Agency Sales 1996: Vol 26 Index

5 Pages·1996·1.3 MB·English

199 dex or Arucies ~~—S—=<;73}P CS;<C;
1996 AGENCY SALES MAGAZINE ARTICLES
Listed Alphabetically By Subject, except where otherwise noted
In keeping with MANA’s efforts to provide agents and manufacturers with as much resource material as possible, previous
issues of Agency Sales Magazine and copies of individual articles have been made available at minimal costs. Back issues of
Agency Sales (call MANA for availability) are $7.50 each. Copies of individual articles and/or the corresponding Research
Bulletin(s) (if printed in that form) are $3.00 each to MANA members and $6.50 each to non-members and Agency Sales
subscribers. California residents/business locations, please add 7.75% sales tax to your order. All orders must be accompa-
nied by a check made payable to MANA in U.S. dollars drawn on a U.S. bank or an International Money Order for U.S.
dollars. Ten dollar charge on all checks returned from the bank. For more information, contact MANA at [phone].
AGENCY MANAGEMENT/OPERATIONS BUSINESS
Budgeting Is Important Regardless Of The Size Of Building Peak Performance Teams (January 96, p. 28-29)
Your Agency (September 96, p. 28-29) Clothes Don’t Make The City — Regional attire may
Computers And Reps (Gregg Marshall, November 96, amuse some, but.... (June 96, p. 59)
p. 17-19) Communicating By Fax For Less (September 96, p. 30-31)
Continuity And The Solo Agent (March 96, p. 17-19) Do You Like Your Own Voice? Few Americans Do,
Growing The Solo Agency (February 96, p. 41-43) Survey Shows (September 96, p. 60-61)
How Do You Review Your Sales Staff’s Progress? — Electronic Mail For Reps And Manufacturers (Charles
MANA members share their techniques (August M. Cohon, May 96, p. 30-32)
96, p. 34-35) Empathy — The First Element Of Success (Herbert
ISO 9000 And The Manufacturers’ Agency (August M. Greenberg, Ph.D. & Daniel T. Amabile,
96, p. 25) October 96, p. 25-26)
Learning To Think Outside The Box (Henry P Fax Your Legislators! (Robert E Heltman, February 96,
Bergson, April 96, p. 20-22) p. 57-58)
Managing Yourself — A guide for agents who do Getting Started On The Internet (Lynne Morris &
everything from selling to sweeping the office Chris Zusi, August 96, p. 11)
(March 96, p. 23-25) How To Be A Master Negotiator (March 96, p. 62)
The Personality Of A Top Salesperson (Herbert M. How To Buy A Modem (May 96, p. 33-34)
Greenberg, Ph.D. & Daniel T. Amabile, November
The Internet — Wave of the future — or flash in the
96, p. 40-41) pan? (Tim Beckham, August 96, p. 5-10)
Re-Engineering The Sales Agency (January 96, p. 23-24) The Internet — Part 2: Business Applications (Tim
Bob Russell Tells How He Gets Products To Customers Beckham, September 96, p. 36-40; 54-56)
— A flexible approach is critical (June 96, p. 46)
The Internet (Part 3) — Resources on the Internet for
Salesperson Terminations (Dan R. Steves, April 96, manufacturers’ representatives (Tim Beckham,
p. 34-35) October 96, p. 30-35; 54-56)
Should Agents Handle Some Lines As Distributors? Laugh Your Way To The Top (October 96, p. 46)
(June 96, p. 23-25)
Now (Surprise) The Trend In Business Is To Upsizing
So, You’re Thinking Of Becoming An Agent! — What will they think of next?
(November 96, p. 22-26) (June 96, p. 38-39)
The Trials And Tribulations Of Starting A The Power Vacuum And The Successors (Leon A.
