Agency Sales

View more issues: Sep 2002, Oct 2002, Dec 2002

Articles in Nov 2002 issue of Agency Sales

• Striking it rich at the Casino
• Trends impacting the relationship
• Who do we thank (and curse) for e-mail?
  by Graham, John R
• Measuring the rep's performance
• Exercising the position of "information dominance"
• Companies strain to retain top sales talent
• Market risk isn't the real risk
• Keep the rep in mind
• Think twice before borrowing from your 401(k)
  by Eisinberg, Lee C
• Washington update
  by Garritson, Dean
• Helping U.S. companies stay competitive
• What is a sales call?
  by Pease, Paul
• Secrets of Power Negotiating for Salespeople
• Buckeye fabricating company: A case study
  by Novick, Harold J
• Editorial...in the field
  by Miller, Joe
• How to create your own creativity
  by Brooks, Bill
• A profile of the manufacturers' sales agency
• What a manufacturer looks for in his reps
• Economy continues to put pressure on reps
• Shift to consultative selling seen as biggest challenge