Sales force design for strategic advantage (Record no. 39279)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01462nam a2200217 a 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 9781403903051 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 1403903050 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.81 |
| Item number | ZOL |
| 100 ## - MAIN ENTRY--AUTHOR NAME | |
| Personal name | Zoltners, Andris A. |
| 245 ## - TITLE STATEMENT | |
| Title | Sales force design for strategic advantage |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication | New York : |
| Name of publisher | Palgrave Macmillan, |
| Year of publication | 2004. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Number of Pages | xix, 380 pages : |
| Other physical details | illustrations ; |
| 500 ## - GENERAL NOTE | |
| General note | Includes index |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | Ch. 1. Designing and redesigning the sales force in today's changing world --<br/>Ch. 2. A process for designing the sales force for strategic advantage --<br/>Ch. 3. Sales strategy --<br/>Ch. 4. Go-to-market strategy --<br/>Ch. 5. Designing the sales force structure --<br/>Ch. 6. Sales roles --<br/>Ch. 7. Sizing the selling organization --<br/>Ch. 8. Sales territory alignment --<br/>Ch. 9. Sustaining the successful selling organization --<br/>Ch. 10. Managing change. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc | <br/>"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 |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Term | Sales management. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Term | Sales personnel. |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Sinha, Prabhakant |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Lorimer, Sally E. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | Reference Books |
| Collection code | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Cost, normal purchase price | Full call number | Accession Number | Koha item type |
|---|---|---|---|---|---|---|---|---|---|
| Reference | Main Library | Main Library | Reference | 20/09/2005 | Purchased | 4632.00 | 658.81 ZOL | 009906 | Reference Books |