Simplifying the Sales Process for the Rep


This article is reprinted with permission from the January 2007 issue of GHTA Gift Talk, the newsletter of the Gift & Home Trade Association. While the subject matter is directed to members of that association, it’s clear that many of the concerns written here are shared by reps working in all industries.

During my 34 years as a rep in the gift industry, I have found it interesting to listen to manufacturers discuss their relationships with reps. Although manufacturers find reps a necessary evil, I think they find this segment of their business to be the most frustrating! It’s … Read the rest