Protecting Your Commissions: A Sales Representative's Guide [Paperback]

Randall J. Gillary (Author)

Book Description

Publication Date: July 2003

Sales commission legal expert, Randall J. Gillary, provides practical advice for all commissioned sales people on how to get paid the commissions they have earned. Gillary uses his 24 years of experience to help sales people at all stages of their relationship with their employers or principals from negotiation of a sales representation agreement through litigating a commission claim. This is a must read for all commissioned sales people.

Editorial Reviews

Review

"...A must read reference book for all independent reps." -- Carol Scheid, Managing Director, Society of Manufacturers' Representatives, Inc., 2003

"...Gillary...takes a view of the sales person's commission from virtually every angle..." -- Jack Foster, Editor, Agency Sales Magazine, A Publication of the Manufacturers' Agents National Association, 2003

About the Author

Randall J. Gillary is one of the top recognized legal experts in the field and focuses his practice and his writings on trying to ensure that sales representatives get paid the commissions they have rightfully earned. He is an active litigator, counselor, lecturer, and author advocating the rights of sales representatives. Put Mr. Gillary's more than 20 years of experience in representing sales people to work for you.

Product Details

• Paperback: 188 pages
• Publisher: R.J. Law Publishing, LLC (July 2003)
• Language: English
• ISBN-10: 0974184705
• ISBN-13: 978-0974184708
• Product Dimensions: 8.4 x 5.4 x 0.7 inches
• Shipping Weight: 9.6 ounces (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars  See all reviews (3 customer reviews)
• Amazon Best Sellers Rank: #857,047 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

5 of 5 people found the following review helpful:

5.0 out of 5 stars Finally one for the reps, July 1, 2006

By 

Daniel B. Beaulieu "Business book man" (Maine) - See all my reviews
(REAL NAME)   

This review is from: Protecting Your Commissions: A Sales Representative's Guide (Paperback)

The most important book a rep can own
Once in a great while a book comes along that fits your needs perfectly. A book that completely provides the answers to questions you have been asking your entire career. If you're an independent sales representative, or if you work with independent sales reps, then your time has come, this is the perfect book for you. Protecting Your commissions: a sales Representative's Guide is the most comprehensive book I have ever seen focused on the rep/principal relationship. Written by Randall J. Gillary, an attorney who specializes in helping reps get paid, this book concentrates on protecting the rep from getting shafted (sorry there is no nicer word) by his principals.
As a sales management consultant, much of my work involves the finding, signing and managing of sales reps and I must tell you that the rep/principal relationship is just about the most difficult relationship in business. Doing my job I talk to literally hundreds of reps and I have yet to meet one who does not have a horror story to relate on how he did not get paid my one of his principals.
In language that is clear and concise (particularly surprising for a lawyer) Gillary discussed all of the pertinent subjects from sales rep agreements to exclusive territories versus exclusive accounts; from renegotiating commission rates to handling terminations. There is even a section warning the rep to beware of the new sales manager and or consultants (gulp!).
With over twenty four years of experience in the field of rep/principal arbitration and litigation Gillary has to be the industry's foremost expert on the subject; and for only fifteen bucks you get to take advantage of his knowledge and expertise. Listen to some of the topics he covers in the book:
* Commissions
* Contracts: written or oral?
* Call reports
* Non-compete agreements
* House accounts (always a popular and messy topic)
* Making more money than your boss/Principal ( suicide)
* Contacting customers after termination
* To sue or not to sue?
And that's just a sampling. If I sound excited about this book it's because I am. I have been looking for a book like this for a very long time. This is the first time I see a book about rep contracts that does not just include copies of long boring contracts written in "law speak" so that no matter how much time you take to carefully read the contracts you still can't even figure out whose who, or who does what to who? In this case each topic is handled with a couple of paragraphs of plain English.
I don't see how you can go on being a rep without buying this book.
Oh another thing, if you're a principal you need this book just about as much as the rep does. You need it to get a much better understanding of how to have a great relationship with your rep. After all the better your get along with your reps, the more sales you will have and the better your business will perform. There is no reason why a great rep/principal relationship can't exist, especially if you are both reading from the same page or rather the same book. Protecting Your Commissions: A sales representative's guide If you're a rep you are crazy to be without it for one more day. If you're a principal you need it too.

1 of 1 people found the following review helpful:

5.0 out of 5 stars REPS - you need this book!, December 14, 2006

By 

S. Landsman (Chicago area) - See all my reviews
(REAL NAME)   

This review is from: Protecting Your Commissions: A Sales Representative's Guide (Paperback)

I've been a manufacturers' rep since 1976. If I'd read this book then, I'd have made a lot more money and had a lot less grief over the past 30 years!

5.0 out of 5 stars Very valuable information for someone learning this business, October 8, 2009

By 

TitanShane (Birmingham, AL United States) - See all my reviews

This review is from: Protecting Your Commissions: A Sales Representative's Guide (Paperback)

This book is worth the price you will pay for it and the time you will spend with it. The author covers many of the sticky legal situations that probably will arise in a career as an independent sales rep. It was a real eye opener for someone who hasn't experienced those situations yet and it made me much more aware of how to handle all stages of the principal-agent relationship.

The only slight negative I would add is that in almost all real world examples, the author (practicing law in Michigan) dealt with auto parts and components manufacturers using agents to sell to auto manufacturers. Some of the situations that are industry specific may not directly apply to the industry that I will be working in. A broader approach with different types of businesses would have made this more valuable to me.

All in all, I would highly reccomend it because it really makes you think about all of the ways in which you must protect yourself. I am glad I am finding this book on the front end of my career.