Selling Through Independent Reps
Day 1
The structure and function of an outsourced field sales force
Rethinking your sales channel
- Appraising marketplace forces
- Characteristics now required in a sales channel
- Variations in scenarios facing attendees
The strategy of designing sales channels
- Setting goals and evaluating channel alternatives
- Building hybrid sales channels
- The six-step approach to increased market penetration
Defining the ideal rep
- Myths and realities of independent sales reps
- How much is the right rep worth?
- Identifying characteristics of the ideal agency and its sales personnel
- Developing a case from the class: “how-to” ideas for principles
The rep selection process
- Why searching for reps must be so much more precise than for direct sales personnel
- Where and how to find the best reps
- How to determine which reps are right for you
- The interview process
- Rational expectations of both rep and manufacturer in partnering relationships
Day 2
Growing the rep agency channel
Motivating and managing your rep network
- Field communications: building good working relations
- Structures for manufacturer-rep business plans
- Feedback tools for evaluating agencies
- Performance-based contracts
- Dealing with low performers
- The rep council and rep audit
Schedule
Day 1
8:15 - 5:00 p.m. Session
Day 2
8:15 - 4:15 p.m. Session