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About this book
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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Table of contents (10 chapters)
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Front Matter
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Back Matter
About the authors
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.
PRABHAKANT SINHA is Managing Director of ZS Associates, USA.
SALLY LORIMER is a Business Writer, USA.
Bibliographic Information
Book Title: Sales Force Design For Strategic Advantage
Authors: Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
DOI: https://doi.org/10.1057/9780230514928
Publisher: Palgrave Macmillan London
eBook Packages: Palgrave Business & Management Collection, Business and Management (R0)
Copyright Information: Palgrave Macmillan, a division of Macmillan Publishers Limited 2004
Hardcover ISBN: 978-1-4039-0305-1Published: 25 June 2004
Softcover ISBN: 978-1-349-50849-5Published: 01 January 2004
eBook ISBN: 978-0-230-51492-8Published: 25 June 2004
Edition Number: 1
Number of Pages: XIX, 399
Topics: Management, Marketing