Sales Strategy

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

Chapter Chapter 3 in Sales Force Design For Strategic Advantage, 2004, pp 53-97 from Palgrave Macmillan

Abstract: Abstract Sales strategy defines who a firm sells to, what the customer offering is, and how the selling is done. Successful sales strategies define effective yet efficient sales processes that deliver the right products and services to the right customers.

Keywords: Market Segment; Market Segmentation; Sales Force; Customer Segment; Strategic Advantage (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_3

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DOI: 10.1057/9780230514928_3

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