How Do You Deal With House Accounts, Split Commissions, and Other Territory Management Issues?
Periodically we hear from manufacturers’ representative members that their principals want to turn accounts the reps developed into house accounts. Or, maybe they want to split a commission you earned with a manufacturers’ representative in another territory because that’s where they shipped the order.
To learn how to deal with issues like these and others, login to the member area of the MANA website and click on the “Steps to Rep Professionalism” program. Once the next page opens, click on step 10, “House Accounts, Split Commissions, and Other Territory Management Issues.”