Outsourcing the sales function : the real cost of field sales - Anderson, Erin M.; Trinkle, Bob (Mason, Ohio : Thomson, 2005)
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 -- Outsource or direct? -- When to use reps in addition to other channels -- Economic arguments to put to reps, or, hitting the optimal window : the role of time and commission rate -- Enhancing relationships with your rep : becoming the'emotional favorite' -- Building a long-term strategic alliance with your rep -- The cost calculator : the true cost of a field sales force -- Some final thoughts.
Book is accompanied by one CD, entitled' Outsourcing the sales function : the real cost of field sales,data CD-ROM' bearing the same call number and available at Bahagian Media
Includes bibliographical references and index
System requirements for accompanying computer disk: Version 1.0/Windows; open with Microsoft Excel
Keywords: Manufacturers' agents; Sales management; Contracting out