ASM Article Index

Accounting/Financial/Financial Planning

Euro To Impact U.S. And North America (June 00, p. 30)
Health Savings Accounts: Save Now And Save For Later (Paula L. Wilson, July 04, p. 48)
IRS Ups Mileage Allowance (March 00, p. 32)
MANA Offers A Due Diligence Assist (November 01, p. 27)
Rep Meetings Share Economic Theme (August 04, p. 36)
Small Businesses Get Major Tax Breaks (August 01, p. 30)

Agency Operations

Business Planning

Agency Mirrors Big Box Retailers (March 01, p. 7)
Are You Too Busy To Be Productive? (Jeff Mowatt, October 01, p. 29)
Avoiding Failure In The Modern Marketplace (Don Smith, December 02, p. 52)
Biggest Time Wasters For Salespeople (Dave Kahle, December 03, p. 59)
Business 2002: Business Lessons From The Attack (John R. Graham, June 02, p.39)
Change Awaits The Rep Of The Future (December 02, p. 6)
Changing Rep Business — Agencies are getting bigger and less specialized than in days of old, The (Jim Olsztynski, January 04, p. 6)
Confronting The Nagging Problem Of Liability Insurance (October 02, p. 29)
Demand For Reps Continues To Grow (Joseph W. Miller, January 03, p. 16)
Different Paths Followed To Rep Profession (December 00, p. 19)
Do You Run Your Business or Does It Run You? (Barton Goldsmith, Ph.D., April 03, p.48)
Economy Continues To Put Pressure On Reps (November 02, p. 14)
Employing A One-Two Punch To Meet Challenges (July 03, p. 12)
Field Sales Office — A “Managed” Sales Force (John Haskell, December 00, p. 66)
Finding The Silver Lining Among The Clouds (November 03, p. 37)
Goal Setting Techniques (Paul Hanlon, October 01, p. 38)
Great Business Myths That Dominate Our Lives (Sanford Kahn, February 02, p. 50)
Health Insurance — Market Update (Paula L. Wilson, RHU, REBC, January 03, p. 22)
How Sharp Is Your Sales Structure? (Dave Kahle, March 02, p. 53)
How To Survive And Thrive Through A Business Setback (Willie Jolley, March 01, p. 57)
Importance Of Being The Complete Businessman, The (March 02, p. 49)
Improving The Bottom Line With Value-Added Analysis (Michael D. Regan, October 01, p. 41)
Interviews Back Survey Findings (December 00, p. 13)
Lessons Learned From Animal House (November 00, p. 4)
MANA Chapter Growth Shows Grassroots Activity (January 02, p. 11)
MANA President Reports on Health Care Issue (April 03, p.30)
More Things Change, The More They Remain The Same, The (December 02, p. 30)
Ninth Time Management Secret: Nurture Helpful Relationships, The (Dave Kahle, September 03, p. 49)
No Markets Are Immune To Change (February 04, p. 10)
$100,000 Club, The (November 03, p. 48)
Preparing For A Disaster? (Gregg Marshall, September 02, p. 22)
Procrastination: The New Master Skill Of Time Management (Landy Chase, September 03, p. 60)
Profile Of The Manufacturers’ Sales Agency (November 02, p. 6)
Reinvention Of The Rep Agency (January 04, p. 8)
Rep Firm Sales Management (John Haskell, August 02, p. 37)
Rep And The Future — Which Is Now, The (Charles Shaw, January 01, p. 28)
Reps’ Coping Strategies For The 21st Century (February 02, p. 6)
Reps Share Approaches To Varied Industries (February 04, p. 6)
Secrets Of Time Management, The (May 04, p. 40)
Small Agencies Perform “Big Time” (February 01, p. 4)
Small Reps Point To Variety Of Business Coping Strategies (January 03, p. 6)
Sometimes, Fewer Is Better (July 00, p. 8)
Staying Motivated In Challenging Times (Dave Kahle, March 04, p. 48)
Strategic Account Management: The Key To An Enhanced Relationship With Principals (Joe Taormina, February 00, p. 20)
Strength Means Knowing The Specifics (November 03, p. 6)
Successfully Negotiating “Down” Times (January 04, p. 31)
Turning Chaos Into Calm: Creating Your Productive Environment (Barbara Hemphill, April 03 p. 56)
Value Of Association Membership, The (November 03, p. 12)
What-If Analysis Turns Manufacturers’ Heads (January 01, p. 35)
Who Are You? (Barbara Hemphill, August 03, p. 62)

Compensating Salespeople

Agency Compensation Figures Remain Constant (May 02, p. 27)
Bringing The Score Up By Taking It Down (Kevin Paulsen, September 01, p. 15)
Canadian Repping: It Works To Reward The Rep (December 03, p. 22)
Finding The Compensation Plan That Works Best (September 01, p. 8)
Incentives For Keeping Key Personnel (John L. Vrablic, January 02, p. 20)
Providing An Incentive For The Sales Force (Randall J. Gillary, March 02, p. 15)

Customer Relations

After The Sale (Alan Test, April 01, p. 60)
Breaking Bad News To Customers (Jeff Mowatt, February 02, p. 30)
Building On Customer Service (March 00, p. 8)
Building Relationships With Customers (Gregg Marshall, June 02, p. 23)
Building Trust And Rapport (John Boe, October 04, p. 48)
Customers’ View Of Reps, The (September 00, p. 13)
Different Strokes For Different Folks (John Boe, June 04, p. 48)
Future Of Your Job May Be In A Word, The (John R. Graham, December 03, p. 50)
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)
How To Find Out What Your Customers Want (Pam Mitchell, January 03, p. 40)
How Well Are Your Salespeople Serving Your Customers? (Dave Kahle, June 00, p. 63)
“Marshall Plan” For Customer Aftercare, A (Ernest W. Nicastro, July 00, p. 53)
Maximizing The Sales Effort With A Customer Profile (January 01, p. 25)
On Entertaining Your Customers (Dave Kahle, August 02, p. 40)
Outsourcing The Marketing Function (John R. Graham, October 04, p. 56)
Performing Your Own Satisfaction Survey (Leslie Wood and Michael Kirsch, February 02, p. 26)
Quarter Century Of Value Add, A (April 00, p. 13)
Service With A Smile (John Boe, September 04, p. 62)
Six Best Questions To Ask Your Customers, The (Paul S. Goldner, June 01, p. 56)
Teaming Up With Your Customers (Brian Tracy, February 04, p. 59)
Value Of Networking Among Manufacturers And Customers, The (March 04, p. 6)
Why You Need A Customer Satisfaction Survey (Leslie Wood and Michael Kirsch, January 02, p. 38)
Wow Your Customers: Keys For Delivering Great Customer Service (Dennis Snow and Teri Yanovitch, May 04, p. 20)

