TY - BOOK AU - Zoltners, Andris A. AU - Sinha, Prabhakant AU - Lorimer, Sally E. TI - Sales force design for strategic advantage SN - 9781403903051 U1 - 658.81 PY - 2004/// CY - New York : PB - Palgrave Macmillan, KW - Sales management KW - Sales personnel N1 - 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 N2 - "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 ER -