Sales Force Design for Strategic Advantage

by Andris A. Zoltners, Prabhakant Sinha, Sally E LORIMER, et al.

Book Overview

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.

• Format: Hardcover
• Language: English
• ISBN: 1403903050
• ISBN13: 9781403903051
• Release Date: July 2004
• Publisher: Palgrave MacMillan
• Length: 380 Pages
• Weight: 1.70 lbs.
• Dimensions: 1.1" x 6.3" x 9.5"

Customer Reviews

Highly Recommended!

This was an excellent and insightful book! It describes the core fundamentals necessary in understanding the sales process, go-to-market strategies, proper sales force size and structure determination, and creating the optimal alignment of sales territories. It takes into consideration the analytical side of sales force design from a market research perspective, as well as human factor elements involved, from the viewpoint of the sales representative. The text contains clear and concise real-world case studies from numerous industries, and graphical illustrations, to enhance, support, and clarify all the concepts. This is a great read, especially for those involved in sales and marketing.

Sales Force Design for Strategic Advantage

Excellent, absolutely excellent. Every sales and business leader should read this book. Excellent specifics, rationale and examples.

Serious theory, Serious work

I was very impressed by the content of this book, it is descriptive and resouceful, I would strongly recommend it to anyone with the task to tackle Sales Force Effectiveness in a organization. Buy it, read it and apply the the concepts...you will not regret it!