Employee Management

Developing Your Salespeople (Dave Kahle, September 01, p. 63)
Giving Instructions (January 00, p. 10)
How To Deal With The Salesperson Who Has Leveled Off (Dave Kahle, June 02, p. 59)
Improve Performance Of Your Outsourced Sales Force With Almost No Additional Investment (April 04, p. 35)
Keys To Accountability (Dave Anderson, October 03, p. 29)
Managing Your Company’s Knowledge (Michael P. Marshall, Ph.D., January 00, p. 41)
Need To Be “Fair” With Employees, The (November 00, p. 18)
Orienting The New Hire (Don Andersson, August 01, p. 63)
Taking Away With One Hand While Giving Back With The Other (April 04, p. 36)
Teaching Your Organization To Learn (Dave Kahle, September 00, p. 61)
Tired Company Syndrome, The (John Graham, July 04, p. 56)
Value Of Retaining Employees, The (Laura Michaud, November 00, p. 25)
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)
Employees/Associates — The Power And The Pain (John Haskell, July 01, p. 32)
First 100 Years Are Just The Beginning, The (August 01, p. 4)
How To Grow Your Business (John R. Graham, December 01, p. 52)
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)

Hiring/HR

Interviewing The Chameleon (Dr. Michael Santo, November 00, p. 22)
Psychological Testing — Aligning Your Services To Your Potential Customer’s Requirements (Dr. Michael Santo, October 02, p. 26)
Recognizing The Right Salesperson (John R. Graham, July 02, p. 22)

