Sales Force Design For Strategic Advantage

Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer

in Palgrave Macmillan Books from Palgrave Macmillan

Date: 2004
ISBN: 978-0-230-51492-8
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Chapters in this book:

Ch Chapter 1 Designing and Redesigning the Sales Force in Today’s Changing World

Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer

Ch Chapter 10 Managing Change

Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer

Ch Chapter 2 A Process for Designing the Sales Force for Strategic Advantage

Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer

Ch Chapter 3 Sales Strategy

Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer

Ch Chapter 4 Go-To-Market Strategy

Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer

Ch Chapter 5 Designing the Sales Force Structure

Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer

Ch Chapter 7 Sizing the Selling Organization

Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer

Ch Chapter 8 Sales Territory Alignment

Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer

Ch Chapter 9 Sustaining the Successful Selling Organization

Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer

Ch chapter 6 Sales Roles

Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer

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Persistent link: https://EconPapers.repec.org/RePEc:pal:palbok:978-0-230-51492-8

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DOI: 10.1057/9780230514928

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