Sales Force Design for Strategic Advantage

Zoltners, Sinha, Lorimer

In this book, the authors put forward some solid rationale upon which sales force design should be made.

In particular, they look at how sales strategy should reflect the changing market landscape and the specific needs of customers and why this strategy should provide the essential benchmark for sales roles, structures and management.

This book will make interesting reading for business executives looking to re-design their sales organisation for maximum effectiveness.

Author details:            a-zoltners@kellogg.northwestern.edu

Publisher details:         www.palgrave.com