Marketing/Sales/Selling

Achieving Most Effective Sales (Brian Gardner, November 01, p. 9)
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)
Avoiding The Killer Curve (John R. Graham, September 00, p. 54)
Awesome Power Of Asking The Right Questions, The (Barton Goldsmith, Ph.D., January 03, p. 28)
Behavioral Science And Selling (Bob Ayrer, June 00, p. 25)
Beyond Satisfaction (Laura Michaud, June 00, p. 34)
Branding A Business...Badly (John R. Graham, February 00, p. 38)
Business To Business Selling — Fire The “Buyer!” (Bob Ayrer, April 01, p. 41)
Call And Presentation Reluctance (Michael E. Rega, October 00, p. 58)
Canadian Repping: Hitting The Ground Running From Day One (November 03, p. 15)
Canadian Repping: Planning And Strategizing For The Future (September 03, p. 31)
Capturing Your Share Of The Market Through Value-Based Selling (Bill Brooks, November 04, p. 29)
Collaborate, Innovate, Dominate — An Internet strategy for market dominance (Michael D. Basch, March 01, p. 41)
Common Mistakes Salespeople Make (Dave Kahle, June 03, p.51)
Complaints & Compliments — Flip sides of the same coin (Jim Newton, February 00, p. 34)
Concentrating On Sales Productivity (Dave Kahle, April 00, p. 61)
Consultative Selling (April 02, p. 17)
Deadly Sales Letter Mistakes (Ernest W. Nicastro, March 00, p. 41)
Derailing A Successful Sales Career (Bill Brooks, March 03, p. 59)
Effectively Integrating Statistics Into Sales Presentations (Stephen D. Boyd, December 04, p. 61)
Eleven Top Marketing Mistakes (John R. Graham, April 00, p. 33)
Emotions Of Buying, The (Bill Brooks, August 04, p. 29)
Empathy — The Essence Of Sales (Hank Lavin, February 02, p. 24)
Espousing A Simple Marketing Philosophy (April 03, p.25)
Feel The Pulse — Three Pressure Points Of Success (John Haskell, December 01, p. 20)
Follow-Up Sales Call, The: Building Relationships Using Electronic Follow-Up (Brian Ashley, January 02, p. 36)
Following The Best Path To Market (May 04, p. 10)
Formula For Turning Objections Into Approvals, A (Christine Harvey, April 02, p. 32)
Foundations For Success In Sales: Love What You Do, Appreciate What You Have (Landy Chase, June 03, p.27)
Getting Prospects To Buy From You (John R. Graham, December 00, p. 38)
Great Ways to Kill Your Agency’s Marketing Efforts (John R. Graham, May 03, p.51)
How A Pro Does It (February 01, p. 29)
How Do You Change the Behavior Of An Experienced Salesperson? (Dave Kahle, July 03, p. 59)
How Mental Images Shape Sales Performance (John R. Graham, October 03, p. 49)
How To Create Your Own Creativity (Bill Brooks, November 02, p. 41)
How To Get Marketing Right (John R. Graham, February 04, p. 21)
How To Get Salespeople To Spend More Time In Front Of Customers (Paul Pease, December 02, p. 49)
How To Keep Your Sales Career From Getting Caught In The Net (John R. Graham, August 00, p. 19)
How To Present Your Product With No Resistance (Bill Brooks, February 03, p. 26)
How To Sell More When Others Are Selling Less (John R. Graham, June 03, p.37)
How To Sell When The Customer Is In Charge Of The Sale (John R. Graham, June 00, p. 42)
How To Set The Playing Field (Paul S. Goldner, December 01, p. 26)
How To Stay In The Mind Of Your Prospect And Win The Sale (Bill Brooks, July 04, p. 32)
How To Stay Up When Sales Go Down (John R. Graham, October 01, p. 53)
I Said, “Are You Listening To Me?” — Six steps to closing more sales (Ray Considine & Bob Ayrer, January 00, p. 58)
Improving Direct Mail (John R. Graham, January 02, p. 47)
Improving The Quality Of Sales (February 01, p. 62)
Is Integrity A Sales Strategy? (Dave Kahle, December 01, p. 13)
Knowing How To Handle Objections (Michael E. Rega and Lisa M. Clayton, May 04, p. 56)
Love Of New Product Marketing, The (April 01, p. 10)
Making Success Real (John Haskell, March 01, p. 28)
Managing Your Product Catalog Affects The Bottom Line (Lynda Brooks, May 02, p. 51)
Manufacturer And Rep “Tag Team” The Market (March 01, p. 20)
Marketing Budget: “We Need Marketing But It Costs So Much,” The (John R. Graham, November 04, p. 21)
Marketing Myths Menace Sales Success (John R. Graham, September 02, p. 49)
Marketing With The Old And The New (February 01, p. 13)
Myth Of Good Closing Skills, The (Landy Chase, February 03, p. 29)
Myths That Menace Selling Success (John R. Graham, June 01, p. 24)
New Products Demand Information, Communication And Education (April 01, p. 13)
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)
Overcome Objections And Close The Sale (John Boe, September 03, p. 26)
Overcoming Price Objection (Paul S. Goldner , February 00, p. 61)
Perfect Buyer In The Eyes Of A Rep, The (Harry J. Abramson, July 02, p. 28)
Perfect Forecast In The Eyes Of A Rep, The (Harry J. Abramson, April 02, p. 51)
Perfect Reasons To Stop Making Cold Calls In The Eyes Of A Rep (Harry J. Abramson, December 03, p. 26)
Playing Not To Lose (Paul Pease, July 02, p. 37)
Point-Of-Sale Reporting Revisited (Henry P. Bergson, February 00, p. 28)
Power-Packed Prospecting Pointers (Bill Brooks, March 04, p. 37)
Practice the Seven Secrets of Sales Success (Brian Tracy, May 03, p.60)
Presentation Before The Presentation, The (Stephen D. Boyd, June 02, p. 56)
Profile Power — Test Yours — An effective profile can be worth a lot of commission dollars (John Haskell, January 01, p. 52)
Put More “Sell” Into Your “Show And Tell” Sessions (Bill Brooks, December 04, p. 58)
Recognizing A Great Salesperson (Jeff Thull, August 04, p. 48)
Recognizing Behavioral Buying Patterns (Michael Rega and Lisa Clayton, November 03, p. 34)
Rep And Change, The (Charles P. Shaw, July 00, p. 61)
Rep And The Myth, The (Charles Shaw, September 01, p. 39)
Reps Reap Benefits Of Increased Demand, The (August 03, p. 6)
Sales Cycle, The (Ken Coats, February 04, p. 48)
Sales Driven Just Doesn’t Do It Anymore (John R. Graham, January 03, p. 51)
Sales Process, The (Dean Baum, July 04, p. 26)
Selling Face-To-Face And Via The Telephone — What different skills are required? (Bill Brooks, January 02, p. 54)
Show And Tell (John Boe, November 03, p. 32)
Six Negotiation Keys To Unlock Every Door (Michael E. Rega, July 00, p. 58)
Sluggish Sales? Ways To Get Past The Excuses And Increase Profits (William Blades, February 03, p. 40)
Solution Provider — Not A Salesman, A (September 03, p. 10)
Solving Selling Problems (Bernard M. Cronin, December 00, p. 33)
Speak Not — Sell A Lot (Al Auger, February 03, p. 48)
Staying On Top Of The Sales Game (John R. Graham, February 03, p. 20)
Synergistic Selling (May 02, p. 35)
Taking Your Sales Performance Up A Notch (Dave Kahle, February 03, p. 51)
Thinking About Sales: The Impenetrable Account (Dave Kahle, March 00, p. 34)
Thinking About Sales: Selling Commodities (Dave Kahle, December 00, p. 53)
Thinking About Sales: Victory Over Voice Mail (Dave Kahle, May 00, p. 62)
Those That Adapt Win (Paul Pease, August 03, p. 40)
Three Looks At Recession (Roger L. Essenburg, December 02, p. 62)
Timely Tips For Mastering The Complex Sale (Jeff Thull, June 04, p. 57)
Traps Of Selling Conventionally In A Complex New World (Jeff Thull, December 04, p. 26)
Turbocharging Sales (Dan Kuschell, June 03, p. 60)
Turning Leads Into Sales (Allen Konopacki, January 01, p. 33)
21st Century Selling Requires A Unique Mind-Set (Bill Brooks, August 03, p. 38)
Using A Strong Risk Reversal Closes More Sales (Archie R. Lawhorne, April 00, p. 42)
Value-Added Selling Is A Team Sport (Tom Reilly, June 04, p. 60)
Values And Sales Success (Bill Brooks, May 02, p. 40)
Ways You Can Conquer Call Reluctance (Bill Brooks, January 04, p. 36)
What Business Are You Really In? (Bill Brooks, November 03, p. 56)
What Helps Salespeople Succeed? (Paul Pease, June 03, p.35)
What Is A Sales Call? (Paul Pease, November 02, p. 50)
When You Talk People Listen (Stephen D. Boyd, December 00, p. 61)
When Your Prospect Says Your Price Is Too High, What Do You Say? (Bill Brooks, December 02, p. 36)
Why Do So Many Salespeople Fail To Get It? (Bill Brooks, June 04, p. 30)
Why Your Best Sales Leads End Up In The Trash (Steve Underation, August 03, p. 27)
Winning Big At Botching Marketing And Sales (John R. Graham, May 04, p. 49)
Words That Sell (Dawn Josephson, November 04, p. 58)

Mergers/Sale of Agency

One Plus One Equals One — Only Better (July 00, p. 36)
Why Merge? (March 00, p. 11)

