TY  - BOOK
AU  - Zoltners, Andris A
AU  - Sinha, Prabhakant
AU  - Lorimer, Sally E.
TI  - Sales force design for strategic advantage
SN  - 9781349508495
U1  - 658.811 ZOL/S 
PY  - 2004///
CY  - Hampshire
PB  - Palgrave Macmillan
N1  - Sales management; Sales personnel; Strategic planning
N2  - 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
ER  -