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This exploratory study assesses the impact of variables associated with a financial portfolio model (marginal returns, growth, synergy, and uncertainty) and characteristics of the channel relationship (power, organizational climate, and communications) on the selling time allocated by 71 independent sales agencies to the principals they represent. The results indicate that the time allocated to principals is consistent with a normative microeconomic model; however, aspects of the channel relationship, particularly communications, participation, and feedback, also influence resource allocations. (Reprinted by permission of the publisher.)

On average manufacturers' representatives earn $60,000 to $75,000 annually, although their sales managers rated them as less than 60 percent effective in a recent survey of sales executives attending an American Management Association course offering. Some techniques used by sales managers to make their manufacturers' representatives more effective are examined; these include: psychological approaches, interviewing and selection processes, rep training, sales aids, field visit programs, management communication procedures, sales meetings, commission rates and incentives, and employment and commission contract innovations.

What rules govern what can and cannot be put into an agreement or contract? To be binding, a contract simply must have an offer, acceptance and consideration. There are no [...]

Long-Term Treasury prices closed lower yesterday, with the 30-year bond off 3/8 point to yield 7.81%, after being hit with a wave of retail selling late in the session. There [...]

Salespeople in the United States need to undergo training in order to maintain success. Economic and competitor changes can be addressed through training. Tips on how to become a better salesman are also provided.

The last couple of months of 2003 will be interesting for many sales teams. With pressure to hit end-of-year revenue targets, many sales forces are operating on empty when it […]

The Promotion Marketing Association of America (PMAA) reports that 1986-1987 expenditures for sales promotion will exceed $100 billion. Sales promotion expenditures have increased by an average of 12 percent per year and, since 1974, have surpassed advertising expenditures every year. Sales promotion expenses amounted to $94.5 billion in 1985, compared to advertising expenses of $54.8 billion in the same year. Most promotional expenses relate to meetings and conventions, accounting for 31 percent of 1985's promotion expenditures. A report by Donnelley Marketing supports the findings of the PMAA by noting that media expenses related to advertising are accounting for increasingly smaller portions of companies' total promotional budgets. The Donnelley report also notes that couponing promotions have plateaued but will continue. Other highlights from the PMAA and Donnelley reports are discussed.

Sales directors need to consider the alternatives to a full-time salesforce, writes Charles Wilson, a director of Abberton Associates. He is the author of Profitable Customers: How to Identify, Develop [...]

Two months ago I did some serious shopping at seven auto dealerships, exploring what they had to offer, discussing prices, and determining whether I really wanted to buy. It wasn't [...]

Firms Beefing Up Direct-Sales Efforts as Competition Heats Up The Force is with PC hardware and software companies--the direct sales force, that is. As competition heats up and products become […]