That dreaded phrase you hear on the initial contact with a prospective principal. How do you handle it? What do you say? Do you go on with the negotiations or end the conversation? What questions should you ask? How persistent should you be? Do you try to sell the prospective principal on how a manufacturers’ representative can benefit his company at this account?

These are just a few of the many questions that go through your mind when this potentially negative phrase “We have house accounts” comes up in the negotiations with a prospective principal. Reps have as many answers … Read the rest