Selling Through Independent Reps

Rating:
Summary: Learn about Reps with a flavor of editorial bias
Review: Novick digs into the do's and don'ts of selling through independent reps (his title is aptly used). Instead of focusing solely on the virtues of independent reps and how to implement their use into a marketing plan, he develops a kind of arguement of independent reps vs. direct selling. At each turn, instead of just giving a straight and open picture, he spends time exploring the pros and cons of both direct sales and reps. I think he made his case well in the first chapter, but he keeps revisiting the main argument, causing me to think that one of his book's main thesis' is, "Why independent reps are more effective than a direct sales force." Considering where his background is, one can easily see his bias.
Despite these marginal qualities, Novick possesses a great store of knowledge, which he gives to the reader of how to find, attract, and keep superior reps. Overall, a good book for the inquisitive marketer, but some parts are worth glossing over.