Good reps are ones with quick turn-around time. They provide flexibility in the RFP to allow you to pick and choose from a menu of options. You don't have to buy the crap to get the good stuff. Good reps do not try to get too involved. They stay on track and don't try to weasel their way into other businesses.
Good reps are straightforward.
They take the time to find out whom they are calling before they call. They cut through the clutter and give you a quick snapshot of what they are about. Bad reps are those that are too aggressive. Bad reps are arrogant. They need to remember that they are miniscule on the face of the earth.