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Sales excellence : systematic sales management

Author: Christian Homburg; Heiko Schäfer; Janna Schneider
Publisher: Berlin ; New York : Springer, ©2012.
Series: Management for professionals.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization's sales  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Christian Homburg; Heiko Schäfer; Janna Schneider
ISBN: 9783642291692 3642291694
OCLC Number: 809852531
Language Note: English.
Description: 1 online resource
Contents: pt. 1. Introduction --
The 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 Schäfer and Janna Schneider.
Series Title: Management for professionals.
Responsibility: Christian Homburg, Heiko Schäfer, Janna Schneider.

Abstract:

This 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  Read more...

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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 Read more...

 
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