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Аутсорсинг в продажах

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Аутсорсинг в продажах - Андерсон Э. , Тринкл Б.

Аутсорсинг непрофильных бизнес-процессов становится в последнее время все более популярным. Преимущества такого подхода очевидны, когда речь идет о передаче сторонним организациям производственных контрактов, функций управления персоналом, обслуживания информационных и компьютерных систем и т.п. Но возможно ли использование принципов аутсорсинга при построении системы сбыта? В зарубежной практике такой подход к управлению продажами широко используется ведущими компаниями мира.
В этой книге, написанной Э. Андерсон и Б. Тринклом, основоположниками концепции аутсорсинга в продажах, вы найдете:

  • проверенную на практике методику оценки эффективности различных вариантов организации сбыта (через собственный отдел продаж, через торговых представителей, с привлечением независимых дистрибуторов и т.п.);
  • рекомендации в выборе и построении оптимальной модели продаж для вашего бизнеса;
  • способы оценки фактических издержек при управлении сбытом с использованием различных схем работы;
  • кейсы и примеры из практики работы компаний, успешно использующих аутсорсинг в системе управления продажами;
  • технологии продуктивного сотрудничества с независимыми сбытовыми компаниями и торговыми представителями с целью увеличения объемов продаж и оптимизации затрат.

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