Sales Force Design for Strategic Advantage: Andris Zoltners, Prabha Sinha, Sally Lorimer
Editorial Reviews
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 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.
