Sales Force Design For Strategic Advantage - Couverture souple

Zoltners, A.; Sinha, P.; Lorimer, S.

Couverture souple

ISBN 10 : 1349508497 ISBN 13 : 9781349508495

Editeur : Palgrave Macmillan, 2004

Synopsis

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.

A propos du livre

À propos de l'auteur

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.

Détails de l'édition

• Éditeur: Palgrave Macmillan
• Date d'édition: 2004
• Langue: anglais
• ISBN 10: 1349508497
• ISBN 13: 9781349508495
• Reliure: Broché
• Numéro d'édition: 1
• Nombre de pages: 404
• Coordonnées du fabricant: Springer Nature Customer Service Center GmbH; ProductSafety@springernature.com; ; Europaplatz 3,69115 Heidelberg, Germany; Heidelberg; 69115; Allemagne