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CHECKLIST

SALES REP EVALUATION


To distribute a product, you first have to make sales. Many small companies are unable to field a large sales force, so they enhance their efforts by using independent sales representatives who will sell their products, along with those of other businesses, for a contracted commission. If you consider contracting with an independent sales rep, this checklist will help you evaluate each rep you are considering. 


Does the rep carry conflicting or competing lines?

What the reps commission structure?

What is the geographical area covered?

Who is the reps key account?

How many years has the rep been in business? Can the rep supply a current list of references?

What type of promotional support is offered?

How willing is the rep to submit sales-call reports?

How frequent are the reps trade-show appearances?

What is the reps specialty?

Has the rep listed all markets covered?

Does the rep really know the customer?

When are commissions paid?

When are overdue accounts collected?

What deductions does the rep make for credit losses?

What rights does the rep have as far as credit rejection is concerned?

What catalogs or other materials are required?

Can you appear at sales meetings, to see how things go?

Will reps buy samples at deep discounts?

Does the rep warehouse any inventory?


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