Promoting Your Agency

Establish Your Own Brand (Jim Ferron, March 04, p. 35)
First Impressions Are The Last Thing A Company Wants To Forget (John R. Graham, August 01, p. 32)
How To Get The Media To Notice Your Business (Pam Lontos, January 04, p. 48)
Making The Most Of Free Publicity (Katherine A. Stuart, November 00, p. 36)
Participate — Don’t Just Join! (September 02, p. 25)
Promoting Our Most Important “Principal” (Al Brosseau, June 01, p. 39)
Time To “Pay The Piper” (January 00, p. 24)
Value Of Old-Fashioned Publicity, The (Richard H. Henley, November 00, p. 34)

Starting An Agency

Agency Opens The Door, And Then What? An (February 03, p. 6)
Learning From Agency Beginnings (February 03, p. 9)
Name Is More Than Just A Name, A (February 03, p. 16)
Welcome To The World Of Agency Life (March 00, p. 18)

Sub-Reps

Importance of Finding the Right Sub-Rep, The (June 03, p.6)
Prosper At Your Own Risk: When SubRep Success Cannot Be Restrained (Gerald M. Newman and Adam J. Glazer, January 04, p. 21)
Sub-Reps Provide a Win-Win-Win Selling Solution (June 03, p.8)
Succession Planning

Succession Planning

Choosing Your Successor Carefully (Randy Bliss, January 02, p. 13)
Continuity of Lines for the One-Person Rep Agency (Jerry Leth, May 03, p.20)
Success In Succession Planning — The Buy-Sell Agreement (John L. Vrablic, January 02, p. 17)
True Family Affair, A (October 00, p. 8)

Territory

All For One And One For All (August 00, p. 37)
Territory Planning: The Mission Sales Process (Steve Lippock, November 03, p. 24)

Training

Law of the Iceberg: Having a Heart for Selling, The (Todd Duncan, May 03, p. 28)
Six Ways To Implement E-Learning In Your Business (Paul S. Goldner, October 01, p. 22)
Training Lets You “Walk The Walk” (August 01, p. 41)

Travel

Companies Allow Use Of Fleet Vehicles (June 01, p. 44)
Details On Cutting Travel Costs (September 01, p. 66)
Doubling Of Per Diems, The (July 00, p. 15)
Enjoying Needed Comfort On The Road (June 00, p. 38)
IRS Ups Driving Rate (April 01, p. 52)
Keeping Tabs On Business Travel (October 00, p. 36)
To Fly Or Drive? (April 02, p. 48)
Tracking Automotive Dollars (February 01, p. 45)

Agency-Principal Relationship

Building/Maintaining Relationship

Aligning Your Company To Get The Most Out Of Your Reps (Gregg Marshall, October 02, p. 36)
Buckeye Fabricating Company: A Case Study (Harold J. Novick, November 02, p. 59)
Buckeye Fabricating Company — A continuing case study of a small company’s growth using independent reps — Part IV (Harold J. Novick, July 00, p. 17)
Buckeye’s Search For Reps — Part III (Harold J. Novick, June 00, p. 8)
Building A Foundation For The RepPrincipal Relationship (July 02, p. 13)
Building Relationships In The 21st Century (Howard B. Cowan, February 02, p. 61)
Building And Strengthening The Relationship (March 01, p. 16)
Carrying The Rep’s Message (June 02, p. 13)
Commitment To Reps Pays Off (October 04, p. 34)
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)
Distributors Design The Dream Sales Rep: What Are The Best — And Worst — Attributes? (Mary Esch, July 03, p. 36)
Do the Job, and They Will Find You (May 03, p.15)
Eleven Ways To Keep Your Reps’ Attention (October 00, p. 22)
Exclusive Territory vs. Select Account Basis (Dave Dolin, September 04, p. 21)
Expanding The Rep’s Role (June 04, p. 14)
How Manufacturers Can Gain The Rep’s MindShare (Paul Pease, September 02, p. 15)
How Strong Is Your Rep Organization? (B. Dean Baum, September 01, p. 44)
Importance Of Providing Incentive To Reps, The (May 01, p. 44)
Keys For Building A Strong Relationship Between Manufacturer And Rep — Part 1 (December 01, p. 28)
Keys For Building A Strong Relationship Between Manufacturer And Rep — Part 2 (January 02, p. 28)
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)
Managing Principal Visits (Charles P. Shaw, October 02, p. 31)
Manufacturer And Reps Working Together Hit The Mark (December 04, p. 45)
Manufacturer Complains Of Poor Treatment By Reps: Ethics 101 (Joseph W. Miller, May 01, p. 29)
Manufacturer Depends On Reps To Reach Market (April 01, p. 16)
Manufacturer Looks To New Market (August 03, p. 19)
Manufacturers And Reps Look To The Future (August 01, p. 23)
Manufacturers Like Reps — But Do They Respect Them? (John Haskell, October 02, p. 51)
Manufacturers’ Views Of The Changing Rep Firm (May 04, p. 6)
More Than Six Decades Of Providing Value (June 00, p. 16)
Motivating The Independent Sales Representative (Hank Lavin, September 01, p. 53)
Need For Sharpening The Sword (November 04, p. 49), The
Networking Jumpstarts The Rep Experience (March 04, p. 9)
Perfect Activity Report In The Eyes Of A Rep, The (Harry J. Abramson, September 04, p. 12)
Perfect Distributor In The Eyes Of The Rep, The (Harry J. Abramson, July 01, p. 39)
Perfect Principal In The Eyes Of The Rep, The (Harry J. Abramson, April 01, p. 27)
Perfect Regional Sales Manager In The Eyes Of A Representative, The (Harry J. Abramson, August 01, p. 26)
Perfect Rep In The Eyes Of The Industry, The (Harry J. Abramson, December 01, p. 37)
Successful Search For The Perfect Principal(s), The (June 04, p. 6)
Viewing the Service Manufacturer and Rep Provide Each Other (May 03, p.11)
Why Reps Appreciate Principals Who Value Their Services (Harry J. Abramson, July 00, p. 4)

