Sales Force Design For Strategic Advantage
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Sales Force Design For Strategic Advantage

SKU: 9780230514928

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Additional information

Full Title

Sales Force Design For Strategic Advantage
Author(s)

A. Zoltners, P. Sinha, S. Lorimer
Edition
ISBN

9780230514928, 9781403903051, 9781349508495
Publisher

Palgrave Macmillan
Format

PDF and EPUB

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.