Sales Force Design for Strategic Advanta
β Andris Zoltners, Prabha Sinha, Sally Lorimer
π Library
π
2004
π English
β¦ LIBER β¦
π
Sales Force Design For Strategic Advantage
β Scribed by Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer (auth.)
- Publisher
- Palgrave Macmillan UK
- Year
- 2004
- Tongue
- English
- Leaves
- 392
- Category
- Library
β¬ Acquire This Volume
No coin nor oath required. For personal study only.
β¦ Table of Contents
Front Matter....Pages i-xix
Designing and Redesigning the Sales Force in Todayβs Changing World....Pages 1-33
A Process for Designing the Sales Force for Strategic Advantage....Pages 35-51
Sales Strategy....Pages 53-97
Go-To-Market Strategy....Pages 99-123
Designing the Sales Force Structure....Pages 125-181
Sales Roles....Pages 183-214
Sizing the Selling Organization....Pages 215-268
Sales Territory Alignment....Pages 269-309
Sustaining the Successful Selling Organization....Pages 311-341
Managing Change....Pages 343-373
Back Matter....Pages 375-380
β¦ Subjects
Management; Marketing
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