Understanding and motivating the manufacturers' agent / Dick Berry
Material type:
TextPublication details: Boston, Massachusetts : CBI Pub. Co., c1981Description: vi, 138 pages ; 24 cmSubject(s): LOC classification: - HF 5420 .B47 1981
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National University - Manila | LRC - Annex Relegation Room | Marketing Management | GC HF 5420 .B47 1981 (Browse shelf(Opens below)) | c.1 | Available | NULIB000005966 |
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| GC HF 5500.2 .L68 1977 Managing at the top : roles and responsibilities of the chief executive / | GC HF 5343 .P75 1988 Business / | GC HF 5351 .G56 1972 Business : its nature and environment : an introduction / | GC HF 5420 .B47 1981 Understanding and motivating the manufacturers' agent / | GC HF 5429 .L49 1986 Retailing / | GC HF 5547 .C54 1972 Management : a systems approach/ | GC HF 5719 .I23 1985 Modern business report writing / |
Includes bibliographical references.
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.
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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