Selling Through Independant Reps

by Harold J. Novick

This complete book is a must-read reference for all companies who work with an independant sales force to increase their 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.

Outsourcing the Sales Function: The Real Costs of Field Sales

by Erin Anderson and Bob Trinkle

This book focuses on determining the true costs and benefits of both in-house and outsourced sales forces. They explain in detail the differences between manufacturers' reps and company owned, tips for when to use them, how to most effectively work with them to optimize company return, and how to build strategic long-term alliances.

For Sales Representatives

Laugh and Learn Sales Territory Management Manual and CD: Sales Territory Management and Sales Software Overview Using the Story of a Bumbling Pharmaceutical Sales Representative (Plastic Comb)

by Daniel Farb and Bruce Gordon

This book is a combination of two courses on important sales skills. Why not chuckle while learning how to organize your sales day? In Sales Time Management, an effective sales manager teaches some bumbling sales reps how to manage their time better. You will learn sales time diagnostics, scheduling your work, recovering scrap time, how to maximize time with prospects, and how to minimize sales meetings. In Sales Territory Management, Hap Hazard's and Jerry Greenhorn's stupid questions about sales territory management enable an expert to teach them how to do it right. You will enjoy the story while you learn the material. You will learn the designing of sales territories, the alignment process, realignment of existing territories, territory alignment software, and territory review frequency. Readers will enjoy the approachable, compact, conversational style of the title.

Protecting Your Commission: A Sales Representatives Guide

by Randall J. Gillary

This is an excellent book that looks at the manufacturer / sales rep relationship from the sales rep's point of view. It covers in details such topics as:
• 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
• Contacting customers after termination
• To sue or not to sue?