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.
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.