Manufacturers’ Representative Firm From Scratch Danco, Ph.D., January 96, p. 38-43)
(Sharon S. Kilborn, April 96, p. 7-15)
Releasing The Prisoners (Leon A. Danco, Ph.D.,
Watch For These Pitfalls When You Turn To July 96, p. 38-43)
Computer Sales Systems (September 96, p. 41-43)
Should You Pirate From Your Competitors? — In the
Working Together As Husband And Wife hiring process, experience isn’t always the answer
(Cheryl Followell, December 96, p. 8-11) (Herbert M. Greenberg, Ph.D., April 96, p. 38-39)
AGENCY SALES MAGAZINE MARCH 1997
199 dex or Arucies ~~—S—=<;73}P CS;<C;
1996 AGENCY SALES MAGAZINE ARTICLES
Listed Alphabetically By Subject, except where otherwise noted
In keeping with MANA’s efforts to provide agents and manufacturers with as much resource material as possible, previous
issues of Agency Sales Magazine and copies of individual articles have been made available at minimal costs. Back issues of
Agency Sales (call MANA for availability) are $7.50 each. Copies of individual articles and/or the corresponding Research
Bulletin(s) (if printed in that form) are $3.00 each to MANA members and $6.50 each to non-members and Agency Sales
subscribers. California residents/business locations, please add 7.75% sales tax to your order. All orders must be accompa-
nied by a check made payable to MANA in U.S. dollars drawn on a U.S. bank or an International Money Order for U.S.
dollars. Ten dollar charge on all checks returned from the bank. For more information, contact MANA at [phone].
AGENCY MANAGEMENT/OPERATIONS BUSINESS
Budgeting Is Important Regardless Of The Size Of Building Peak Performance Teams (January 96, p. 28-29)
Your Agency (September 96, p. 28-29) Clothes Don’t Make The City — Regional attire may
Computers And Reps (Gregg Marshall, November 96, amuse some, but.... (June 96, p. 59)
p. 17-19) Communicating By Fax For Less (September 96, p. 30-31)
Continuity And The Solo Agent (March 96, p. 17-19) Do You Like Your Own Voice? Few Americans Do,
Growing The Solo Agency (February 96, p. 41-43) Survey Shows (September 96, p. 60-61)
How Do You Review Your Sales Staff’s Progress? — Electronic Mail For Reps And Manufacturers (Charles
MANA members share their techniques (August M. Cohon, May 96, p. 30-32)
96, p. 34-35) Empathy — The First Element Of Success (Herbert
ISO 9000 And The Manufacturers’ Agency (August M. Greenberg, Ph.D. & Daniel T. Amabile,
96, p. 25) October 96, p. 25-26)
Learning To Think Outside The Box (Henry P Fax Your Legislators! (Robert E Heltman, February 96,
Bergson, April 96, p. 20-22) p. 57-58)
Managing Yourself — A guide for agents who do Getting Started On The Internet (Lynne Morris &
everything from selling to sweeping the office Chris Zusi, August 96, p. 11)
(March 96, p. 23-25) How To Be A Master Negotiator (March 96, p. 62)
The Personality Of A Top Salesperson (Herbert M. How To Buy A Modem (May 96, p. 33-34)
Greenberg, Ph.D. & Daniel T. Amabile, November
The Internet — Wave of the future — or flash in the
96, p. 40-41) pan? (Tim Beckham, August 96, p. 5-10)
Re-Engineering The Sales Agency (January 96, p. 23-24) The Internet — Part 2: Business Applications (Tim
Bob Russell Tells How He Gets Products To Customers Beckham, September 96, p. 36-40; 54-56)
— A flexible approach is critical (June 96, p. 46)
The Internet (Part 3) — Resources on the Internet for
Salesperson Terminations (Dan R. Steves, April 96, manufacturers’ representatives (Tim Beckham,
p. 34-35) October 96, p. 30-35; 54-56)
Should Agents Handle Some Lines As Distributors? Laugh Your Way To The Top (October 96, p. 46)
(June 96, p. 23-25)
Now (Surprise) The Trend In Business Is To Upsizing
So, You’re Thinking Of Becoming An Agent! — What will they think of next?
(November 96, p. 22-26) (June 96, p. 38-39)
The Trials And Tribulations Of Starting A The Power Vacuum And The Successors (Leon A.
