Evaluating a Prospective Principal

Prospective Principal Evaluation Form

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Name:____________________________________________________ Date: _________________

Address: __________________________________________________ Phone:________________

Person Interviewed:__________________________________________ Position:_______________

3. Demonstration Policies

a) Do you provide demonstrators or samples at no cost to Rep?_________________________________

b) What are your shipping policies for demonstrators or samples?_______________________________

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c) Do you provide insurance on demonstrators in the field?___________________________________

4. Sales Support

a) What do you offer in sales support to the field organization?_________________________________

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b) Do you encourage factory marketing and technical people to make field visits to customers with your representative? How often? _________________________________________________________

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c) What are your annual domestic sales?________________________________________________

d) What are your present sales in territory under discussion?__________________________________

e) What is the last five (5) years’ sales and growth rate? ______________________________________

5. Training Policies

a) What program do you have for training?_______________________________________________

b) Do you pay expenses of salespeople attending training sessions at the factory?_____________________

c) What is your program for keeping the Rep informed of new product introductions?

____________________________________________________________________________

d) Do you share expenses of field training seminars?________________________________________

6. Commissions

a) What is the commission rate?______________________________________________________

b) Do you pay commission on shipment? Do you pay commission on partial shipment?

What is your method of securing commission?____________________________________________

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c) Do you have an incentive commission for pioneering a product line as a new manufacturer? ___________

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d) Do you have an incentive commission for exceeding quota? How is the quota established? ____________

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e) Do you have a split commission policy?_______________________________________________

f) What is your policy concerning commissions if you are required to offer a discount? _________________

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g) Do you have incentive programs that include direct compensation to my salespeople?

If so, is this compensation paid to them directly? __________________________________________

____________________________________________________________________________

7. Equity Consideration

a) What is your stock option plan for representatives?_______________________________________

b) Do you make stock available to representatives to purchase?_________________________________

8. Representative-Principal Relations

a) Do you have a Rep Council?_______________________________________________________

b) Do you have Rep-Principal Management meetings? _______________________________________

c) Do you have Representatives on your New Product Planning Committee?________________________

9. Termination Clauses

a) What are your terms of termination?_________________________________________________

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b) Does your termination period increase commensurate with length of service? _____________________

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10. ServicePolicy

a) What is your In-Warranty Service Policy?______________________________________________

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b) What is your Out-of Warranty Service Policy?___________________________________________

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11. Marketing Services

a) What marketing services do you require? (i.e., quotas, forecasting, product market surveys)

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b) Do you provide compensation to cover this service?

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12. Advertising

a) Where is your advertising emphasis placed?

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b) What percentage of your sales dollar do you budget for advertising?____________________________

c) Do you provide literature, in quantity, at no charge?_______________________________________

d) Do you have a direct mail campaign?_________________________________________________

e) Do you qualify sales leads?________________________________________________________

f) Do you provide financial support and products for local Rep shows?____________________________

____________________________________________________________________________

g) Do you have a co-op plan?________________________________________________________

 

© Electronics Representatives Association, Chicago, IL 60007 – Rev 4/08