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Synopsis
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.
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Review
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.
Synopsis
This book 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 costsand benefits of both in-house and outsourced forces. They explain in detail the differencesbetween manufacturer's reps and company owned, tips for when to use them, how to mosteffectively work with them to optimize company return, and how to build strategic long-termalliances. The authors offer detailed information about the true costs and benefits of runninga sales force and discuss how to effectively work with a manufacturers' representative tooptimize your return. The book includes a CD-ROM with a cost calculator.
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The Outsourcing the Sales Function: The Real Costs of Field Sales
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.
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Condition: Very Good. 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. Seller Inventory # 00081855572
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Outsourcing The Sales Function: The Real Costs Of Field Sales
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Hardcover. Condition: Good. No Jacket. Pages can have notes/highlighting. Spine may show signs of wear. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G0324207484I3N00
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Outsourcing The Sales Function: The Real Costs Of Field Sales
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Hardcover. Condition: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G0324207484I4N00
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Outsourcing The Sales Function: The Real Costs Of Field Sales
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Condition: good. A copy that has been read, remains in good condition. All pages are intact, and the cover is intact. The spine and cover show signs of wear. Pages can include notes and highlighting and show signs of wear, and the copy can include "From the library of" labels or previous owner inscriptions. 100% GUARANTEE! Shipped with delivery confirmation, if you're not satisfied with purchase please return item! Ships via media mail. Seller Inventory # OTV.0324207484.G
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Outsourcing the Sales Function : The Real Costs of Field Sales
Published by
Cengage South-Western, 2005
ISBN 10: 0324207484
ISBN 13: 9780324207484
Used
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Seller: Better World Books, Mishawaka, IN, U.S.A.
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Condition: Very Good. 1st Edition. Former library copy. Pages intact with possible writing/highlighting. Binding strong with minor wear. Dust jackets/supplements may not be included. Includes library markings. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good. Seller Inventory # 10308559-6
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Outsourcing the Sales Function : The Real Costs of Field Sales
Published by
Cengage South-Western, 2005
ISBN 10: 0324207484
ISBN 13: 9780324207484
Used
Hardcover
First Edition
Seller: Better World Books, Mishawaka, IN, U.S.A.
Seller rating 5 out of 5 stars
Condition: Good. 1st Edition. Pages intact with minimal writing/highlighting. The binding may be loose and creased. Dust jackets/supplements are not included. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good. Seller Inventory # 8957133-6
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The Outsourcing the Sales Function: The Real Costs of Field Sales
Seller: World of Books Inc, Montgomery, IL, U.S.A.
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Condition: Very Good. 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. Seller Inventory # CIN0324207484VG
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Outsourcing the Sales Function: The Real Costs of Field Sales
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Outsourcing the Sales Function: The Real Costs of Field Sales
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Condition: new. Seller Inventory # EBBV.0324207484.N
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Outsourcing the Sales Function: The Real Costs of Field Sales
Published by
South-Western Educational Pub, 2005
ISBN 10: 0324207484
ISBN 13: 9780324207484
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Hardcover
Seller: Your Online Bookstore, Houston, TX, U.S.A.
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hardcover. Condition: New. Seller Inventory # 0324207484-11-36410704