Table: Birth of a Salesman

To find a reliable rep, ask the right questions

ASK CUSTOMERS: Which sales reps have they found most effective? Who provides the best customer service? Do any of them bad-mouth previous clients?

ASK OTHER CEOs: What rep firms do they use? Are any particularly good at developing new territory? Who gives the best feedback?

ASK PROSPECTIVE REPS: What do you know about our company and product line? How many other lines do you sell? Do they complement ours? Will we have the right to stop you from selling products that we perceive as competitors?

    Before it's here, it's on the Bloomberg Terminal.