Sales Excellence (eBook)

Systematic Sales Management

Christian Homburg, Heiko Schäfer, Janna Schneider (Autoren)

eBook Download: PDF

2012 | 2012
XX, 316 Seiten
Springer Berlin (Verlag)
9783642291692 (ISBN)

Infos

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 function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.

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.

Inhalt

Sales Excellence 4
Systematic Sales Management 4
Foreword 6
Contents 10
List of Figures 14
List of Tables 20
Part I: Introduction 22
Part II: Sales Strategy: Setting the Fundamental Course 43
Part III: Sales Management: Designing Structures and Processes, Managing People and Living the Culture 107
Part IV: Information Management as the Key to Professionalism in Sales 167
Part V: Customer Relationship Management: Staying on the Ball! 225
Epilogue 296
The Authors 299
Bibliography 301
Index 313

Produkt-Details

• Erscheint lt. Verlag: 24.10.2012
• Reihe/Serie: Management for Professionals
• Reihe/Serie: Management for Professionals
• Zusatzinfo: XX, 316 p.
• Verlagsort: Berlin
• Sprache: englisch
• Themenwelt: Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb
• Themenwelt: Wirtschaft ► Betriebswirtschaft / Management ► Unternehmensführung / Management
• Schlagworte: Customer Relationship Management • Personal Selling • Sales • Sales Force Management • Sales Management
• ISBN-13: 9783642291692 / 9783642291692