Factsheet 1 – Becoming a Sales Agent – The Bare Facts

What is a Sales Agent? A Sales Agent is a self employed salesperson who works, usually alone, for perhaps several non competing companies. The Sales Agent obtains orders for those companies and is paid commission on those orders. The Sales […]

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Factsheet 2 – Why Principals Need Sales Agents

YOUR START-UP COST BENEFIT There are many reasons why principals need sales agents. The cost to companies of actually employing and putting salespeople (reps) on the road is very considerable and variable. These costs are incurred before the salesperson has […]

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Factsheet 3 – How to Set Up as a Sales Agent

PREPARING YOUR BUSINESS PLAN This is the first step to set up as a sales agent. The aim of a business plan and financial forecast is to help you recognise as much as possible that is involved in starting up […]

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Factsheet 4 – Will I Make a Good Sales Agent?

The first and most important requirement for success as a sales agent is some sales experience. It is very difficult trying to cope with the inevitable mistakes made whilst learning to sell and, at the same time, trying to earn […]

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Factsheet 5 – How Young & Fit do I Need To Be as a Sales Agent?

ARE THERE AGE LIMITS? The selling profession has no age barriers so becoming a sales agent follows this rule. It has the further advantage that sales agents sometimes carry on till a ripe old age. In salaried selling jobs a […]

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Factsheet 6 – What Are The Rewards of Being a Sales Agent?

Before you can make this decision you must get some information on the average amount of commission normally paid in your chosen area of operation. Commissions vary enormously but do tend towards the general rule that if there is much […]

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Factsheet 7 – What Are The Risks of Being a Sales Agent?

The major way of minimising risk is, like the insurance companies, spreading the risks. Most sales agents represent several, non competing companies, sometimes in the same business area and sometimes spreading the risk even further by taking agencies on in […]

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Factsheet 8 – Looking For Your First Agencies

Where To Look For Sales Agencies. There are several places to look for agencies.¬† The AgentBase¬† magazine and website deals exclusively with advertisements from principals looking for agents. Places to look. Some national daily newspapers Local newspapers Trade magazines Your […]

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Factsheet 9 – How Many Sales Agencies Should You Hold?

There is no hard and fast rule here. New agents will find that two in the first year can be handled within his or her capabilities.¬† With further experience the answer should be, the number of agencies the agent can […]

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Factsheet 10 – What a Principal is Looking for in a Sales Agent

The principal will be firstly looking for a good salesperson and secondly for a well connected agent. If this is an attempt to get your first agency, try to get some third-party references to your selling abilities to take to […]

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Factsheet 11 – What a You Should be Looking for in a Sales Agency

At a first meeting you should be looking for: a competitive product or service a reasonable commission an agreed, exclusive territory acceptable literature & marketing sales aids advertising and lead generation a degree of training a formal, written agreement These […]

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Factsheet 12 – How to Handle Sales Agency Interviews

ASKING THE RIGHT QUESTIONS. You will find that a check list of all the above will enable you to ask the right questions. There is nothing worse than leaving an interview and thinking of unasked questions on important matters. You […]

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