This book sheds new light on the personal selling function in business-to-business markets. Well versed in the area of manufacturer's 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 manufacturer's representative to optimize your return. The book includes a CD-ROM with a cost calculator.
"Sinopsis" puede pertenecer a otra edición de este libro.
Erin Anderson teaches Executive Ed courses all over the world. She is on staff at INSEAD and consults regularly with companies dealing with selling issues. She is very well-known for her work and research in the area of manufacturer¿s reps. Erin currently lives in Hericy, France.Review:
"This book is the first that I have seen that reveals ALL of the real costs of any outside field sales force and offers a realistic evaluation of the outsourcing of that function to professional sales representatives."
"Great stuff! I could have saved myself a lot of 'learning' over the yers had I read it in 1990 versus 2004!"
"This book is for anyone who wants better results from their sales efforts. Getting more out of sales spend requires being open minded, challenging your own assumptions-starting with the assumption that having your own employees do all the selling is the best way to do business. Erin Anderson has been doing research on vertical integration in sales for over two decades. Bob Trinkle is a leader in the world of outsourced field sales forces. Their book is a thorough, balanced, authoritative handbook hat gives sound guidelines on when to outsource field selling, how much field selling should cost no matter who is doing it), and how to work with the people who carry your name to the market who are not your employees."
"We found this work provided a very thorough treatment of the important issue of a Direct versus Representative Sales Force. While we have a 50+ year history of selling through Representatives, we regularly test that decision as we evolve and found the Real Cost of Field Sales Calculator to be helpful and very consistent with our own data."
"Outsourcing the Sales Function is the first book that I have seen that clearly defines the issues related to sales management's decision to field a sales team to or to partner with a professional sales force. Sales managers can evaluate this strategic decision with real numbers (yours) so you can analyze the bottom line expense that (only) reflects the real expenses of the sales force you employ. The value of the Cost Calculator alone exceeds the purchase price."
"Sobre este título" puede pertenecer a otra edición de este libro.
Descripción South-Western Educational Pub, 2005. Hardcover. Estado de conservación: New. Never used!. Nº de ref. de la librería P110324207484
Descripción South-Western Educational Pub 2005-02-10, 2005. Hardcover. Estado de conservación: New. 001. 0324207484. Nº de ref. de la librería 658803
Descripción South-Western Educational Pub. Hardcover. Estado de conservación: New. 0324207484 New Condition *** Right Off the Shelf | Ships within 2 Business Days ~~~ Customer Service Is Our Top Priority! - Thank you for LOOKING :-). Nº de ref. de la librería 2BOOK2P127971
Descripción South-Western Educational Pub, 2005. Hardcover. Estado de conservación: New. 1. Nº de ref. de la librería DADAX0324207484