Outsourcing the Sales Function: The Real Cost of Field Sales

Outsourcing the Sales Function: The Real Cost of Field Sales

by Erin M. Anderson, Bob Trinkle
     
 
Anderson (international management, INSEAD, France) and Trinkle, a former electronics representative, combine their 50 years of experience and research in field sales to offer a look at the utilization of manufacturers' representatives and the real cost of a field sales organization. They provide a model for evaluating a direct or outsourced field sales function,

Overview

Anderson (international management, INSEAD, France) and Trinkle, a former electronics representative, combine their 50 years of experience and research in field sales to offer a look at the utilization of manufacturers' representatives and the real cost of a field sales organization. They provide a model for evaluating a direct or outsourced field sales function, along with case studies of real companies and tips for getting the most out of manufacturers' representatives. An accompanying CD-ROM contains templates and instructions for a field sales evaluation model. Annotation ©2004 Book News, Inc., Portland, OR

Product Details

ISBN-13:
9780324311730
Publisher:
South-Western
Publication date:
12/28/2004
Pages:
202

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