Agents in Selling
The Sales Agents
Many companies, who cannot employee full time salesman to cover a market segment or demographic region, utilize sales agents. Webster defines a sales agent as: one who is authorized or appointed by a manufacturer to sell or distribute his products within a given territory but who is self-employed, may or may not take title to the goods, and does not act as an agent for a principal. These agents can be a very valuable part of the sales effort but are often drastically underutilized. Let’s consider some of the misconceptions about agents and how to optimize their value in your sales effort.
The first question is Do you really need a salesperson at all? In today’s, internet connected world, a sales person is only of value if there is no need for interactive person-to-person communication. … Read the rest