the researcher, purchasing, receiving, safety, and so on. The rela- tionship with your sales representative is a lot like dating: it can be ruined by unexpressed expectations. For that reason it is imper ative that you express exactly what you need from this person. Do you need to see her every week? Do you want to be on the top of the list for trying new products? Do you simply want to see them on your terms, that is, "dont call me, I'll call you? There is nothing wrong with expressing your wants. Rather, you are giving direction to someone in desperate need of it. a good sales representative keeps a profile on important cus- tomers. Items in that profile may include area of research, money available, general temperment, and if you tell him, exactly how you like to be handled. Your rep will appreciate this, since it pro- vides him a chance to better manage your expectations. There may be ground rules he can't accept, such as a weekly visit. He may have distant accounts that will demand his time. Perhaps you can compromise on an email inquiry along with a bi-weekly visit Don't wait to discuss your needs; tell him on his first visit, reach compromises if necessary, and start working together You'd never dream of running an experiment without proper controls and measurements, so why treat this vital relationship any differently? If youve laid out your expectations, you now have the means to evaluate your sales rep. Exceptional sales repre sentatives will automatically measure themselves against your expressed wishes. Feel free to ask for evidence when you review the relationship. Good sales reps will have an answer ready You should expect to review the relationship at some regular interval. Perhaps your needs have changed, or you've noticed some slippage or improvement in the performance of your rep Don't hesitate to ask for a quick meeting to reassess A sales rep can enhance the relationship if she helps you manage your expectations of the company. She may ask you to forecast repeat usage or estimate future needs as a way to give you current information on availability and delivery. If you need one liter of a reagent, and that volume represents three months production for that company, your rep must help you manage your expectation for immediate delivery Leverage Serving as a reference is a great way to gain influence with your sales rep. There is no sales tool more powerful than a satisfied cus tomer. If you're happy with your representative, her product, and the company, offer to serve as a reference. Your sales rep will be delighted, and this could help get you preferred treatment. Don Getting What You Need from a Supplierthe researcher, purchasing, receiving, safety, and so on. The rela￾tionship with your sales representative is a lot like dating; it can be ruined by unexpressed expectations. For that reason it is imper￾ative that you express exactly what you need from this person. Do you need to see her every week? Do you want to be on the top of the list for trying new products? Do you simply want to see them on your terms, that is, “don’t call me, I’ll call you?” There is nothing wrong with expressing your wants. Rather, you are giving direction to someone in desperate need of it. A good sales representative keeps a profile on important cus￾tomers. Items in that profile may include area of research, money available, general temperment, and if you tell him, exactly how you like to be handled. Your rep will appreciate this, since it pro￾vides him a chance to better manage your expectations.There may be ground rules he can’t accept, such as a weekly visit. He may have distant accounts that will demand his time. Perhaps you can compromise on an email inquiry along with a bi-weekly visit. Don’t wait to discuss your needs; tell him on his first visit, reach compromises if necessary, and start working together. You’d never dream of running an experiment without proper controls and measurements, so why treat this vital relationship any differently? If you’ve laid out your expectations, you now have the means to evaluate your sales rep. Exceptional sales repre￾sentatives will automatically measure themselves against your expressed wishes. Feel free to ask for evidence when you review the relationship. Good sales reps will have an answer ready. You should expect to review the relationship at some regular interval. Perhaps your needs have changed, or you’ve noticed some slippage or improvement in the performance of your rep. Don’t hesitate to ask for a quick meeting to reassess. A sales rep can enhance the relationship if she helps you manage your expectations of the company. She may ask you to forecast repeat usage or estimate future needs as a way to give you current information on availability and delivery. If you need one liter of a reagent, and that volume represents three months’ production for that company, your rep must help you manage your expectation for immediate delivery. Leverage Serving as a reference is a great way to gain influence with your sales rep.There is no sales tool more powerful than a satisfied cus￾tomer. If you’re happy with your representative, her product, and the company, offer to serve as a reference. Your sales rep will be delighted, and this could help get you preferred treatment. Don’t Getting What You Need from a Supplier 17