Business Letters & Emails Made Easy by David Crosby

Author:David Crosby
Language: eng
Format: epub
Publisher: Lawpack Publishing Limited
Published: 2010-01-15T00:00:00+00:00

Barry Hall

Marketing Manager

HANDLING QUERIES ABOUT AN AGENT’S COMMISSION

103: Negotiating a request for more commission

* * *

If the company refuses to increase the agent’s commission, it will demoralise them. The agency is clearly successful and this success increases its negotiating power. If the company accepts the agency’s demand, its margins will be affected.

Instead, the company finds a lateral solution. It cleverly latches on to the point made by the agency when it said ‘…we shall not be able to sustain the growth rates that have been achieved formerly’. The company’s counterproposal, therefore, links an increase in performance to an increase in commission in that the increase will have to ‘…be earned through additional sales’. This way, no one is the loser and everyone has the potential to earn more.

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