The development of globalisation, accelerated by new forms of communication and interaction, impact the business models of manufacturers, intermediaries, institutional buyers and end users.

Demand stimuli, transaction cost saving and technological innovations are central driving forces which induce manufacturers consider further internationalisation.

Customers no longer expect only competent, comprehensive advise as well as a product and services portfolio that is as broad as possible, but also the option to be able to access information and services ubiquitously.

These developments require higher professionalism and service orientation towards all market forces as well as long-term relationship with customers, the problem solving approach to selling and the synergy created by complementary lines.

The advantages of outsourced sales professional and well-qualified contract sales forces can be defined as:

• the acceptance of focusing on core processes and outsourcing other aspects of the business
• procurement decisions being made at different levels, making personal relationships more important than eve
• global competition
• quantum leaps in technology, particularly communications technology
• shorter products life