Is there a difference in selling styles between Factory-Direct people and Manufacturer Agents?
According to the sales manager of a major American manufacturer that sells through a team of independent agents, there is a difference between agents and those who sell direct. He told us that although there is a difference, both can be effective if they work hard. But, he added, we fell that reps often work harder. The difference, he said, is planning. “Agents tend to plan more carefully, concentrating not only on their initial calls, but on their follow-up calls. They tend to have rehearsed, even mentally, for their customer meetings. Direct people plan less mainly because they are under direct supervision of a sales manager. They tend to do what is asked of them, often well, but they seem to be less self-reliant than most agents.” This manufacturer felt that for him this was a significant benefit. He explained: “The typical rep is more comfortable thinking on his feet. The typical direct salesperson often prefers to back off when questions arise until he can check things out with hi
