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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About the Author
Andris Zoltners is a Professor of Marketing at the Kellogg Graduate School of Management, Northwestern University.
Prabha Sinha is the Managing Director, ZS Associates, Evanston, Illinois.
Sally Lorimer is a Business Writer.
Prabha Sinha is the Managing Director, ZS Associates, Evanston, Illinois.
Sally Lorimer is a Business Writer.
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Most Helpful Customer Reviews
8 of 10 people found the following review helpful:
5.0 out of 5 stars
Serious theory, Serious work,
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Amazon Verified Purchase(What's this?)
This review is from: Sales Force Design for Strategic Advantage (Hardcover)
I was very impressed by the content of this book, it is descriptive and resouceful, I would strongly recommend it to anyone with the task to tackle Sales Force Effectiveness in a organization. Buy it, read it and apply the the concepts...you will not regret it!
1 of 1 people found the following review helpful:
5.0 out of 5 stars
good book, you will have the force design you need,
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Amazon Verified Purchase(What's this?)
This review is from: Sales Force Design for Strategic Advantage (Hardcover)
if you need a practical guide, and well documented cases, and theory for make a real sale force design this is the book
1 of 1 people found the following review helpful:
5.0 out of 5 stars
Sales Force Design for Strategic Advantage,
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Amazon Verified Purchase(What's this?)
This review is from: Sales Force Design for Strategic Advantage (Hardcover)
Excellent, absolutely excellent. Every sales and business leader should read this book. Excellent specifics, rationale and examples.
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Inside This Book
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Key Phrases - Statistically Improbable Phrases (SIPs):
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performance frontier, wealth strategies, sales force specialization, sales force design, geographic concentration method, generalist salesperson, effective sales roles, sales territory alignment, generalist sales force, different sales roles, force performance scorecard, transitional compensation plan, selling activities test, customer segmentation criteria, generalist salespeople, salesperson bandwidth, force design process, sales force structure, competitive position test, sales force responsibility, best sales process, hybrid specialization, sales force expansion, multiple selling channels, force size change Key Phrases - Capitalized Phrases (CAPs): (learn more)
Designing the Sales Force Structure, Sizing the Selling Organization, Sustaining the Successful Selling Organization, United States, Managing Change, Sales Force Productivity Framework, Pepperidge Farm, Medical Systems, Charles Schwab, Salesperson Product Group, Shell Energy, United Parcel Service, Cisco Systems, International Paper, Rapid Coat, America Online, Lucent Technologies, Customer Company, American Hospital Supply, Differentiated Product, Northwestern Mutual, The Novartis Group, Linde Gas Therapeutics, Las Vegas, Herman Miller Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Surprise Me!
performance frontier, wealth strategies, sales force specialization, sales force design, geographic concentration method, generalist salesperson, effective sales roles, sales territory alignment, generalist sales force, different sales roles, force performance scorecard, transitional compensation plan, selling activities test, customer segmentation criteria, generalist salespeople, salesperson bandwidth, force design process, sales force structure, competitive position test, sales force responsibility, best sales process, hybrid specialization, sales force expansion, multiple selling channels, force size change Key Phrases - Capitalized Phrases (CAPs): (learn more)
Designing the Sales Force Structure, Sizing the Selling Organization, Sustaining the Successful Selling Organization, United States, Managing Change, Sales Force Productivity Framework, Pepperidge Farm, Medical Systems, Charles Schwab, Salesperson Product Group, Shell Energy, United Parcel Service, Cisco Systems, International Paper, Rapid Coat, America Online, Lucent Technologies, Customer Company, American Hospital Supply, Differentiated Product, Northwestern Mutual, The Novartis Group, Linde Gas Therapeutics, Las Vegas, Herman Miller Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Surprise Me!
Citations (learn more)
2
books
cite this book:
- Der Patentauslauf von Pharmazeutika als Herausforderung beim Management des Produktlebenszyklus (German Edition) by Antje-Christina Raasch in Back Matter
- Forecasting for the Pharmaceutical Industry: Models for New Product And In-market Forecasting And How to Use Them by Arthur G. Cook in Back Matter
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