How Do Independent Sales Reps Achieve More Sales?
Independent Sales Reps achieve more sales through multiple-line selling — the process of carrying more than one product line to market — both the effectiveness and the cost-effectiveness of the basic selling function are increased. Because they sell multiple lines, representatives are exposed to more customers within the territory than factory salespeople. Multiple-line selling thus creates a broader, better-defined customer base, resulting in deeper market penetration and increased sales.