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Sales Force Design For Strategic Advantage

  • Authors
  • Andris A. Zoltners
  • Prabhakant Sinha
  • Sally E. Lorimer

Table of contents

  1. Front Matter
    Pages i-xix
  2. Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
    Pages 1-33
  3. Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
    Pages 35-51
  4. Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
    Pages 53-97
  5. Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
    Pages 99-123
  6. Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
    Pages 125-181
  7. Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
    Pages 183-214
  8. Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
    Pages 215-268
  9. Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
    Pages 269-309
  10. Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
    Pages 311-341
  11. Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
    Pages 343-373
  12. Back Matter
    Pages 375-380

About this book

Introduction

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.

Keywords

design organization strategy

Bibliographic information