Death of the Salesman: International Edition (ePub)

Reinvent Your Sales Function To Create Competitive Advantage. It doesn't make sense. Around the globe many organisations outsource all or part of their sales function and enjoy significant competitive advantage by doing so. Why is it then - and research commissioned for this book has confirmed this quantitatively - that the sales function is the least likely business function to be outsourced? The way most businesses approach their sales function has remained largely stagnant. Meanwhile, other areas of business have been reinvented over and over. Where other functions - information technology and logistics, for instance - are frequently outsourced in order to access benefits including flexibility, expertise and cost savings, the sales function is more often than not kept in-house. In Death of the Salesman, we argue that this situation offers a significant potential source of competitive advantage for those firms willing to look beyond "e;the way we do things around here"e;. The sales function is ripe for reinvention - this book shows you how this reinvention can be achieved. What's different from the First Edition: In this international edition of Death of the Salesman the authors have taken the conversation around sales outsourcing to a deeper level. The new book includes the most up to date research, case studies and insights from the major UK and European markets. Across the continent and in the United States, research indicates that sales outsourcing remains one of the least understood aspects of business. This updated edition shows how businesses can reinvent the way they go to market - and achieve competitive advantage. Death of the Salesman is a must read for anyone involved in sales and marketing in both local and global markets.