Marketing & Sales Management, Strategies for Managers, Sales
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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.
Synopsis
Aimed at sales executives and managers, this text explains how to design a sales force for maximum strategic advantage. Topics include identifying the most effective marketing channels, understanding the role of sales managers, and determining the optimum size for a sales force. Throughout the volume, real-world best practice examples illustrate the concepts covered. The authors are affiliated with ZS Associates, a global business consulting firm. Annotation ©2004 Book News, Inc., Portland, OR
Book Details
Published
September 1, 2004
Publisher
Palgrave Macmillan
Pages
400
Format
Hardcover
ISBN
9781403903051