Sales Force Design For Strategic Advantage

by Andris A. Zoltners, Sally E. Lorimer, Prabhakant Sinha

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.

Genres: Business

418 pages, Hardcover

First published January 1, 2004

Reviews

[Lori Grant · Rating 5 out of 5]

A must-read book on sales and selling techniques for knowledge workers, managers, executives, and entrepreneurs.