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: 658.8102Item type | Current location | Shelf location | Call number | 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,19003,03,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 |
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658.8102 AND Outsourcing the sales function : | 658.8102 AND Outsourcing the sales function : | 658.8102 AND Outsourcing the sales function : | 658.8102 AND Outsourcing the sales function : | 658.8102 AND Outsourcing the sales function : | 658.8102 LYT 2011 The accidental sales manager : | 658.8102 MER 2014 Luxury sales force management : |
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