Harold J. Novick - Selling through independent reps
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Cover
| title | : | Selling Through Independent Reps |
| author | : | Novick, Harold J. |
| publisher | : | AMACOM Books |
| isbn10 | asin | : | 0814405223 |
| print isbn13 | : | 9780814405222 |
| ebook isbn13 | : | 9780585383880 |
| language | : | English |
| subject | Selling, Sales management--United States, Marketing channels--United States, Commercial agents--United States. | |
| publication date | : | 2000 |
| lcc | : | HF5438.25.N68 2000eb |
| ddc | : | 658.8/102 |
| subject | : | Selling, Sales management--United States, Marketing channels--United States, Commercial agents--United States. |
Page i
Page ii
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Page iii
SELLING THROUGH INDEPENDENT REPS
Third Edition
Harold J. Novick
Page iv
| Special discounts on bulk quantities of AMACOM books are available to corporations, professional associations, and other organizations. For details, contact Special Sales Department, AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Tel.: 212-903-8316 Fax: 212-903-8083 Web site: www.amanet.org |
This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought.
Library of Congress Cataloging-in-Publication Data
Novick, Harold J.
Selling through independent reps / Harold J. Novick. 3rd ed.
p. cm.
Includes bibliographical references and index.
ISBN 0-8144-0522-3
1. Selling. 2. Sales managementUnited States. 3. Marketing
channelsUnited States. 4. Commercial agentsUnited States.
I. Title
HF5438.25.N68 2000
658.8/102dc21 99-57938
CIP
2000 AMACOM, a division of American Management Association.
All rights reserved.
Printed in the United States of America.
This publication may not be reproduced,
stored in a retrieval system,
or transmitted in whole or in part,
in any form or by any means, electronic,
mechanical, photocopying, recording, or otherwise,
without the prior written permission of AMACOM,
a division of American Management Association,
1601 Broadway, New York, NY 10019.
Printing number
10 9 8 7 6 5 4 3 2 1
Page v
To the well-conceived rep / manufacturer relationship, for it offers
unique competitive advantage in the marketplace dynamics of the
new millennium.
Page vi
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Page vii
Acknowledgments | xi |
Introduction | xiii |
1 Independent Sales Organizations: An Overview | |
Getting Acquainted | |
Two Categories of ISOs | |
Three Levels of Sales Structure | |
Direct Sales Force | |
Independent Sales Organizations: An Overview | |
A Few Examples of Sales Channels | |
Key Differences in Sales Organizations | |
2 A Systems Approach for Increased Market Penetration | |
The Six-Step Process | |
Theory Applied: The Product/Market Matrix | |
The Next Step | |
3 The Ideal Sales Force for the New Millennium | |
Characteristics Needed in the New Millennium Sales ForceDo They Suggest Direct Sales or Independent Reps? | |
Another View of Alternative Channels | |
Using Reps | |
Using a Direct Sales Force | |
Using Combined Rep/Direct Structures | |
Key Questions to Consider | |
Putting It All Together | |
The Question of Conversion | |
Channel Conflict | |
The Next Step | |
4 Fisher Controls International, Inc.: A Large Company Using Reps | |
Background | |
Individual Interviews |
Page viii
Lessons From Fisher | |
The Next Step | |
5 The Truth About Independent Sales Reps | |
Myths About Reps | |
The Real Reasons for Poor Rep Performance | |
Some True Statements About Reps | |
What A Good Rep Can Give You | |
Other Aspects of Reps | |
The Next Step | |
6 Profile of the Ideal Rep | |
How Much Is the Right Rep Worth? | |
A Search Anomaly | |
A Model | |
Other Important Characteristics | |
From the Ideal to the Pragmatic | |
The Next Step | |
7 How to Find and Hire the Best | |
A Search Methodology | |
Management Commitment | |
Planning the Search Program | |
Assigning Responsibilities | |
Searching for Candidates | |
The Screening Chronology | |
Selecting the Best: Personal Interviews | |
Making the Selection | |
If You Have Parallel Reps | |
The Next Step | |
8 Building Good Working Relationships | |
Getting the New Rep Started | |
Working Together for Long-Term Success | |
What Your Reps Expect From You | |
What You Should Expect From Reps | |
What You Should Not Expect From Reps | |
The Next Step | |
9 The Importance of Total Support | |
The Organizational Climate |
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