As a result of this seminar, you will be able to develop realistic expectations for your field sales team and improve your skills in day-to-day management and communications. Each session of the NEMRA RPM Seminar focuses on a unique aspect of managing your field sales representatives in the electrical industry.

Comprehensive in scope and content, the NEMRA RPM Seminar covers the following subjects:

• Why Professional Manufacturer S&MM Personnel and Regional Managers are Unique

• Understanding YOUR Manufacturer's Organization/Understanding YOUR Representative's Function

• Future Challenges and Trends
  • e-commerce
  • globalization
  • strategic alliances
  • blurring of distribution

• Issues and Answers-In Depth Discussion with a Professional Representative

• Sales and Marketing Tactics
  • rationale for using reps as sales force and translating the corporate strategy into field sales tactics
  • synergistic products and sales force expertise product vs. business management

• Partnering and Planning
  • game plan vs. players talent
  • expectations and objectives
  • the "plan" as a working document
  • communicating
  • performance metrics
  • rep councils
  • buying groups

• Recruiting and Hiring the Rep
  • "partnerships"
  • expectations
  • selecting representatives, interviewing
  • motivating representatives
  • multi-line conflicts
  • field and factory visits
  • termination
  • performance based competition

• Policy Administration: It's All About Productivity

Seminar "Take-Aways"

NEMRA RPM Manual - This informative resource contains a detailed seminar outline and proven management and communication techniques. With ten NEMRA publications and Guidelines about planning, managing and communicating, it becomes a powerful personalized guide to a productive relationship with your field sales team.

NEMRA RPM Certificate of Completion

Points of Special Interest

The program agenda and format items rate highly among seminar participants. Comments include:

"The corporate strategy and what it means to the field representative."

"The focus on goal setting"

"Small group, interactive, good input - A great job of covering all applicable topics."

"Great discussions and insight, i.e., manufacturer and agent offering points of view."

"Good measure of myself - and how sales managers are measured in terms of their effectiveness."

The Instructors

Larry Fisher and Kris Hefley have over 50 years of combined experience working with representatives and manufacturers in the electrical industry. They have taught and moderated numerous seminars and industry events with NEMRA, other rep associations and at electrical industry events.

Who Should Attend

• Regional managers in sales, especially those that are new to working with reps in the electrical industry.

• Manufacturing management and sales and marketing executives that want to improve field sales productivity.

• Corporate executives that recruit and evaluate representatives and have direct contact with them in the marketing and sales function.

• Other manufacturer personnel that interact with the field sales team such as financial, production and customer service personnel.