Sales Force Design For Strategic Advantage

AvA. Zoltners,P. Sinha

Häftad, Engelska, 2004

781 kr

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Beskrivning

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.

Produktinformation

Utgivningsdatum:2004-01-01
Mått:155 x 235 x 29 mm
Vikt:616 g
Format:Häftad
Språk:Engelska
Antal sidor:399
Förlag:Palgrave Macmillan
ISBN:9781349508495

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Mer om författaren

ANDRIS ZOLTNERS is Professor of Marketing at the Kellogg Graduate School of Management at Northwestern University. He is the Academic Director of three Kellogg Executive Programs and the author of a number of successful books on marketing and sales force performance.PRABHAKANT SINHA is Managing Director of ZS Associates, USA.SALLY LORIMER is a Business Writer, USA.

Innehållsförteckning

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