During the economic downturn that most of corporate America experienced in 2001, the following companies had something in common: Intel, Texas Instruments, Cirrus Logic and Hunt Wesson. What tied them together was their decision last year to go from a direct (in-house) sales force to a contract, or outside, sales agency for some or all of their major product lines. Marketing professors Erin Anderson at INSEAD and Len Lodish at Wharton say that outside sales agencies, if properly managed, can benefit companies regardless of the economic climate.
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