QUESTIONS A PUBLISHER SHOULD ASK A PROSPECTIVE SALES REPRESENTATIVE FIRM

QUESTION: What are you, the publisher, looking for in a sales
representative firm?

ANSWERS: (A) Advertising space sales. (B) Ability to work together. (C) Confidence that the representative can and will do the job for you - devote the time and energy necessary.
Following is an outline of five subject areas of discussion, with recommended questions, that you should ask a prospective sales representative firm that you are considering for your publication.

1. SALES REPRESENTATIVE FIRM'S EXPERIENCE

• Classifications of advertisers you solicit?
• Specific examples of advertisers that you are
pitching and/or have sold.
• Types of publications you sell and have sold.

2. HOW THE SALES REPRESENTATIVE FIRM WORKS DAY-TO-DAY

• Do you call on advertisers and ad agencies?
• Personal sales calls?
• Telephone sales calls?
• What is your reporting system for communicating
with a publisher?
• Call reports, memo, fax, telephone, E-mail?
• Frequency of reporting - weekly, monthly?
• What does a typical call report contain?
• What sales materials can/do you develop to
supplement your sales efforts. • What sales materials would you need from me?

3. TERRITORY COVERAGE

• What is the territory you normally cover?
• How do you cover that territory?

4. COMPENSATION

• What type of commission arrangement do you work by?
• Straight commission?
• At what percent? (Of net or gross page rate?).
• Draw against commission?
• Retainer?

5. CONTRACT

• What are the basic terms of the contract you work by?
• Length of contract?
• Exclusive sales representative?