Free PDF Sales Force Design For Strategic Advantage, by Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
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Sales Force Design For Strategic Advantage, by Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
Free PDF Sales Force Design For Strategic Advantage, by Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
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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.
- Sales Rank: #383325 in Books
- Brand: Brand: Palgrave Macmillan
- Published on: 2004-07-15
- Released on: 2004-08-12
- Original language: English
- Number of items: 1
- Dimensions: 9.56" h x 1.27" w x 6.34" l, 1.61 pounds
- Binding: Hardcover
- 399 pages
- Used Book in Good Condition
About the Author
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.
Most helpful customer reviews
0 of 0 people found the following review helpful.
OK, but perhaps overpriced.
By AS
Its a decent book and has quite a bit of information on the subject. Probably overpriced for what it is. Might be better to have split it into one, or two smaller books focused on spcific areas.
0 of 0 people found the following review helpful.
Recommended for all levels of the organization including senior management
By Margaret Vierling
Outstanding resource. Provided helpful insight and "refresher" on design/implementation of an effective sales force. Recommended for all levels of the organization including senior management.
0 of 0 people found the following review helpful.
Four Stars
By Greenwood Consumer Products
Good for business
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