The majority of representatives who work for a representative agency come from a background in sales. He or she is an expert at the geography being covered and knows how to cover it effectively and cost-consciously. Unlike traditional sales situations, manufacturers' representatives are drawn to this profession mainly because of their love of selling and desire to take charge of their life. To operate successfully, representatives need a certain degree of freedom. They usually work most effectively when they can determine the best course of action for a specific situation.
Representatives tend to respond to lines where they are treated as professional partners.
Provides more complete coverage in specific geographic areas and market. Provides more objective evaluation and customer feedback of new products or ideas for improving existing products as the representative may carry more than one line and does not work for the manufacturer. Sales costs are known to the manufacturer. Representative is only paid for results from orders received and shipped. Representatives have local acceptance.