Accounting + Financial + Financial Planning
Agency Operations
Business Planning
- Alternatives to Bankruptcy Liquidation — Crisis and turnaround management (Ray Lackner, February 05, p.61)
- An Updated Profile of The Manufacturers’ Sales Agency (August 05, p.6)
- Changing Rep Business — Agencies are getting bigger and less specialized than in days of old, The (Jim Olsztynski, January 04, p.6)
- No Markets Are Immune To Change (February 04, p.10)
- Reinvention Of The Rep Agency (January 04, p.8)
- Reps Share Approaches To Varied Industries (February 04, p.6)
- Secrets Of Time Management, The (May 04, p.40)
- Staying Motivated In Challenging Times (Dave Kahle, March 04, p.48)
- Successfully Negotiating “Down” Times (January 04, p.31)
Compensating Salespeople
Customer Relations
- Building Trust And Rapport (John Boe, October 04, p.48)
- Customer Relationship Management Can Work For You, But Is It? (Camille Schuster, March 05, p.28)
- Developing Sales Professionals In Today’s Complex Selling Environment (Jeff Thull, April 05, p.61)
- Different Strokes For Different Folks (John Boe, June 04, p.48)
- Golden Rules Of Negotiation For Sales Professionals, The (Marty Latz, December 04, p.50)
- How Good Is Your Guarantee — And How Well Do You Back It Up? (Bill Brooks, May 04, p.37)
- How Hot Is Your Prospecting? (Ed Budanauro, December 04, p.48)
- Managing The Difficult Business Conversation (Dean Baum, February 05, p.24)
- Outsourcing The Marketing Function (John R. Graham, October 04, p.56)
- Synergy Builds A Foundation For Multiple-Line Selling (John Haskell, April 05, p.24)
- Teaming Up With Your Customers (Brian Tracy, February 04, p.59)
- Value Of Networking Among Manufacturers And Customers, The (March 04, p.6)
- Who Owns The Buyer Relationship — Rep Firm Or Rep Firm’s Salesperson? (July 05, p.59)
- Wow Your Customers: Keys For Delivering Great Customer Service (Dennis Snow and Teri Yanovitch, May 04, p.20)
Employee Management
- From Ricky And Lucy To Beavis And Butthead: Understanding The New Generations (Robert W. Wendover, August 05, p.36)
- Generational Shift: How Emerging Managers Will Alter The Management Landscape (Robert W. Wendover, June 05, p.25)
- Improve Performance Of Your Outsourced Sales Force With Almost No Additional Investment (April 04, p.35)
- Taking Away With One Hand While Giving Back With The Other (April 04, p.36)
- Tired Company Syndrome, The (John Graham, July 04, p.56)
- What’s A Professional Sales Manager? (Dave Kahle, January 05, p.51)
- When Salespeople Fail, Blame Management (Landy Chase, January 04, p.28)
Growth
- Changes for Reps in this Recovering Economy (Charles p.Shaw, April 04, p.60)
- Former Board Members Tout Benefits of Participation (May 05, p.32)
- Market Needs Determine Move to Buy/Sell (June 05, p.6)
- Maturity Factor in Sales, The (Bill Brooks, January 05, p.48)
- Realizing The Benefits Of Top Performance (November 04, p.9)
- Reps Learn The Value Of Evolving With The Profession: A Veteran Perspective (October 04, p.11)
- Reps Learn The Value Of Evolving With The Profession: A Younger Perspective (Sarah K. Pierce, October 04, p.15)
- Reps Ponder Growth Plans For The Future (October 05, p.6)
- Strategic Planning For Salespeople (Dave Kahle, June 05, p.60)
Hiring + HR
Insurance
Marketing + Sales + Selling
- Accepting Responsibility For Your Sales Success (Dave Kahle, August 05, p.19)
- Actions Speak Louder Than Words (John Boe, September 05, p.56)
- Adding To The Bottom Line By Buying Value Instead Of Cutting Costs (Paul Pease, July 04, p.36)
- Aggressive Agencies Market Themselves (Michael p.Marshall, Ph.D., November 04, p.14)
- Asking A Prospect To Buy Is How You Make The Sale (Bill Brooks, February 04, p.38)
- Best Kept Secret In The Selling World, The (Jeff Thull, December 05, p.57)
- Bogus Business Ideas (John Graham, September 05, p.52)
- Building Brand Through Sales (Bob Gold, December 05, p.13)
