000			01762nam a2200205Ia 4500
003			NULRC
005			20250520100552.0
008			250520s9999 xx 000 0 und d
040			_cNULRC
050			_aHF 5420 .B47 1981
100			_aBerry, Dick _eauthor
245		0	_aUnderstanding and motivating the manufacturers' agent / _cDick Berry
260			_aBoston, Massachusetts : _bCBI Pub. Co., _cc1981
300			_avi, 138 pages ; _c24 cm.
504			_aIncludes bibliographical references.
505			_aPart 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.
520			_aIn 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.
650			_aINDUSTRIALIST AGENTS
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