Outsourcing Sales Consultant & Speaker for Sales Reps

Oval: FINALLY! Here’s THE book that is up to-date, up to-speed and acclaimed by industry leaders and academics. The book addresses all of the issues concerning outsourcing field sales --- including a unique CD to calculate the real costs of a field sales organization.
“Reading this book could save your company million$ … “ *

Bob Trinkle and co-author Dr. Erin Anderson, have combined their many years of experience, research and working together concerning field sales issues to provide the first definitive, objective and rational study of the utilization of Manufacturers' Representatives and the real cost of a field sales organization. Their definitive work will provide the reader the tools to determine the true costs and benefits of both company owned field sales or Manufacturers' Representatives or as they call them "outsourced sales professionals" or OSP's.

The book contains a CD of a field sales cost calculator that can be easily used to determine the real cost of a single field sales office organization or an entire network of field sales offices. The CD breaks out 14 categories of expenses (70 specific expenses) that would be the costs of any field sales office ... in-house or Rep. Additionally, the calculator illustrates many other costs including all of the start up costs of a field sales office. The book and the calculator also highlights the many "soft costs" that are seldom or never considered in the decision making process. The calculator computes the cost of financing the sales process from the beginning of the sales process right up to shipment. This CD is the result of much research and nothing like it has never been offered before.

In the past, "owning" the selling organization has been considered sacred and a badge of success by many senior officers of manufacturing companies. Today, companies are focusing on their core competencies and outsourcing the rest. Outsourcing field sales is on the rise and the benefits are becoming more obvious. This book is a must read for senior managers including marketing and sales executives who are part of the strategic planning process. An academic and a practitioner collaborate on this one of a kind book.

Book Table of Contents
	Foreword	By: Tom Dalton, VP of Worldwide Sales, Honeywell Sensing & Controls
	Preface
	Introduction
	Chapter 1	The True Costs of Field Selling Today: Why It Pays to Consider Outsourcing
	Chapter 2	Today's Outsourced Professionals: What They Are, and How They Differ From Employee Sales Forces
	Chapter 3	Outsource or Direct?
	Chapter 4	When to Use Reps In Addition To Other Channels: The Hybrid Question
	Chapter 5	Economic Arguments to Put to Reps or—Hitting the Optimal Window: The Role of Time and Commission Rate
	Chapter 6	Enhancing Relationships With Your Rep: Becoming the "Emotional Favorite"
	Chapter 7	Building a Long-Term Strategic Alliance With Your Rep
	Chapter 8	The True Cost of a Field Sales Force: The Cost Calculator©
	Chapter 9	The Wrap up: Some Final Thoughts