Description

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.

Sales Force Design For Strategic Advantage

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£74.99

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Hardback by A. Zoltners , P. Sinha

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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... Read more

    Publisher: Palgrave USA
    Publication Date: 25/06/2004
    ISBN13: 9781403903051, 978-1403903051
    ISBN10: 1403903050

    Number of Pages: 399

    Non Fiction , Business, Finance & Law

    Description

    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.

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