Outsourcing the Sales Function: The Real Costs of Field Sales / Edition 1

Outsourcing the Sales Function: The Real Costs of Field Sales / Edition 1

by Erin Anderson, Bob Trinkle
     
 

ISBN-10: 0324207484

ISBN-13: 9780324207484

Pub. Date: 02/10/2005

Publisher: Cengage Learning

This book sheds new light on the personal selling function in business-to-business markets. Well versed in the area of manufacturer's 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 manufacturer's reps and company owned, tips for when to

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Overview

This book sheds new light on the personal selling function in business-to-business markets. Well versed in the area of manufacturer's 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 manufacturer's 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 a manufacturer's representative to optimize your return. The book includes a CD-ROM with a cost calculator.

Product Details

ISBN-13:
9780324207484
Publisher:
Cengage Learning
Publication date:
02/10/2005
Edition description:
Book and CD
Pages:
202
Product dimensions:
6.12(w) x 9.32(h) x 0.90(d)

Table of Contents

1. The true costs of field selling today: why it pays to consider outsourcing 2. Outsourced sales professionals: what they are and how they differ from employee sales forces 3. Ousource or direct? 4. When to use reps in addition to other channels 5. Economic arguments to put to reps - or, hitting the optimal window 6. Enhancing relationships with your reps 7. Building a long-term strategic alliance with your rep 8. The cost calculator: determining the true cost of a field sales force 9. Some final thoughts INDEX

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