- Capturing Your Share Of The Market Through Value-Based Selling (Bill Brooks, November 04, p.29)
- Case For Incentives, The (May 05, p.8)
- Changing The Way You Sell (Rick Farrell, September 05, p.13)
- Clone Your Top Producers (Louise Anderson, May 05, p.12)
- Constructing A Prospect Pipeline (John R. Graham, October 05, p.56)
- Driving Forces of Commoditization (Jeff Thull, September 05, p.23)
- Effectively Integrating Statistics Into Sales Presentations (Stephen D. Boyd, December 04, p.61)
- Emotions Of Buying, The (Bill Brooks, August 04, p.29)
- End Of The Year Is Near — Did You Reach Your Goals?, The (John Haskall, November 05, p.28)
- Face-Off! Direct vs. Rep (John Haskell (March 05, p.25)
- “Five Percenters” Deliver 100% Effort (January 05, p.6)
- Following The Best Path To Market (May 04, p.10)
- How Positive Thinking Affects Your Sales Career (Bill Brooks, March 05, p.56)
- How To Get Marketing Right (John R. Graham, February 04, p.21)
- How To Prevent “Unpaid Consulting” (Jeff Thull, July 05, p.40)
- How To Stay In The Mind Of Your Prospect And Win The Sale (Bill Brooks, July 04, p.32)
- Indianapolis Chapter Keeps Members Involved (March 05, p.16)
- Knowing How To Handle Objections (Michael E. Rega and Lisa M. Clayton, May 04, p.56)
- Marketing Budget: “We Need Marketing But It Costs So Much,” The (John R. Graham, November 04, p.21)
- Most Common Mistakes Sales Managers Make, The (Dave Kahle, November 05, p.24)
- One Characteristic All Buyers Have In Common, The (Bill Brooks, October 04, p.54)
- Opening Doors And Establishing Winning Sales Relationships (David Farneti, February 04, p.28)
- Overcoming Obstacles To Believing In What You Sell (February 05, p.21)
- Personal Credibility Is Essential To Sales Success (Bill Brooks, June 05, p.53)
- Power Of Choice, The (John Boe, June 05, p.40)
- Power Of Permission-Based Prospecting, The (Bill Brooks, July 05, p.63)
- Powerful Prospecting Tips (John Boe, November 05, p.63)
- Power-Packed Prospecting Pointers (Bill Brooks, March 04, p.37)
- Prospecting Skills Are Key To Your Sales Organization’s Success (Bill Brooks, October 05, p.62)
- Put More “Sell” Into Your “Show And Tell” Sessions (Bill Brooks, December 04, p.58)
- Reading Your Prospect Like A Book! (John Boe, March 05, p.59)
- Recognizing A Great Salesperson (Jeff Thull, August 04, p.48)
- Sales Cycle, The (Ken Coats, February 04, p.48)
- Sales Process, The (Dean Baum, July 04, p.26)
- Sales Success — It’s Not About You, It’s About The Customer (Jerry Rouleau, September 05, p.63)
- Salespeople: Position Yourselves With Power (Dave Kahle, October 05, p.19)
- Strategies To Negotiate Any Sale (John Patrick Dolan, January 05, p.24)
- Timely Tips For Mastering The Complex Sale (Jeff Thull, June 04, p.57)
- Top Sales Blunders, The (Kelley Robertson, April 05, p.30)
- Traps Of Selling Conventionally In A Complex New World (Jeff Thull, December 04, p.26)
- Value-Added Selling Is A Team Sport (Tom Reilly, June 04, p.60)
- Ways You Can Conquer Call Reluctance (Bill Brooks, January 04, p.36)
- Where Do You Want Your Sales Career To Take You? (Bill Brooks, August 05, p.56)
- Why Do So Many Salespeople Fail To Get It? (Bill Brooks, June 04, p.30)
- Words That Sell (Dawn Josephson, November 04, p.58)
Promoting Your Agency
Sub-Reps
Succession Planning
Training
Agency-Principal Relationship
Building and Maintaining the Relationship
- Attributes of A Good Principal (August 05, p.50) Perfect Principal series: Helwig Carbon Products, Inc.
- Believing In Reps Since Dirt Was Discovered (December 05, p.53) Perfect Principal series: Eriez Magnetics
- Benefits of Being “Rep Friendly,” The (July 05, p.52) Perfect Principal series: Howden Buffalo
- Budgeting For Principal Relations Buys Success With Principals (John Haskell, June 05, p.32)
- Commitment To Reps Pays Off (October 04, p.34) Perfect Principal series: Emseal Joint Systems, Ltd.
