Аутсорсинг в продажах : фактические издержки организации сбыта через независимых торговых представителей / Арин Андерсон и Боб Трингл.
By: Андерсон, Эрик М
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Contributor(s): Trinkle, Bob.
Publisher: Москва ; Добрая книга, c2006Description: xxi, 414 p. : ill.ISBN: 0324207484 (package : alk. paper); 0324311737 (text : alk. paper); 0324311729 (data cd).Subject(s): Manufacturers' agents | Sales management | Contracting outDDC classification: 658.8/102 Online resources: Table of contents | Item type | Current location | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|
| Book | SKOLKOVO Library Shelves | HF5422 .A53 2005 (Browse shelf) | Available | 2000003957 |
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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