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    • Sale of one product can ``trigger`` sales of other products. Multiple line selling creates a synergistic effect, with a broader, better defined customer base, and with more complete coverage, resulting in deeper market penetration and increased sales.
    • Sales costs are known. Representatives are paid based on results.
    • Provide manufacturers immediate access to a well-educated sales team
    • Representatives have local acceptance. They are familiar in the sales territory and trusted by the customers.
    • Provide quick entry into the market because the relationship between manufacturers' representatives and the buyer is often stronger than among company-employed salespeople because the representative knows not only those responsible for purchasing but also other decision-makers within the customer management team.

     

    • Provide more complete coverage in specific geographic areas and market because of their familiarity with manufacturing activities. Representatives are quick to identify where new products can be sold where a direct sales force, in contrast, may take months or years to acquire similar knowledge.
    • Provide more objective evaluation and customer feedback of new products or ideas for improving existing products as they represent more than one line and do not work for the manufacturer.
    • Provide information and knowledge to dealers and end users through product know-how, product training, field and test demonstrations and consultative selling.
    • Provide market research that cannot be provided from a mass survey or book.
    • Alert manufacturer to new laws or regulations specific to their territory that might affect their product.