Anderson, Erin M. <br/><br/>
Outsourcing the sales function :  the real cost of field sales / 
Erin Anderson and Bob Trinkle 
 - Mason, Ohio :  Thomson,  2005. 
 - xxi, 202 p. :  ill. ;  24 cm. +  1 CD-ROM (4 3/4 in.) 
<br/><br/> Book is accompanied by one CD, entitled' Outsourcing the sales function : the real cost of field sales,data CD-ROM' bearing the same call number and available at Bahagian Media 
<br/><br/>Includes bibliographical references and index 
<br/><br/>The 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. 
<br/><br/><br/>System requirements for accompanying computer disk: Version 1.0/Windows; open with Microsoft Excel 
<br/><br/><label>ISBN: </label>0324207484 (package : alk. paper)  RM241.00 0324311737 (text : alk. paper) 0324311729 (data cd) 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Manufacturers' agents<br/>Sales management<br/>Contracting out