These are documents that have been created by MRERF for our constituents. Some are available either right here, right now from MRERF. for others, you need to contact their respective publishers.

Outsourcing Field Sales Article
Revised and updated, share this resource with your principals to further increase their understanding of what you do for them.
Outsourcing Field Sales (PDF) 


Interview the Manufacturer
Questions to ask manufacturers when interviewing for their line

Operations Manual for Manufacturers Representatives Firms

You don't have to be a CPMR graduate to understand the value in this must-have manual, but it helps. Areas of discussion include:

• Company Policies and Procedures
• Legal Considerations 
• Litigation 
• Tax Deductions 
• Chart of Accounts 
• Valuing a Representative Firm 
• Computerization and Data Processing 
• Business Plans 
• Employee Compensation Plans 
• Selecting and Hiring Sales Personnel 
• Principal Compensation of Reps 
• Terminating Employees 
• Becoming a Total Quality Rep Organization 
• Line Profitability Analysis 
• Inside Sales Support 
• Over 40 different business forms (hard copy and on disk)

Operations Manual For Manufacturers' Representative Firms
(The Definitive How-To Book for Managing Your Agency)
Internet Price: $59.95

Order the Rep Ops Manual
($10 version is the downloadable version, $59.95 is a printed and bound edition)

Contract Guidelines from MANA

Don't sign on the dotted line until you have checked out these resources:
Rep/Principal Contract
Sales Agency/Sub Representative Agreement
International Agreements
For Use Between Sales Agency And Employees
Order Form for a variety of contracts from MANA

New Directions in Inside Sales
Comprehensive Training to Help Inside Sales Really Sell!

Many representative firms and agencies are moving their inside sales departments from passive order takers and customer service representatives to an aggressive part of their professional field sales force. Build the skills they need with this five-segment video/print based training program. It can be used as self-study for a single inside salesperson or use the detailed Leaders' Guide in a classroom situation for your entire inside sales force.

The five segments in New Directions Inside Sales are:

1. Introduction to a Changing Marketplace - Outlining the changes that impact the inside salesperson and why inside sales is even more important to the firms success today
2. Account Building - Dealing with the importance of developing a partnership relationship with the account and skills for developing that partnership
3. Sales & Customer Service - Skill building for better sales and greater customer service
4. You and the Company - Detailing what the company needs from inside sales...including the basic facts of financial life
5. Goal Setting and Time Management - Teaching useful skills for better time management and how to set and achieve personal goals that make the inside sales position more satisfying

See the MRERF Publications in the Bookstore section to order.