Outsourcing the Sales Function

The Real Costs of Field Sales

Erin Anderson, Bob Trinkle

256 pages, parution le 31/12/2004

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Résumé

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 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 manufacturers' representatives to optimize your return. The book includes a CD-ROM with a cost calculator.

Benefits:

Insightful: This candid book helps marketing and sales managers understand the true cost of their sales force.
Practical: The authors provide a detailed process that enables managers to analyze their sales force to determine if outsourcing is an option.
Resourceful: The book is packed with helpful tips, extended examples, insightful cases, worksheets, and an Excel workbook to help managers compute and compare costs involved with various scenarios.
Proven: The authors are very well-known for their work and research in the area of manufacturers' representatives.

L'auteur - Erin Anderson

INSEAD

Sommaire

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
Ousource or direct?
When to use reps in addition to other channels
Economic arguments to put to reps - or, hitting the optimal window
Enhancing relationships with your reps
Building a long-term strategic alliance with your rep
The cost calculator: determining the true cost of a field sales force
Some final thoughts

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Thomson
Auteur(s)	Erin Anderson, Bob Trinkle
Parution	31/12/2004
Nb. de pages	256
Format	16 x 24
Couverture	Relié
Poids	520g
Intérieur	Noir et Blanc
EAN13	9780324207484
ISBN13	978-0-324-20748-4