Art of the Rep
Art of the Rep
A roadmap for success as a manufacturers’ representative.
Lessons from the field on selling, distribution, principal relationships and the craft of building a durable rep business.
The Art of Multi-Line Selling at the User Level
How to use a multi-line portfolio as a problem-solving toolbox instead of a catalog dump. Read article →
The Art of Backselling to Your Principal
Why strong reps sell field intelligence back to manufacturers as deliberately as they sell products into the field. Read article →
Listening as an Art Form
How disciplined listening reveals the problems, patterns and opportunities that better selling depends on. Read article →
Balancing the User and the Distributor
Managing the different needs of end users and distributors without sacrificing trust on either side. Read article →
Proactive Versus Reactive Selling as a Manufacturer’s Rep
Knowing when to respond to demand and when earned trust gives you room to create it. Read article →