Manufacturers’ Representative Firm From Scratch Danco, Ph.D., January 96, p. 38-43)
(Sharon S. Kilborn, April 96, p. 7-15)
Releasing The Prisoners (Leon A. Danco, Ph.D.,
Watch For These Pitfalls When You Turn To July 96, p. 38-43)
Computer Sales Systems (September 96, p. 41-43)
Should You Pirate From Your Competitors? — In the
Working Together As Husband And Wife hiring process, experience isn’t always the answer
(Cheryl Followell, December 96, p. 8-11) (Herbert M. Greenberg, Ph.D., April 96, p. 38-39)
AGENCY SALES MAGAZINE MARCH 1997
—__—rnnn"TO0G Index OF Articles
Small Business Safeguards — Watching out —
LEGAL/LEGISLATIVE
without being paranoid (June 96, p. 51-52)
Smoke And Mirrors, Or Why We Who Own And Run Exclusivity (Stephen K. Valentine, Jr., September 96,
Small Businesses Feel Doomed — And Shouldn't p. 46)
(August 96, p. 58) Independent Contractor Status Supported (Stephen K.
Teamwork — When it works — and when it doesn’t Valentine, Jr., July 96, p. 21)
(December 96, p. 4-6) It’s Time To Level The Playing Field Between Reps And
Test Your Office Productivity —You Are Not Principals Under Pressure — By simply enforcing
Automated If.... john R. Graham, March 96, the present laws, prolonged and costly litigation
p. 28-29) can be avoided (Lionel W. Diaz, July 96, p. 8-9)
This Company Can Continue Forever (Leon A. Danco, Now That’s A Big Deal! (Charles Melville, June 96,
Ph.D., December 96, p. 50-55) p. 17-19)
Who's Afraid Of The Internet? (July 96, p. 22-23) A Real World Situation (Stephen K. Valentine, Jr.,
February 96, p. 13)
Should Your Sales Agreement Contain A Mandatory
COMMUNICATION/ETIQUETTE
Arbitration Clause? (Randall Gillary, December 96,
p. 24-25)
Eight Tips For Good Communicators/Managers
(August 96, p. 51-52) Strategies To Protect Your Commissions And Lines
While Working (Steven Mitchell Sack, January 96,
Getting Your Press Release Into Print (Jeffrey Dobkin,
p. 4-7)
December 96, p. 34-38)
What To Do When Your Principal Doesn’t Pay Your
How Much Influence Should A Manufacturer Have
Commissions (Randall J. Gillary, RC., April 96,
Over The Way An Agent Sells? (November 96,
p. 41-43)
p- 4-10)
MANA SURVEYS & RELATED ARTICLES
FINANCIAL/TAXES
1995 MANA Survey of Manufacturers’ Sales
Fairness, The IRS And Family Feuds (Leon A. Danco,
Agencies’ Annual Expenses (April 96, p. 4-5)
Ph.D., May 96, p. 54-59)
1996 MANA Survey Results: Compensating The
Independent Contractor Status — Beyond The 20
Agents Who Hit The Road For You (September 96,
Factors (Gregor S. Chvisuk, February 96, p. 34-35)
p. 8-12)
A Little Down Can Equal An Affordable Retirement
The Agency Sales Reader — Survey shows readers
(Mark E. Battersby, October 96, p. 41-43)
have diverse interests (April 96, p. 46)
Managing Your Company’s Retirement Plan
Agents: Do You Make The Best Use Of Your MANA
( John Goldfinch, May 96, p. 24-26)
Membership? (January 96, p. 10-11)
Recovering Cash Infusions To Your Agency — You
Electrify Your Rep Business — MANA teams up with
have to be careful how you do it (August 96, p. 29)
MRERF to promote rep certification program
Should Agencies Have Audited Financial Statements?
(Lionel W. Diaz, October 96, p. 8-12)
(August 96, p. 30)
Examining The ABCs Of The CPMR Program (Lionel
Tax Deductions For Computers And Software
W. Diaz, November 96, p. 14-15)
(Mark E. Battersby, March 96, p. 41-43)
Hannover Fair — MANA Would Like You To Join Us
What Do You Mean Retirement? (Fred Voltz,
On A Business Vacation To This Gigantic Show
March 96, p. 32-37)
(November 96, p. 36-37)
A MANA Survey Report On The Single-Person
FOREIGN TRADE Agency (March 96, p. 4-9)
Meet The New MANA Board Of Directors
Export Or Die (Garry Costa, August 96, p. 56-57) (November 96, p. 13)
It’s Easier For Agents And Smaller Manufacturers To Why Not Take The Wind Out Of Their Sales?
