Home » Outsourcing the Sales Function: The Real Costs of Field Sales by Erin Anderson
Outsourcing the Sales Function: The Real Costs of Field Sales Erin Anderson

Outsourcing the Sales Function: The Real Costs of Field Sales

Erin Anderson

Published February 10th 2005
ISBN : 9780324207484
Hardcover
224 pages
Enter the sum

 About the Book 

This book sheds new light on the personal selling function in business-to-business markets. Well versed in the area of manufacturers reps, the authors equip managers with the tools to determine the true costs and benefits of both in-house andMoreThis book sheds new light on the personal selling function in business-to-business markets. Well versed in the area of manufacturers reps, the authors equip managers with the tools to determine the true costs and benefits of both in-house and outsourced forces. They explain in detail the differences between manufacturers reps and company owned, tips for when to use them, how to most effectively work with them to optimize company return, and how to build strategic long-term alliances. The authors offer detailed information about the true costs and benefits of running a sales force and discuss how to effectively work with a manufacturers representative to optimize your return. The book includes a CD-ROM with a cost calculator.