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Outsourcing the sales function : the real cost of field sales / Erin Anderson and Bob Trinkle.
Tipo de material:
TextoEditor: Australia ; Mason, Ohio : Thomson, c2005Descripción: xxi, 202 páginas : ilustraciones + 1 CD-ROMTipo de contenido: - texto
- no mediado
- volumen
- 0324207484
- 0324311729
- 0324311737
- 658.8102 A546o 2005
Contenidos:
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.
| Tipo de ítem | Biblioteca actual | Colección | Signatura topográfica | Copia número | Estado | Notas | Fecha de vencimiento | Código de barras | Reserva de ítems | |
|---|---|---|---|---|---|---|---|---|---|---|
| Libro | Biblioteca Central | Colección General | 658.8102 A546o 2005 (Navegar estantería(Abre debajo)) | Disponible | GEN | 33409002047946 | ||||
| CD-ROM | Biblioteca Central | Material Complementario | 658.8102 A546o 2005 (Navegar estantería(Abre debajo)) | cd-rom | Disponible | CD-ROM | 33409002127888 |
Total de reservas: 0
Incluye bibliografía.
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.
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