What is an Independent Sales Rep?
An Independent Sales Rep, also known as a Manufacturer’s Rep, is an independent business comprised of sales, marketing and customer service professionals and representing two or more related but non-competitive products in a well defined territory, and compensated primarily on a commission basis for goods shipped from the Principal represented. The Principal can be a manufacturer, distributor, importer, or service provider.
This type of sales professional differs from “inside” showroom sales, or telephone sales. An Independent Sales Rep may use the phone, trade shows or showrooms to engage with customers. However, their primary focus is to travel in the field to work face-to-face with buyers and to show product, make sales, conduct training and solve problems. It is very common for Independent Sales Reps to carry several complementary product lines and cover a geography that allows adequate coverage for the account base and provides an income stream that is appropriate for the extensive travel and its related expenses.