DALSACE, Frédéric; ROSS Jr., William T.; ANDERSON, Erin - HEC Paris (École des Hautes Études Commerciales) - 2003
Should you set up your own sales force or should you outsouce it? The standard analysis uses a cost basis to answer this question. It assumes that the direct sales force is largely a fixed cost and that the outsourced sales force is largely a cost that varies with sales. It then calculates the...
