Sales Force Design for Strategic Advantage

By Andris A. Zoltners, Prabha Sinha, Sally Lorimer

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. Table of Contents

Today's Changing World; Process for Designing the Sales Force; Go-to-Market Part 1; Go-to-Market Part 2; Structuring the Sales Force; Sales Roles; Sizing the Sales Force; Allgning Sales Territories; Sales Force Assessment and Metrics; Managing Change; Making it Work 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. Prabha Sinha is Managing Director of ZS Associates, USA. Sally Lorimer is a Business Writer, USA.

Hard cover with dj, as new condition 2004 380 pages ,