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Managing Change

In: Sales Force Design For Strategic Advantage

Author

Listed:
  • Andris A. Zoltners
  • Prabhakant Sinha
  • Sally E. Lorimer

Abstract

For every company, there are dozens of good sales force designs but millions of bad ones. Once a company discovers one of the good designs, there are hundreds of ways to make it work, but millions of ways to make it fail. A good design cannot work effectively without good implementation. This chapter discusses how a sales force can make the transition successfully from one sales force design to another.

Suggested Citation

  • Andris A. Zoltners & Prabhakant Sinha & Sally E. Lorimer, 2004. "Managing Change," Palgrave Macmillan Books, in: Sales Force Design For Strategic Advantage, chapter 0, pages 343-373, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-0-230-51492-8_10
    DOI: 10.1057/9780230514928_10
    as

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