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Published in:
2004 | OriginalPaper | Chapter
Managing Change
Authors : Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
Published in: Sales Force Design For Strategic Advantage
Publisher: Palgrave Macmillan UK
Included in: Professional Book Archive
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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.