The following three types of Sales Representatives exist:

(a) The Manufacturer’s Sales Representative

(b) The Wholesaler’s Sales Representative

(c) The Retailer’s Sales Representative

The Manufacturer’s Sales Representative

2 Sales Representative employed directly by Manufacturers may sell to Wholesalers, Retailers, or other people in the middle of a distribution channel, or directly to the Consumer.

3 They include:

(a) The Pioneer Products Sales Representative

(b) The Dealer-Servicing Sales Representative

(c) Factory Sales Representative (or Special Agents)

(d) The Speciality Sales Representative

The Pioneer Products Sales Representative

4 Manufacturers employ Pioneer Products Sales Representatives to ar­range outlets for new products. This prospecting rates as a vital fac­tor for this class of Representative. They should have a sound knowl­edge of the type of business selected as the desired source outlet and possess the qualities of self reliance, aggressiveness and imagination. Usually their work pays well but it involves a good deal of mental…