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

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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.

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Product Details

  • ISBN-13: 9780324207484
  • Publisher: Cengage Learning
  • Publication date: 2/10/2005
  • Edition description: Book and CD
  • Edition number: 1
  • Pages: 202
  • Product dimensions: 6.12 (w) x 9.32 (h) x 0.90 (d)

Meet the Author

Erin Anderson teaches Executive Ed courses all over the world. She is on staff at INSEAD and consults regularly with companies dealing with selling issues. She is very well-known for her work and research in the area of manufacturer's reps. Erin currently lives in Hericy, France.

Bob Trinkle formerly owned a manufacturer's representative firm. He served two years as president of the Electronic Representatives Association International and two years as its Chairman. Currently, he is on the speaking circuit talking with groups of manufacturing reps all over the country. Bob currently resides in Cherry Hill, NJ.

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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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Sort by: Showing 1 Customer Reviews
  • Anonymous

    Posted April 25, 2005

    A Good Read!

    Outsourcing has become an accepted business practice because it can deliver demonstrable savings and improved services. However, while sales outsourcing is common, it has not been widely adopted by companies accustomed to having dedicated in-house sales staffs. Authors Erin Anderson and Bob Trinkle make a powerful case for the benefits of using outside sales reps, asserting that they cost less and sell more, particularly when they use the tactic of 'portfolio selling.' The authors explain how the two types of sales forces can co-exist and augment each other. Die-hard sales managers will find interesting material here, though the book belabors a few obvious points and lacks enough real-world examples to juice up the dry text. The authors include a CD with software for analyzing sales costs. Since this is a very specific book for anyone investigating whether to use reps, we recommend it to sales directors and executives who are facing that question. However, front line salespeople and reps should just keep to their appointment books - this text is not designed for you.

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