Julian.Poulter's blog

Overview

This paper is not aboutSelling People Limited as an organisation. However, we have often beenasked about the possibility for undertaking commission only sales engagements for our clients. In many cases sales outsourcing agencies do not undertake commission only projects, preferring the availability of some form of monthly retainer.
This whitepaper was written in response to these requests, and to discuss the various thoughts that a vendor and potential sales outsourced supplier may have, enabling a constructive discussion to take place.
The paper relates to 'business to business' situations only, and is aimed mainly at technology companies selling software and/or services, the issues raised being applicable to either scenario.
We believe there are many issues and practical problems with commission only sales and these are discussed along with some potential solutions.

Market Evaluation- extract
from white paper....
1. Introduction – a new approach

When organisations are deciding on entering a new market they immediately think of two main approaches. Firstly, setting up their own subsidiary or secondly setting up someform of distribution channel. Each of these entails set up costs and risks. If the risks can be minimised and justified then the expenditure may not be a problem.

Sales outsourcing- extract from white paper

Sales outsourcing- extract
from white paper....