|
|
Sold Out
Book Categories |
| Introduction Sales Strategies for Difficult Times | ||
| Acknowledgments | ||
| 1 | Independent Sales Organizations: An Overview | 1 |
| 2 | A Systems Approach for Increased Market Penetration | 15 |
| 3 | Choosing the Most Effective Sales Channel | 25 |
| 4 | Fisher Controls International, Inc.: A Large Company Using Reps | 40 |
| 5 | The Truth About Independent Sales Reps | 51 |
| 6 | Profile of the Ideal Rep | 70 |
| 7 | How to Find and Hire the Best | 88 |
| 8 | Building Good Working Relationships | 117 |
| 9 | The Importance of Total Support | 137 |
| 10 | Evaluating and Controlling Performance | 156 |
| 11 | Feedback and Control: The Rep Council and Rep Audit | 168 |
| 12 | Commissions and Contracts | 188 |
| 13 | Legal Issues and Trends | 200 |
| 14 | Selling Through Distributors and Agents Overseas | 224 |
| 15 | Theory in Action: Case Studies | 239 |
| Appendixes: Contract Guidelines and Sample Contracts | 255 | |
| A | Guidelines for Negotiating an Agreement Between Sales Representatives and Manufacturers, Electronics Representatives Association | 257 |
| B | Manufacturers' or Suppliers' Sales Agency Specimen Agreement Provisions, Manufacturers' Agents National Association | 264 |
| C | Sales Representative Agreement, Industrial Perforators Association | 285 |
| D | Sales Agreement, Sparks Belting Co. | 301 |
| Resource Guide | 307 | |
| Index | 329 | |
| About the Authors | 335 |
| Price | Condition | Delivery | Seller | Action |
| $99.99 | Digital |
| WonderClub |
Login|Complaints|Blog|Games|Digital Media|Souls|Obituary|Contact Us|FAQ
CAN'T FIND WHAT YOU'RE LOOKING FOR? CLICK HERE!!! X
You must be logged in to add to WishlistX
This item is in your Wish List
X
This item is in your Collection
Selling Through Independent Reps
X
This Item is in Your Inventory
Selling Through Independent Reps
X
You must be logged in to review the productsX
X
X
Add Selling Through Independent Reps, Managing an independent sales force can be a major challenge—but, if it's done right, it can also be a powerful and lucrative sales strategy. Now in its third edition, this classic guide uncovers a wealth of proven tips and strategies for developing a, Selling Through Independent Reps to the inventory that you are selling on WonderClubX
X
Add Selling Through Independent Reps, Managing an independent sales force can be a major challenge—but, if it's done right, it can also be a powerful and lucrative sales strategy. Now in its third edition, this classic guide uncovers a wealth of proven tips and strategies for developing a, Selling Through Independent Reps to your collection on WonderClub |