An independent sales representative who sells a brand's line to retail buyers and earns commission on what they write. On this protocol a rep owns the accounts they open.
An independent sales representative who sells a brand's line to retail buyers and earns commission on what they write. On this protocol a rep owns the accounts they open.
In the old model the brand owns the account and the rep is replaceable. Account ownership is what makes the difference between commission and a residual, and it is the single most valuable thing a rep has.
Every term here is one the protocol actually uses, defined for somebody who was never taught it — with the part that usually goes wrong. All terms →