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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 CD-ROM (4 3/4 in.).ISBN: 0324207484 (pkg.); 9780324207484 (pkg.); 0324311729 (data cd).Subject(s): Manufacturers' agents | Sales management | Contracting outDDC classification: 658.8102
Contents:
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.
Item type Current location Shelf location Call number Copy number Status Notes Date due Barcode
Accompanying Material (Media Resource) Taylor's Library-TU
658.8102 AND (Browse shelf) 1 Available UNISA,19003,03,GR 1000522981
Accompanying Material (Media Resource) Taylor's Library-TU
658.8102 AND (Browse shelf) 1 Available UNISA,19003,03,GR 1000522980
Main Collection Taylor's Library-TU

Floor 4, Shelf 27 , Side 1, TierNo 2, BayNo 3

 658.8102 AND (Browse shelf) 1 Available TBSxx,34007,03,GR 5000002922

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.

System requirements for accompanying computer disk: Version 1.0/Windows; open with Microsoft Excel.

Australia Degree Programme (UNISA) : MARK2013