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Sales Force Design for Strategic Advantage

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ISBN-10: 1403903050

ISBN-13: 9781403903051

Edition: 2004

Authors: Andris Zoltners, Prabhakant Sinha, Sally E. Lorimer, Adris A. Zoltners, Andris A. Zoltners

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Book details

List price: $99.99
Copyright year: 2004
Publisher: Palgrave Macmillan Limited
Publication date: 6/25/2004
Binding: Hardcover
Pages: 399
Size: 6.33" wide x 10.98" long x 1.10" tall
Weight: 1.562
Language: English

List of figures
List of tables
Preface and acknowledgments
Designing and Redesigning the Sales Force in Today's Changing World
A Process for Designing the Sales Force for Strategic Advantage
Sales Strategy
Go-To-Market Strategy
Designing the Sales Force Structure
Sales Roles
Sizing the Selling Organization
Sales Territory Alignment
Sustaining the Successful Selling Organization
Managing Change
Index