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9781403903051

Sales Force Design for Strategic Advantage

by ; ;
  • ISBN13:

    9781403903051

  • ISBN10:

    1403903050

  • Format: Hardcover
  • Copyright: 2004-09-04
  • Publisher: Palgrave Macmillan

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Supplemental Materials

What is included with this book?

Summary

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 changeand covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.

Author Biography

Andris Zoltners is a Professor of Marketing at the Kellogg Graduate School of Management, Northwestern University.

Prabha Sinha is the Managing Director, ZS Associates, Evanston, Illinois.

Sally Lorimer is a Business Writer.

Table of Contents

Today's Changing World Process for Designing the Sales Force * Go-to-Market * Part 1 * Go-to-Market * Part 2 * Structuring the Sales Force * Sales Roles * Sizing the Sales Force * Aligning Sales Territories * Sales Force Assessment and Metrics * Managing Change * Making it Work

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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