Managing Change

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

Chapter Chapter 10 in Sales Force Design For Strategic Advantage, 2004, pp 343-373 from Palgrave Macmillan

Abstract: Abstract For every company, there are dozens of good sales force designs but millions of bad ones. Once a company discovers one of the good designs, there are hundreds of ways to make it work, but millions of ways to make it fail. A good design cannot work effectively without good implementation. This chapter discusses how a sales force can make the transition successfully from one sales force design to another.

Keywords: Sales Manager; Sale Force; Customer Segment; Strategic Advantage; Hewlett Packard (search for similar items in EconPapers)
Date: 2004
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-0-230-51492-8_10

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DOI: 10.1057/9780230514928_10

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