Sales Excellence Systematic Sales Management /

• Main Authors: Homburg, Christian (Author), Schäfer, Heiko (Author), Schneider, Janna (Author)
• Corporate Author: SpringerLink (Online service)
• Format: Electronic eBook
• Language: English
• Published: Berlin, Heidelberg : Springer Berlin Heidelberg : Imprint: Springer, 2012.
• Series: Management for Professionals,
• Subjects: Business.; Marketing.; Management.; Sales management.; Business and Management.; Sales/Distribution.

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...

Table of Contents:

• 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!.