Creating Your First Sales Team: A Guide for Entrepreneurs, Start-Ups, Small Businesses and Professionals Seeking More Clients and Customers

Creating Your First Sales Team: A Guide for Entrepreneurs, Start-Ups, Small Businesses and Professionals Seeking More Clients and Customers

by Gini Ggraham Scott

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Product Details

ISBN-13: 9781947466753
Publisher: Changemakers Publishing
Publication date: 02/20/2018
Pages: 132
Product dimensions: 7.00(w) x 10.00(h) x 0.28(d)

About the Author

GINI GRAHAM SCOTT, Ph.D., J.D., is a nationally known writer, consultant, speaker, and seminar leader, specializing in business and work relationships, professional and personal development, social trends, and popular culture. She has published over 50 books with major publishers. She has worked with dozens of clients on memoirs, self-help, popular business books, and film scripts. Writing samples are at www.ginigrahamscott.com and www.changemakerspublishingandwriting.com. She is a Huffington Post regular columnist, commenting on social trends, business, and everyday life at www.huffingtonpost.com/gini-graham-scott.
She is the founder of Changemakers Publishing, featuring books on work, business, psychology, social trends, and self-help. It has published over 50 print, e-books, and audiobooks. She has licensed several dozen books for foreign sales, including the UK, Russia, Korea, Spain, and Japan.
She has received national media exposure for her books, including appearances on Good Morning America, Oprah, and CNN. She has been the producer and host of a talk show series, Changemakers, featuring interviews on social trends.
Her books on business relationships and professional development include:
Self-Publishing Secrets (Changemakers Publishing)
Turn Your Dreams into Reality (Llewellyn)
Resolving Conflict (Changemakers Publishing)
A Survival Guide for Working with Bad Bosses (AMACOM)
A Survival Guide for Working with Humans (AMACOM)
Credit Card Fraud with Jen Grondahl Lee (Rowman)
Lies and Liars: How and Why Sociopaths Lie (Skyhorse Publishing)
Scott is also active in a number of community and business groups, including the Lafayette, Pleasant Hill, and Danville Chambers of Commerce. She is a graduate of the prestigious Leadership Contra Costa program, is a7 member of two B2B groups in Danville and Walnut Creek, and a BNI member. She is the organizer of six Meetup groups in the film and publishing industries with over 6000 members in Los Angeles and the San Francisco Bay Area. She does workshops and seminars on the topics of her books.
She received her Ph.D. from the University of California, Berkeley, and her J.D. from the University of San Francisco Law School. She has received several MAs at Cal State University, East Bay.

Table of Contents

INTRODUCTION 7

PART I: FINDING AND HIRING YOUR REPS 9

CHAPTER 1: DECIDING WHEN YOU NEED A SALES REP OR TEAM TO REPRESENT YOU 11

The Difference between Sales Reps and Using a Service for Getting Clients or Referrals and Leads through Networking …………………………………..11

Deciding to Hire a Sales Rep or Create a Small Sales Team………………..12

CHAPTER 2: FINDING PROSPECTIVE SALES REPS……………..……....15

Where to Find Reps………………………………………………………….15

Family Members, Relatives and Friends……………………………….....15

Business Networking and Referral Groups……………………………….16

Meetup and Interest Groups………………………………………………18

Advertising and Announcements for a Rep………………………………21

Creating a Recruitment Plan………………………………………………...23

CHAPTER 3: ORGANZING YOUR SALES MATERIALS 27

Creating Materials to Recruit Your Sales Reps……………………………..27

Other Recruitment Materials about Your Program………………………….31

Sales Materials Which Sales Reps Will Use to Pitch Your Program……….32

Organizing Your Sales Materials……………………………………………32

Background Information about You and Your Company…………………...33

CHAPTER 4: CREATING YOUR COMMISSION ARRANGEMENTS AND CONTRACTS 35

Payment Arrangements………………………………………………….......35

Offering a Draw and Commission……………………………………… .36

Offering a Straight Commission………………………………………….36

Establishing a Commission for Different Types of Work………………......37

CHAPTER 5: EXPLAINING THE REQUIREMENTS AND INTERVIEWING PROSPECTIVE REPS 39

Prequalifying Prospects……………………………………………………...39

Setting Up a Follow-Up Exchange or Interview…………………………….40

Creating Guidelines for Your Rep…………………………………………...41

And more...

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