Finding/Selecting Agents

Attributes Of Top-Performing Reps (November 04, p. 6)
Filling Out Your MANA Profile (Jerry Leth, November 03, p. 20)
Finding Productive Sales Representatives (Hank Lavin, January 00, p. 17)
Looking To Reps To Sell Ideas (November 04, p. 16)
Making The Right Rep Connection (May 04, p. 13)
Manufacturer Seeks The Right Ingredients (June 04, p. 12)
Recruit Your Way To The Top (John Boe, June 03, p. 12)
Reps And Manufacturers — Finding Each Other (April 02, p. 6)
Successfully Making The Move From Direct To Rep (August 01, p. 20)
Working Plan For Rep Selection, A (May 01, p. 24)
Working With “The Best Reps In The Country” (August 01, p. 16)

House Accounts

Creative Approach To House Accounts, A (March 00, p. 62)
No News Is Good News With House Accounts (July 01, p. 8)

Rep Councils

Better Late Than Never With A Rep Council (March 00, p. 24)
Getting The Most Out Of The Rep Council (February 00, p. 4)
Good, The Bad, And The Ugly About Rep Councils, The (July 00, p. 27)
Need For More Rep Councils, The (August 00, p. 62)
Rep Council Review (September 00, p. 41)
Rep Councils Show Manufacturers’ Commitment (April 00, p. 23)

Terminating Relationship

Integrating Convenience Representative Agreements (Glen Balzer, July 03, p. 22)
“Termination For Convenience” Addressed In Jury Trial (November 01, p. 53)

Trade Shows

How To Handle Different Types Of Visitors At A Trade Show (Allen Konopacki, March 00, p. 56)
Place To Meet Good Reps, A (May 00, p. 44)
“The Show Must Go On” (Charles Shaw, September 04, p. 49)

Training

Following a Proactive Approach (June 01, p. 8)
Identify Objectives Ahead Of Time (June 01, p. 17)
Personal Field Sales Training Via The Internet (Paul Pease, February 00, p. 54)
Preventive Maintenance Pays Off (June 01, p. 13)
Striving To Improve (June 01, p. 11)
Upgrade Your Computer System — Train Your Users (Gregg E. Marshall, August 02, p. 9)
What A Rep Needs When It Comes To New Products (April 01, p. 5)

Value of Working With Agencies

Attributes Of The Hungry Rep (July 01, p. 21)
Buying What’s Inside The Rep’s Head (September 00, p. 52)
Compatibility Means More Time Spent On The Line (May 00, p. 54)
Exceeding Expectations (August 00, p. 45)
Getting More Of Your Agent’s Time (February 00, p. 44)
Going The “Extra Mile” (June 00, p. 22)
Killing With Kindness (July 00, p. 32)
Looking For The Manufacturer That Communicates (April 00, p. 5)
Looking For The Perfect Fit (November 01, p. 28)
Making The Case For Outside Sales Reps (May 02, p. 20)
Measuring The Manufacturer/Rep Relationship (June 02, p. 6)
One Good Reason To Appreciate Your Agency (Kathy Ellis, July 02, p. 56)
One Rep Answers The Question: Why MANA? (Vic Condelee, October 02, p. 19)
Reasons For Spending Time On A Line (March 00, p. 4)
Reps Answer A 911 Sales Call (September 00, p. 25)
Rep’s Continued Value, The (June 00, p. 54)
Reps: The Recession-Proof Sales Solution (Paul Pease, February 02, p. 11)
Supporting The Rep (December 00, p. 4)
Value Of Using Manufacturers’ Agents, The (May 00, p. 37)

Canadian Repping

Canadian Prime Minister Invites MANA President To Reception — Team Canada West Trade Mission comes to Dallas and Los Angeles (February 02, p. 14)
Canadian Repping: A Logical Approach To Synergistic Selling (October 03, p. 6)
Canadian Repping: Canadian Rep Endorses “Repping” As A Career Choice (August 04, p. 51)
Canadian Repping: Canadian Reps Point To Cross-Border Similarities (February 04, p. 32)
Canadian Repping: Canadian Reps Provide Their Particular Value-Add (July 04, p. 34)
Canadian Repping: Exploring Some Important Differences (January 04, p.16)
Canadian Repping: Exploring The Differences On Both Sides Of The Border (May 04, p. 34)
Canadian Repping: MANA’s Toronto Chapter Gets Web Site Initiation (December 04, p. 34)
Canadian Repping: More On Border Crossings (November 04, p. 24)
Canadian Reppling: Practicing A One-Stop Approach In Canada (September 04, p. 40)
Canadian Repping: Selling Into Canada (Tom Wilson, June 04, p. 50)
Canadian Repping: Taking The Pain Out Of Border Crossing (October 04, p. 31)
Canadian Repping: The Challenge For Canadian Reps (April 04, p. 56)

Commissions

Negotiating

How Your Commission Is Expressed And Determined Is Important (Stephen K. Valentine, Jr., March 04, p. 32)
Professional Approach Lets Rep Put Best Foot Forward (July 02, p. 6)
Taking The Path Toward Effective Negotiating (February 02, p. 19)
We Have Value! What to do if your customer wants your commission (Joseph W. Miller, August 00, p. 41)

Paying

Advances Exceeding Commissions Earned: Making Sure They Can’t Take It With Them (John M. Riccione and Paul A. Greenberg, January 04, p. 25)
Case For Retainers, A (Dave Dolin, January 00, p. 35)
How Motivating Is A Commission Cut? (Joseph W. Miller, July 01, p. 14)
Move To Automatic Deposit Of Commissions, A (October 04, p. 27)
Providing Incentive For The Rep (Henry P. Bergson, December 01, p. 10)
Publication Aims At Protecting Rep’s Commissions (July 03, p. 24)
Retainers — An Option To Cover The Rep’s Extra Services (July 02, p. 48)
Tracking Your Commission Check (Charles M. Cohon, CPMR, April 02, p. 26)

Rates

Reps Voice Commission Concerns (December 01, p. 6)
Static State of Commissions, The (October 03, p. 12)

Split Commissions

Any Split Commission Is A Commission Reduction (Charles P. Shaw, March 03, p. 39)
Coping With Split Commissions (February 01, p. 53)
Eliminating The Black Hole (Dave Dolin, April 00, p. 54)

