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Sales Force Design for Strategic Advantage

Sales Force Design for Strategic Advantage by Andris Zoltners
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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.
Palgrave Macmillan; June 2004
401 pages; ISBN 9780230514928
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Title: Sales Force Design for Strategic Advantage
Author: Andris Zoltners; Prabha Sinha; Sally Lorimer
 
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ISBNs
0230514928
9780230514928
9781403903051