Outsourcing the Sales Function: The Real Costs of Field Sales
(Sprache: Englisch)
Shedding new light on the personal selling function in business-to-business markets, the authors equip managers with the tools to determine the true costs and benefits of both in-house and outsourced forces.
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Shedding new light on the personal selling function in business-to-business markets, the authors equip managers with the tools to determine the true costs and benefits of both in-house and outsourced forces.
Inhaltsverzeichnis zu „Outsourcing the Sales Function: The Real Costs of Field Sales “
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.
Bibliographische Angaben
- Autoren: Erin Anderson , Bob Trinkle
- 2004, 256 Seiten, Maße: 16,3 x 23,8 cm, Gebunden, Englisch
- Verlag: SOUTH WESTERN EDUC PUB
- ISBN-10: 0324207484
- ISBN-13: 9780324207484
Sprache:
Englisch
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