Size of Sales Force How many field salespeople do

Size of Sales Force

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Size of Sales Force

How many field salespeople does the representative or distributor have? What are the short- and long-range expansion plans, if any? Would it need to expand to accommodate your account properly? If so, would it be willing to do so?

Sales Record

Has its sales growth been consistent? If not, why not? Try to determine its sales volume for the past five years.? What is the average sales volume per outside salesperson? What are its sales objectives for next year? How were they determined? ?

Territorial Analysis

What sales territory does it now cover? Is it consistent with the coverage you desire? If not, is it able and willing to expand?Does it have any branch offices in the territory to be covered? If so, are they located where your sales prospects are greatest? Does it have any plans to open additional offices?

Product Mix

How many product lines does it represent?Are these product lines compatible with yours? Would there be any conflict of interest? Does it represent any other U.S. firms? If so, which ones? (names and addresses)If necessary, would it be willing to alter its present product mix to accommodate yours? What would be the minimum sales volume needed to justify its handling your lines? Do its sales projections reflect this minimum figure? From what you know of the territory and the prospective representative or distributor, is the projection realistic?