Agency Sales 2000: Vol 30 Index

3 Pages·2000·0.77 MB·English

ROU eK
2000 Agency Sales Magazine articles are listed alphabetically by title, except where otherwise noted
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AGENCY MANAGEMENT/OPERATIONS CPMR Survey Maps Reps’ E-Commerce Views
(August, p. 28)
Ask And They Will Tell: Leveraging The Voices Of Dot Calm Down! (Bob Ayrer, October, p. 41)
Your Customers, Sales Channels And Employees “E” And The Rep (Larry Deem, August, p. 4)
(Don Smith, September, p. 19) Electronic Commerce And Its Impact On The
Field Sales Office — A “Managed” Sales Force Multiple-Line Representative Function (Gregg
(John Haskell, December, p. 66) Marshall, August, p. 8)
Giving Instructions (January, p. 10) Elements Of Effective Communication, The
Making The Most Of Free Publicity (Katherine A. (December, p. 45)
Stuart, November, p. 36) E-Mail Time Savers For Windows (Kathy Stuart,
Time To “Pay The Piper” (January, p. 24) May, p. 31)
Value Of Old-Fashioned Publicity, The (Richard H. Internet-Based Customer Service Opportunities
Henley, November, p. 34) (Gregg Marshall, May, p. 13)
Why Merge? (March, p. 11) Rep And The Net, The (Charles P Shaw, April, p. 38)
Rep Software Provider Profiles (May, p. 4)
BUSINESS Survey Demonstrates Need For High Touch
(August, p. 15)
Interviewing The Chameleon (Dr. Michael Santo, Surviving And Thriving With The Internet
November, p. 22) (Charles P Shaw, January, p. 30)
Managing Your Company’s Knowledge (Michael P Taking Time To Communicate Effectively With
Marshall, Ph.D., January, p. 41) Technology (Paul Pease, June, p. 58)
Revisiting Reverse Auctions (September, p. 31) Taming The WWW (March, p. 44)
Teaching Your Organization To Learn (Dave Kahle, Using The Internet And Automation As Tools For
September, p. 61) Salespeople (Dave Kahle, August, p. 25)
Value Of Retaining Employees, The (Laura VPN And Automated Selling (Jessica Saunders,
Michaud, November, p. 25) August, p. 22)
Web Site Peaks And Pitfalls (November, p. 53)
COMMUNICATION/ETIQUETTE
FINANCIAL/TAXES
Building A Sustainable E-Business CRM Strategy
(VJeff Caldwell, CPA, May, p. 23) Euro To Impact U.S. And North America (June, p. 30)
JANUARY 2001 AGENCY SALES MAGAZINE 63
2000 Index of Articles
IRS Ups Mileage Allowance (March, p. 32) Why Join MANA? (October, p. 4)
FOREIGN TRADE MANUFACTURERS AND AGENTS
Information Technology’s Impact On International 11 Ways To Keep Your Reps’ Attention (October, p. 22)
Trade And Rep Attributes (Jeff Henderson, Buying What’s Inside The Rep’s Head (September,
February, p. 12) p. 52)
MANA Hosts European Agents’ Meeting Compatibility Means More Time Spent On The
(September, p. 4) Line (May, p. 54)
Putting A Dent In The U.S. Market (March, p. 30) Eliminating The Black Hole (Dave Dolin, April, p. 54)
U.S.-Canadian Differences Noted (May, p. 59) Exceeding Expectations (August, p. 45)
View From Overseas, A (Chuck Klein, February, p. 8) Getting More Of Your Agent’s Time (February, p. 44)
Want To Be Part Of MANA’s Globalization Effort? Going The “Extra Mile” (June, p. 22)
(July, p. 31) Killing With Kindness (July, p. 32)
Looking For The Manufacturer That
LEGAL/LEGISLATIVE Communicates (April, p. 5)
Manufacturers And Reps Compare Notes
Beware Of Changing Entity (Stephen K. Valentine, (April, p. 28)
Jr., September, p. 44) Reasons For Spending Time On A Line (March, p. 4)
Deal Fairly And In Good Faith — How could Strategic Account Management: The Key To An
anyone refuse? (Charles H. Melville & Steven F Enhanced Relationship With Principals (Joe
Stuhlbarg, April, p. 8) Taormina, February, p. 20)
MANA’s Guidelines For International Agreements Supporting The Rep (December, p. 4)
— Part I (October, p. 16) We Have Value! What to do if your customer wants
MANA’s Guidelines For International Agreements your commission (Joseph W. Miller, August, p. 41)
— Part II (November, p. 56) Why Reps Appreciate Principals Who Value Their
Need To Be “Fair” With Employees, The Services (Harry J. Abramson, July, p. 4)
(November, p. 18)
What Does “Intentional” Mean? (Stephen K. MANUFACTURING COMPANY
Valentine, Jr., October, p. 32) MANAGEMENT/OPERATIONS
MANA SURVEYS & RELATED ARTICLES Buckeye Fabricating Company — A continuing
case study of a small company’s growth using
AMRA — Promoting The Rep Function (March, p. 38) independent reps (Harold J. Novick, July, p. 17)
Changes At The Speed Of Life — MANA’s new Buckeye’s Search For Reps — Part III by Harold J.
online directory eliminates the year-long wait for Novick (June, p. 8)
listing changes (December, p. 27) Case For Retainers, A (Dave Dolin, January, p. 35)
Checking Seminar References (March, p. 64) Finding Productive Sales Representatives (Hank
Different Paths Followed To Rep Profession Lavin, January, p. 17)
(December, p. 19) Rep’s Continued Value, The (June, p. 54)
ERA — Serving The Electronics Rep (October, p. 61) Value Of Using Manufacturers’ Agents, The
In Memoriam: E.L. (Ted) Springmeier (August, p. 36) (May, p. 37)
Interviews Back Survey Findings (December, p. 13) Welcome To The World Of Agency Life (March, p. 18)
MANA Local Networking Is Working For You!
