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Outsourcing the sales function :the ...

Anderson, Erin M.

Outsourcing the sales function :the real cost of field sales /

紀錄類型:	書目-語言資料,印刷品 : 單行本
正題名/作者:	Outsourcing the sales function :/ Erin Anderson and Bob Trinkle.
其他題名:	the real cost of field sales /
作者:	Anderson, Erin M.
其他作者:	Trinkle, Bob.
出版者:	Australia ;Thomson,c2005.
面頁冊數:	xxi, 202 p. :ill. ;24 cm. +1 CD-ROM (4 3/4 in.).
標題:	Manufacturers' agents. -
電子資源:	http://www.loc.gov/catdir/toc/ecip052/2004024857.html
ISBN:	0324207484 (hbk.):
ISBN:	0324311737 (text : alk. paper)
ISBN:	0324311729 (data cd)

Outsourcing the sales function :the real cost of field sales /
Anderson, Erin M.

Outsourcing the sales function :the real cost of field sales /Erin Anderson and Bob Trinkle. - Australia ;Thomson,c2005. - xxi, 202 p. :ill. ;24 cm. +1 CD-ROM (4 3/4 in.).

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.

ISBN: 0324207484 (hbk.):US59.95

LCCN: 2004024857Subjects--Topical Terms:

164923
Manufacturers' agents.

LC Class. No.: HF5422 / .A53 2005

Dewey Class. No.: 658.8/102

Outsourcing the sales function :the real cost of field sales /
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020 $a 0324311737 (text : alk. paper)
020 $a 0324311729 (data cd)
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050 0 0 $a HF5422 $b .A53 2005
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245 1 0 $a Outsourcing the sales function : $b the real cost of field sales / $c Erin Anderson and Bob Trinkle.
260 $a Australia ; $a Mason, Ohio : $b Thomson, $c c2005.
300 $a xxi, 202 p. : $b ill. ; $c 24 cm. + $e 1 CD-ROM (4 3/4 in.).
504 $a Includes bibliographical references and index.
505 0 $a 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.
538 $a System requirements for accompanying computer disk: Version 1.0/Windows; open with Microsoft Excel.
650 0 $a Manufacturers' agents. $3 164923
650 0 $a Sales management. $3 149458
650 0 $a Contracting out. $3 153951
700 1 $a Trinkle, Bob. $3 164922
856 4 1 $3 Table of contents $u http://www.loc.gov/catdir/toc/ecip052/2004024857.html