Why Use Reps?
The Manufacturers' Representatives Educational Research Foundation states,
"In today's marketplace, the pressure is on. Every company, including yours, and including all the companies you sell to, or would like to sell to, want to add value to its product while becoming more efficient and more effective and to reduce costs in the process.
In today's world, the buzzword is solutions. Serving customers requires having competent, motivated salespeople in the field. Whenever you are calling on engineers or buyers, contractors, distributors, or end user customers your sales force has to help them solve their problems.
Many manufacturers have made the strategic choice to outsource business functions. Along with outsourcing functions such as payroll and purchasing, a good strategic choice is to outsource field sales to multiple-line sales organizations. The manufacturer gains the market penetration benefits as well as the solutions orientation offered through the synergy of related products, and the economic benefits of a predetermined sales cost that goes up and down with sales. Above all, you have eliminated any sales cost until after a sale has actually been made.
What is a multiple line sales organization?
A multiple line sales organization provides professional field sales and marketing services to manufacturers or suppliers. They are owned and operated by entrepreneurs... small business people who understand the complex nature of operating a profitable business. These firms work under a contractual agreement, usually exclusively, within a defined territory. They sell related, but not competing products, for more than one manufacturer or principal, generating their revenue from commissions on sales."
See http://www.mrerf.org/mfrs/gen_info.htm for more information on "Why Use Reps?"
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