Sales Force Design For Strategic Advantage

en Limba Engleză Hardback – 25 iun 2004

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.

Citește tot Restrânge

Toate formatele și edițiile

	Preț	Express
Paperback (1)	496^.23 lei 6-8 săpt.
Palgrave Macmillan UK – 2004	496^.23 lei 6-8 săpt.
Hardback (1)	552^.01 lei 17-23 zile	+55^.65 lei 4-10 zile
Palgrave Macmillan UK – 25 iun 2004	552^.01 lei 17-23 zile	+55^.65 lei 4-10 zile

Preț: 552^.01 lei

Preț vechi: 600^.01 lei
-8% Nou

Puncte Express: 828

:
105^.64€ • 108^.99$ • 89^.41£

Carte disponibilă

Livrare economică 07-13 februarie
Livrare express 25-31 ianuarie pentru 65^.64 lei

Adaugă în coș

Wish list
Gift list
Am citit!

Adaugă în listă

Preluare comenzi: 021 569.72.76

Specificații

ISBN-13: 9781403903051
ISBN-10: 1403903050
Pagini: 380
Ilustrații: XIX, 399 p.
Dimensiuni: 155 x 235 x 32 mm
Greutate: 0.77 kg
Ediția:2004
Editura: Palgrave Macmillan UK
Colecția Palgrave Macmillan
Locul publicării:London, United Kingdom

Cuprins

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

Notă biografică

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.

Papetărie, jocuri, reviste