Selling Through Independent Reps |
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| Author:
| Novick, Harold J. |
| ISBN: | 978-0-8144-0522-2 |
| Publication Date: | Mar 2000 |
| Publisher: | AMACOM
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| Book Format: | Hardback |
| List Price: | USD $75.00 |
Book Description:
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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...
More 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 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." "