Communication

Being Responsive Enough to Prospects and Customers (Bill Brooks, May 03, p.38)
Bridging The Communication Gap Between The Corporate Office And Sales (Paul Pease, June 02, p. 48)
Communication Cements Rep And Manufacturer (August 04, p. 11)
Communicating With Reps (August 01, p. 18)
Easing The Flow Of Communications (October 02, p. 6)
Elements Of Effective Communication, The (December 00, p. 45)
For This Rep, Nothing Beats The Phone (September 02, p. 11)
Human Side Of Business, The: Effective Listening (Stephen D. Boyd, February 04, p. 35)
Manufacturers And Reps Compare Notes (April 00, p. 28)
Office Rep Relies On Person-To-Person Contacts (January 00, p. 4)
One Plan Works Better — Enhancing the sales strategies of the principal and rep by taking the team approach (Paul D. Castro, January 01, p. 39)
Positioning An Agency To Meet The Future (Lionel Dace, November 01, p.16)
Power Of Active Listening, The (Bill Brooks, December 03, p. 47)
Presenting And Communicating Ideas More Effectively (Dr. Reesa Woolf, August 01, p. 52)
Talking Our Way Out Of Sales (John R. Graham, August 03, p. 59)
“Tell Me Why It Happened!” Sales Call Reporting And Explanatory Knowledge (Dr. Robert H. Tippetts and Eric Tippetts, November 01, p. 13)
Using The Telephone To Perform Customer Satisfaction Surveys (Michael Kirsch and Leslie Wood, April 02, p. 40)
Using Words The Same Way (John Graham, August 04, p. 14)

Education

Canadian Repping: Value Of CPMR Crosses Borders (March 04, p. 52)
Checking Seminar References (March 00, p. 64)
CPMR Courses Keep On Top Of Rep Developments — Part 1 (October 03, p. 18)
CPMR Courses Keep On Top Of Rep Developments — Part 2 (November 03, p. 27)
CPMR Survey Maps Reps’ E-Commerce Views (August 00, p. 28)
CPMR Translates Well Into Any Language (May 04, p. 29)
Evolution Or Extinction: Which Way Is Your Agency Headed? (Paul Pease, June 04, p. 16)
Importance Of Keeping Up To Speed, The (October 01, p. 15)
Keystone Conference Lets Reps Learn From Reps (December 03, p. 32)
Kudos Offered For MRERF Program (January 02, p. 25)
MRERF Maps Course For 2003 (July 03, p. 29)
MRERF Program Hones Sales Skills (February 02, p. 33)
New Board Members Share Initial Views (September 04, p.16)
Perfect Sales Meeting In The Eyes Of A Rep, The (Harry J. Abramson, February 02, p. 55)
Reinforcing “Core Competencies” (October 01, p. 10)
Searching For “The Ugly Baby” (October 01, p. 13)

Globalization/Foreign Trade

Adding Value In An International Arena (October 02, p. 13)
Agency Bridges The Atlantic (September 03, p. 6)
Challenge Of Selecting An Overseas Agent, The (Peter Heumueller, March 03, p. 19)
Common Ground Approach For Reps And Foreign Manufacturers, A (April 04, p. 14)
Conducting Business On A World Stage (May 02, p. 17)
CPMR Provides A Good Model For Europe (June 02, p. 29)
European Agency Shows Similarity To U.S. Firms (March 01, p. 4)
Experiencing The Difference Between West And East (November 01, p. 5)
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)
Hannover Fair Brings The World To Reps (July 03, p. 6)
Hard Work And NAFTA Pay Off For Mexican Firm (September 00, p. 9)
How Globalization Works In The Field (May 01, p. 16)
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)
Information Technology’s Impact On International Trade And Rep Attributes (Jeff Henderson, February 00, p. 12)
IUCAB Passes Half-Century Mark (August 03, p. 31)
“Knowledge Management’s” Role In The International Marketplace (Jeff Henderson, April 04, p. 25)
Lessons Learned Overseas (July 01, p. 4)
Looking East For Business Growth (July 02, p. 20)
MANA Attends International Rep Associations Meeting In Berlin (September 01, p. 35)
MANA Board Clarifies Association Trade Policy (February 04, p. 19)
MANA China Study Mission Offers Business View From the Other Side of the World (May 03, p. 5)
MANA Cites Success At Hannover Fair (August 02, p. 35)
MANA Continues Hannover Participation (August 04, p. 31)
MANA Hosts European Agents’ Meeting (September 00, p. 4)
MANA’s Presence In Europe (June 01, p. 35)
MANA’s Second China Study Mission Hits The Mark For Participants (November 04, p. 32)
MMC International Moves To The Far East (July 01, p. 35)
Michigan Agent Sees Potential Partnerships In Ireland (October 01, p. 25)
Need To Conduct Business Anywhere In The World, The (August 02, p. 50)
Providing Value Add To The Foreign Principal (April 00, p. 16)
Putting A Dent In The U.S. Market (March 00, p. 30)
Reps Can Thrive In A Shrinking World (March 03, p. 12)
Study in Differences, A (June 03, p.22)
Study Mission Veterans Plan For Next Trip (April 04, p. 18)
Thinking “Out Of The Box” (January 01, p. 16)
Travel Time Pays Off (October 04, p. 23)
Truth About Representing Products From China — Part 1, The (Michael Bloom, September 03, p. 14)
Truth About Representing Products From China — Part 2, The (Michael Bloom, October 03, p. 26)
U.S.-Canadian Differences Noted (May 00, p. 59)
View From Overseas, A (Chuck Klein, February 00, p. 8)
Want To Be Part Of MANA’s Globalization Effort? (July 00, p. 31)
What Globalization Means To The Rep (May 01, p. 8)
When To Launch Into New Markets (Peter Heumueller, June 04, p. 35)
Why Globalization is Imperfect in the Eyes of a Rep (Harry J. Abramson, April 03, p.37) and Counterpoint (Joseph W. Miller)
ZVEI, The A European manufacturer resource for MANA members (September 01, p. 6)

