Prospective Principal Evaluation Form
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?_______________________________
____________________________________________________________________________
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?_________________________________
____________________________________________________________________________
b) Do you encourage factory marketing and technical people to make field visits to customers with your representative? How often? _________________________________________________________
____________________________________________________________________________
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?____________________________________________
____________________________________________________________________________
c) Do you have an incentive commission for pioneering a product line as a new manufacturer? ___________
____________________________________________________________________________
d) Do you have an incentive commission for exceeding quota? How is the quota established? ____________
____________________________________________________________________________
e) Do you have a split commission policy?_______________________________________________
f) What is your policy concerning commissions if you are required to offer a discount? _________________
____________________________________________________________________________
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?_________________________________________________
____________________________________________________________________________
b) Does your termination period increase commensurate with length of service? _____________________
____________________________________________________________________________
10. ServicePolicy
a) What is your In-Warranty Service Policy?______________________________________________
____________________________________________________________________________
b) What is your Out-of Warranty Service Policy?___________________________________________
____________________________________________________________________________
11. Marketing Services
a) What marketing services do you require? (i.e., quotas, forecasting, product market surveys)
____________________________________________________________________________
b) Do you provide compensation to cover this service?
____________________________________________________________________________
12. Advertising
a) Where is your advertising emphasis placed?
____________________________________________________________________________
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