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Sales Force Design for Strategic Advantage
Zoltners, A; Sinha, East Sussex Hospitals Nhs Trust P, Frcog, Mrcpi (East Sussex Nhs Hospitals Trust East Sussex Hospitals Nhs Trust East Sussex Hosp
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Description for Sales Force Design for Strategic Advantage
Paperback. 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. Num Pages: 418 pages, biography. BIC Classification: KJM; KJS. Category: (G) General (US: Trade). Dimension: 235 x 155 x 21. Weight in Grams: 617.
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.
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.
Product Details
Format
Paperback
Publication date
2004
Publisher
Palgrave Macmillan United Kingdom
Number of pages
418
Condition
New
Number of Pages
399
Place of Publication
Basingstoke, United Kingdom
ISBN
9781349508495
SKU
V9781349508495
Shipping Time
Usually ships in 15 to 20 working days
Ref
99-15
About Zoltners, A; Sinha, East Sussex Hospitals Nhs Trust P, Frcog, Mrcpi (East Sussex Nhs Hospitals Trust East Sussex Hospitals Nhs Trust East Sussex Hosp
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.
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