Description

Book Synopsis
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.

Table of Contents
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

Sales Force Design For Strategic Advantage

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    £54.99

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    Order before 4pm tomorrow for delivery by Thu 18 Jun 2026.

    A Paperback by A. Zoltners, P. Sinha, S. Lorimer

    15 in stock


      View other formats and editions of Sales Force Design For Strategic Advantage by A. Zoltners

      Publisher: Palgrave Macmillan
      Publication Date: 1/1/2004 12:01:00 AM
      ISBN13: 9781349508495, 978-1349508495
      ISBN10: 1349508497
      Also in:
      Management and management techniques Sales and marketing

      Description

      Book Synopsis
      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.

      Table of Contents
      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

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