SALES FORCE DESIGN FOR STRATEGIC ADVANTAGE

ZOLTNERS A.

wydawnictwo: PALGRAVE , rok wydania 2004, wydanie I

cena netto: ~~230.00~~ Twoja cena 218,50 zł + 5% vat - dodaj do koszyka

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.

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.

Prabha Sinha is Managing Director of ZS Associates, USA.

Sally Lorimer is a Business Writer, USA.

Contents

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

Hardcover, 380 pages

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