Sales Force Design For Strategic Advantage

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Sprache: Englisch

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Beschreibung

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.

Über den Autor

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.

Zusammenfassung

Focuses upon sales force design as a source of competitive advantage

Strong author team based at the Kellogg Graduate School of Management at Northwestern University

As well as examining the role of the sales force in today's changing world, this book shows how to design a sales force for strategic advantage and how to evaluate sales force design and implement change

Will be used on major programmes at Kellogg Graduate School of Management and other leading Graduate Schools of Management

Inhaltsverzeichnis

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

Details

Erscheinungsjahr:	2004
Fachbereich:	Management
Genre:	Importe , Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Buch
Inhalt:	xix 399 S.
ISBN-13:	9781403903051
ISBN-10:	1403903050
Sprache:	Englisch
Einband:	Gebunden
Autor:	Zoltners, A. Lorimer, S. Sinha, P.
Hersteller:	Palgrave Macmillan Palgrave Macmillan UK
Verantwortliche Person für die EU:	Springer Verlag GmbH, Tiergartenstr. 17, D-69121 Heidelberg, juergen.hartmann@springer.com
Maße:	241 x 160 x 28 mm
Von/Mit:	A. Zoltners (u. a.)
Erscheinungsdatum:	25.06.2004
Gewicht:	0,77 kg