Finding a Rep
寻找销售代理

The best method is by word of mouth. Ask retailers for recommendations, talk to Reps you already know or work with. A retailer recommendation can mean that the Representative is liked, trusted and carries a range of sought after merchandise.
最好的途径是看口碑。询问零售商推荐，与你已经了解的或合作过的销售代表交谈。零售商的推荐可以说明这个代理商是受欢迎和值得信任的，并且在广大商家中享有一定得声誉。

Alternatively, you could take advertising space in a trade magazines.
或者，你可以在贸易杂志上发布广告。

Another route is to use an agents register which will sell you a short list of sales reps in the areas you require. However, none of these agents is screened before being placed on the database, so it is up to you to sort the good ones from the bad.
另一个途径是通过使用在你要求的领域提供一份短的销售代理清单的代理注册。然而，这些销售代理商鱼龙混杂，根本没有经过认真筛选。所以，你还得从中挑选出其中优秀的。

What should you look for in a Rep
销售商代理商应该具备的条件：

• Good personality and appearance are very important.
• An established territory with a strong customer base.
• Compatible agencies i.e. make sure the lines already carried fit in with yours.
• Check the agent does not carry too many agencies. Five is about enough.
• Check the agent lives in the territory covered.
• Check how often the agent calls on customers - it should be at least four times per year.
• Check how long the agent has represented his/her other principals.
• Does the agent seem motivated enough?
• Check the agent has permanent use of a car, a fax and a mobile phone.

• 品行好， 形象佳，这点很重要
• 拥有稳定的市场和强大的客户群
• （商家要一致，确保所代理的领域符合您的所需）
• 确保销售代表未代理太多的商家，最多5个
• 确保销售代表居住在目标区域
• 检查销售代表拜访客户的频率，至少应该每年4次
• 检查销售代表已经代理的主要客户的年限
• 是否有足够的动力
• 是否拥有固定的汽车、传真、手机

What to avoid in a Rep
销售代理商应该避免：

• One who collects agencies like postage stamps.
• One who carries incompatible or directly competing products.
• One who is semi-retired.
• One who lives far form his territory.
• One who depends on the phone and rarely calls on customers.
• One who is too old or too young.

• 仅为了收集商家，就像收集邮票一样
• 代理相冲突或直接竞争的产品
• 处于半退休状态的代理
• 居住地远离其所代理商家产品的区域
• 仅通过电话联系客户，极少亲自登门拜访
• 经验不足或者年事已高

What is the best way to assess the rep's potential?
评估销售代理商潜力的最佳方式：
A structured interview is paramount. An informal chat at a trade show is neither professional nor desirable. An rep keen to represent your company will be happy to attend an interview and assess the new principal's potential on their home ground.
安排一个面谈很重要。贸易展览会上的非正式的聊天既不专业也不会令人满意。一个热切想代理你的公司的销售代理商会很乐意参加一个正式的面谈，并藉此在新客户的地盘上评估新客户的潜力。
Prepare an interview form on which you can enter the agent's details. This will be invaluable for remembering which rep said what!
准备一个面谈表格，用来记录销售代理商的具体信息。这对于之后回忆每个代理商所说的内容非常重要。

The form should include the following:
表格内容应包括：
Date, name, address, telephone, fax, mobile phone details. Date of birth. Counties covered, current principals, types and number of outlets called on, trade shows attended, previous employment history. 

日期，名字，地址，电话，传真，手机等具体信息。生日，已经覆盖的地区，目前的客户，所代理商家的类型和数量，参加过的贸易展览会，就业历史。
Most small and medium sized publishers rely on sales agents for their sales to the independent retail trade. Agents are independent, self-employed individuals who represent a number of different card or giftware companies. 
大多数中小型的出版商会依靠销售代理在独立的零售领域来销售产品。销售代理商是独立的、自雇的个人，他们代表许多不同的名片或者礼品公司。

Advantages
优势

• The Rep works on a commission basis - therefore no order no overhead
• The principal has no responsibility for the rep's expenses eg. Telephone or travel
• It is the only way to distribute your products across the country without employing a sales representative (and all the overheads that entails), a distribution company or doing the footwork yourself.

