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Scenarios Suggesting Independent Rep Selling
This year's featured leaders illustrate medtech's ability to adapt and thrive in an ever-changing business environment.
Steve Halasey
September 1, 2008
1 Min Read
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ADVERTISING, DISTRIBUTION, & SALES
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A medtech company may decide to base its sales approach on independent sales reps if at least some of the following conditions are present.
The company is using independent reps now and finds no compelling reason to change.
Customers want local representation, and using direct reps to serve that territory is infeasible.
The company cannot afford the fixed expenses involved in obtaining the intensive coverage desired through direct representation.
The markets the company serves are diverse and call for various types of sales approaches and skills.
The company seeks rapid entrée into a new market.
The company finds it difficult to retain top-performing direct personnel.
Qualified representatives are available.
The company can benefit from positioning with complementary products.
Copyright ©2008 MX
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