What Independent Sales Reps Should Expect From Their Principals

When dealing with principals, there are several things that can and should be expected of them by independent sales reps:

Training - Principals must train the independent sales rep on products and/or services. Principals may pay or split expenses with the sales rep for training tools, courses (if they are necessary), and travel (if the independent rep is expected to visit the principal's office or manufacturing facilities).

The BIGGEST factor in an independent sales rep's failure is their lack of product knowledge. If a sales rep is not comfortable selling a product, they WON'T.

Initial Travel Period - For the first few months, it is suggested that the principal make a person available to travel with the sales rep to make initial sales presentations. This gives the rep time to understand and get a feel for the sort of questions that customers ask, problems, what sorts of things to look for, what the sales cycle looks like, and so on.

Sales and Order Tracking - Sales reps do not work under the same roof as the principal, and they are paid commission only. Because revenue is not guaranteed, it is vital for the independent rep's business to receive information such as:

Copy of quotations and price lists

Pending orders

Order status

Shipping notifications

Copies of invoices

Commission schedules

Copies of literature sent with Products

IMPORTANT: The most common way to lose a rep is poor communication.

Timely Follow Up - When independent reps bring in quotation requests, the principal needs to turn them around as soon as possible! Likewise, if there are problems in the field, principals should offer support to the sales rep, as well as their customers.

Customer List - The principal must supply the sales rep with an installation or a user list of their lines or services within the independent rep's territory. This is a great way to help the rep build a customer base, as well as to understand the principal's products. This can greatly assist the principal, as it can open up previously unseen sales opportunities.

Supply Marketing Material - Principals need to supply independent reps with adequate promotional material such as brochures, samples, catalogues, and so on.

by: Justin

POST COMMENT

Short Sales A Viable Alternative to Foreclosure Pharmaceutical Contract Sales Organizations (cso) The Nob Hill Inn Resort Timeshare Resales Sales Recruiter Prowess Covers Every Specialization The Mall: sales fever is rising How To Pay Taxes On Stock Sales Sales Assessment Test To Rich The Peak Of Success Guigang Cement Sales Surged 30 Percent The Region Rci Points Timeshare Resales - The Village Of Loon Mountain How to make good sales with ebay How To Create Sizzling Product Sales Pages - 7 Program Hr 3648 | The #1 Myth About Short Sales SEO Reseller Program - The Additional Revenue