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The Sales Force
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Amazon.com Product Description (ISBN 0970269420, Paperback)MANA member Charles Cohon makes an excellent case for widespread use of manufacturers' representatives in this book. This should come as no surprise as he is a second-generation "rep" himself and given his education and background, one would expect an eloquent testimonial to the benefits of outsourcing the sales force. Beyond the obvious, though, Cohon's advanced education is demonstrated both by his writing style and ability to weave fact with fiction, and by his extensive use of statistical analysis to make his points. After digesting "The Sales Force" one comes away with a feeling that these under-publicized small sales agencies are indeed cost-effective, and that their owners are truly businesspeople in sales, not salespeople in business.
(retrieved from Amazon Thu, 12 Mar 2015 18:03:32 -0400)
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