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Restructuring the distribution sales effort for maximum productivity: beyond geographic selling to hybrid marketing and alternate models of solicitation

Author: Benfield, Scott ; Vurva, RichPublisher: Brown Books, 2006.Language: EnglishDescription: 192 p. : Graphs ; 26 cm.ISBN: 1933285338Type of document: BookBibliography/Index: Includes bibliographical references and index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HF5438 .B46 2006
(Browse shelf)
001209661
Available 001209661
Total holds: 0

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

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