Selling Through Independent Reps

Product DescriptionManaging 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 successful independent sales force that will dramatically increase sales and profits. The book explains how to: * Decide if an independent rep force is the right choice * Find, hire, and support a highly productive rep group * Integrate reps into a total market segmentation strategy * Manage reps without controlling them, and more. Plus, it includes completely new information on the changing relationships between customers and suppliers--and the impact these changes have had on sales channelsBook Description"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 and maintaining a successful independent sales force that will dramatically increase sales and profits. The book explains how to:* Decide if an independent rep force is the right choice* Find, hire, and support a highly productive rep group* Integrate reps into a total market segmentation strategy* Manage reps without controlling them, and more.Plus, it includes completely new information on the changing relationships between customers and suppliers--and the impact these changes have had on sales channels."About the AuthorHarold J. Novick (Pittstown, NJ) is president of Novick & Associates, a general management and industrial consulting firm that helps companies increase sales and profits by using independent reps and distributors. His clients include DuPont, Hewlett-Packard, Mitsubishi, and Unisys. He is the author of the two previous editions of this book.
Author: Novick, Harold J.

Publisher: AMACOM

Binding: Hardcover

Language: English

ISBN-10: 0814405223

ISBN-13: 9780814405222