Do Business Overseas (September 96, p. 34-35) MANA selected the best long distance phone
MANA Plays An Active Role In International Trade carrier (April 96, p. 29-30)
Through Its Membership In IUCAB You’re Going To Teach Me How To Sell??? (Gregg E.
(June 96, p. 9-11) Marshall, December 96, p. 30-31)
MARCH 1997 AGENCY SALES MAGAZINE 55
Agency Sales Magazine
~ MANUFACTURERS AND AGENTS
Custom Made Library Cases 20 Ways To Get The Most Out Of Your New Rep
(B. Dean Baum, May 96, p. 38-40)
Manufacturers Tell How They Help Their Agents
Follow Up On Sales Leads (January 96, p. 30-32)
Mentoring — How Some Agents And Manufacturers
Share Their Knowledge (September 96, p. 23-25)
Plant Tours — How agents and manufacturers can
cooperate to make them most productive (June 96,
p. 31-33)
The Quid Pro Quos Of The Rep-Manufacturer
Relationship (Part 1) (Harold J. Novick,
October 96, p. 17-21)
The Quid Pro Quos Of The Rep-Manufacturer
Relationship Part II (Harry J. Novick,
November 96, p. 42-46)
Sales Representative Value, Perception And Reality
(John M. Liggett, May 96, p. 41-43)
Supply Chain Management And The Manufacturers’
Agency — How the sales agency fits in the way
business is being done today (January 96, p. 17-19)
Why Agents Drop Lines (February 96, p. 14-15)
MANUFACTURING COMPANY
MANAGEMENT/OPERATIONS
« Black and Burgundy Simulated Leather Agent Reveals The Mistakes Manufacturers Make
When Working With Agents John Garber,
«® Gold Embossing on the Spine July 96, p. 32-33)
*® Preserves 12 Copies of Agency Sales 7 The Ideal Sales Force For The 21st Century — Part 1
(Harold J. Novick, June 96, p. 4-7; 56-59)
The Ideal Sales Force Of The 21st Century — Part II
Please send me Agency Sales Magazine library cases at $8.95 each — Concerns Manufacturers Have About Selling
(3 for $24.95; 6 for $45.95). Enclosed is $ . Add $1.50 Through Reps (Harold J. Novick, July 96,
per case for postage and handling; for delivery outside U.S.A. add $3.50 p- 4-7; 34-35)
per case. U.S. funds only, payable to Jesse Jones Industries. PA residents Issues For Manufacturers: Are You Using Agents For
add 7% sales tax. Satisfaction guaranteed. Allow 4 to 6 weeks for delivery. The Right Reasons? (February 96, p. 10-12)
Manufacturers: How Do You Check On A Potential
Agent’s Background (September 96, p. 4-6)
Name
Address -MEETINGS/TRAINING
City/State/Zip Agents Report Cin Product Training Offered By Their
Principals (November 96, p. 33-35)
Charge my: (_} American Express LJ Visa
The Prospecting Seminar (John R. Graham,
(mirimum $15) _} Mastercard C} Diners Club February 96, p. 20-22)
Sales Meetings: Are They A Thing Of The Past?
