But why? What makes them so important?

Pros and Cons of Using Independent Sales Reps

Independent sales reps are a very important factor for any manufacturer needing to sell products. It is important to consider the factors when deciding whether or not to use sales reps. In deciding to use sales reps, you are trading some measure of direct control over the sale of your product in return for a large boost in market coverage over a short amount of time, as well as exposure to markets that would otherwise be difficult to enter.

How to Become an Independent Sales Rep

Eight steps to starting your Independent Sales Rep business.

Tips for Working with Independent Sales Reps

Tips given to members of RepHunter for working with Independent Sales Reps.

How Can I Find Independent Sales Reps or Sales Agencies?

Five sources for finding Independent Reps or Sales Agencies.

How can I get an Independent Sales Rep to take my line?

I am new to the market. How can I get an Independent Sales Rep to take my line? Here are steps to improve the ability of the Rep to sell your product and help you to capture the Rep's attention.

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About the Author: Jeff Simon

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For over twenty-five years, Jeffrey Simon has been professionally active in financial management, information systems management, software development, and project management. Most recently he has been a founder and principal owner of RepHunter, Inc., a successful startup conducting business over the Internet. During the last two decades he has been employed by GE Capital, and has consulted for clients including American Express, CIGNA, IBM, and Xcel Energy. He has conducted advanced technology training in the international enviroment, including seminars attended by representatives of the U. S. Government, the Canadian government, the British government, NATO, Boeing, DuPont, Exxon, General Electric, Grand Metropolitan, Hewlett-Packard, IBM, Monsanto, Siemens, Westinghouse, and numerous other major corporations. His recent interests include the application of artificial intelligence to analysis of the stock market. Jeffrey was graduated from the University of Minnesota Summa cum Laude in Mathematics, and holds an MBA from Pepperdine University. He may be reached at jas@rephunter.net.
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More from Jeff Simon
What Independent Sales Reps Should Expect From Their Principals
Whats the Big Deal About Independent Sales Reps
Increase Your Sales by Using Independent Sales Representatives
What to Expect When Dealing With Independent Sales Reps
How Can I Find Independent Sales Reps or Sales Agencies

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