Cover is for reference only

Sales force design for strategic advantage

This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring a...

Full description

Saved in:
Bibliographic Details
Main Authors: Zoltners, Andris A
Group Author: Sinha, Prabha; Lorimer, Sally
Published:
Literature type: Electronic Software eBook
Language: English
Subjects:
Sales & marketing
Business and Management
Online Access: http://www.palgraveconnect.com/doifinder/10.1057/9780230514928
Summary: This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.
Item Description: Ebook.
Originally published in: 2004.
Carrier Form: 400 p.
ISBN: 9781403903051
9780230514928 :
0230514928 :
CLC: F713.3
Contents: Designing and Redesigning the Sales Force in Today's Changing World A Process for Designing the Sales Force for Strategic Advantage Sales Strategy Go-To-Market Strategy Designing the Sales Force Structure Sales Roles Sizing the Selling Organization Sales Territory Alignment Sustaining the Successful Selling Organization Managing Change.

Related Book Recommendations