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Outsourcing the sales function : the real cost of field sales

[NT 42944] Record Type:	[NT 1579] Language materials, printed : [NT 40817] monographic
[NT 47348] Title Information:	the real cost of field sales
[NT 47261] Author:	AndersonErin M.,
[NT 47353] Alternative Intellectual Responsibility:	TrinkleBob.,
[NT 47351] Place of Publication:	Australia
[NT 47263] Published:	Thomson;
[NT 47352] Year of Publication:	c2005.
[NT 47264] Description:	xxi, 202 p.ill. : 24 cm.; 1 CD-ROM (4 3/4 in.)+
[NT 47266] Subject:	Manufacturers' agents -
[NT 47266] Subject:	Contracting out -
[NT 47266] Subject:	Sales management - Automation -
[NT 50961] ISBN:	0324311729
[NT 60779] Content Note:	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 toreps, 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

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, Bob Trinkle. - Australia : Thomson, c2005.. - xxi, 202 p. ; ill. ; 24 cm..
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 toreps, 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.
Includes bibliographical references and index.
ISBN 0324311729ISBN 0324311737ISBN 0324207484
Manufacturers' agentsContracting outSales management -- Automation

Trinkle, Bob.

Outsourcing the sales function : the real cost of field sales
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010 1 $a 0324311729
010 1 $a 0324311737
010 1 $a 0324207484 $b hbk. $d NT2192
100 $a 20071203d2005 m y0engy08 b
101 $a eng
102 $a au
105 $a a a 001yy
200 1 $a Outsourcing the sales function $e the real cost of field sales $f Erin Anderson, Bob Trinkle.
210 $a Australia $a Mason, Ohio $d c2005. $c Thomson
215 1 $a xxi, 202 p. $c ill. $d 24 cm. $e 1 CD-ROM (4 3/4 in.)
320 $a Includes bibliographical references and index
327 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 toreps, 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
337 $a System requirements for accompanying computer disk: Version 1.0/Windows; open with Microsoft Excel
606 $a Manufacturers' agents $3 132476
606 $a Contracting out $3 185792 $2 lc $3 232335
606 $a Sales management $x Automation $3 92470 $3 219881
676 $a 658.8/102 $v 22
700 $a Anderson $b Erin M. $3 132474
701 $a Trinkle $b Bob. $3 132475