The Reality Is . . . Everyone Is Selling Something
DOI:
https://doi.org/10.5860/rusq.53n4.286Abstract
Vendors: Can’t live with them; can’t live without them. So more often than not, librarians view engaging with company representatives as a necessary evil and just put up with them. But these relationships don’t have to be adversarial and, in fact, can be ones of mutual learning and shared growth that benefit everyone involved. In this column, Diane H. Smith suggests a constructive approach to managing these important relationships. As someone who has been both a librarian and a vendor, she offers valuable insights from both sides of her experience. Smith posits that, in the end, we all share the goal of effectively selling the library to its constituents, and ultimately, we’re all in this together.— Editor
References
Jennifer Smith, '“First Year Law School Enrollment at 1977 Levels,”' Wall Street Journal () December 17, 2013, n () nThis list includes reference, collection development staff, and teaching faculty. Increasingly, sales management is encouraging its sales force to meet with teaching and research faculty to better understand the environment in which the library operates and to uncover new information and research needs. This is not always a popular tactic from the librarian viewpointnA draw is an advance against anticipated commission. This model assumes a seasonality to sales and pays the rep on future commissions. The danger in the draw is that the sales person can end up owing the company money if insufficient sales are maden
