 Outsource? Due to the high costs of hiring, training and funding in-house, full-time sales representatives, in most cases, it is more profitable to outsource much of the professional field sales functions. The benefit proposition has increased in using an outsourced sales model for companies whose core competency is engineering and technical manufacturing.
Technical manufacturing companies have several different channels through which they are able to sell their products or services to customers (OEMs/end user). (Research from the American Management Association) The following models represent how different company structures call for different sales force models. |
