Customer Reviews

Sales Force Design for Strategic Advantage

5 star:		(4)
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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!

if you need a practical guide, and well documented cases, and theory for make a real sale force design this is the book

Excellent, absolutely excellent. Every sales and business leader should read this book. Excellent specifics, rationale and examples.

This was an excellent and insightful book! It describes the core fundamentals necessary in understanding the sales process, go-to-market strategies, proper sales force size and structure determination, and creating the optimal alignment of sales territories. It takes into consideration the analytical side of sales force design from a market research perspective, as well as human factor elements involved, from the viewpoint of the sales representative. The text contains clear and concise real-world case studies from numerous industries, and graphical illustrations, to enhance, support, and clarify all the concepts.

This is a great read, especially for those involved in sales and marketing.