We develop a POS Software for Retail Stores and we don't have a Sales
Department in our Co.
We are looking for Sales Representatives to outsourcing our sales.
Could be an Individual or a Sales Company specialized in software Sales.

---

Request for Question Clarification by umiat-ga on 05 Nov 2003 13:24 PST

If you don't mind telling me the general location of your company, I
might also be able to find some outsourcing sales firms in your area.
Just let me know if you think that would be helpful.

umiat

---

Request for Question Clarification by easterangel-ga on 05 Nov 2003 16:44 PST

Hi! 
 
I was able to find one website that has a database of sales rep
agencies in the US. You can search by product, geographic location and
industry. However, in order to access the data you must pay separately
for a subscription. Subscription charges will be $300 to $400
annually.
 
Will this be considered as an acceptable answer? 
 
Just let me know. :)

---

Request for Question Clarification by easterangel-ga on 05 Nov 2003 16:48 PST

I am sorry about the prices. The cost of access for the list of sales
representatives is only $90 to $200!

Just let me know if you think this will be an acceptable answer.

---

Clarification of Question by cesarpinto-ga on 06 Nov 2003 15:35 PST

Hi,

Orlando, Florida 32819

---

Clarification of Question by cesarpinto-ga on 06 Nov 2003 15:40 PST

Hi,easterangel-ga 

About your question:


"Thank you for your email but it is not the answer I'm loking for."

---

Clarification of Question by cesarpinto-ga on 06 Nov 2003 15:41 PST

Hi umiat-ga,

We are at Orlando, Florida - 32819

Cesar Pinto

---

Request for Question Clarification by umiat-ga on 06 Nov 2003 16:28 PST

Hello, cesar!

 In order to help you most effectively, I need to know if you are
looking for several sales representatives. Most sales outsourcing
firms I have found put together a team to effectively represent a
client's product.
 If you are a very small company you may only be looking for one
individual. A sales outsourcing firm might not fit the bill in that
case.
 Are you adverse to advertising for a sales representative, (since you
said Individual) or do you definitely need several individuals from an
outsourcing company?
 I don't want to steer you in the wrong direction!

 umiat

---

Request for Question Clarification by umiat-ga on 06 Nov 2003 16:39 PST

One other point...most of the sales outsourcing firms I have found
don't specialize specifically in software sales.

---

Clarification of Question by cesarpinto-ga on 07 Nov 2003 10:16 PST

Hi umiat-ga,

I'm looking for a representative who works on commission only.
Could be a company or an individual.
Could be a sales Rep by State or a Company who has reps in several states.
The program is in English and Spanish.

Regards,

Cesar Pinto

---

Request for Question Clarification by umiat-ga on 07 Nov 2003 10:41 PST

Cesar,
 Your clarification basically leaves out sales outsourcing companies.
While I cannot find an individual for you, I can certainly recommend
some job boards that are geared specifically to sales and/or software
sales.
 Basically, if you are looking for an individual sales rep willing to
work on commission, you will need to advertise for such an individual.
 As I said, sales outsourcing is a whole different ballgame, and quite
expensive at that.
 If I can point you to some efficient ways to do that, would you still
be interested?
 
umiat

---

Request for Question Clarification by umiat-ga on 07 Nov 2003 13:55 PST

cesar,

 One last clarification....The following article is worth reading in
terms of hiring a commission-based sales rep vs. outsourcing with a
reputable company.

"Outsourcing Sales in Europe: Are commission only sales agreements a
recipe for disaster?"
http://www.esearchbox.com/story/prweb,66/prweb,66885.html

 I have emailed one outsourcing company that is willing to discuss
your needs with you. I did mention that you may only need one sales
representative. However, I am sure they would not entertain an
agreement that is strictly commission-based, since there is no
incentive for them to help you with a sales program.
 Aside from that, the only other course is for you to advertise on
your own or post on one of the sales bulletin boards I previously
mentioned.
 Let me know if you would like me to post the specialized bulletin
board references and the company I have contacted as an answer. Or,
perhaps you would simply like to proceed in hiring an individual in
your area through your own advertisements.
 umiat

---

Clarification of Question by cesarpinto-ga on 08 Nov 2003 05:27 PST

Hi umiat-ga (on 07 Nov 2003 13:55 PST)

Thanks for the article "Outsourcing Sales in Europe: Are commission
only sales agreements a recipe for disaster?"
I agree that an individual sales Rep will be complicate but I don't
have $2.000 to pay monthly bases to a company.
Maybe you can help me to find others reliable companies, at not so
expensive deals in de USA.

