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Managing principal visits
- Article from:
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Agency Sales
- Article date:
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October 1, 2002
- Author:
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Copyright informationCopyright Manufacturers' Agents National Association Oct 2002. Provided by ProQuest LLC. (Hide copyright information)
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Are visits by principals to customers beneficial?
For the principal? Yes!
For the rep? Yes!
For the customer? Yes!
Are these visits necessary? Yes! For all concerned.
Are they profitable?
They certainly should be!
If visits by principals are necessary, beneficial, and profitable, why do they cause both principal and rep so much difficulty? This difficulty is caused by lack of planning and lack of communication.
A principal might send an e-mail saying "There are very good air fares available, but I had to make reservations today and travel within five days, so I will be in your territory next week. Set up some meetings and find me a hotel!"
Another principal declares "Haven't been ...