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Sales Force Design for Strategic Advantage
Sales Force Design for Strategic Advantage
Author: Andris 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.
ISBN-13: 9781403903051
ISBN-10: 1403903050
Publication Date: 7/15/2004
Pages: 400
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Publisher: Palgrave Macmillan
Book Type: Hardcover
Members Wishing: 0
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