| 內容註: |
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 toreps, 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 |