INSEAD Library

Includes bibliographical references and index

Digitized

Restructuring the Distribution Sales Effort for Maximum Productivity Table of Contents Acknowledgements.............................................................................................................. VII Introduction............................................................................................................................ XI Chapter 1.................................................................................................................................. 1 Why the Sales Force Is Not Working Chapter 2................................................................................................................................ 15 Traditional Methods of Increasing Outside Sales Productivity Chapter 3................................................................................................................................ 39 Estimating Sales Capacity and Realigning the Sales Effort Chapter 4................................................................................................................................ 59 Hybrid Marketing and New Roles of Sales and Solicitation Chapter 5................................................................................................................................ 69 The Functional Sales Force: New Products, New Accounts, Specification, and Relationship Models Chapter 6................................................................................................................................ 85 The Segmented Sales Force Chapter 7................................................................................................................................ 95 The Consultative Sales Force Chapter 8.............................................................................................................................. 109 The Enterprise Sale and Sales Force Chapter 9.............................................................................................................................. 121 Transactional Distribution and Hybrid-Queuing Sales Chapter 10............................................................................................................................ 139 Inside Sales, Customer Service Representatives, and Telesales Chapter 11 ........................................................................................................................... 163 Utilizing the Internet and Database Management to Reduce Selling Costs Chapter 12............................................................................................................................ 173 Contrarian Compensation