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Outsourcing the sales function: the real cost of field sales

By: Anderson, Erin.
Contributor(s): Trinkle, Bob.
Material type: materialTypeLabelBookPublisher: Ohio Thomson Learning 2005Description: xxi, 202 p. With CD at Acc. No. 1048.ISBN: 9780324207484.Subject(s): Manufacturers' agents | Sales management | Contracting outDDC classification: 658.8102 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 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.
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Slot 2171 (2 Floor, East Wing) 658.8102 A6O8 (Browse shelf) Available 163533

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.

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