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Understanding the outsourced sales professional: how manufacturers increase profits using manufacturers' agents

Author: Novick, Harold J. Corporate author:Manufacturers and Agents National Foundation ; Manufacturers' Agents National AssociationPublisher: Manufacturers and Agents National Educational Foundation / Manufacturers' Agents National Association, 2000.Language: EnglishDescription: 81 p. ; 23 cm.ISBN: 0970269404Type of document: Book
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HF5438.4 .N68 2000
(Browse shelf)
Available 001209471
Total holds: 0


Understanding the Outsourced Sales Professional Contents Foreword Introduction Chapter I The Independent Sales Representative 5 9 15 20 24 Chapter II Market Demands in the Millennium Chapter III Key Characteristics Needed for the Sales Force Chapter IV The Advantages of Selling Through Independent Reps Chapter V Disadvantages of Independent Sales Representatives Chapter VI Developing a Strong Rep Sales Force Chapter VII Quid Pro Quos of the Rep-Manufacturer Relationship Chapter VIII Evaluating and Adjusting the Relationship Chapter IX Case Examples Summary 30 35 41 52 68 75 81

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