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Understanding and motivating the manufacturers' agent / Dick Berry

By: Berry, Dick [author]Material type: Text

TextPublication details: Boston : CBI Pub. Co., c1981Description: vi, 138 pages ; 24 cmSubject(s): INDUSTRIALIST AGENTS | SALES MANAGEMENTLOC classification: HF 5420 .B47 1981

Contents:

Part One. UNDERSTANDING THE MANUFACTURERS' AGENT -- 1. THE MANUFACTURERS' AGENT- LAST BASTION OF FREE ENTERPRISE -- 2. AGENTS' CHARACTERISTICS -- 3. WILL THE REAL AGENT PLEASE STAND UP? -- 4. AGENTS' DEVELOPMENTAL STAGES -- Part Two. MOTIVATING THE MANUFACTURERS AGENT -- 5. HOW AGENTS ARE MOTIVATED -- 6. AGENT BEHAVIORAL TYPES -- 7. DIMENSIONS OF AGENT PERFORMANCE -- 8. TECHNIQUES TO MOTIVATE AGENTS -- 9. MAXIMIZING INDIVIDUAL AGENT PERFORMANCE -- Part Three. REP VIEWPOINTS -- 10. A NEW AGENT LOOKS BACK -- 11. VIEWS OF A SUCCESSFUL AGENT -- 12. STILL AN AGENT- BUT NOT AN AGENT -- 13. PARTNERSHIPS IN PROFIT.

Summary: In the first chapter of this book, you will meet four successful, independent businessmen. Each, in his own way, has carved out a career as an independent sales agent- -a manufacturers' representative, rep, or agent. These people typify the many thousands who, at some time in their life, leave secure, well-paying jobs to take a fling at being their own boss, running a small business. In this respect, reps aren't much different from many other people who start small businesses- using their wits, personal resources, and an idea to build a new career and livelihood.

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Item type	Current library	Home library	Collection	Shelving location	Call number	Status	Date due	Barcode
Books	LRC - Annex	National University - Manila	Marketing Management	Relegation Room	GC HF 5420 .B47 1981 (Browse shelf (Opens below))	Available		NULIB000005966

Includes bibliographical references.

In the first chapter of this book, you will meet four successful, independent businessmen. Each, in his own way, has carved out a career as an independent sales agent- -a manufacturers' representative, rep, or agent. These people typify the many thousands who, at some time in their life, leave secure, well-paying jobs to take a fling at being their own boss, running a small business. In this respect, reps aren't much different from many other people who start small businesses- using their wits, personal resources, and an idea to build a new career and livelihood.

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