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Outsourcing Sales Function

Outsourcing Sales Function - 05 edition

Outsourcing Sales Function - 05 edition

ISBN13: 9780324207484

ISBN10: 0324207484

Outsourcing Sales Function by Erin Anderson and Bob Trinkle - ISBN 9780324207484
Edition: 05
Copyright: 2005
Publisher: Wadsworth, Inc
Published: 2005
International: No
Outsourcing Sales Function by Erin Anderson and Bob Trinkle - ISBN 9780324207484

ISBN13: 9780324207484

ISBN10: 0324207484

Edition: 05

Summary

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 manufacturer's 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.