Sales force design for strategic advantage

By: Zoltners, Andris AContributor(s): Sinha, Prabhakant | Lorimer, Sally EMaterial type: TextTextPublication details: New York : Palgrave Macmillan, 2004Description: xix, 380 pages : illustrationsISBN: 9781403903051; 1403903050 Subject(s): Sales management | Sales personnelDDC classification: 658.81
Contents:
Ch. 1. Designing and redesigning the sales force in today's changing world -- Ch. 2. A process for designing the sales force for strategic advantage -- Ch. 3. Sales strategy -- Ch. 4. Go-to-market strategy -- Ch. 5. Designing the sales force structure -- Ch. 6. Sales roles -- Ch. 7. Sizing the selling organization -- Ch. 8. Sales territory alignment -- Ch. 9. Sustaining the successful selling organization -- Ch. 10. Managing change.
Summary: "Bringing together a depth of experience, theory, insight, and detail, Sales Force Design for Strategic Advantage is a valuable sourcebook for all sales executives and managers with responsibility for strategic sales force planning and management." "The insights presented in this book can help you create, expand, downsize, merge, or restructure a sales organization for maximum impact in today's rapidly evolving business environment."--Jacket
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Holdings
Item type Current library Collection Call number Status Date due Barcode Item holds
Reference Books Reference Books Main Library
Reference 		Reference 658.81 ZOL (Browse shelf(Opens below)) Available 009906
Total holds: 0

Includes index

Ch. 1. Designing and redesigning the sales force in today's changing world --
Ch. 2. A process for designing the sales force for strategic advantage --
Ch. 3. Sales strategy --
Ch. 4. Go-to-market strategy --
Ch. 5. Designing the sales force structure --
Ch. 6. Sales roles --
Ch. 7. Sizing the selling organization --
Ch. 8. Sales territory alignment --
Ch. 9. Sustaining the successful selling organization --
Ch. 10. Managing change.


"Bringing together a depth of experience, theory, insight, and detail, Sales Force Design for Strategic Advantage is a valuable sourcebook for all sales executives and managers with responsibility for strategic sales force planning and management." "The insights presented in this book can help you create, expand, downsize, merge, or restructure a sales organization for maximum impact in today's rapidly evolving business environment."--Jacket

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