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The Real Costs Of Field Sales

The Real Costs Of Field Sales

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  • ISBN:9780324207484
  • Editorial: International Thomson Publishi
  • Fecha de la edición:
  • Encuadernación:
  • Dimensiones: 0 cm x 0 cm
  • Nº Pág.:256
  • Idiomas:Ingles,Inglés

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This book sheds new light on the personal selling function in business-to-business markets. Well versed in the area of manufacturers' reps, the authors equip managers with the tools to determine the true costsand benefits of both in-house and outsourced forces. They explain in detail the differencesbetween manufacturer's reps and company owned, tips for when to use them, how to mosteffectively work with them to optimize company return, and how to build strategic long-termalliances. The authors offer detailed information about the true costs and benefits of runninga sales force and discuss how to effectively work with a manufacturers' representative tooptimize your return. The book includes a CD-ROM with a cost calculator.

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