Sales Force Design for Strategic Advantage

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.

List of contents

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

About the author

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.

Summary

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.

Product details

• Authors: S Lorimer, S. Lorimer, Sally E Lorimer, Sinha, East Sussex Hospitals Nhs Trust P Sinha, P Sinha, P. Sinha, Prabhakant Sinha, Zoltners, A Zoltners, a Sinha Zoltners, A. Zoltners, Dr Andris A Zoltners
• Publisher: Palgrave UK
• Languages: English
• Product format: Paperback / Softback
• Released: 01.01.2004
• EAN: 9781349508495
• ISBN: 978-1-349-50849-5
• No. of pages: 418
• Subjects: Social sciences, law, business > Business > Management; Marketing, Management, B, Palgrave Business & Management Collection, Sales and marketing, design;organization;strategy