Sales Outsourcing: Contract Sales Organization
by Beth Rogers
Running time: 36 mins
A Contract Sales Organization (CSO) is a firm or company that assists companies in the sales and marketing
of their products and/or services. A CSO can provide many services ranging from sales/territory alignment, incentive compensation
plans, call centers, hiring/training of reps, managing reps, etc. This course will focus on measure why and when is convenient
for a company to use a CSO and when is better to focus on an internal sales team.
Topics included:
- What is a Contract Sales Organisation?
- Why sales managers use Contract Sales Organization?
- How sales managers use Contract Sales Organization?
- The theory of Contract Sales Organization
- Uniqueness
- Predictability
- External risk
- Minimising the risk
- A planning framework
- Summary