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Sales Force Design For Strategic Advantage - Andris A. Zoltners

Sales Force Design For Strategic Advantage

Hardcover Published: 25th June 2004
ISBN: 9781403903051
Number Of Pages: 380

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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.

List of figuresp. ix
List of tablesp. xiii
Preface and acknowledgmentsp. xv
Designing and Redesigning the Sales Force in Today's Changing Worldp. 1
A Process for Designing the Sales Force for Strategic Advantagep. 35
Sales Strategyp. 53
Go-To-Market Strategyp. 99
Designing the Sales Force Structurep. 125
Sales Rolesp. 183
Sizing the Selling Organizationp. 215
Sales Territory Alignmentp. 269
Sustaining the Successful Selling Organizationp. 311
Managing Changep. 343
Indexp. 375
Table of Contents provided by Ingram. All Rights Reserved.

ISBN: 9781403903051
ISBN-10: 1403903050
Audience: Professional
Format: Hardcover
Language: English
Number Of Pages: 380
Published: 25th June 2004
Publisher: SPRINGER VERLAG GMBH
Country of Publication: US
Dimensions (cm): 24.18 x 16.1  x 2.67
Weight (kg): 0.73
Edition Number: 1