Legal/Contracts

ABCs Of Assumptions In Contracts, The (Gerald G. Salmen, March 02, p. 10)
As The Rep’s Role Changes — So Should His Contract (December 02, p. 15)
Attorney Expands To Meet Rep Needs (September 04, p. 32)
Attorney Urges Reps To Keep Accurate Records (December 04, p. 22)
Avoiding And Resolving Commission Misunderstandings Outside The Courtroom (Gerald G. Salmen, January 01, p. 8)
Beware Of Changing Entity (Stephen K. Valentine, Jr., September 00, p. 44)
Casting A Legal Eye On The Rep’s Concerns (December 03, p. 19)
Contracts 101: The New MANA Agreement Guidelines – Part 1 (Gerald G. Salmen, May 01, p. 32)
Contracts 101: The New MANA Agreement Guidelines – Part 2 (Gerald G. Salmen, June 01, p. 4)
Contracts 101: The New MANA Agreement Guidelines – Part 3 (Gerald G. Salmen, July 01, p. 27)
Deal Fairly And In Good Faith — How could anyone refuse? (Charles H. Melville & Steven F. Stuhlbarg, April 00, p. 8)
Enforcing Oral Contracts (Steven F. Stuhlbarg, May 04, p. 24)
Focusing on the Rep’s Major Legal Concerns (April 03, p. 12)
Get It In Writing! — Well, Sort Of.... (Paul Asker, December 04, p. 18)
How A Non-Compete Can Help Your Business (Barbara H. Kramer, April 03, p.19)
Implied Territorial Exclusivity In Sales Representative Agreements (Ronald J. Wronko, Esq., August 03, p. 51)
Importance Of A Written Contract, The (March 02, p. 6)
Legal Myopia (Gerald G. Salmen, February 01, p. 25)
Legal Professionals Offer View of Rep Concerns (April 03, p.6)
Legal Value-Add, The (June 04, p. 21)
MANA Symposium Covers Rep’s Legal Ground (December 03, p. 14)
Non-Disclosure and Non-Competition Provisions in Sales Agreements (Gerald M. Newman, April 03, p.16)
MANA’s Guidelines For International Agreements – Part 1 (October 00, p. 16)
MANA’s Guidelines For International Agreements – Part 2 (November 00, p. 56)
MANA Hosts Rep-Savvy Attorneys (December 04, p. 6)
Rep Entitled To Commissions On Orders Shipped After Termination, Plus Attorneys’ Fees (Gerald M. Newman and Adam J. Glazer, December 04, p. 10)
No Shortage Of Future Legal Concerns (March 04, p. 28)
Non-Compete Clauses (Gerald G. Salmen, January 01, p. 4)
Performance Management Without Pain — And Without Lawsuits (Patricia S. Eyres, March 03, p. 49)
Two Topics Of Concern To Reps (Stephen K. Valentine, Jr., January 03, p. 38)
Plain English Or “Pain” English? (Gerald G. Salmen, March 01, p. 32)
Preventing Common Legal Challenges That Can Plague Your Business (Patricia S. Eyres, March 02, p. 21)
Preventing Mistakes With Representative Agreements (Glen Balzer, September 04, p. 26)
Product Liability And The Rep (July 04, p. 17)
Rep Definition Clarified By Wisconsin Supreme Court (September 02, p. 59)
Rep Legal Concerns Focus Of MANA Seminars (September 04, p. 35)
Sense Behind A Legal Audit, The (March 02, p. 17)
Strategies For Eliminating Employment Discrimination In Your Organization (Patricia S. Eyres, March 02, p. 24)
Tending To Your Commissions — Before And After They Hatch (Victoria A. Valentine, March 02, p. 26)
What Does “Intentional” Mean? (Stephen K. Valentine, Jr., October 00, p. 32)
When A Contract Is Not A Contract (Scott M. Sanders, August 04, p. 22)
Winning And Losing At The Same Time (August 03, p. 13)

Legislation

Can Too Many Rights Make A Wrong — As usual, it depends on your point of view (Pat Brown, September 02, p. 37)
Commission Protection Acts Are Not The Only Answer (Gerald G. Salmen, March 02, p. 13)
E-Mail And Grassroots (Bob Rising, October 02, p. 23)
Rep Associations Pass Florida Commission Protection (September 04, p. 11)
SBLC Annual Meeting: President Reports On SBLC/MANA Legislative Agenda (May 01, p. 46)
SBLC Gives MANA Members A Voice In Washington (August 02, p. 23)
Small Business Legislative Council Advocacy Report (May 03, p.18)
What “Intentional” Means Under The Michigan Sales Representative Commission Act (MI SRCA) (Stephen K. Valentine, Jr., September 03, p. 25)

Member Profiles

Added Challenge For A Rep’s Manufacturers, An (December 02, p. 12)
ASM Classified Puts Manufacturer On Fast Track (January 02, p. 6)
Attractions Of Being A Rep, The (September 01, p. 22)
Boom Propels Expansion South (October 01, p. 6) B
Building Relationships With “Friends” (March 02, p. 33)
Catching Up With Reps On The Run (September 02, p. 31)
Connecting Number One With Number One Makes The “Perfect Match” (August 04, p. 58)
Creating A Solid Rep-Manufacturer Relationship (December 01, p. 33)
50-Year Recipe For Success, A (January 02, p. 33)
Glasby — Different From The Norm (October 01, p. 32)
Helping U.S. Companies Stay Competitive (November 02, p. 32)
Here’s A Rep Who’s Always Ready (May 02, p. 6)
MacKellar Associates Celebrates 80th Annivesary (April 03, p.34)
Making Sweet Music In International Business (May 02, p. 31)
Manufacturer Specializes In Removing Obstacles (July 04, p. 12)
Military Provides Rep A Change In Plans (October 04, p. 6)
Performing On A Worldwide (Marketing) Stage (March 03, p. 6)
Operating As Eyes And Ears In The Field (August 04, p. 6)
Reaching The Top With Reps (May 02, p. 9)
Reinventing An Agency To Overcome Obstacles (April 02, p. 34)
Rep And Manufacturer Look To Next 40 Years (May 02, p. 11)
Rep Is Major Player In Miner Miracle (October 02, p. 10)
Rep Paves A Technological Path (June 02, p. 34)
Rep Performance Up To Par For This Manufacturer (September 04, p. 58)
Reps Rush To World Trade Center — For A Second Time (November 01, p. 31)
Single-Man Agency Shows It’s Up To The Task (January 03, p. 12)
Spreading The Word On Reps (September 01, p. 36)
Striking It Rich At The Casino (November 02, p. 16)
Technology Investment Points To New Directions In Agency Sales (November 00, p.13)
Triple Play Translates to International Success (June 03, p. 31)

