How can you tell if independent reps are right for your organisation? How do you find, hire and support a truly productive rep group? How can independents help your market segmentation strategy succeed? How can you monitor rep performance without "control"? Readers can find the answers to these and dozens of other critical questions in this comprehensive guidebook. Questions that must be addressed before one starts - or attempt to approve - a relationship with an independent sales organization. The author introduces a 6-step process that ensures effective use of independent reps.
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Book Description
Editorial Reviews
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."
--This text refers to an out of print or unavailable edition of this title.About the Author
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.
--This text refers to an out of print or unavailable edition of this title.
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Most Helpful Customer Reviews
34 of 36 people found the following review helpful:
3.0 out of 5 stars
Learn about Reps with a flavor of editorial bias,
By Daniel Marriott (Salt Lake City, UT United States) - See all my reviews
This review is from: Selling Through Independent Reps (Hardcover)
Novick digs into the do's and don'ts of selling through independent reps (his title is aptly used). Instead of focusing solely on the virtues of independent reps and how to implement their use into a marketing plan, he develops a kind of arguement of independent reps vs. direct selling. At each turn, instead of just giving a straight and open picture, he spends time exploring the pros and cons of both direct sales and reps. I think he made his case well in the first chapter, but he keeps revisiting the main argument, causing me to think that one of his book's main thesis' is, "Why independent reps are more effective than a direct sales force." Considering where his background is, one can easily see his bias.Despite these marginal qualities, Novick possesses a great store of knowledge, which he gives to the reader of how to find, attract, and keep superior reps. Overall, a good book for the inquisitive marketer, but some parts are worth glossing over.
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Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
Inside This Book
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First Sentence:
In the competitive marketplace of the twenty-first century, the right sales organization can make the difference between surviving and thriving, between lackluster results and sterling profitability. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
rep audit, sales channel design, rep network, rep profile, rep council, direct sales personnel, parallel reps, rep candidates, net invoice price, given trading area, rep sales force, independent sales organizations, independent reps, rep organizations, rep firm, direct salespeople, ideal rep, available rep, rep performance, direct sales organization, using reps, rep contracts, intensive coverage, sales coverage, new rep Key Phrases - Capitalized Phrases (CAPs): (learn more)
United States, North America, Fisher Controls, Western Europe, New York, Agents National Association, European Union, Mass Marketers End Users, United Kingdom, West European, Emerson Electric, John Weekley, New England, Laguna Hills, Los Angeles, New Jersey, North Carolina, Roger Brown New!
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Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
In the competitive marketplace of the twenty-first century, the right sales organization can make the difference between surviving and thriving, between lackluster results and sterling profitability. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
rep audit, sales channel design, rep network, rep profile, rep council, direct sales personnel, parallel reps, rep candidates, net invoice price, given trading area, rep sales force, independent sales organizations, independent reps, rep organizations, rep firm, direct salespeople, ideal rep, available rep, rep performance, direct sales organization, using reps, rep contracts, intensive coverage, sales coverage, new rep Key Phrases - Capitalized Phrases (CAPs): (learn more)
United States, North America, Fisher Controls, Western Europe, New York, Agents National Association, European Union, Mass Marketers End Users, United Kingdom, West European, Emerson Electric, John Weekley, New England, Laguna Hills, Los Angeles, New Jersey, North Carolina, Roger Brown New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
Citations (learn more)
This book cites 23
books:
See all 23 books this book cites
5
books
cite this book:
- Business Administration by L. Hall in Back Matter (1), Back Matter (2), and Back Matter (3)
- Marketing Channels (6th Edition) by Anne T. Coughlan in Back Matter (1), and Back Matter (2)
- Business Information Sources, Third edition by Lorna M. Daniells in Back Matter
- A Closer Look at the Art Techniques of Patrick Woodroffe by Patrick Woodroffe in Back Matter
- Strategic Marketing (McGraw-Hill/Irwin Series in Marketing) by David Cravens in Back Matter
See all 23 books this book cites
- Entrepreneur Magazine: Guide to Professional Services by Leonard Bisk on page 193, page 242, and Back Matter
- The Home Office and Small Business Answer Book: Solutions to the Most Frequently Asked Questions about Starting and Running Your Business by Janet Attard on page 306
- The Winner-Take-All Society: Why the Few at the Top Get So Much More Than the Rest of Us by Robert H. Frank in Back Matter
- Working from Home by Paul Edwards on page 575
- Business Savvy for Today's New Entrepreneur by Marilyn Burns on page 175
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