Outsourcing the sales function : the real cost of field sales / Erin Anderson and Bob Trinkle.
By: Anderson, Erin M.
Contributor(s): Trinkle, Bob.
Publisher: Australia Mason, Ohio : Thomson, c2005Description: xxi, 202 p. : ill. ; 24 cm. + 1 electronic optical disc (CD-ROM) (4 3/4 in.).ISBN: 0324207484 (hbk.); 9780324207484 (hbk.).Subject(s): Manufacturers' agents | Sales management | Contracting outDDC classification: 658.8102Item type | Current location | Call number | Vol info | Copy number | Status | Notes | Date due | Barcode |
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Accompanying Material (Media Resource) | Taylor's Library-TU | 658.8102 AND (Browse shelf) | 1 | Available | UNISA,19003,02,GR | 1000522603 | ||
Accompanying Material (Media Resource) | Taylor's Library-TU | 658.8102 AND (Browse shelf) | Data CD-ROM | 1 | Available | GENLS,GENLS,03,GR | 1000509582 |
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Includes bibliographical references and index.
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.
1 electronic optical disc (CD-ROM) (4 3/4 in.) : Data CD-ROM Outsourcing the sales function the real cost of field sales : cost calculator ISBN 0324311729
Australian Degree Programme : MARK2013