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ZOD":> o69K̅@ `A2JQ% ",!smIafPޕ$^$ }ޥ="-\&a,@9n!u1ͷ۪<h̪9?,t;K('N|q[uU&<'Zh3e 7NᬭG  Us)3CLT{6P2@;LGFZyfT4TQ󷈸 -ڇ2EfʐI/© 0[k=k:ڲ!zvK}$w)JSq(P,ft*.T'rhJ[O\,ekW5e1'ij.RE=,t')\g΀a[R$L GkS 1b$?@' jx󧥀f0@R$6ylK/Uan`c AA1? aR>0a@ 3fff3f3@8 .q ʚ;q8ʚ;g4pdpdx: 0nppp@ <4!d!d@ 0t{<4dddd@ 0t{<4BdBd@ 0t{s0___PPT10 ZZ3___PPT9  n[µ'y%#2PNG  IHDRGNsRGBgAMA7 cHRMz&u0`:pQ<PLTEc6"tRNS@f cmPPJCmp0712~9IDATc` 30o`0ؗ?``(` >L kIENDB`n4FQP`E UPNG  IHDR lΤsRGBgAMA7 cHRMz&u0`:pQ<PLTEcc/3tRNS@f cmPPJCmp0712#IDATWcd``-?AdB maIENDB`?Z+ FSales & Marketing for your businessO =. Sun Belt Steel & Aluminum, Inc. ! YOUR COMPANY NAME HEREAOverviewHow may we serve your needs. First, we can tell you how we operate our business. Second, we can discuss your businesses needs. Then, we can determine how we may create a long-lasting partnership. V4.FTopics6Ethics  the way we operate. Why use a Rep  the advantages. Discussing value  determining costs. Contract  understanding your needs and expectations. EthicsI.) The Sales Agency s Responsibilities to the Manufacturer/Principal II.) The Manufacturer s/Principal s Responsibilities to the Sales Agency III.) Responsibilities of one Sales Agency to Another Z EthicsI.) The Sales Agency s Responsibilities to the Manufacturer/Principal: To comply with the Manufacturer s established policies. To conscientiously cover the assigned territory. To avoid any form of misrepresentation. To agree to take on only those lines or accounts which you have reason to believe will he well represented by your Agency. To refrain from representing fines, products and goods which compete with the fines, products and goods you already represent. To provide your Manufacturers/Principals with the same loyal service you would expect from your own employees.<GPPPG Ethics(II.) The Manufacturer s/Principal s Responsibilities to the Sales Agency: To enter into a fair, clearly worded written Sales Representative (Independent Contractor) Agreement, which addresses the needs, concerns, expectations and objectives of both parties. To refrain from modifying the terms of this agreement, except by mutual written consent after full and friendly discussion. To refrain from absorbing, refusing or cutting the Agency s established commissions, territory or accounts, except by mutual consent. To agree to practical and dignified means for friendly negotiation of all controversial points that may arise between you and the Sales Agency.<JPPJPJK EthicsIII.) Responsibilities of one Sales Agency to Another: To exchange mutually beneficial trade information. To avoid any suggestion or agreement to divide commissions with those agencies or others representing Principals competitive to my Agency. To refrain from using unfair methods to solicit from Manufacturers the known fines or accounts of other established Sales Agencies. To act in good faith and deal fairly so as not to deprive another Agency of the fruits of its performance. To cooperate to enhance the professional relationship of the Sales Agency and its Principal by supporting MANA, which was established for that purpose; subscribing to its aims and objectives. And in every practical way working to advance the marketing interests of all Sales Agencies and their Principals.<7PPP7Advantages of using a RepnPredictable Sales Costs - Go Up And Down with Sales Lower Sales Costs Immediate Access to the Market Cost of Training and Turnover In Sales Personnel Is Eliminated Highly Experienced, More Aggressive Sales Force Provides Marketing Flexibility At Less Cost Multi-faceted, Multi-skilled Sales Team Better Market Intelligence Vested Partner in Manufacturer's Success oZo Lower Sales CostsIt is estimated that today's average industrial factory direct salesperson costs $150,000 per year. Producing $2,000,000 in new sales each year, the cost of sales would be 7.5%. A field sales agency producing the same volume at a 5% commission rate would cost only $100,000.  "What is the value to your company?##(I) Marketing Lead generation II) Lead follow up III) Sales calls IV) Order Entry V) Customer Service VI) Shipping/Invoicing VII) Collecting VIII) After sale support" What is the value?I) Marketing Lead generation Publication Advertising Direct Mail Newsletter Web site Shows Seminars Maintaining target market list Value of this position: $TZZZk What is the value?sII) Lead follow up. Send Literature Phone call qualification Sales call qualification Value of this position: $dDD What is the value?III) Sales calls Set up call Make call Follow up call Call report Technical qualification application Quote Get order Lost order feedback from customer Lost order report Value of this position: $VPPPPWhat is the value?IV) Order Entry Receive physical P.O. Check pricing, delivery, payment terms, product qty Check credit, approve terms Enter order Acknowledge order and delivery date Value of this position: $:ZZWhat is the value?bV) Customer Service Contact customer regarding differences in quote and P.O. Contact customer regarding differences between P.O. and acknowledged order. Contact customer when delivery date can t be met due to Work-in-Process delay. Generate open order report (backlog report). Value of this position: $nPPPPWhat is the value?nVI) Shipping/Invoicing F.O.B. Carrier choice Freight fees Invoice Shipments report Value of this position: $nPP<PPP=What is the value?VII) Collecting Receivables report Check payable to Late payment call Late payment follow up Late payment enforcement Value of this position: $nPPfPPPgWhat is the value?oVIII) After sale support Service support Warranty support Non-warranty support Value of this position: $X::Moving from Value to AgreementSo far: We have discussed our ethics. Shown how a Rep can be positive for your business. Reviewed the costs for the various functions in the sales process. Now, let s review your wants and needs.JZZZZ(Z Agreement,MANA  over 50 years experience. Determining your needs, establishing expectations. Let s review the 18 points of a well thought out agreement.  18 points to considerInitial Paragraph - Names, parties, locations, dates, etc. Paragraph 1 - Appointment of Rep to promote the sale of product. Paragraph 2 - Territory Description Paragraph 3 - Definition of Product Paragraph 4 - Sets commission rate Paragraph 5 - Payment terms - from Principal to Rep Paragraph 6 - Split commission Paragraph 7 - Sets principal responsibility to accept/decline orders Paragraph 8 - Principal's Terms of sale Paragraph 9 - Agent as Independent contractor - indemnification of principal Paragraph 10 - Term of agreement Paragraph 11 - Rights of parties Paragraph 12 - Most current agreement, replaces all others Paragraph 13 - New legislation - what if laws change. Paragraph 14 - Designates state of domicile Paragraph 15 - Right of enforcement Paragraph 16 - Merger and Acquisition clause - continuity of office Paragraph 17 - How to address disputes - good faith by both parties Paragraph 18 - Procedure for noticesP ! Creating a long-term partnershipYour competitively priced products and superior service bring value to the customer. Our Sales & Marketing efforts bring value to the customer. 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