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Sales Force Design For Strategic Advantage

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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.

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Titel: Sales Force Design For Strategic Advantage
Autoren/Herausgeber: A. Zoltners, P. Sinha, S. Lorimer
Ausgabe: 1st ed. 2004

ISBN/EAN: 9781349508495

Seitenzahl: 399
Format: 23,5 x 15,5 cm
Produktform: Taschenbuch/Softcover
Gewicht: 617 g
Sprache: Englisch

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.

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