Outsourcing the sales function : the real cost of field sales / Erin Anderson and Bob Trinkle
Publication details: Mason, Ohio : Thomson, 2005.Description: xxi, 202 p. : ill. ; 24 cm. + 1 CD-ROM (4 3/4 in.)ISBN:- 0324207484 (package : alk. paper)
- 0324311737 (text : alk. paper)
- 0324311729 (data cd)
| Item type | Current library | Home library | Collection | Call number | Materials specified | Copy number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|---|---|---|
| AM | PERPUSTAKAAN TUN SERI LANANG | PERPUSTAKAAN TUN SERI LANANG KOLEKSI AM-P. TUN SERI LANANG (ARAS 5) | - | HF5422.A53 (Browse shelf(Opens below)) | 1 | Available | 00001365716 | |||
| MEDIA | PERPUSTAKAAN TUN SERI LANANG | PERPUSTAKAAN TUN SERI LANANG MEDIA-P. TUN SERI LANANG (ARAS 2) | - | HF5422.A53 (Browse shelf(Opens below)) | cd-rom | 1 | Available | 00002217083 |
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.
System requirements for accompanying computer disk: Version 1.0/Windows; open with Microsoft Excel
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