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Binding: HardcoverDewey Decimal Number: 658.8102 EAN: 9780324207484 Edition: 1 ISBN: 0324207484 Label: South-Western Educational Pub Manufacturer: South-Western Educational Pub Number Of Items: 1 Number Of Pages: 256 Publication Date: February 10, 2005 Publisher: South-Western Educational Pub Studio: South-Western Educational Pub Editorial Review: Product Description: 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 costs and benefits of both in-house and outsourced forces. They explain in detail the differences between manufacturers' reps and company owned, tips for when to use them, how to most effectively work with them to optimize company return, and how to build strategic long-term alliances. The authors offer detailed information about the true costs and benefits of running a sales force and discuss how to effectively work with manufacturers' representatives to optimize your return. The book includes a CD-ROM with a cost calculator. Average Rating:
 Rating: - Outsourcing The Sales FunctionAs a former product design engineer, I learned a good manufacturers' representative is worth his weight in gold. The rep is the person you turn to if you have component selection or vendor problems. Likewise, a good rep is a conduit for the voice of the customer; the person who makes clear the needs, the wants, and the opinions of the customer. Both roles are essential to a successful product design effort and both are difficult to fill. Like other positions that demand specific knowledge and ... Read More Rating: - New Tool Aids Decision-Making about Outsourcing These comments by Chicago PR consultant Laurence Kaufman, excerpted from a longer review, are right on the money. Clearly directed at corporate executives with the responsibility for determining how their companies' goods are brought to market - CEOs and CFOs as well as their top sales executives - this book equally deserves careful scrutiny by manufacturers' representatives and their organizations, and by those who interface regularly with field sales people, i.e., distributors and ... Read More Rating: - Excellent -carefully written and thoroughly researchedThis ranks as one of the best written books and a must have. I recommend this to anyone in marketing and sales, from entry level sales people to marketing and sales managers and even CEOs/CFOs. I have over 20 years in establishing new markets, recruiting and managing the sales force and this book is a treasure that I could have utilized throughout my career. Why learn by trial and error when you have so much knowledge in a book? It is apparent to me, that this book is written from "boots on the ... Read More Rating: - Excellent read on a great way to go to market !Bob and Erin do an excellent job of frameworking the decision criteria of when to use outsourced sales professionals. Reviews the tough topic of the true costs associated with using OSP's vs. direct sales. This is the best book I have seen on this subject. If you are looking at your cost of goods sold and not currently using manufacturer's representatives, this book might give you insight into a great way to go to market ! Rating:  - A Good Read!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 ... Read More |
