More feet on the street
Article Abstract:
Availing of the services of sales representatives is viable when the costs of hiring such services is less than the expected normal costs. Benefits of hiring sales reps include access to additional markets and lower sales staff turnovers. Disadvantages of this technique include reduced sales activity control, loyalty division and unintended sales caps. The fina l decision should balance the cost of sales representative services versus the ability to meet sales objectives.
Publication Name: Small Business Reports
Subject: Business, general
ISSN: 0164-5382
Year: 1993
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All aboard
Article Abstract:
Bringing in outside strategic managers is one way of improving the managerial capability of a company. Integrating outsider management personnel into formerly family-owned businesses should consider such factors as insider resistance and small business dynamics. Improper management of hiring professional managers could result in proctracted recruitment periods and recriminations from both parties.
Publication Name: Small Business Reports
Subject: Business, general
ISSN: 0164-5382
Year: 1993
User Contributions:
Comment about this article or add new information about this topic: