Selling Through Independent Reps

"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."

For many sales managers, using independent reps is akin to driving a herd of unpredictable but powerful buffalo. Now Novick explains how to effectively feed and care for this "wild breed" by implementing a unique, six-step process that ensures truly effective use of independent reps. He shows how to find and hire the best possible reps; support, motivate and control reps for maximum sales; and get maximum energy and time out of your reps. Includes valuable guidelines on legal issues, commissions, performance evaluation, and more.

Harold 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.