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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 figures
List of tables
Preface and acknowledgments
Designing and Redesigning the Sales Force in Today's Changing World
A Process for Designing the Sales Force for Strategic Advantage
Designing the Sales Force Structure
Sizing the Selling Organization
Sales Territory Alignment
Sustaining the Successful Selling Organization
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ISBN: 9781403903051 ISBN-10: 1403903050 Audience:
Number Of Pages: 380 Published: 25th June 2004 Publisher: SPRINGER VERLAG GMBH Country of Publication: US Dimensions (cm): 24.18 x 16.1
Weight (kg): 0.73
Edition Number: 1