Cesar Pinto

---

Request for Question Clarification by umiat-ga on 08 Nov 2003 07:49 PST

Cesar,

 Thanks for you ongoing clarifications. At this point, I have a suggestion.

 I can post the information for the two outsourcing firms that MIGHT
be affordable, including the company I emailed. However, I have no
idea what terms they will negotiate with you, since you are a very
small company and may need only one representative. I cannot negotiate
for you. If you call them, however, and explain your situation and
what you can afford, you may be able to negotiate an acceptable deal.

 Secondly, I can post the information for some job bulletin boards
geared toward sales where you can describe your company and advertise
the job position including the need for a bilingual ability. On these
boards you can also browse for candidates who are looking for sales
jobs and read about their credentials.

 If a sales outsourcing company is willing to work with you on a small
scale, it may be worth the inital outlay of expense for a short period
of time to get your product to the right sources. However, you will
not know what is available unless you call and speak with them
directly.

 These references are really the only answers I can provide for you
since I cannot call the firms for you or interview the candidates.

 Since you have posted a high-dollar amount for this question and I
have not found a solid reference that I can promise will work for you,
feel free to change the price of this question is you desire.

 To change the price offered for this question:

"Change your question price 
You can change your price at anytime as long as your question is not
currently 'locked' and being answered by a Researcher. To change your
question price, go to "My Account," select "My Unanswered Questions"
and click on the question with the price you want to change. Then
click on "Change Question Parameters" to modify the price."

 I would not normally suggest such an option! However, I want to help
you out and these references are all I have come up with. Let me know
if you would like me to post these references as an answer.

 umiat

---

Clarification of Question by cesarpinto-ga on 09 Nov 2003 06:09 PST

Hi umiat-ga, (on 08 Nov 2003 07:49 PST)

Thank you for suggesting lower the question price. I think you are
doing your best and this is very good for me.

I live in the USA for 25 years and I think this is a merchant country.
I thought you would find hundreds of Sales Companies here.

Well, I'll take both of your suggestions and I would like to suggest
another option.
Since Google is the best Search Engine in the market today, I
appreciate if you can suggest some reliable companies that can best
optimize my Home Page to rank at the top 10th of the list and, at the
same time, help me to advertise (paid advertising) at Google.

Cesar Pinto

---

Request for Question Clarification by umiat-ga on 09 Nov 2003 07:16 PST

Cesar,

 You said:

"Well, I'll take both of your suggestions and I would like to suggest
another option. Since Google is the best Search Engine in the market today, I
appreciate if you can suggest some reliable companies that can best
optimize my Home Page to rank at the top 10th of the list and, at the
same time, help me to advertise (paid advertising) at Google."
 
 I do not have any experience in search page rankings. There are many
researchers here who could take a look at your home page and tell you
best how to optimize it. I suggest you open a second, lower-priced
question which asks specificaly about optimizing your home page and
advertising on Google. There are many such questions that have been
answered here by some good researchers experienced in web page design
and optimization.

**** Now, I do need to know if you would like me to post the answer
related specifically to your original question, which is about a sales
representative to sell your software. Yes?

---

Clarification of Question by cesarpinto-ga on 09 Nov 2003 09:49 PST

Hi umiat-ga

I was looking for questions at the Google Answers an found this very
interesting suggestion to the question:

Subject: I need to sell a new software to dealers of used autos 
Category: Business and Money > Advertising and Marketing 
Asked by: stein-ga 
List Price: $25.00  Posted: 10 Aug 2002 08:01 PDT 
Expires: 09 Sep 2002 08:01 PDT 
Question ID: 52961 
 

### Acquire an Independent Sales Force 
 
Though you may not be able to initially afford a direct sales force,
you can still provide the personal selling touch by offering your
product through Independent Sales Representatives. These sales reps
work strictly on commission. By putting together an attractive
commission package, you can attract sales professionals who'll do the
selling for you, and be paid only for successful sales.
 
"Use Someone Else's Sales Force! Especially if you have a small
product business, you're probably going to be better off trying to get
a larger company or a distributor to sell your goods."
 
BusinessTown 
Choose the Right Sales Force 
http://www.businesstown.com/sales/face-salesforce.asp 
 
"Who Are Independent Sales Reps? 
 
Independent sales reps, also called manufacturer's reps, provide
in-the-field representation for small to medium-sized companies. Reps
are independent contractors who are generally paid by commission only
when sales are made. They may be self-employed, but frequently are
employees of a sales rep marketing company. These firms have anywhere
from a few reps on staff to dozens."
 
