A major reason for manufacturer representatives’ effectiveness and value
The Manufacturers’ Representatives Educational Research Foundation (MRERF) defines synergy in their Outsourcing Field Sales manual:
Synergism is the joint interaction of agents which, when combined with each other, increase each other’s overall effectiveness. Synergistic selling refers to the sales interaction between lines and products, which increases the sales of each.
Let’s break that down. For our purposes, agents refers to the products, or lines of products that a vendor offers. So when a product from Vendor A is combined or bundled together with the product from Vendor B, when being shown to a customer, both vendors are able to make a sale where neither may have succeeded before. The customer gets more for their dollar, and less time in meetings, and rep firms get more lines into the store.Read More›