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Sales Excellence

Systematic Sales Management
BuchGebunden
316 Seiten
Englisch
Springererschienen am01.09.2012
This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice.mehr
Verfügbare Formate
BuchGebunden
EUR96,29
BuchKartoniert, Paperback
EUR69,54
E-BookPDF1 - PDF WatermarkE-Book
EUR69,54

Produkt

KlappentextThis book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice.
ZusammenfassungThis thought-provoking book considers organizational sales performance at a high, strategic level, offering specific guidance in managing the entire organization's sales function. The authors introduce and apply a practical checklist-based scoring system.
Details
ISBN/GTIN978-3-642-29168-5
ProduktartBuch
EinbandartGebunden
Verlag
Erscheinungsjahr2012
Erscheinungsdatum01.09.2012
ReiheManagement for Professionals
Seiten316 Seiten
SpracheEnglisch
Gewicht654 g
IllustrationenXX, 316 p.
Artikel-Nr.17558607
Rubriken
GenreWirtschaft

Inhalt/Kritik

Inhaltsverzeichnis
Introduction.- Sales Strategy - Setting the Fundamental Course.- Sales Management - Designing Structures and Processes, Managing People and Living the Culture.- Information Management as the Key to Professionalism in Sales.- Customer Relationship Management - Staying on the Ball!.mehr
Kritik
From the reviews:

"This book covers all the topics that are relevant for the daily tasks of a Sales Manager. It is more relevant ... not only for experienced managers but also for managers who are still looking for their appropriate style. ... Sales Excellence is a must read for sales managers from the top down to the first line. The book does a great job of segmenting the important aspects of the things you can control as a manager." (inspireandaction.wordpress.com, 2013)

A systematic approach to sales is an essential component for the success of a company. The "Sales Excellence-Approach" is extensive, without being complicated, and pleasantly practically oriented.

Uwe Raschke

Member of the Board of Management, Robert Bosch GmbH



"Only those who manage their sales systematically will have long term success. This is especially true for retail banking. The Sales Excellence concept is a scientific approach that is oriented practically."

Rainer Neske

Member of the Management Board and Head of Private and Business Clients, Deutsche Bank AG

Sales, too, must contribute to increase the company value. The productivity of using resources within sales becomes more and more important. Sales Excellence represents an outstanding help in making sales management more systematic.

Achim Berg

Chairman of the Management, Microsoft AG Germany and Area Vice President International

Control and managing sales without destroying necessary intuition or improvisation represents a great challenge. However, this can be achieved with the help of the approach presented here.

Hans W. Reiners

President of the Division Styrol-Synthetics BASF AGmehr

Autor

Professor Dr. Dr. h.c. Christian Homburg is Director of the Institute for Market-oriented Management at the University of Mannheim. He is also Chair of the Advisory Board of Professor Homburg & Partner, an internationally operating management consulting firm. Professor Homburg is the author of numerous publications and a regular speaker at various conferences.Dr. Heiko Schäfer was a research assistant at Professor Homburg's chair and a freelance corporate consultant. After having worked for several years as a corporate consultant at a renowned American consulting firm, he is now head of the strategy-global operations department at adidas. Dr. Janna Schneider was a research assistant at Professor Homburg's chair. Today, she is head of the marketing and international sales department at AHS Prüfungstechnik, an international mechanical engineering company.