Sales excellence : systematic sales management

XX, 312 S.

graph. Darst.

235 mm x 155 mm

pt. 1. IntroductionThe Drive for Systematic Sales Management: The Sales Excellence Approach as a Roadmap -- pt. 2. Sales Strategy - Setting the Fundamental Course -- Customers: The Focus of the Sales Strategy -- Competitive Advantages: Quicker, Higher, Farther. . . -- Sales Channels and Sales Partners: Designing the Route to the Customer -- Price Policy: The Price Is Right. . . -- A Framework of Figures for the Sales Strategy: Targets and Resources -- pt. 3. Sales Management - Designing Structures and Processes, Managing People and Living the Culture -- Sales Organization: Successfully Designing Structures and Processes -- Planning and Controlling: The Middle Ground Between "Flying Blind" and "Graveyards of Numbers" -- Personnel Management: The Poor Cousin of Sales -- Culture in Sales: The Power of Unwritten Laws -- pt. 4. Information Management as the Key to Professionalism in Sales -- Basis for Understanding Information Systems -- The Customer: The Unknown Factor? -- Competitor Information: Know Your Opponent -- The Market: Identify Trends at an Early Stage -- Information About Internal Processes: Sand in the Wheels? -- CRM and CAS: Signposts in the Information Jungle -- pt. 5. Customer Relationship Management - Staying on the Ball! -- The Salesperson Personality: Of Know-It-Alls, Socializers and Allrounders -- Rounding Out Relationship Management: Trade Shows, Call Centers, Internet -- Customer Retention Management: Making the Customer a "Fan" -- Key Account Management: The Close Cooperation with Important Customers -- Relationship Modeling: The Business Relationship Firmly Under Control -- Christian Homburg, Heiko Schafer and Janna Schneider.

201410

ECONIS - Online Catalogue of the ZBW