Book Details
Format
Paperback / Softback
ISBN-10
1349508497
ISBN-13
9781349508495
Edition
1st ed. 2004
Publisher
Palgrave Macmillan
Imprint
Palgrave Macmillan
Country of Manufacture
GB
Country of Publication
GB
Publication Date
Jan 1st, 2004
Print length
399 Pages
Weight
616 grams
Dimensions
15.70 x 23.40 x 2.90 cms
Ksh 11,150.00
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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.
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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