Are you looking to create our update a sales representative agreement? This book is a tool that explains the key terms and clauses used in sales representative agreements, why they are important and typical objectives sales representative and companies have when negotiating sales agreements. While sales representative agreements define specific requirements on the relationship between a sales representative and a company, there is typically more to a sales representative agreement than the specific terms, responsibilities and compensation plans. This book explains the typical sale representative agreement terms and why they may be included in the agreement. Discussed are the common negotiable and non-negotiable terms. You will learn how to develop sales commission structures that can vary with performance targets. The agreement may define who owns customer lists and how sales leads will be managed. Expense budgets and allowances are described. The payment options including commission payments, base pay and expenses are described. Termination clauses are discussed and why the ending of a sales rep agreement should be anticipated and defined in the agreement. The book contains several sales representative agreements. Imagine if you had a sample of sales representative agreements that have been used by many types of companies. You could review the terms, format and create a draft agreement before having an expensive attorney review it. Even if you were to simply use a business attorney, the attorney may not know many of the optional terms and why businesses and sales representatives want these terms in the agreement. Some of the topics covered in this book include: - Typical Sales Representative Agreement Terms - Defining Sales Objectives - Commission structures - Managing Customer Lists - How to Manage Sales Leads - Expense Allowances - Payment Options - Termination Clauses - Sales Support Services - Sample Sales Representative Agreements
Mr. Harte is the managing director of Althos, an expert information provider that covers the communication industry. Mr. Harte has worked for leading communications technology companies since 1985 including Ericsson/General Electric, Audiovox/Toshiba and Westinghouse. Lawrence holds degrees of Executive MBA from Wake Forest University (1995) and a BSET from the University of the State of New York, (1990). Mr. Harte has instructed at and received numerous certificates from many non-university courses including IPTV, Internet Marketing, 3G wireless, billing systems, cryptograph, microwave measurement and calibration, radar, nuclear power, Dale Carnegie, 360 leadership, and public speaking.
Mr. Harte has appeared on television as an industry expert and has been referenced in over 75 telecommunications related articles in industry magazines. He has been a speaker and moderator at numerous industry seminars and trade shows. His magazine publications include Popular Science, Wireless Week, RCR, Cellular Business, Cellular Marketing and others. Between 1993-1995, Mr. Harte wrote a monthly column in Cellular Marketing called "Techniques." The monthly Techniques column explained the business related issues behind key technology innovations that were developing in the telecommunications industry.
