The Outsourcing the Sales Function

The Real Costs of Field Sales

Bob Trinkle, Erin Anderson (Autoren)

Media-Kombination

224 Seiten

2005
South-Western
978-0-324-20748-4 (ISBN)

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Sheds new light on the personal selling function in business-to-business markets. Well versed in the area of manufacturer's representatives, the authors equip mangagers with the tools to determine the true costs and benefits of both in-house and outsourced services.

OUTSOURCING THE SALES FUNCTION: THE REAL COST OF FIELD SALES 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 book includes a CD-ROM with a cost calculator.

I. THE B2B SALES FORCE: INCOME STATEMENT AND BALANCE SHEET. 2. The True Cost of Fielding a B2B Sales Force. 3. Manufacturers' Representatives. II. WHEN REPS ARE THE APPROPRIATE CHOICE- AND WHEN NOT. 4. When to use a Rep as the Primary Sales Force- and When Not. 5. When to Use a Rep in Addition to Other Channels. III. HOW TO DEAL EFFECTIVELY WITH REPS. 6. Economic Arguments Used to Influence Rep Behavior. 7. The Human Factor. 8. How, When, and Why Reps Have Power and Influence in the Market. 9. Building a Long-Term Strategic Alliance with Your Rep.

Verlagsort	Mason, OH
Sprache	englisch
Maße	157 x 229 mm
Gewicht	520 g
Themenwelt	Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb
ISBN-10	0-324-20748-4 / 0324207484
ISBN-13	978-0-324-20748-4 / 9780324207484
Zustand	Neuware