n n n Performance-based compensation Practical approach to downsizing Diversification into multiple markets and specialized distribution channels Explore new opportunities with minimal investment in sales infrastructure Lower overhead, standardized sales costs
n n n n 8. Multifaceted, multi-skilled sales team 9. Wider, deeper coverage 10. Stronger local relationships 11. Reduced sales force turnover 12. Training required only on product 13. Closer-to-the-customer forecasting 14. Better market intelligence
n n 15. Knowledgeable advice and information - hear it like it is! 16. Risk-free exploration of new market niches 17. Problem-solving approach outperforms product selling 18. Vested partner in manufacturer’s success
n n Independent professional provider of field sales and marketing services to manufacturers or suppliers Typically handle a portfolio of related but noncompetitive lines Work under contract in a defined territory on an exclusive basis Income directly tied to productivity
n n n Professional Multifaceted Technologically adept Ubiquitous Come in all shapes and sizes, from small definedfocus firms to multiple-office firms handling all facets of marketing
n n n n Portfolio synergies Broad-based solutions Consultative approach Partnering relationship with customer Greater speed of market penetration Entrée through portfolio leverage Basic economics of sales before sales costs
n n n Not an additional channel - they are the manufacturer’s sales force paid differently Not middlemen - they neither take title nor mark up costs Not distributors - and very different from distributors
n n Interface with distributors, refer orders to distributors, receive commission on sales through distributors May warehouse (for a fee), but do not maintain inventory n Rely heavily on rep for referrals, training, engineering support n Maintain inventory
n Focus on customer needs n Focus on selling what’s on the shelf
n n High caliber personnel - entrepreneurial, competitive, goal-oriented Success tied to contacts in the territory rather than the corporate hierarchy Rooted geographically, creating stable relationships Saves time for the buyer by presenting multiple lines in a single call
The Customer Benefits Too
n n n Stable relationship with someone who knows the corporate culture Long-term commitment to the territory Multifaceted resource More efficient (multiple line) sales calls Consultative selling Bridges intra-company communications gap
n n Advocacy, ability to secure exceptions to supplier policy Help in order strategy, distribution or direct Perspective on market conditions and trends Solutions approach -- looking at the forest, not the trees
n n Rep has more at stake with other products sold to the company, and thus will fight harder for needed accommodations Rep has more freedom than direct salesperson to carry the fight to the top
n n Finances the sale, usually receiving commission only after goods are shipped Pays for recruiting, training, employee benefits, travel, client entertainment, automation, order entry, and more Handles extra roles in expediting, returns, trade shows, administration Eliminates manufacturer’s legal exposures
n n Enhancing management skills for reps and manufacturer personnel who manage reps Disseminating information and advancing public understanding of the rep system Three-year Certification program shows commitment and demonstrates achievement Reps offering new services, participating in new selling paradigms
n n n n Have strategic plans Strong territory relationships Able to share intimate market knowledge Technologically current Active in industry associations Network for best practices CPMR certified management
n n n n Synergy of multiple lines Economy of shared costs Permanence of shared costs Intimate knowledge of customers Solutions orientation Perspectives they bring to principals Prosper only by creating prosperity!
Скачать презентацию n n n Performance-based compensation Practical approach to
7ed96321ffa4d0fbaf1202a7f53fb586.ppt