Hire reps or direct salespeople? The $64,000 (or much more) question  

Oleh:

Goldsberry, Clare

Jenis: Article from Bulletin/Magazine - ilmiah internasional
Dalam koleksi: Modern Plastics Worldwide vol. 86 no. 8 (Sep. 2009), page 14.
Topik: Direct Salespeople; Independent Sales Representatives; Customer

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Perpustakaan Pusat (Semanggi) Nomor Panggil: MM68.8 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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To hire direct salespeople or not to hire direct salespeople, and instead to place your hopes in independent sales representatives? Eventually most small to midsized processors and moldmakers face this question. There are pros and cons to each approach. Tim Holland didn’t like sales. “Getting myself out of sales was the best thing I ever did,” said the president of Metro Mold & Design Inc. during a panel discussion at the American Mold Builders Assn.’s annual meeting this year. “I’m not good in front of the customer, and tend to back down. But the sales guy doesn’t because his paycheck depends on it.” Today, Holland’s company, located in Rogers, MN, has a VP of sales and five salespeople who sell for Metro’s mold manufacturing and contract injection molding businesses. It’s a fairly deep sales team, but Holland believes that salespeople are key. The firm’s molding unit has 43 presses ranging from 35-650 tons. Holland says that he tried using manufacturers’ reps, but was disappointed. “I think we just weren’t set up to manage reps,” he opines. At Industrial Molds Group (Rockford, IL), Tim Peterson, VP, has struggled with the direct vs. sales rep conundrum. On his staff is one employee focused exclusively on sales, supported by the company’s engineering staff. Recently, Peterson tapped a sales rep to cover Michigan and so far likes that arrangement. One obvious but common mistake is to hire a rep, give him some brochures, and turn him loose. “It takes a lot of work on our part to manage the rep,” Peterson says. “I go to Michigan on a regular basis and work with the rep, make sales calls with him to companies that he’s tapped into, and generally keep up with the activity there.”

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