For many sales managers, using independent reps is akin to driving a herd of unpredictable but powerful buffalo. Now Novick explains how to effectively feed and care for this "wild breed" by implementing a unique, six-step process that ensures truly effective use of independent reps. He shows how to find and hire the best possible reps; support, motivate and control reps for maximum sales; and get maximum energy and time out of your reps. Includes valuable guidelines on legal issues, commissions, performance evaluation, and ...
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For many sales managers, using independent reps is akin to driving a herd of unpredictable but powerful buffalo. Now Novick explains how to effectively feed and care for this "wild breed" by implementing a unique, six-step process that ensures truly effective use of independent reps. He shows how to find and hire the best possible reps; support, motivate and control reps for maximum sales; and get maximum energy and time out of your reps. Includes valuable guidelines on legal issues, commissions, performance evaluation, and more.
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Seller's Description:
Good. Good condition. Good dust jacket. A copy that has been read but remains intact. May contain markings such as bookplates, stamps, limited notes and highlighting, or a few light stains.
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Very good. Connecting readers with great books since 1972! Used books may not include companion materials, and may have some shelf wear or limited writing. We ship orders daily and Customer Service is our top priority!
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Seller's Description:
Fine in Very Good jacket. Book Quarto, fine in VG white and blue dj. 336 pp. -indexed. Helps you define company's objectives, plan strategies, design sales channels to cover target markets, define the ideal rep for short and long term, conduct aggressive search for reps, develop rep support, apply management tools and more. This book could make you a millionaire!