Agent
From Supply Chain Management Encyclopedia
(Difference between revisions)
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| '''Comparative Factors'''||align="center" | '''I am Supplyer’s Distributor if…..'''|| align="center" | '''I am Principal’s Agent if…..''' | | '''Comparative Factors'''||align="center" | '''I am Supplyer’s Distributor if…..'''|| align="center" | '''I am Principal’s Agent if…..''' | ||
|- | |- | ||
- | | '''Risk | + | | '''Risk '''|| |
* I buy products for my own risk and account. | * I buy products for my own risk and account. | ||
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* What, me take a risk? No way! | * What, me take a risk? No way! | ||
|- | |- | ||
- | | '''Customers | + | | '''Customers Belongingness'''|| |
* I sell products to my customers. | * I sell products to my customers. | ||
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* I sell products to Principal’s customers. | * I sell products to Principal’s customers. | ||
|- | |- | ||
- | | '''Compensation | + | | '''Compensation ''' || |
* My compensation is the difference between my buy price and my sell price. | * My compensation is the difference between my buy price and my sell price. | ||
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* My compensation is a flat commission. | * My compensation is a flat commission. | ||
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- | | '''Sales Amount | + | | '''Sales Amount Information'''|| |
* I don’t brag when I make lots of sales for the Supplier. Otherwise, the Supplier will start thinking: “Gee. If it’s so easy, maybe we should be there.” | * I don’t brag when I make lots of sales for the Supplier. Otherwise, the Supplier will start thinking: “Gee. If it’s so easy, maybe we should be there.” | ||
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* When I make lots of sales for the Principal, I blow my own trumpet for a bonus or other incentive based compensation. | * When I make lots of sales for the Principal, I blow my own trumpet for a bonus or other incentive based compensation. | ||
|- | |- | ||
- | | '''Pricing Policy | + | | '''Pricing Policy '''|| |
* I set the price of the products to my customer. | * I set the price of the products to my customer. | ||
* My prices to the customer are none of Supplier’s business. | * My prices to the customer are none of Supplier’s business. | ||
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* The Principal and I consult closely about what price I should sell its products for. | * The Principal and I consult closely about what price I should sell its products for. | ||
|- | |- | ||
- | | '''Sales Policy | + | | '''Sales Policy '''|| |
* I set my own sales policies. | * I set my own sales policies. | ||
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* The Principal sets my sales policies. | * The Principal sets my sales policies. | ||
|- | |- | ||
- | | '''Authority | + | | '''Authority '''|| |
* I have authority to promote, market and sell Supplier’s products pretty much as I determine. | * I have authority to promote, market and sell Supplier’s products pretty much as I determine. | ||
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* I promote, market and sell Principal’s products pretty much as the Principal determines. I must conform to Principal’s directions and only operate within my scope of authority. | * I promote, market and sell Principal’s products pretty much as the Principal determines. I must conform to Principal’s directions and only operate within my scope of authority. | ||
|- | |- | ||
- | | '''Customer's Perception | + | | '''Customer's Perception '''|| |
* The customer perceives me as the supplier. | * The customer perceives me as the supplier. | ||
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* The customer perceives the Principal as the supplier | * The customer perceives the Principal as the supplier | ||
|- | |- | ||
- | | '''Contacts wits Customers | + | | '''Contacts wits Customers '''|| |
* I discourage the Supplier from contacting my customers. I try to keep the Supplier in the dark. | * I discourage the Supplier from contacting my customers. I try to keep the Supplier in the dark. | ||
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Revision as of 00:22, 10 July 2012
Russian: Агент
Agent is a person or business authorized to act on another's behalf. To understand better the dissimilarities between Agent and Principal (while these dissimilarities are considered as negligible in USA) one could use the following check-list [1].
Who am I? - Check-List
Comparative Factors | I am Supplyer’s Distributor if….. | I am Principal’s Agent if….. |
Risk |
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Customers Belongingness |
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Compensation |
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Sales Amount Information |
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Pricing Policy |
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Sales Policy |
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Authority |
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Customer's Perception |
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Contacts wits Customers |
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Checking, Packing, Marking - Inspection(s) |
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Other |
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References
- ↑ Auerbach, R. Am I an agent or a distributor? - www.marketnewzealand.com/auerbach -accessed 01/27/2007