Small Business Success Magazine 
Make Independent Reps Your Sales Force 
http://www.smallbizpartners.com/success/XIIIarticles/sales_rep.html 
 
"Trispot is a new company with a new idea. To get the word out about
its services, the company needed to quickly establish a national sales
force with sales reps in major radio markets nationwide -- on a
shoestring budget."
 
Guru.com 
The G-Files: Case of the Instant Sales Force 
http://www.guru.com/channel/hiring/case_instant.jhtml 
 
I've located a good example of an online job listing for an
Independent Sales Rep. It might be useful to you as a model for a
similar listing of your own.
 
Net Presenter 
Job Listing Example 
http://www.netpresenter.com/employment/index.html

---

Request for Question Clarification by umiat-ga on 09 Nov 2003 13:07 PST

cesar,
 I read through the clarification you provided. Several of the links
do not work, and the one that does merely points you to a "freelance"
job board where you might find a sales rep. Yes, you CAN offer a
commission and put together and "independent" sales force, but you
still need to find the candidate.

 Please tell me whether you want me to post my answer. I have compiled
several references for you, but I cannot advertise, interview or find
the sales rep for you. Therefore, you will need to call the
outsourcing companies I have found to see if they will work with you,
and you will have to follow through with the job boards.
 
 *** I do need to know, however, if you want me to post my answer so
we can either cancel this question or resolve it with an answer, okay?

 Thanks!

---

Clarification of Question by cesarpinto-ga on 10 Nov 2003 14:27 PST

Hi umiat-ga (on 09 Nov 2003 13:07 PST)

Please post your answer.

Thanks

Hi, Cesar!

 Thank you for allowing me the opportunity to provide you with some
suggestions for marketing your POS software. I understand how hard it
is for a small company to market a  product without the funds to hire
and train a sales force.  As luck would have it, I happened to call
the owner of a company today that seemed very open to working with
you. I will tell you about the company in a just a bit.

 You are right in your assumption that there are many sales rep
companies "out there." Unfortunately, very few market software other
than their own and finding a software marketing rep firm that is
affordable to small companies is next to impossible. The man I spoke
to today told me that the best companies charge many thousands of
dollars up front and are very selective about who they take on.

 Aside from the marketing rep firms, there is another breed of "sales
outsourcing firms" that basically go into a company and train and
inspire the existing sales force. Alternatively, if you do not have a
sales force, they will contract out their own sales force to introduce
your product to the desired markets. These firms also cost a large
amount of money.

 An alternative solution is to find an independent sales
representative knowledgeable in software and to hire the individual by
providing a salary or to contract as commission-only. You can do this
through independent advertising locally, or through some specialized
online job boards that allow job-seekers and employers to advertise
their specialties and requirements.


==


 My answer is comprised of the following resources for your consideration:

1. The software marketing rep firm that I spoke with today and which
is probably the resource you should contact first.

2. Two sales outsourcing firms that MAY be affordable and will be
worth talking to about your needs.

3. Some specific online job boards where you may find some potential
sales representatives to work on a commission-only basis.

4. A reference for a web-based "software demonstration" application
that can be used to generate leads almost like an online tradeshow.

5. A good selection of articles for you to read before you consider
any of the above recommendations.



1. CENTAUR MARKETING SERVICES
==============================
http://www.studentquad.com/Sales.htm

 Below is a description of the company's marketing services followed
by some bits from my phone conversation today:

=

"Centaur is a national computer software and technology products Sales
Representation and Marketing Services Firm. If you are looking to get
your new product on the retail shelf and are interested in maximizing
your sales, you will want to partner with Centaur."

"Whether you are an established manufacturer or this is your first
creation, an association with a Rep firm can provide you with an
instant conduit to the major resellers in the country. In addition, a
Rep firm can go to work for you immediately, presenting your new
product directly to the decision-makers."

"The cost of hiring an experienced sales force with salaries,
benefits, expenses, etc. can be an exorbitant expense for most
manufacturers. A Rep firm offers you a less expensive alternative."

"Established Rep firms have good relationships with the national
retailers, relationships that in some cases have been nurtured over
several years. Working with a Rep firm allows the manufacturer to
leverage these established relationships to get your product on the
shelves."

"With a continual physical presence at the retail level, the Rep firm
can communicate all types of markets, competitive, and accounts
information. Receiving this information in a timely manner can improve
your strategic decision-making."


