Posted by Laynie (66.206.159.171) on November 13, 2008 at 08:42:33:
Hi, I am a graduate student doing a consulting project with a small plating, coating, and anodizing company in Rhode Island. I was wondering if someone could shed some light on the industry in terms of the types of sales forces used in this industry. Is it primarily independent sales representatives or in-house sales forces? Is there a benefit to using one or the other?
We are proposing that the company we are doing our porject with uses independent sales reps as the first step in growing sales. The company is very small and currently has one salesman who is on medical leave. The CEO does not want to spend money on a large sales force, but he is looking to expand his market. Therefore, we felt independent sales reps might be the best option for him at this time.
Our research is lacking in this area. How do you find these industry representatives? Is rep/customer relationships and loyalty a big factor in acquiring sales? Is there a cost benefit to using an independent sales rep?
I am not sure if anyone could help, or if this is the right place to ask, but I thought I'd try. I have not received many answers from others or had the opportunity to post questions. If anyone has any information pertaining to my post, please let me know.
Thank you,
Laynie