Über den Autor
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.
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
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.
Focuses upon sales force design as a source of competitive advantage
Strong author team based at the Kellogg Graduate School of Management at Northwestern University
As well as examining the role of the sales force in today's changing world, this book shows how to design a sales force for strategic advantage and how to evaluate sales force design and implement change
Will be used on major programmes at Kellogg Graduate School of Management and other leading Graduate Schools of Management