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Outsourcing the sales function : the real cost of field sales / Erin Anderson and Bob Trinkle.

By: Contributor(s): Publication details: Australia Mason, Ohio : Thomson, c2005.Description: xxi, 202 p. : ill. ; 24 cm. + 1 electronic optical disc (CD-ROM) (4 3/4 in.)ISBN:
  • 0324207484 (hbk.)
  • 9780324207484 (hbk.)
Subject(s): DDC classification:
  • 658.8102 AND
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.
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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