Let it be known if you are willing to see reps outside of store hours. Sales reps away from home value the chance to make an extra daily call. If you must cancel an appointment, do it early. If cancelling at short notice, try to assign another person to see the rep. Failure to make an appointment can be a missed opportunity for profit on both sides of the fence.
Flexibility is a welcome courtesy but strict adherence to committments is the rule.
The terms are often confused and confusing in publishing offers. Some book buyers now request that catalogs, and sometimes marked catalogs, be sent in advance of sales appointments. This is a legitimate request but it is important that buyers understand that this request, multiplied by many accounts, is very demanding of a sales rep's time, energy, and expense and should never be considered as a matter of course. It is not helpful to open the package when the sales rep arrives or to lose or mislay the materials that you have reviewed. Be open to your rep's suggestions for additions or changes.