Outsourcing the Sales Function The Real Costs of Field Sales

Name: Outsourcing the Sales Function The Real Costs of Field Sales
Price: 6.73 USD
Availability: InStock
ISBN: 9780324207484

ISBN-10: 0324207484

ISBN-13: 9780324207484

Edition: 2005

Authors: Erin Anderson, Bob Trinkle

List price: $61.95

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This book sheds new light on the personal selling function in business-to-business markets. Well versed in the area of manufacturers' reps, the authors equip managers with the tools to determine the true costs and benefits of both in-house and outsourced forces. They explain in detail the differences between manufacturers' reps and company owned, tips for when to use them, how to most effectively work with them to optimize company return, and how to build strategic long-term alliances. The authors offer detailed information about the true costs and benefits of running a sales force and discuss how to effectively work with manufacturers' representatives to optimize your return. The book…

Book details

List price: $61.95
Copyright year: 2005
Publisher: Cengage South-Western
Publication date: 2/10/2005
Binding: Hardcover
Pages: 224
Size: 6.25" wide x 9.00" long x 0.75" tall
Weight: 1.188
Language: English




The true costs of field selling today: why it pays to consider outsourcing



Outsourced sales professionals: what they are and how they differ from employee sales forces



Ousource or direct?



When to use reps in addition to other channels



Economic arguments to put to reps - or, hitting the optimal window



Enhancing relationships with your reps



Building a long-term strategic alliance with your rep



The cost calculator: determining the true cost of a field sales force



Some final thoughts


Index