- Co-Op Budget Just One Tool Supporting Rep-Manufacturer Efforts (April 05, p.51) Perfect Principal series: SJE-Rhombus
- Developing Impenetrable Business Relationships (Michael E. Rega, January 04, p.60)
- Discover The Tools You Need To Get To The Top (Joe Takash, March 04, p.15)
- Exclusive Territory vs. Select Account Basis (Dave Dolin, September 04, p.21)
- Expanding The Rep’s Role (June 04, p.14)
- In The Middle — How To Create “Power” From The Middle (John Haskell, August 05, p.53)
- Keys To Success With Outsourced Sales (Tom DeHart, Jr., August 04, p.17)
- MANA Local Chapters Prove You Are Not Alone — “The more you give, the more you get.” (February 04, p.13)
- Manufacturer And Reps Working Together Hit The Mark (December 04, p.45) Perfect Principal series: Birchwood Casey
- Manufacturer Finds Rep “Golden Egg” (March 05, p.39) Perfect Principal series: Powers Scientific
- Manufacturer Specializes In Removing Obstacles (July 04, p.12) Perfect Principal series: Bradford White Corp.
- Manufacturers’ Views Of The Changing Rep Firm (May 04, p.6)
- Need For Sharpening The Sword, The (November 04, p.49) Perfect Principal series: Teledyne Hastings Instruments
- Networking Jumpstarts The Rep Experience (March 04, p.9)
- New Line, New Opportunity, New Principal — Don’t Blow It! (John Haskell, July 05, p.48)
- Nurturing A Natural Relationship (June 05, p.50) Perfect Principal series: National Products Company
- Perfect Activity Report In The Eyes Of A Rep, The (Harry J. Abramson, September 04, p.12)
- Providing Value-Add In A Commodity Market (Don Voigt, PE, January 05, p.12)
- Relationship Power (Jeff Blackman, January 05, p.29)
- Rep And Manufacturer Forge “Perfect” Relationship (February 05, p.34) Perfect Principal series: Legend Valve & Fittings, Inc.
- Rep And Manufacturer Skin A Cat The Easy Way (May 05, p.39) Perfect Principal series: Scot Forge Company
- Rep And Manufacturer Trade Compliments (October 05, p.51) Perfect Principal series: Niagara Cutter
- Rep And Principal Complement Each Other (September 05, p.27) Perfect Principal series: Jordan Valve
- Rep Performance Up To Par For This Manufacturer (September 04, p.58) Perfect Principal series: Empire Comfort Systems (ECS), Inc.
- Reps Target Market For Remington (January 05, p.34) Perfect Principal series
- Sell More = Earn More (May 05, p.6)
- Some MANA Members Clamor For More Protection From Manufacturers (Joe Miller, December 05, p.23)
- Successful Search For the Perfect Principal(s), The (June 04, p.6) Perfect Principal series
- Supporting The Reps Who Walk The Tightrope (November 05, p.58) Perfect Principal series: PIAB USA, Inc.
