The Sales Force
"Mr. Cohon makes an excellent case for widespread use of manufacturers' representatives. 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. Cohon's advanced education is demonstrated by his ability to weave fact with fiction, and by his extensive use of statistical analysis to make his points. The Sales Force shows that these under-publicized, small sales agencies are indeed cost-effective, and that their owners are truly business people in sales, not sales people in business."
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Fantastic read. Mr. Cohon addresses the complexities of this industry and presents them as an engaging story. Complex relationships are easier to manage with a road map for success and that's exactly what "The Sales Force" delivers.