Services
--------
"Centaur offers a wide range of services focusing on the individual
needs of the client. For the newer manufacturer, Centaur offers
product-marketing support, launch program formulation, and full sales
representation to both distribution and retailers. For the established
manufacturer, Centaur offers account maintenance, account buying
research, and a new product program designed to lower sales costs
while maximizing sales. Centaur is focused on optimizing sell in and
maximizing the sell through of our client's products.

===

Phone Conversation:
-------------------

 Today I spoke with Ted (owner, I believe) for quite a while about
your specific situation. He was very informative about the software
marketing industry. He is definitely someone who is willing to work
with you and find a suitable sales rep to market your software. There
are several different scenarios he would need to discuss with you
based on the extent of the market you want to reach. I, of course,
could not answer the questions that are essential in formulating a
software marketing contract.

 Do you want to market your software in Florida only, or throughout
the entire country? What types of retail stores do you want to target?
Would you like a sales representative to hit the trade shows? If so,
you will need to allocate some funds for that. Travel costs might have
to be considered. However, he did say there are reps that he can
recommend that will work for commission only.

 I will leave it to you to call him at your convenience if you wish.

Contact Info:
============

Centaur 
Contact Ted Maher
Phone 415-775-3020 (ext 15)
Email: tedmaher@studentquad.com

Address:
1454 Chestnut Street
San Francisco, CA 94123 


++++++++++++++



2. SOFTWARE OUTSOURCING COMPANIES  
===================================

The following companies are typical, expensive, outsourcing companies
as I described in my introduction. They normally send an outside sales
force into your company if you do not have your own, in-house sales.
However, it is worth a call to both companies to see if they will work
with you on a smaller scale.


Sales Focus, Incorporated
-------------------------
6 Park Center Ct.
Owings Mills, MD 21117-5601  
Tel: 410-581-8305 
Fax: 410-581-8306 
Toll Free: 866-840-8305 
http://www.salesfocusinc.com/index.htm

 I sent an email to Sales Focus explaining your situation. I said you
might need only ONE sales representative as opposed to an entire team
and that your focus was on software products. A partial response is
included:

 "We would be more than happy to discuss your current situation
further.  We offer many different services that can accommodate your
needs, including sales outsourcing for inside or outside sales reps."

 I don't know if they would actually consider a small operation with
only one, commission-based sales representative. It can never hurt to
call.




Sales Staffers International, Inc.
----------------------------------
O'Hare Search Group
1400 E. Touhy Ave., Suite 160
Des Plaines, IL 60018
Phone 847-954-9000
Phone 800-940-7532
http://www.mr-ohare.com/clients/ssi.html


"Providing experienced sales professionals on a full-time, part-time
or temporary basis is our focus. When your company needs salespeople
in any division, in any capacity, on an interim basis, SSII is there
for you."

Services
---------
Three levels of interim sales staffing are available:
 
* Sales staff recruiting. We'll find the best sales people for your
interim positions.
* Sales staff training. If needed, we'll coordinate training to your
specifications.
* Sales staff management. Our account managers can supervise, track
and report the sales activity of your temporary workforce.
 

Applications
-------------
SSII will source interim professionals for: 

* New product introductions. 
* New territory development. 
* Test markets. 
* Conference/trade show staffing.
* Other short-term special projects. 


Benefits
--------
SSII pledges to: 

* Increase your sales reach with no increase in overhead. 
* Help you compete in fast-changing markets. 
* Insulate you from payroll hassles-we are the employer of record. 

==

I did not call or email this company. However, the mention of
"temporary" and "part-time" seemed a bit more promising and
potentially less expensive than the other companies I researched. I
would call and find out if they would contract out a commission-based
sales rep.



++++++++++++++




3. ONLINE JOB BOARDS
=====================

 These are boards where you can advertise as the employer and also
find sales reps seeking jobs.


SalesRecruits.com
==================
http://www.salesrecruits.com/

 Sales Recruits is an online job board designed specifically for
"Software and Technology Sales Professionals".

 I performed two sample searches and found some excellent results. 

* Under "For Employers", I performed a search under "Florida" and
discovered several potential candidates for software sales
representatives.

* Under "For Candidates", I simply browsed the jobs to get an idea
about the reputation of firms utilizing the service. I was equally
impressed.

 Of course, utilizing this service would not be considered
"outsourcing" since you would finding your own sales rep.

** You could certainly place an ad for a commission-based sales rep on
this board, defining the characteristics you desire.



CareerBuilder.com
=================
http://www.careerbuilder.com/JobSeeker/

 This is a job site where YOU, as the employer, can advertise for a
sales rep. You can get an idea of the sales jobs advertised in Florida
in two ways...

