個案資料
了解個案內容與學習目標，選擇授課教師及使用課程。
Marketing Reading: Sales Force Design and Management
內容大綱
This Core Curriculum Reading introduces (1) the importance of sales force design in implementing organizational strategy, and (2) the role of sales force management in linking structures and processes to behaviors. The material combines theoretical perspectives with real-world examples, drawn from the business-to-business (B2B), business-to-consumer (B2C) and nonprofit sectors, to illustrate the range of challenges and opportunities in this field.