Sales Force Design For Strategic Advantage

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400 stránek
14 hodin čtení

Marketing & Prodej

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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.

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Sales Force Design For Strategic Advantage, Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer

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Rok vydání: 2004
Vazba: (pevná)

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Titul: Sales Force Design For Strategic Advantage
Jazyk: anglicky
Autoři: Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
Vydavatel: Palgrave Macmillan
Rok vydání: 2004
Vazba: pevná
Počet stran: 400
ISBN10: 1403903050
ISBN13: 9781403903051
Série
Kategorie: Naučná literatura Byznys & Management Marketing & Prodej
Štítky: Byznys
Hodnocení: 4,35 z 5
Anotace: 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.