Bảng câu hỏi đánh giá nhân viên bán hàng - Sales Rep Evaluation Checklist

Sales Rep Evaluation Checklist

To distribute a product, you first have to make sales. Many small entrepreneurial companies are unable to field a large sales force, so they enhance their efforts by using independent sales representatives who will sell their products, along with those of other businesses, for a contracted commission. If you consider contracting with an independent sales rep, this checklist will help you evaluate each rep you are considering.

-  Does the rep carry conflicting or competing lines? 

-  What the rep’s commission structure? 

-  Where is the showroom, if any? How about the warehouse? 

-  What is the geographical area covered? 

-  Who is the rep’s key account? 

-  What is the number of salespeople? 

-  How many years has the rep been in business? 

-  What type of promotional support is offered? 

-  How willing is the rep to submit sales-call reports? 

-  How frequent are the rep’s trade-show appearances? 

-  What is the rep’s specialty? 

-  Has the rep listed all markets covered? 

-  Can the rep personally interview field sales reps? 

-  Does the rep really know the customer? 

-  Can the rep provide a termination agreement? 

-  When are commissions paid? 

-  When are overdue accounts collected? 

-  What deductions does the rep make for credit losses? 

-  What rights does the rep have as far as credit rejection is concerned? 

-  What catalogs or other materials are required? 

-  Can you appear at sales meetings, to see how things go? 

-  Will reps buy samples at deep discounts? 

-  Does the rep warehouse any inventory? 

-  Can the rep supply a current list of references?