Sales Force Design for Strategic Advantage

Buch
(380 Seiten)
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ISBN-13:
9781403903051
Einband:
Buch
Erscheinungsdatum:
25.06.2004
Seiten:
380
Autor:
Andris Zoltners
Gewicht:
781 g
Format:
241x163x32 mm
Sprache:
Englisch
Beschreibung:

Focuses upon sales force design as a source of competitive advantage
Designing and Redesigning the Sales Force in Today's Changing World A Process for Designing the Sales Force for Strategic Advantage Sales Strategy Go-To-Market Strategy Designing the Sales Force Structure Sales Roles Sizing the Selling Organization Sales Territory Alignment Sustaining the Successful Selling Organization Managing Change
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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