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Essay / Research Paper Abstract
This 4-page paper discusses the advantages of outsourcing sales activities to an external organization. Bibliography lists 3 sources.
Page Count:
4 pages (~225 words per page)
File: AS43_MTextsales.doc
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Unformatted sample text from the term paper:
of geography and target markets. Though there are currently 20 salespeople in the company, the question arises as to whether expansion might be aided with the help of an outside
sales force. In other words, what would the advantages be in contracting the sales activities to outside organizations, as opposed to hiring these individuals to be part of the in-house
sales staff? Outsourcing sales to others isnt exactly a new phenomenon - charities have done this for years. For example, the individual calling
during the dinner hour to ask for donations to Muscular Dystrophy or the Policemans Pension Fund likely isnt an in-house employee (this is fairly apparent when many of these individuals
are clearly following some kind of pre-prepared script). However, on the business-to-business front (and even in the for-profit arena), outsourcing sales hasnt exactly been a huge trend. That is, until
recently. Rapp (2009) points out that, in todays competitive environment, many companies are outsourcing sales functions or, rather are considering "renting" a sales
force rather than owning one outright (p. 411). Rapp and others further point out that many companies outsource their sales activities to save costs. This is a reason, in fact,
why many companies decide to outsource various activities in addition to sales. A recent report, however, demonstrates that cost is not necessarily
the only reason why companies consider outsourcing their sales and marketing efforts (Ryan 2011; 11). Many reasons why sales outsourcing takes place include the fact that external sales specialists bring
higher levels of expertise and flexibility to the table than those in-house, and that outsourcing allowed these companies to focus more resources on their core competencies, rather than having to
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