Card# Exp. Date
(December 96, p. 17-19)
Interbank# Signature
MEMBER PROFILES (by issue)
Toll free # (charge orders only) 1-800-825-6690
An Agency Concerned With The Long Term —
}
Littrell Sales, Inc. celebrates 50 golden years
Mail to: Agency Sales Magazine # Jesse Jones Industries, (January 96, p. 35-37)
Dept. 95 MANA #@ 499 East Erie Avenue @ Philadelphia, PA 19134
56 AGENCY SALES MAGAZINE MARCH 1997
_ SS AO INGEX OF Articles
Wayne Smith Saw The Future And It Didn’t Include How To Get A Good Product Line (Hank Lavin,
Working For Someone Else Forever — August 96, p. 16-19)
(February 96, p. 44-46) How To Outsmart, Outmarket, Outsell And
Wally Ford’s Agency Draws On Years Of Experience Outdistance The Competition by John R. Graham
(March 96, p. 10-11) (August 96, p. 38-40)
Paul Birnstihl — A Solo Agent By Design How You Can Get More Business With Direct Mail
(March 96, p. 13-15) (Hank Lavin, April 96, p. 25-28)
“I Started As A Solo Agent In 1983 And Like It” Making Cold Calls (September 96, p. 17-19)
(March 96, p. 26) May I Have Your Attention, Please? (Vim Noon,
Dace & Dace, Inc. Celebrate 20 Years In The Agency August 96, p. 21-22)
Business (March 96, p. 44-46) New Customer, First Order, Trouble Ahead?
Don Brown Is A New Agent, A New MANA Member (William Krause, May 96, p. 18-19)
— And He Knows Where He Is Going No Matter How Good You Are, You Have To Look
(April 96, p. 44-45) Good To Sell Well (February 96, p. 25-27)
Bob Gates Knows How To Make His Agency Valuable Professional Service Representation (Alan Test,
To His Principals (May 96, p. 8-11) January 96, p. 62-63)
Haunted Agency Has Interesting History — Clark Real Or Unreal: Who’s Who (Brian Jeffrey,
Engineered Products operates from an eighteenth- November 96, p. 54-55)
century antique (May 96, p. 36-37)
Secrets Of Power Negotiating (Roger Dawson,
Careful Planning Is Key To Success For Jack August 96, p. 41-43)
Sutherland (June 96, p. 13-16)
Selling In The 21st Century (B. Dean Baum,
Tech Spec, Inc., A Place Where People Turn “I Can't” February 96, p. 54-56)
Into “I Can” (June 96, p. 53-55)
Selling Successfully To Most Women (Dr. Allen
Dennis Means Launches Consulting Company Konopacki, January 96, p. 45-46)
(July 96, p. 36-37) Warming Up Cold Calls (Brian Jeffrey, July 96, p. 27-28)
What Qualities Of An Agent’s Service Do Customers
REP COUNCILS Value Most? (February 96, p. 4-8)
Why Did You Drop That Line? (October 96, p. 4-7)
Rep Councils — Breaking Down the Walls Between
Manufacturers and Reps (Bill Wallace,
July 96, p. 13-16) TERRITORY
Rep Councils: They Work When Everyone Takes
Key Issues In Territory Management (May 96, p. 4-7)
Them Seriously (December 96, p. 12-13)
What To Do When You Have All The Business There
Is In A Territory — And A Principal Wants More
SALES & MARKETING (May 96, p. 20)
Why It Pays To Keep Scouting New Lines
Attitude Adjustment Vlohn R. Graham, October 96,
(October 96, p. 57-58)
p. 59-60)
Answering The Price Objection (Alan Test, M.B.A.,
April 96, p. 56-57) TRADE SHOWS
Delivering A Powerful Sales Message On the First Call
Direct Mail Increases Exhibiting Sales Results
To A Contact (Joan Guiducci, February 96, p. 62-64)
(Dr. Allen Konopacki, October 96, p. 61-62)
Do Sales Agencies Practice Marketing As It Should
Be? (January 96, p. 20-21)
Dress Management For Business Success (Brenda Dias TRAVEL
& Brian H. Kleiner, February 96, p. 28-33)
Runzheimer Analyzes 1996 Car, Van, Light Truck
Four Steps To A Winning Marketing Communications
Costs (March 96, p. 54-55)
Program (Cameron C. Smith, December 96, p. 39)
Runzheimer Analyzes Typical Vehicle Costs: Where Does
Going After Business In A New Territory
Your Automotive Dollar Go? (November 96, p. 59)
(July 96, p. 18-19)
Runzheimer Predicts Less Than 5% Increase in 1997
How Sales Pros Distance Themselves From Their
Business Travel Costs (December 96, p. 56)
Competition (Tim Connor, CSP, July 96, p. 59-62)
MARCH 1997 AGENCY SALES MAGAZINE 57