INDEPENDENT SALES AGENTS<br>Up to this point, we have focused on how to organize a company sales force in which<br>all the salespeople and managers are employees of the firm, An important alternative is to<br>hire independent sales agens (sometimes referred to as manufacturers reps) to perform the<br>selling function. Sales agents are not employees, but independent businesses given exclusive<br>contracts to perform the selling function within specitfied gcographic areas. They take neither<br>ownership nor physical possession of the products they sell and are always compensated<br>by commission. Agents are often used to develop new markets. They are able to get up to<br>speed quickly in such situations because agents usually handle five to eight noncompeting<br>but related product lines that they know fairly well and sell to similar buyers.
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