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© 2004

Sales Force Design For Strategic Advantage

  • Authors
Book

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

About the authors

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.

Bibliographic information

  • Book Title Sales Force Design For Strategic Advantage
  • Authors A. Zoltners
    P. Sinha
    S. Lorimer
  • DOI https://doi.org/10.1057/9780230514928
  • Copyright Information Palgrave Macmillan, a division of Macmillan Publishers Limited 2004
  • Publisher Name Palgrave Macmillan, London
  • eBook Packages Palgrave Business & Management Collection Business and Management (R0)
  • Hardcover ISBN 978-1-4039-0305-1
  • Softcover ISBN 978-1-349-50849-5
  • eBook ISBN 978-0-230-51492-8
  • Edition Number 1
  • Number of Pages XIX, 399
  • Number of Illustrations 0 b/w illustrations, 0 illustrations in colour
  • Topics Management
    Marketing
  • Buy this book on publisher's site