Knowledge at Wharton Making the Case for Outside Sales Reps
Jan 30, 2002
11:14
During the economic downturn that most of corporate America experienced in 2001 the following companies had something in common: Intel Texas Instruments Cirrus Logic and Hunt Wesson. What tied them together was their decision last year to go from a direct (in-house) sales force to a contract or outside sales agency for some or all of their major product lines. Marketing professors Erin Anderson at INSEAD and Len Lodish at Wharton say that outside sales agencies if properly managed can benefit companies regardless of the economic climate.
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