Tools for Your Sales Representative

Working with a sales rep or sales rep organization to sell your products will give you the freedom to work on your business and make more of your unique products.  However, there are a few things you will need to provide your rep to help them sell your products.

•   Flyers or Price Sheets: Most sales reps carry binders or some type of book containing all the lines they represent.  Having a color flyer of your products to give your sales rep(s) will be most helpful.  Be sure to include the product size, minimum order, wholesale price and terms of sale.  You may want to offer additional flyers for your rep to leave with potential store buyers.

•    Samples: If you have a large line, it is impractical to give your rep a sample of everything you make.  But it is important to give them a good sampling of as many products as you can.  Don’t begrudge your rep is they ask for more samples.  Your sales should increase when potential buyers can look, touch and feel your products.  Plan to replace the samples every year or two as they will get ‘road worn’.

•   Sales Agreement: Having a written sales agreement is highly recommended.  With all your information in writing, it will make it easier for your rep to have a file of your important information such as house accounts and terms (more on this subject next week!)

•   Commission Schedule: Keep a written record of sales and commissions due each sales rep.  The best way to show your appreciation for your rep(s) hard work is to pay them accurately and on-time.

•    Good and Quick Follow Up:  Assume that phone calls and questions from your sales rep(s) come initial from your potential customers.  If you rep calls you with a question, respond as quick as possible.  The shorter the time you respond, the greater the chance is they can close a sale for you.

Next week, we will talk about Sales Representative Agreements.

4 comments for “Tools for Your Sales Representative

  1. Sir
    October 2, 2009 at 8:40 am

    I’m just starting out and finding information gems like these are real treasures! -Thanks Gift Rep Sandy

  2. October 5, 2009 at 6:33 am

    I look forward to your information! I have just started out. All the information you are providing is extremely helpful to me. Thank you! You are a blessing.

    When I enter a store for my first attempt to sell… I should have business cards, flyer, samples, price sheet… not sure what is included on this … is this the sales agreement? And would that also be the order form? Is there a separate order form? Should the order form be the carbon multi copies paper to leave them a receipt? Am I over thinking? When I go in, or my sales rep, I want to be professional and organized.

    Again, thank you for sharing your knowledge. Have you considered writing and e-book? This is the perfect time. More and more people are starting their own businesses… it is a great opportunity for you.

    Blessings to you and all you do,

  3. October 5, 2009 at 1:33 pm

    Thanks Karen for your message and questions. Most of the information you need is listed in the ‘Sales Call Prep’ section. I have several tips on how to prepare for your first sales presentation in those posts. And yes, as a matter of fact, we are in the process of writing and ebook and home study course on this subject. I will be announcing it in a few weeks to a few months from now (not sure how long it will take!).


  4. October 11, 2009 at 9:31 am

    Thank you! I look forward to your eBook!


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