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. They are permanent residents of their selling territories, which eliminates sales manager expense account monitoring.
Representatives are familiar with many different products in the same field, giving buyers a choice.
Provide quick response to customer problems due to representative agency location. The rep has a quick entry into the market. The rep reduces the need and costs of sales training. Provides field and test demonstrations to customers and end-users. Provides market research that cannot be provided from a survey or book.