Anderson, Erin M. <br/><br/>
Outsourcing the sales function :  the real cost of field sales / 
Erin Anderson and Bob Trinkle. 
 - Australia ;  Mason, Ohio :  Thomson,  c2005. 
 - xxi, 202 p. :  ill. ;  24 cm. +  1 CD-ROM (4 3/4 in.) 
<br/><br/>Includes bibliographical references and index. 
<br/><br/>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. 
<br/><br/><br/>System requirements for accompanying computer disk: Version 1.0/Windows; open with Microsoft Excel. 
<br/><br/><label>ISBN: </label>0324207484 (pkg.) 9780324207484 (pkg.) 0324311729 (data cd) 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Manufacturers' agents.<br/>Sales management.<br/>Contracting out.
<br/><br/><label>Dewey Class. No.: </label>658.8102  / AND