Research Details

Abstract

Sales Force Design for Strategic Advantage focuses on strategic aspects of sales force management. Until now, business executives and managers facing sales force design challenges have had few good options when seeking a reference book. Sales force management books tend to be broad and general or they focus on topics such as sales force compensation and training. In fact, we could not find a book (before this one) that focused specifically on sales force design. All general sales management textbooks have chapters that address sales force design issues, but they tend to cover the issue superficially and lack practical insights. Alternatively, several consultants have written books on marketing and channel strategies which include sales forces, but while interesting and useful, these books lack the depth of experience, theory, insight, and detail that a sales executive facing a significant sales force design challenge requires.

Type

Book

Author(s)

Andris Zoltners, Prabhakant Sinha, Sally Lorimer

Date Published

2004

Citations

Zoltners, Andris, Prabhakant Sinha, and Sally Lorimer. 2004. Sales Force Design for Strategic Advantage.