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Sales Force Design For Strategic Advantage
Udgivet af Palgrave Macmillan
ISBN
9781349508495
Om denne bog
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, me…
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Bogdetaljer
Forfatter
A. Zoltners, P. Sinha, S. Lorimer
Forlag
Palgrave Macmillan
Kategori
Ledelse og teknikker
ISBN-13
9781349508495
EAN
9781349508495
Format
Hæftet
Sprog
Engelsk
sider
399
Produktbeskrivelse
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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