- Tips For Improving Supplier Relationships (Glen Balzer, August 05, p.13)
Developing New Markets
Finding + Selecting Agents
Rep Councils
Trade Shows
Canadian Repping
- Buy/Sell In Canada Meets Customers’ and Principals’ Needs (Feb 05, p.58)
- Canadian Chapters Provide Long-Term Gain (May 05, p.58)
- Canadian Rep Endorses “Repping” As A Career Choice (August 04, p.51)
- Canadian Rep Looks To China (January 05, p.39)
- Canadian Reps Point To Cross-Border Similarities (February 04, p.32)
- Canadian Reps Provide Their Particular Value-Add (July 04, p.34)
- Canadian Web Site Proves Valuable — On Both Sides Of The Border (December 05, p.30)
- Challenge For Canadian Reps, The (April 04, p.56)
- CPSA All Asset For Canadian Reps (November 05, p.38)
- Dr. Revenue Relates His Canadian Adventure (July 05, p.10)
- Edmonton Chapter Learns The Difference Between “Door Kickers” And “Maintainers” (September 05, p.50)
- EFI Systems Group Changes With The Times (April 05, p.34)
- Exploring Some Important Differences (January 04, p.16)
- Exploring The Differences On Both Sides Of The Border (May 04, p.34)
- Globalization And International Trade Continue To Impact Canadian Reps (June 05, p.48)
- MANA’s Toronto Chapter Gets Web Site Initiation (December 04, p.34)
- More On Border Crossings (November 04, p.24)
- Practicing A One-Stop Approach In Canada (September 04, p.40)
- PSA Survey Shows Rep’s Interest In International Market (March 05, p.62)
- Remember Us? Remember Us! (August 05, p.58)
- Selling Into Canada (Tom Wilson, June 04, p.50)
- Taking The Pain Out Of Border Crossing (October 04, p.31)
Commissions
Negotiating
Paying
Split Commissions
Communication
Education
Globalization + Foreign Trade
- Avoiding Faux Pas With Chinese Not Easy For Most Westerners (March 05, p.9)
- Common Ground Approach For Reps And Foreign Manufacturers, A (April 04, p.14)
- Consultant Points To Global Potential (March 05, p.6)
- Different Approach To A World Market, A (March 05, p.12)
- Enterprise Ireland Facilitates The Manufacturer-Rep Connection (July 05, p.50)
- Finding The “Right” Supplier In China (Michael Bellamy, April 04, p.22)
- Globalization And The Rep — Is it right for you? (April 04, p.6)
- How To Manage A Contract In China (Camille Schuster, November 04, p.37
- Impact Of The Global Economy On The Sales Rep-Manufacturer Relationship — Choice Of Law And Venue Considerations, The (Scott M. Sanders, Esq., December 04, p.14)
- “Knowledge Management’s” Role In The International Marketplace (Jeff Henderson, April 04, p.25)
- MANA Board Clarifies Association Trade Policy (February 04, p.19)
- MANA Continues Hannover Participation (August 04, p.31)
- MANA’s Second China Study Mission Hits The Mark For Participants (November 04, p.32)
- Study Mission Veterans Plan For Next Trip (April 04, p.18)
- Travel Time Pays Off (October 04, p.23)
- When To Launch Into New Markets (Peter Heumueller, June 04, p.35)
Legal + Contracts
- Attorney Advises Put It In Writing (April 05, p.13)
- Attorney Expands To Meet Rep Needs (September 04, p.32)
- Attorney Urges Reps To Keep Accurate Records (December 04, p.22)
- Enforcing Oral Contracts (Steven F. Stuhlbarg, May 04, p.24)
- Fire Damage Was Just The Beginning (December 05, p.26)
- Get It In Writing! — Well, Sort Of…. (Paul Asker, December 04, p.18)
- Legal Value-Add, The (June 04, p.21)
- MANA Hosts Rep-Savvy Attorneys (December 04, p.6
- MANA Hosts Third Attorney Forum (November 05, p.34)
- No Shortage Of Future Legal Concerns (March 04, p.28)
- Non-Compete Clauses (Mitchell A. Kramer, November 05, p.31)
- Preventing Mistakes With Representative Agreements (Glen Balzer, September 04, p.26)
- Product Liability And The Rep (July 04, p.17)
- Product Liability Protection For Reps — By The Numbers (April 05, p.19)
- Rep Entitled To Commissions On Orders Shipped After Termination, Plus Attorneys’ Fees (Gerald M. Newman and Adam J. Glazer, December 04, p.10)
- Rep Legal Concerns Focus Of MANA Seminars (September 04, p.35)
- Sales Reps In Total Control (Gerald M. Newman and Adam J. Glazer, October 05, p.31)
- What Happens When Your Principal Files For Bankruptcy? (Gerald M. Newman and Daniel E. Beederman, July 05, p.27)
- What Happens When Your Rep Contract Is Clearly Ambiguous? (Gerald M. Newman and Daniel E. Beederman, April 05, p.16)
- When A Contract Is Not A Contract (Scott M. Sanders, August 04, p.22)
Legislation
Member Profiles
Sister Associations
Technology
General Internet
- Be Wary About Wi-Fi (December 05, p.17)
- Digital Windshield (Steven B. Zaboji, June 04, p.25)
- Future Is Now For Wireless , The (February 05, p.6)
- Selling Better In A Changing World (September 04, p.6)
- Speeding Up That Slow-Running Computer (Bill Perry, November 05, p.19)
- Two More Views On Wireless (February 05, p.10)
- Two Pros Weigh In On Web Site Marketing (July 04, p.9)
- Wireless Glossary (February 05, p.11)
- Working The Web (July 04, p.5)
Hardware
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