Sales Force Design For Strategic Advantage

Name: Sales Force Design For Strategic Advantage
Author: A. Zoltners

Specificaties

Gebonden, blz. | Engels

Palgrave Macmillan UK | e druk, 2004

ISBN13: 9781403903051

Rubricering

Palgrave Macmillan UK e druk, 2004 9781403903051

€ 105,85

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Samenvatting

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.

Specificaties

ISBN13:9781403903051

Taal:Engels

Bindwijze:gebonden

Uitgever:Palgrave Macmillan UK

Hoofdrubriek:Reclame en verkoop, Leiderschap, Algemeen management

Inhoudsopgave

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