lion's share of her attention. This is simple survival, as losing all or part of the business at those key accounts is likely to cost her significant commissions, and quite possibly her job. This doesnt mean that you should ever feel like one of"the-less-than-elite 80%. You should always feel like the only person in the world when working with a sales representative, and a cell phone ringing in a briefcase is not something you should have to deal with How Can You Get What You Want from a Sales Rep? Understand Their Motivation A sales rep has at his core a rational self-interest. That is, he must do the things that will benefit his performance and ensure survival. While some reps are self-centered, others recognize he interdependent relationship he has with his cu stomers. Your success is his success, though the converse is not true Companies typically motivate their representatives through sales contests and commission structures. Top salespeople often receive paid vacations, and commissions are often structured to move certain product lines. It is true that sales positions are some of the best paid positions in a company, and most sales people are o some extent money-motivated. But you still have every right to expect that products are being offered to you because they will solve your problem and not because they will make your rep the The best salespeople truly enjoy helping others. They enjoy the bonds that are established, and revel in the feeling that they are "on the inside"regarding research. At their heart, many sales people also have a"need to please, and they receive a real boost when they' ve done something for you and you've noticed If you have criticism, also feel free to relate it, and express your exp tation that something be done to improve the situation. While a poor rep may avoid you once youve complained, the good ones will recognize your comments as an opportunity to change your opinion of them, their company, and therefore create a satisfied customer that will likely buy more product. The need to please can be a great motivational tool to get what you need from your sales representative Manage the relationship Evaluating what you need from the company, and how you want those needs managed will maximize value from the relationship Your sales rep doesn' t know what to expect because every cus. tomer is different. He deals with multiple people at each account Tyre and Kruegerlion’s share of her attention. This is simple survival, as losing all or part of the business at those key accounts is likely to cost her significant commissions, and quite possibly her job. This doesn’t mean that you should ever feel like one of “the-less-than-elite” 80%. You should always feel like the only person in the world when working with a sales representative, and a cell phone ringing in a briefcase is not something you should have to deal with. How Can You Get What You Want from a Sales Rep? Understand Their Motivation A sales rep has at his core a rational self-interest. That is, he must do the things that will benefit his performance and ensure survival. While some reps are self-centered, others recognize the interdependent relationship he has with his customers. Your success is his success, though the converse is not true. Companies typically motivate their representatives through sales contests and commission structures. Top salespeople often receive paid vacations, and commissions are often structured to move certain product lines. It is true that sales positions are some of the best paid positions in a company, and most sales people are to some extent money-motivated. But you still have every right to expect that products are being offered to you because they will solve your problem and not because they will make your rep the most money. The best salespeople truly enjoy helping others. They enjoy the bonds that are established, and revel in the feeling that they are “on the inside” regarding research. At their heart, many sales￾people also have a “need to please,” and they receive a real boost when they’ve done something for you and you’ve noticed. If you have criticism, also feel free to relate it, and express your expec￾tation that something be done to improve the situation. While a poor rep may avoid you once you’ve complained, the good ones will recognize your comments as an opportunity to change your opinion of them, their company, and therefore create a satisfied customer that will likely buy more product.The need to please can be a great motivational tool to get what you need from your sales representative. Manage the Relationship Evaluating what you need from the company, and how you want those needs managed will maximize value from the relationship. Your sales rep doesn’t know what to expect because every cus￾tomer is different. He deals with multiple people at each account: 16 Tyre and Krueger