30 Apr 2007


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Deal with drop-in sales reps: Talking Retail's how to guide

You may well have established a good relationship with the sales representatives who call on you regularly, but what about those who call by chance?

You may well have established a good business relationship with the sales representatives who call on you regularly. But what about those who call by chance?

Make sure you are not caught out by a representative who visits or telephones you, particularly at a very busy time in your shop.

Beware also of over-friendly representatives who make you an offer which they say is too good to refuse or promise you a special deal. Remember, it will always involve paying them money.

If you are approached at a busy time, ask the representative to call back later and suggest a convenient time. When he calls, check out the details of his offer thoroughly:

Ask for the representative's name and telephone number.
Ask for the name of the company, its address and telephone number.
Ask for details of the offer.
Ask for a written estimate of the cost and when it has to be paid.
Does any money have to be paid up-front before any work is done? Avoid this if possible.
Is a third party involved, for example a finance company? If so, there may be a separate agreement with this company which must be checked.
If the answers to your questions sound vague ask for clarification.
If you are interested in the offer, ask him to send you the company's terms and conditions.
Say you will contact him within a few days if you want to take it further.
Don't be pressurised into signing immediately.
Read and understand the clauses of the agreement. Make sure the representative's verbal promises are written into the terms and conditions.
Ask for names and addresses of satisfied customers.
Ask your legal adviser to check the contract BEFORE you sign it.
If at any stage you do not wish to pursue the offer, state firmly and politely to the representative that you are not interested.

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