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Zoltners, Andris A.

Sales force design for strategic advantage - New York : Palgrave Macmillan, 2004. - xix, 380 pages : illustrations ;

Includes index

Ch. 1. Designing and redesigning the sales force in today's changing world --
Ch. 2. A process for designing the sales force for strategic advantage --
Ch. 3. Sales strategy --
Ch. 4. Go-to-market strategy --
Ch. 5. Designing the sales force structure --
Ch. 6. Sales roles --
Ch. 7. Sizing the selling organization --
Ch. 8. Sales territory alignment --
Ch. 9. Sustaining the successful selling organization --
Ch. 10. Managing change.


"Bringing together a depth of experience, theory, insight, and detail, Sales Force Design for Strategic Advantage is a valuable sourcebook for all sales executives and managers with responsibility for strategic sales force planning and management." "The insights presented in this book can help you create, expand, downsize, merge, or restructure a sales organization for maximum impact in today's rapidly evolving business environment."--Jacket

ISBN: 9781403903051 1403903050

Subjects--Topical Terms:
Sales management.
Sales personnel.

Dewey Class. No.: 658.81 / ZOL