Sales Force Design for Strategic Advantage

Sales Force Design for Strategic Advantage

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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.Task Lead Qualification Pre-sales Close Fulfillment/ Market generation of sale support Salvage yard Internet and Internet and call center Auto repair shops Paint shops Indirect sales force call center Direct sales force interaction and can anbsp;...


Title:Sales Force Design for Strategic Advantage
Author: Andris Zoltners, Prabha Sinha, Sally Lorimer
Publisher:Palgrave Macmillan - 2004-06-25
ISBN-13:

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