 Re: Dealing with a new sales rep
We had a rep for a while, and I plan on doing it again at some point. A contract is a good start, lay out exactly what his/her compensation is and make sure that if there is a territory assigned, it is in the contract, as well as the specific responsibilities and expectations that you have for this person.
I'd give them a price package for them to use for reference, as well as samples to pass out to potential customers. Sometimes a rep will be familiar with the local "scene", but you may have to direct them to go to certain places. You'll have to get a feel for both your expectations and your rep's expectations after talking with them.
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