Sales force design for strategic advantage
By: Zoltners, Andris A.
Contributor(s): Sinha, Prabhakant | Lorimer, Sally E.
Material type:
TextPublisher: Hampshire; Palgrave Macmillan, 2004Description: 380p.ISBN: 9781349508495.UDC classification: 658.811 ZOL/S 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 change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.
| Item type | Current location | Call number | Status | Notes | Date due | Barcode |
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Books
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Main Library (First Floor, Rack No.34) | 658.811 ZOL/S (Browse shelf) | Available | Recommended by Dr. M.G Sreekumar | 37148 | |
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Books
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Main Library (First Floor, Rack No.34) | 658.811 ZOL;1/S (Browse shelf) | Available | Recommended by Dr. M.G Sreekumar | 37149 |
Sales management
Sales personnel
Strategic planning
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.
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