MARC record from Internet Archive

LEADER: 04311cam 22006974a 4500
001 ocm56807245
003 OCoLC
005 20210925043240.0
008 041020s2005 at a b 001 0 eng
010 $a 2004024857
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042 $apcc
050 00 $aHF5422$b.A53 2005
082 00 $a658.8/102$222
100 1 $aAnderson, Erin M.
245 10 $aOutsourcing the sales function :$bthe real cost of field sales /$cErin Anderson and Bob Trinkle.
260 $aAustralia ;$aMason, Ohio :$bThomson,$c©2005.
300 $axxi, 202 pages :$billustrations ;$c24 cm +$e1 CD-ROM (4 3/4 in.)
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
338 $avolume$bnc$2rdacarrier
504 $aIncludes bibliographical references and index.
505 0 $aThe 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 -- Outsource or direct? -- When to use reps in addition to other channels -- Economic arguments to put to reps, or, hitting the optimal window : the role of time and commission rate -- Enhancing relationships with your rep : becoming the "emotional favorite" -- Building a long-term strategic alliance with your rep -- The cost calculator : the true cost of a field sales force -- Some final thoughts.
538 $aSystem requirements for accompanying computer disk: Version 1.0/Windows; open with Microsoft Excel.
520 1 $a"Outsourcing the Sales Function: The Real Costs of Field Sales provides a complete model for evaluating your field sales function: direct or outsourced. There are actual case studies of companies that have analyzed Manufacturers' Representative versus the in-house sales force decision. There are tips for when to use Manufacturers' Representatives and how to get the most out of them to optimize your company's sales performance and cost control. The authors present both a quantitative and qualitative analysis of the benefits and costs of Manufacturers' Representative. Finally, a CD is included to help any sales organization determine their true cost of fielding a sales force, and to compare the costs of a Rep with an employee sales force.
520 8 $aThe CD employs easy-to-use templates, complete with step-by-step instructions." "Outsourcing field sales is on the rise and the benefits are becoming more obvious. This book is a must-read for senior managers, including marketing and sales executives."--Jacket.
650 0 $aManufacturers' agents.
650 0 $aSales management.
650 0 $aContracting out.
650 7 $aContracting out.$2fast$0(OCoLC)fst00876904
650 7 $aManufacturers' agents.$2fast$0(OCoLC)fst01007990
650 7 $aSales management.$2fast$0(OCoLC)fst01103833
650 7 $aManufacturers' agents.$2nli
650 7 $aSales management.$2nli
650 7 $aContracting out.$2nli
700 1 $aTrinkle, Bob.
856 41 $3Table of contents$uhttp://catdir.loc.gov/catdir/toc/ecip052/2004024857.html
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948 $hNO HOLDINGS IN P4A - 123 OTHER HOLDINGS