Sales force design for strategic advantage
Auteur :
Zoltners, A. / Sinha, P. / Lorimer, S.
Éditeur :
Palgrave Macmillan
ISBN :
9781349508495
Date de publication :
1 janv. 2004
Dimensions :
23,5 x 15,5 cm
Langue :
Anglais
Pays d'origine :
Grande Bretagne
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.