Sales Force Design For Strategic Advantage

Zoltners, A.; Sinha, P.; Lorimer, S.

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.

Details

Published by: Palgrave Macmillan

Publication Date: 2004-01-01

Format: Paperback

ISBN-13: 9781349508495

DOI: 10.1057/9780230514928

Dimensions: 235cm x155cm

Pages: 399