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Palgrave Macmillan

Sales Force Design For Strategic Advantage

  • Book
  • © 2004

Overview

Authors:
  1. Andris A. Zoltners
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  2. Prabhakant Sinha
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  3. Sally E. Lorimer
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Table of contents (10 chapters)

  1. Front Matter

    Pages i-xix
    Download chapter PDF

  2. Designing and Redesigning the Sales Force in Today’s Changing World

    • Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
    Pages 1-33

  3. A Process for Designing the Sales Force for Strategic Advantage

    • Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
    Pages 35-51

  4. Sales Strategy

    • Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
    Pages 53-97

  5. Go-To-Market Strategy

    • Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
    Pages 99-123

  6. Designing the Sales Force Structure

    • Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
    Pages 125-181

  7. Sales Roles

    • Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
    Pages 183-214

  8. Sizing the Selling Organization

    • Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
    Pages 215-268

  9. Sales Territory Alignment

    • Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
    Pages 269-309

  10. Sustaining the Successful Selling Organization

    • Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
    Pages 311-341

  11. Managing Change

    • Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
    Pages 343-373

  12. Back Matter

    Pages 375-380
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Keywords

About this book

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.

About the authors

ANDRIS ZOLTNERS is Professor of Marketing at the Kellogg Graduate School of Management at Northwestern University. He is the Academic Director of three Kellogg Executive Programs and the author of a number of successful books on marketing and sales force performance.

PRABHAKANT SINHA is Managing Director of ZS Associates, USA.

SALLY LORIMER is a Business Writer, USA.

Bibliographic Information

  • Book Title: Sales Force Design For Strategic Advantage

  • Authors: Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer

  • DOI: https://doi.org/10.1057/9780230514928

  • Publisher: Palgrave Macmillan London

  • eBook Packages: Palgrave Business & Management Collection, Business and Management (R0)

  • Copyright Information: Palgrave Macmillan, a division of Macmillan Publishers Limited 2004

  • Hardcover ISBN: 978-1-4039-0305-1Published: 25 June 2004

  • Softcover ISBN: 978-1-349-50849-5Published: 01 January 2004

  • eBook ISBN: 978-0-230-51492-8Published: 25 June 2004

  • Edition Number: 1

  • Number of Pages: XIX, 399

  • Topics: Management, Marketing

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