Guides

Guide to Hiring Winning Sales Representatives
The position of sales representative has been identified as the most difficult to fill position in Manpower's Annual Talent Shortage Survey.

In today's competitive marketplace employers must develop their employer brand in order to attract premium sales talent and the Guide can help you "sell" your sales opportunity to prospective candidates.

Sales Manager's Evaluation Guide
Created specifically for sales managers to assess both field and inside sales performance.

The Guide includes new sales competencies that must be mastered by today's sales professional for success in today's business environment. It's divided into three sections: Knowledge acquisition/management; Selling Skills/Abilities; and Attitude/Motivation.

Guide to Incentive and Recognition Programs
Sixty-two per cent of salespeople who receive a cash or non-cash incentive report that the incentive had a definitive impact upon their work and/or sales performance. The Guide will show you the types of incentive and recognition programs that will motivate your sales and management personnel.

Survey of Sales Agency Commissions
This one-of-a-kind survey provides information about commission ranges for independent sales/manufacturer’s agents for over 75 industry sectors.

Sales Expenses and Deductions
Want to know what the per diem rates for meals and lodgings in major Canadian cities? Looking for ideas on how to reduce sales expenses? Need to know what are legitimate sales expenses and how much you can deduct?

The Guide offers practical guidelines on automobile, travel and sales expenses and the tax implications for both individual salespeople and business owners.

Sales Employment and Agency Agreements
Are you being asked to take on additional responsibilities as an agent? Need to negotiate an agency agreement with a new principal?

The Guide is written for independent sales/manufacturer’s agents and business owners who are considering a prospective agent/principal relationship or have an existing agreement.