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Outsourcing the Sales Function
Erin M. AndersonBob Trinkle
其他書名
The Real Cost of Field Sales
出版Thomson, 2005
主題Business & Economics / GeneralBusiness & Economics / Marketing / GeneralBusiness & Economics / Sales & Selling / GeneralEducation / Teaching / General
ISBN03242074849780324207484
URLhttp://books.google.com.hk/books?id=B5kIQQAACAAJ&hl=&source=gbs_api
註釋Outsourcing has become an accepted business practice because it can deliver demonstrable savings and improved services. However, while sales outsourcing is common, it has not been widely adopted by companies accustomed to having dedicated in-house sales staffs. Authors Erin Anderson and Bob Trinkle make a powerful case for the benefits of using outside sales reps, asserting that they cost less and sell more, particularly when they use the tactic of "portfolio selling." The authors explain how the two types of sales forces can co-exist and augment each other. Diehard sales managers will find interesting material here, though the book belabors a few obvious points and lacks enough real-world examples to juice up the dry text. The authors include a CD with software for analyzing sales costs. Since this is a very specific book for anyone investigating whether to use reps, getAbstract.com recommends it to sales directors and executives who are facing that question. However, front line salespeople and reps should just keep to their appointment books - this text is not designed for you.