Selling Through Independent Reps PDF Download

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Selling Through Independent Reps

Selling Through Independent Reps PDF Author: Harold J. Novick
Publisher: Amacom Books
ISBN: 9780814405222
Category : Business & Economics
Languages : en
Pages : 392

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Book 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."