TY  - BOOK
AU  - Anderson,Erin M.
AU  - Trinkle,Bob
TI  - Outsourcing the sales function: the real cost of field sales 
SN  - 0324207484 (package : alk. paper)
PY  - 2005///
CY  - Mason, Ohio
PB  - Thomson
KW  - Manufacturers' agents
KW  - Sales management
KW  - Contracting out
N1  - 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; Includes bibliographical references and index; 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
UR  - http://www.loc.gov/catdir/toc/ecip052/2004024857.html
ER  -