News

Developing New Markets With Professional Field Sales Reps

An ERA-MANA White Paper for Manufacturers without Market Presence: Guidelines to Attract and Fairly Compensate Professional FieldSales Representatives to “Pioneer” Your “Missionary” Line Access the MANA white paper here: Continue Reading

Outsourcing Field Sales

18 Benefits of Outsourcing Field Sales View the Fortune Magazine Special Report here: Continue Reading

How Manufacturers and Reps Can Better Work With Each Other for Mutual Gain

How Manufacturers And Reps Can Better Work With Each Other For Mutual Gain Access the Ebook here: Continue Reading

The Sales Force: Working With Reps

Former MANA CEO and President Charles Cohon makes an excellent case for widespread use of manufacturers’ representatives in this book. Access the book here: Continue Reading

Tips & Tactics 15

Discover how MANA members boost sales and manage relationships by effectively communicating the effort involved in securing new business, alongside tips for motivating younger employees and making strategic decisions. Continue Reading

This Is What I Believe — a Rep’s View

Discover the profound impact of sales reps in business and their role as educators, optimists, and unrecognized heroes in fostering corporate and personal growth. Continue Reading

The Truth Can (Really) Hurt

Discover insights from a candid meeting where independent reps and manufacturing execs discuss trust, feedback, and collaboration for better business relationships and successful product launches. Continue Reading

Representative Agreements Must Be Rewritten Annually

Explore how annual renewal clauses in representative agreements minimize legal disputes, saving time and resources by allowing easy termination without court involvement. Continue Reading

Software for Manufacturers’ Representatives

Explore the latest MANA report on software for manufacturers' reps in Agency Sales magazine, revealing trends and new choices in rep software since 2002. Continue Reading

Preparing for the Coming Wave of Wealth Transfers

Discover key estate and investment planning strategies for managing the $40 trillion wealth transfer expected by 2052. Learn about wills, trusts, and tax-efficient inheritance tips. Continue Reading

Plan Your Way to Success and Increase Sales

Discover how strategic planning and detailed goal-setting can boost your sales performance. Learn to align personal and business objectives for success. Continue Reading

Not Letting Go of a Good Rep

Discover how manufacturers leverage strong rep relationships and strategic sales approaches to enhance business success, emphasizing synergy, value-add, and proactive joint sales calls. Continue Reading