Sales Force Design for Strategic Advantage
Zoltners, A.; Sinha, P.; Lorimer, S.
ISBN 10: 1403903050 ISBN 13: 9781403903051
Published by Palgrave MacMillan, 2004
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Hardcover
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About this Item
Description:
Pages are clean and are not marred by notes or folds of any kind. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G1403903050I2N00
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.
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.
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Bibliographic Details
Title: Sales Force Design for Strategic Advantage
Publisher: Palgrave MacMillan
Publication Date: 2004
Binding: Hardcover
Condition: As New
Dust Jacket Condition: No Jacket