Sales Force Design For Strategic Advantage - Hardcover
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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About the Author:
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.
PRABHAKANT SINHA is Managing Director of ZS Associates, USA.
SALLY LORIMER is a Business Writer, USA.
"About this title" may belong to another edition of this title.
- PublisherPalgrave Macmillan
- Publication date2004
- ISBN 10 1403903050
- ISBN 13 9781403903051
- BindingHardcover
- Number of pages418
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Sales Force Design For Strategic Advantage by Zoltners, Andris A., Sinha, Prabhakant, Lorimer, Sally E. [Hardcover ]
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