Sales Rep Contracts
Manufacturers / Importers
More about founder, Roger Wilson
Sales Representatives
The dynamics of representative-manufacturer agreements are changing, and iron-clad contracts are more of a necessity. Here we'll give a few tips about what should go into a sales representative contract. However, by nature, this is less than definitive because contracts will range wildly due to the type of product, number of territories, and other criteria.
The main thing to remember is that the sales representative's role has expanded recently. For example, now a sales representative is often involved in helping a buyer with marketing a specific product. Telling a buyer how to market a product can actually increase the likelihood of a sale. Buyers are more willing to make a purchase if marketing is already in place and future sales appear more likely.
Not all sales representatives are involved in marketing. This will be a point of discussion in our initial consultation with you. We will help determine everything you need from a particular sales representative. In turn, this will help you write the contract. The final contract should be written up with the representative once you work out all of the particulars.
Split Commission
Another issue which might need to be covered has to do with commission. You may need to set a different commission rate with different reps. This will be determined by the number of products in the line as well as the size of the territory. In your consultation with MRP, we will help you work through all of the particulars--helping to cut down on a potential organizational headache.