Outsourced Sales Services Procurement Category Market Research Report Now Available from IBISWorld

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Strong new business, corporate profit and manufacturing production growth is driving up demand, allowing suppliers to raise their prices to grow profits and cover their mounting operating costs; over the next three years, low barriers to entry will allow new suppliers to rapidly enter the market, adding competitive pressures, while falling production growth rates slow demand, thereby slowing price inflation. For these reasons and to help procurement professionals make better buying decisions faster, business intelligence firm IBISWorld has added a report on the procurement of Outsourced Sales Services to its growing collection of procurement category market research reports.

IBISWorld industry market research
Strong growth in new business, corporate profit and manufacturing production will drive up demand, allowing suppliers to raise their prices to grow profits and cover their mounting operating costs

Outsourced sales services have a buyer power score of 3.7 out of 5, reflecting positive negotiating conditions for buyers. In the past three years, the market has remained highly fragmented and, as such, no vendors have substantial control over the market. This factor has helped stimulate competition, which, in turn, has helped boost buyer power, says IBISWorld analyst Daniel Krohn.

Major players in this market include companies such as Accenture, Acquirent LLC, Sales Focus Inc. and Sales Partnerships Inc. Buyers have also benefited from the strong competitive threat of substitutes. There are a variety of channels through which buyers can sell their products or services. In particular, telemarketing firms and marketing and advertising agencies are heavily utilized in place of large sales teams. Further, outsourced sales service vendors face strong competition from in-house sales teams. While outsourcing sales to outside vendors is becoming increasingly popular, the majority of buyers retain in-house sales teams because of the level of control they have over internal staffs, continues Krohn. Strong competitive threats from substitutes helps keep prices in check because strong price inflation from vendors will likely cause many potential buyers to seek out alternative selling channels.

Low product specialization and geographic barriers have also helped boost buyer power over the past three years. Basic selling practices are standardized and require minimal technical skill or equipment. As such, buyers can receive comparable service from a very large pool of vendors. Meanwhile, emerging telecommunications technologies have reduced the amount of face-to-face interaction required, thereby reducing geographic barriers associated with travel. Together, low product specialization and minimal geographic barriers have afforded buyers a wealth of viable supplier options that they can source bids from to obtain the best deal.

Nonetheless, buyer power is projected to drop over the three years to 2017. Rising travel and telecommunications prices will apply upward pressure on prices while continued demand growth will outpace future supply gains. Together, mounting operating costs and supply deficits will encourage future price inflation, costing buyers leverage in the market. For more information, visit IBISWorld’s Outsourced Sales Services procurement category market research report page.

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IBISWorld Procurement Report Key Topics

This report is intended to assist buyers of outsourced sales services. Vendors within this market work with, or in place of, in-house sales teams with the goal of selling buyers' products or services to potential clients. Services within this market may include lead generation, initial client contact, product or service presentation and client relationship management. This report excludes telemarketing firms and marketing and advertising agencies.

Executive Summary
Pricing Environment
Price Fundamentals
Benchmark Price
Pricing Model
Price Drivers
Recent Price Trend
Price Forecast
Product Characteristics
Product Life Cycle
Total Cost of Ownership
Product Specialization
Substitute Goods
Quality Control
Supply Chain & Vendors
Supply Chain Dynamics
Supply Chain Risk
Competitive Environment
Market Share Concentration
Market Profitability
Switching Costs
Purchasing Process
Buying Basics
Buying Lead Time
Selection Process
Key RFP Elements
Negotiation Questions
Buyer Power Factors
Key Statistics

About IBISWorld Inc.
IBISWorld is one of the world's leading publishers of business intelligence, specializing in Industry research and Procurement research. Since 1971, IBISWorld has provided thoroughly researched, accurate and current business information. With an extensive online portfolio, valued for its depth and scope, IBISWorld’s procurement research reports equip clients with the insight necessary to make better purchasing decisions, faster. Headquartered in Los Angeles, IBISWorld Procurement serves a range of business, professional service and government organizations through more than 10 locations worldwide. For more information, visit http://www.ibisworld.com or call 1-800-330-3772.

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Gavin Smith
IBISWorld Inc.
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