Excellent article. You hit the nail on the head with the Rep/Agent relationship when trying to determine the root cause for the negative reply to a product or pitch. But your insight on the Agent's feelings of
powerlessness maybe the most important obstacle a Rep must learn to hurdle, in his entire career.
It's the "Human Factor" that I've learned over the years to "manipulate", not only to save a sale but to increase it as well. It's a primal instinct in us all and one that 90% of Purchasing Agents I've met allow
themselves to be influenced by.