Unlike the other staff members on the company s payroll, there is little or no control over the day to day work schedule of the sales rep. For some companies, this is a bitter pill to swallow. Conversely, the ISR, by accepting the company s line and subsequent commission checks, has a responsibility to represent the company in a professional manner. The behaviors that constitute a professional manner are the subject of this article. Contact It is a very reasonable expectation by a company that an ISR have contact with their customer base.
Contacts fall into several categories.
These include store visits, phone calls, faxes, e-mail and newsletters. Without a doubt the store visit is not only the preferred contact but also the most effective. Experienced reps generally have a travel routine that is both efficient and thorough. In between these store visits, contacts can be made via telephone, fax or electronic mail. It is important to mention that companies and retailers alike have much disdain for telemarketers.