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.

About the Author

Erin Anderson teaches Executive Ed courses all over the world. She is on staff at INSEAD and consults regularly with companies dealing with selling issues. She is very well-known for her work and research in the area of manufacturer�s reps. Erin currently lives in Hericy, France.

Bob Trinkle formerly owned a manufacturer�s representative firm. He served two years as president of the Electronic Representatives Association International and two years as its Chairman. Currently, he is on the speaking circuit talking with groups of manufacturing reps all over the country. Bob currently resides in Cherry Hill, NJ.

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