• 销售代理以佣金为生 – 因此没有订单就没有收益
• 客户不需承担销售代理的任何经费，例如电话费或者差旅费。
• 无需自己雇佣业务代表（和花费一系列所需经费），无需找代理商或者自己亲力亲为，我们的销售代表将是您在全国范围内推销您产品的唯一途径

Disadvantages
劣势

• The Rep is self employed and therefore difficult to control, discipline or motivate
• The Rep works his/her own area which might not fit with your requirements
• Your products have little control over the agents sales presentation
• The Rep will have other lines that they wish to sell, there is no guarentee that yours will be given priority

• 销售代理商是自雇的，因此难以控制，管束和激励
• 销售代表所经营的方式或许会不符合您的要求
• 您的产品对代理商们不具备任何的约束力
• 销售代理商还有其它产品需要销售，因此不能保证他们会重视你的产品。

What you should be able to expect from a rep
你应该从销售代理商那里得到 :

• That your product range will be presented with enthusiasm by a professional sales person in all those retail outlets in the designated area where your products should be sold and distributed.
• That you be kept advised of any suggested improvements in your product or service.
• That you be kept advised of your competitors activities.
• That you receive any orders taken on your behalf on an immediate basis and in a legible form to ensure rapid turn around and speedy delivery.
• That you receive a short monthly report. The best way to ensure this is that you prepare a one page form and make it a condition of employment at the outset.
  
  
  • 您的系列产品将由充满热情的专业的销售人员，在指定地区里的所有零售店里销售。
  • 你将随时被通知关于你的产品或服务的改进的建议
  • 你随时被通知你的竞争对手的动向
  • （销售代表为您接洽的订单将得到快速处理，并有清楚的书面订单指示已确保及时生产和交货期）
  • 每月你收到一个简短的报告。要做到这一点，最好的办法是准备一份单页表格并一开始就将此要求作为聘用的一个条款。
  
  
  
  The report should contain the following points:
  Name, month and date
  The Range: Strong selling points, suggested improvements criticisms
  New Lines: Customers' reactions, suggested improvements
  Merchandising/Sales Aids: Suggestions, reactions, further improvements
  Number of calls made in the month: Personal calls, telephone calls
  New Accounts: Number of new accounts, value of new account business.
  Any other observations

报告应该包括以下几点：
名字、月份、日期
（范围）：强有力的卖点；批评和改善建议
（进展）：顾客反映；改善建议
销售帮助：建议、反映、进一步的改善
当月拨打电话数量：移动电话、办公室固话
新账户：新账户的数量，新账户的价值
其他项目

What support should a rep expect?
销售代理商应该得到的支持和帮助：

• To be given detailed product training, background knowledge of the company and the personnel within it.
• To know who to report to. They must be kept in touch with on a regular basis, preferably by phone. It pays dividends to develop a good relationship with your agent.
• To be kept informed of new product introductions, price changes, customers who do not pay and any changes within the company.
  There is no point keeping an rep in the dark!

• 获得关于产品具体知识的培训、公司背景和公司内部的人事制度
• 知道向谁报告。他们必须经常保持联系，最好是通过电话。和你的销售代理商建立起良好的关系有很大的好处。
• 获得新的产品介绍、价格变动，欠账客户等公司内部的任何变动
  要随时给销售代表提供应有的信息（信息透明化）

The rep must be supplied with
必须提供给销售代理商： :

• A comprehensive range of samples.
• Up to date price lists.
• Catalogues.
• A professional sales presenter.

• 广泛的样品
• 最新的价格表
• 产品目录
• 专业的

The best results can be obtained by keeping in touch with your reps and always remembering to pay the commission in full and on time (Usually this will be on the last day of the month following date of invoice).
要想获得最佳的效果，就要和你的销售代理商保持联系，并按时全额支付提成（通常在每个月的最后一天，根据发票日期）。
Failure to do this will prove to be a great demotivator and will do nothing for you your company or your sales.
如果不按此行事，事情会变得消极，不利于您的公司或销售。