This book helps in building an optimally designed and customer-oriented sales organization. It places a special … emphasis on purchasing decisions and leads to producing a decisive competitive advantage. The focus is on the sales enablement … start of sales enablement can look like. The book is aimed at managers and all who deal with sales strategies. . …

Culture change in sales -- The new value chain -- Innovation at exploitative and explorative levels -- The agile cycle …: from customer requirements to implementation in sales and service -- Architecture and roles -- Frameworks for sales: Open …, Delegations Borard -- Moderating Agile - Meeting occasions and designs in sales: Kick-off, Teamforming, Think New, Planning …

Vertrieb -- Excellence in Sales ist ein Thema für das gesamte Unternehmen -- Der Zusammenhang von Marketing- und … einem großen Kostenfaktor. Investitionen in den Verkauf rechnen sich jedoch, wenn sie richtig gemanagt werden … effektiven und effizienten Verkauf. Die Stellhebel werden systematisch erläutert und durch Fallbeispiele ergänzt …

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 …This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of …