Sister Associations

AIM/R Members Get A Lesson From The NFL (September 03, p. 19)
AIM/R Strengthens Relations With Customers (July 04, p. 22)
AMRA — Promoting The Rep Function (March 00, p. 38)
As Economy Recovers, Reps Encounter Increased Service Demands (August 02, p. 29)
ERA — Serving The Electronics Rep (October 00, p. 61)
Gerber Plumbing Named AIM/R Golden Eagle Award Recipient (March 04, p. 21)
Gift Industry Reps To Share Similarities And Differences (July 03, p. 19)
MANA President/CEO Strengthens Ties At Joint MANA-NAM Reception (June 02, p. 17)
MRERF Announces 76 New CPMR Program Graduates (June 01, p. 37)
Multiple Association Membership A Must For Professional Rep Firms (Joseph W. Miller, March 03, p. 27)
Perceptions Of The Rep In The Classroom (April 01, p. 24)
Promoting The Electrical Rep (January 00, p. 26)
Staying Ahead Of The Curve (March 03, p. 23)
Two Associations Working As One (July 00, p. 43)

Technology

E-Commerce

B2B E-Selling Isn’t (Bruce Merrifield, May 01, p. 55)
Building A Sustainable E-Business CRM Strategy (Jeff Caldwell, CPA, May 00, p. 23)
Creating More Than An Online Presence (August 01, p. 38)
Different Kind Of Rep Embraces E-Commerce, A (August 00, p. 16)
Dot Calm Down! (Bob Ayrer, October 00, p. 41)
“E” And The Rep (Larry Deem, August 00, p. 4)
Electronic Commerce And Its Impact On The Multiple-Line Representative Function (Gregg Marshall, August 00, p. 8)
E-Mail Time Savers For Windows (Kathy Stuart, May 00, p. 31)
How A Sales Agency Uses Technology To Improve Sales, Service And Profitability (Gil LaCroix, September 03, p. 34)
How Do We Get More Visitors To Our Web Site? (John R. Graham, March 01, p. 38)
Internet Auctions Continue To Grow (January 01, p. 60)
Internet-Based Customer Service Opportunities (Gregg Marshall, May 00, p. 13)
Keeping Up With The Times (April 01, p. 32)
Rep And The Net, The (Charles P. Shaw, April 00, p. 38)
Revisiting Reverse Auctions (September 00, p. 31)
Web Site Peaks And Pitfalls (November 00, p. 53)

General Internet

Benefits Of Embracing Change, The (June 02, p. 20)
Different Twist On The Internet, A (February 01, p. 34)
Digital Windshield (Steven B. Zaboji, June 04, p. 25)
Don’t Get Left Behind With The Web (December 03, p. 6)
Every Manufacturer Needs A CTO (And Some Reps Do Too) (Gregg Marshall, January 03, p. 34)
Hoping For An Anti-Spam World (October 03, p. 21)
Meeting Minimal E-Mail Standards (November 01, p. 20)
Prevent Value Subtraction — Be a cyber cynic (Katherine A. Stuart, September 01, p. 28)
Primer For Independent Sales Agents, A — The least they should know about the Internet and the web (Christopher Kearney, September 02, p. 6)
Selling Better In A Changing World (September 04, p. 6)
Slash Your Tech Support Bills — Support Yourself First (Brian J. Nichelson, Ph.D., May 03, p.32)
Some Web Site Do’s And Don’ts (December 03, p. 9)
Survey Demonstrates Need For High Touch (August 00, p. 15)
Surviving And Thriving With The Internet (Charles P. Shaw, January 00, p. 30)
Taming The WWW (March 00, p. 44)
Two Pros Weigh In On Web Site Marketing (July 04, p. 9)
Who Do We Thank (And Curse) For E-Mail? (John R. Graham, November 02, p. 23)
Will The Internet Replace Your Filing Cabinet? (Barbara Hemphill, June 01, p. 52)
Working The Web (July 04, p. 5)

Hardware

Proactively Dealing With Change (February 01, p. 16)
Taking Time To Communicate Effectively With Technology (Paul Pease, June 00, p. 58)
Technology Available To The Rep And Principal (John McNellis, July 03, p. 10)
Technology Is No Substitute For Organization (Barbara Hemphill, July 04, p. 60)

Software

Back To The Future? (Gregg E. Marshall, February 01, p. 37)
CAD Technology Tool For Reps (April 01, p. 38)
Changes At The Speed Of Life — MANA’s new online directory eliminates the year-long wait for listing changes (December 00, p. 27)
Exercising The Position Of “Information Dominance” (November 02, p. 27)
Improving Sales Partnerships With Technology (Gregg E. Marshall, July 02, p. 34)
In-Depth Look At A Rep-Specific Software Package — Part 1, An (Gregg Marshall, July 03, p. 14)
In-Depth Look At A Rep-Specific Software Package — Part 2, An (Gregg Marshall, August 03, p. 22)
It’s Time To Become A Movie Producer (Gregg Marshall, February 03, p. 34)
Mobile Computing Trends (Katia Gizon, December 02, p. 23)
New Selling Tools For New Times (June 00, p. 4)
Rep Software Provider Profiles (August 02, p. 15)
Successful Sales Force Automation Switch, A (March 02, p. 30)
Using The Internet And Automation As Tools For Salespeople (Dave Kahle, August 00, p. 25)
Vision Of The Future Needed When Choosing Software (August 02, p. 6)
VPN And Automated Selling (Jessica Saunders, August 00, p.22)