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Personal Selling Outsourcing

Personal Selling Outsourcing

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Published by Barunjm

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Published by: Barunjm on Sep 06, 2010
Copyright:Attribution Non-commercial

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01/30/2013

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Personal Selling in Outsourcing
 
IndustryBackground
BPO Vs KPO
Type of Process to be outsourced (Transactional or Contextual)
Process Impact to Business Impact
Specialized skill set
Differentiators
HR Practices
Technology
Type of services (IT support, HR ±Payroll, F&A, high end Analytics, telemarketing, 3
rd
Party collections, insurance underwriting, Legal processing, Online research, Dataentry, Scanning/Indexing)
Depth of Services
 An organization entering into a contract with another organization to operateand manage one or more of its business processes
 
S
tages of 
S
ales Decision Making
N
eed RecognitionInformation SearchSales reps aligned toIndustries/GeographiesExisting SuppliersReferencesConsultantsBPO ForumsEvaluation of AlternativesRFP/RFIProposals from prospectsPurchase decisionShort listing, SolutionPresentation reviews andLegal Contract AwardPort Purchase EvaluationService Levels Adherance to contractualcommitments

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