cohonMANA

MANA’s Cohon to Present at Harvard Business School on the Value of Independent Reps

Cohon will answer these questions: What do reps bring to the table? With whom will I be sharing my reps? Why do reps often earn more trust from customers than a direct factory salesperson? How do I find reps who have already earned the trust of my target customers, can get me access to tough-to-reach potential accounts and are a good fit for my company? How do I manage the rep relationship for maximum productivity?

Harvard Business School has invited Charles Cohon, CEO, Manufacturers Agents National Association (MANA), to present “Outsourcing Selling” to its MBA students at its centerpiece Spangler Center, and also has invited the business community to sit in. In addition to Harvard Business School MBA students, Harvard welcomes manufacturers, reps, and students from other schools to attend.

Reservations for this 90-minute event on Thursday, Oct.  29, 2015 from 4:00 PM to 5:30 PM (EDT)  are complimentary but seating is limited, so click here or paste this link in your browser to reserve your spot: http://bit.ly/HBS_MANA.

Cohon’s presentation will introduce sales force outsourcing to the MBA students, many of whom have plans to launch their own companies. As entrepreneurs, those students and guests from the business community will learn how to use manufacturers’ representatives to access the sales expertise and connections they need on an outsourced, largely pay-for-success basis. Cohon will answer these questions:

  • What do reps bring to the table?
  • With whom will I be sharing my reps?
  • Why do reps often earn more trust from customers than a direct factory salesperson?
  • How do I find reps who have already earned the trust of my target customers, can get me access to tough-to-reach potential accounts and are a good fit for my company?
  • How do I manage the rep relationship for maximum productivity?

“These concepts,” says Cohon, “will let you build a lasting relationship with a manufacturers’ representative who may be on your side for years or decades, but will never be on your payroll.”

Before joining MANA as its CEO, Cohon was CEO of Prime Devices Corp. a Chicago-based manufacturers’ representative company. He has an MBA with honors and with concentrations in entrepreneurship and strategic management from the University Of Chicago Booth School Of Business, and in 2012 was awarded Electrical Wholesaling’s 2012 GEM Award for Independent Manufacturers’ Representatives.

Attendees also receive a free electronic copy of Sales Reps: How Manufacturers and Reps Can Better Work with Each Other for Mutual Gain by super-rep and Harvard MBA Bob Reiss.

 

 

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