Under Quick Job Search:

Select Florida under state
Under job types, scroll down to sales

OR:

Under "Search by Job Category"

Select Sales and Marketing
It will then bring you to the next page where you can select Florida


For a preview of Sales Representative jobs located in Florida, go to 
http://salesmarketing.careerbuilder.com/sm.asp?argv0=Florida_Miami_SalesAccountRep.htm&pg=2&ArgURL=/sm.ic/Florida_Miami_SalesAccountRep.htm%3Fpg%3D2&cbRecursionCnt=1&cbsid=d7ba3403f04341a2a1be2ad21f68c868-121526450-ro-1




Rep source
==========
http://www.vmwinc.com/repsourcemasterindex.htm

An Online Resource Site Joining Together:
* Sales reps  * Manufacturer Reps * Independent Reps  * Manufacturer Agents  
* General Sales Agents  * Sales Representatives  * Manufacturers Representatives 

There are a few listings under the Software Sales Division:
http://www.vmwinc.com/RepSource/repsourcesalessoftwareproducts.htm




Craig's list 
============
http://miami.craigslist.org/

This is another potential spot for YOU to advertise

Florida sales jobs
http://miami.craigslist.org/sls/




++++++++++++++
 



4. A MARKETING TOOL ON YOUR WEBSITE
====================================

 The following two articles describe a marketing tactic you might
consider at a future time since it is quite expensive to implement.


From "Runaware: The Demo Disk's Nemesis? Software Market Solution
http://www.softwaremarketsolution.com/SMS%20Articles/runaware_art.htm

"Based in Sweden and founded by Pelle Axeland, Runaware
(www.runaware.com) describes itself as "an electronic marketplace
designed with the needs and problems of both software customers and
Independent Software Publishers (ISVs) in mind." The company also
likes to think of the site as a "full time tradeshow" for software
products."

(Read More)


From "Increasing Lead Generation and ROI with Runaware and Runademo."
Software Market Solution.
http://www.softwaremarketsolution.com/SMS%20Articles/Lead_generation_with_Runademo.htm

"Since it's initial release the Runaware evaluation product evaluation
service has been implemented by such companies Microsoft (Microsoft
Project, Visio), Genealogy (Family Tree Maker), Peachtree (Complete
Accounting), Cougar Mountain Software (Cougar Mountain Accounting for
Windows) FrontRange (Goldmine) and many others. The value of the
Runaware system is easy to quantify. Requiring visitor registration
before trying out an application allows a publisher to build a highly
qualified lead list. The Runaware reporting system allows a publisher
to build a profile of demo usage (an important point, since as much as
90% of the trialware downloaded by customers is never viewed or used).
And given that the cost of producing and mailing a demo CD now
averages between $1.50 to $2.50, the COG savings can be considerable."

"Over the last 12 months Runaware's ability to provide as a powerful
lead engine for software publishers is no longer theory. We spoke to
one of the leading publishers in the sales force automation market
(they didn't want their company name mentioned since they want to
maintain their competitive advantage for as long as possible) and
asked for some data on their results. They told us they began using
Runaware in the last half of 2001 and that Runaware visits now account
for 41% of all generated leads for their product. During the last
quarter of 2002, Runaware generated more leads for them than any other
offer or promotional program."


++++++++++++++++



5. ARTICLES
============

"Marketing Software When You Are a Small Company."
http://radio.weblogs.com/0103807/stories/2002/04/15/marketingSoftwareWhenYouAreASmallCompany.html


"Make Independent Reps for Your Sales Force", by Randy Feris. National
Business Association.
http://www.nationalbusiness.org/NBAWEB/Newsletter/492.htm  
 

"Outsourcing Sales", by Ed Tittel. (April 24, 2002)
http://www.keys.com.tr/Data/Outsourcing%20Sales.pdf


THE ECONOMICS OF OUTSOURCING FIELD SALES
http://www.commktga.com/why-reps0003.htm



++++++++++++++



 Cesar, I have really appreciated working with you. I truly hope that
you can find a suitable situation to market your software. I have no
doubt that your  enthusiasm will pay off!!!

 I wish you the best of luck in your endeavor!


Sincerely,

umiat
  
Google Search
"sales representatives" outsourcing
software sales outsourcing
outsourcing AND "software sales"
+Independent "software" sales reps +Florida
Independents +software +sales reps
software marketing rep firms
software marketing firms +Florida

Your product should be ideal for sales by manufacturer's reps in the
US. Don't pay up front fees, especially in Europe. For Europe, go
through distribution.
Avoid the 5 Deadly_Mistakes,  mistakes which are costly and often
fatal as described at www.pro-repsales.com