(January, p. 29) MEETINGS/TRAINING
MANA’s First Three Virtual Forums A Success
(January, p. 52) Personal Field Sales Training Via The Internet
Profile Of The Manufacturers’ Sales Agency, A (Paul Pease, February, p. 54)
(December, p. 8)
Promoting The Electrical Rep (January, p. 26) MEMBER PROFILES
Promoting The Rep Function (January, p. 8)
Two Associations Working As One (July, p. 43) All For One And One For All (August, p. 37)
64 AGENCY SALES MAGAZINE JANUARY 2001
2000 Index of Articles
Building On Customer Service (March, p. 8) Deadly Sales Letter Mistakes (Ernest W. Nicastro,
Different Kind Of Rep Embraces E-Commerce, A March, p. 41)
(August, p. 16) Eleven Top Marketing Mistakes John R. Graham,
Enjoying Needed Comfort On The Road (June, p. 38) April, p. 33)
Hard Work And NAFTA Pay Off For Mexican Firm Getting Prospects To Buy From You (John R.
(September, p. 9) Graham, December, p. 38)
Lessons Learned From Animal House (November, p. 4) How To Keep Your Sales Career From Getting
More Than Six Decades Of Providing Value Caught In The Net (John R. Graham,
(June, p. 16) August, p. 19)
New Selling Tools For New Times (June, p. 4) How To Sell When The Customer Is In Charge Of
Office Rep Relies On Person-To-Person Contacts The Sale (John R. Graham, June, p. 42)
(January, p. 4) How Well Are Your Salespeople Serving Your
One Plus One Equals One — Only Better (July, p. 36) Customers? (Dave Kahle, June, p. 63)
Place To Meet Good Reps, A (May, p. 44) I Said, “Are You Listening To Me?” — Six steps to
Providing Value Add To The Foreign Principal closing more sales (Ray Considine & Bob Ayrer,
(April, p. 16) January, p. 58)
Quarter Century Of Value Add, A (April, p. 13) “Marshall Plan” For Customer Aftercare, A (Ernest
Reps Answer A 9-1-1 Sales Call (September, p. 25) W. Nicastro, July, p. 53)
Sometimes, Fewer Is Better (July, p. 8) Overcoming Price Objection (Paul S. Goldner,
Technology Investment Points To New Directions February, p. 61)
In Agency Sales (November, p. 13) Point-Of-Sale Reporting Revisited (Henry P
True Family Affair, A (October, p. 8) Bergson, February, p. 28)
Rep And Change, The (Charles P Shaw, July, p. 61)
REP COUNCILS Six Negotiation Keys To Unlock Every Door
(Michael E. Rega, July, p. 58)
Better Late Than Never With A Rep Council Solving Selling Problems (Bernard M. Cronin,
(March, p. 24) December, p. 33)
Getting The Most Out Of The Rep Council Thinking About Sales: The Impenetrable Account
(February, p. 4) (Dave Kahle, March, p. 34)
Good, The Bad, And The Ugly About Rep Thinking About Sales: Selling Commodities (Dave
Councils, The (July, p. 27) Kahle, December, p. 53)
Need For More Rep Councils, The (August, p. 62) Thinking About Sales: Victory Over Voice Mail
Rep Council Review (September, p. 41) (Dave Kahle, May, p. 62)
Rep Councils Show Manufacturers’ Commitment Using A Strong Risk Reversal Closes More Sales
(April, p. 23) (Archie R. Lawhorne, April, p. 42)
When You Talk People Listen (Stephen D. Boyd,
SALES/MARKETING December, p. 61)
Avoiding The Killer Curve (John R. Graham, TERRITORY
September, p. 54)
Behavioral Science And Selling (Bob Ayrer, Creative Approach To House Accounts, A
June, p. 25) (March, p. 62)
Beyond Satisfaction (Laura Michaud, June, p. 34)
Branding A Business...Badly (lohn R. Graham, TRADE SHOWS
February, p. 38)
Call And Presentation Reluctance (Michael E. How To Handle Different Types Of Visitors At A
Rega, October, p. 58) Trade Show (Allen Konopacki, March, p. 56)
Complaints & Compliments — Flip sides of the
same coin (Jim Newton, February, p. 34) TRAVEL
Concentrating On Sales Productivity (Dave Kahle,
April, p. 61) Doubling Of Per Diems, The (July, p. 15)
Customers’ View Of Reps, The (September, p. 13) Keeping Tabs On Business Travel (October, p. 36)
JANUARY 2001 AGENCY SALES MAGAZINE 65