Recently added articles from Agency Sales:
The Value of Legal Advice
Feb 01, 2009; ... I think I need an attorney ... Here, at MANA headquarters, we get this phone call often. The calls are about business issues such as buying-selling a firm, or, more often, about Rep-Principal agreements. In this situation, you typically need an attorney at two points in time: 1) at the ...
You Have to Get in the Game
Feb 01, 2009; ... During the football and basketball season, the "games" are certainly of intense interest for many people, especially if you live, as I do, in Lawrence, KS. Getting into the game is the primary goal of a lot of players. Considering that goal led me to start thinking of our own businesses, MANA ...
WHEN CONTRACTS GO GLOBAL: INTERNATIONAL ARBITRATION PAYS OFF
Feb 01, 2009; ... WITH GLOBALIZATION AND THE EVER-SHRINKING WORLD, OUR CLIENTS' DEALINGS WITH COMPANIES FROM AROUND THE GLOBE INCREASED RAPIDLY. AND, AS WOULD BE LOGICAL, DISPUTES WITH THESE COMPANIES BECAME AS STATISTICALLY COMMON AS WITH DOMESTIC COMPANIES. As part of the evolutionary process and in ...
HOW TO SOFTEN THE IMPACT OF CUSTOMER BANKRUPTCY: A SPECIAL REPORT FOR BUY-(RE)SELL REPS
Feb 01, 2009; ... Every day seems to bring a report of another financially troubled business that has filed for bankruptcy, or which is on the verge of doing so. All too often, such companies are more than just headlines in the news. Rather, if you happen to be a "Buy-Sell" rep - one that buys its principal's ...
LIGHTS. CAMERA. SELL! THE 10 TRAITS OF EFFECTIVE REPS: PART II: WHAT YOU NEED TO BECOME A FACILITATOR AND A PRODUCER
Feb 01, 2009; ... Last month, Agency Sales began a series of articles that examines the traits needed for an independent manufacturers' representative to be successful. The traits are borrowed from a book entitled Ten Traits of Highly Effective Principals: From Good to Great Performance, by Elaine K. McEwan. The ...
GEAR UP TO SELL MORE IN 2009
Feb 01, 2009; ... Even though the economy is in serious trouble, nothing has changed. You still need to make sales. Whatever your industry and whatever else is happening, one task remains - closing sales. Here's the problem: even though you may know your products and have the right selling skills, it may ...
Great Expectations
Feb 01, 2009; ... Manufacturers Compare Notes on Rep Expectations In the interests of fostering a bit of synergy between two of MANA's major communication tools - the MANA website (MANAonline.org) and Agency Sales Magazine - what follows is the beginning of an "electronic" dialog that appeared on the MANA ...
R-Commerce and the Art of 'Connecting'
Feb 01, 2009; ... Elevate Your Business Success with Social Networking and Open Source Social Networking is a logical extension of relationship marketing, or what I call R-commerce. It is the desire for people to connect with others who share similar interests, values, ideas and who can help each other ....
Paid Tax Preparers
Feb 01, 2009; ... Tax Preparation Firms You hire a doctor or lawyer, although you have no technical knowledge about the practice of medicine or the rules of law. Many of you hire your tax preparer just as blindly - and particularly when based on some acquaintances' misleading comment that, "He got me a ...
Estate Planning
Feb 01, 2009; ... Are Your Beneficiary Designations Up-to-Date? Regardless of their level of personal wealth, there is one estate planning concern that is shared by people from all walks of life - the decision of who gets what when you are gone. While many people logically assume that a will is the ...
The Birth of a Sales Representative
Feb 01, 2009; ... Birth of a Salesman, Act 7 (With apologies to Arthur Miller) In all humility, Mr. Miller, I must explain: a Manufacturers' Representative is not just a salesman - he has graduated into becoming a Professional. Teaching Selling at Northwestern under Dr. Benjamin Bills was ...
Your 'Objectives' Determine the Success of Your Call
Feb 01, 2009; ... SYNFRGISTIC SELLING FOR THE 21ST CENTURY I CHAPTER 8 Selling by Objectives We have all had experiences in our lives which have affected our careers. One of the most important for me occurred at the Shrine Auditorium in Los Angeles. I had brought fifty distributor and dealer ...
MANA News
Feb 01, 2009; ... MANA News is dedicated to MANA member information, updates and announcements. If you are a MANA member with news to share, please send a write-up to: Association News Editor, Agency Sales Magazine, 16 A Journey, Suite 200, Aliso Viejo, CA 92656-3317; or email to ...