Excellence in Sales Optimising Customer and Sales Management /

• Κύριοι συγγραφείς: Dannenberg, Holger (Συγγραφέας), Zupancic, Dirk (Συγγραφέας)
• Συγγραφή απο Οργανισμό/Αρχή: SpringerLink (Online service)
• Μορφή: Ηλεκτρονική πηγή Ηλ. βιβλίο
• Γλώσσα: English
• Έκδοση: Wiesbaden : Gabler, 2009.
• Θέματα: Business.; Marketing.; Sales management.; Business and Management.; Sales/Distribution.

Sales and customer management represent an important success factor for most companies. "Excellence in Sales" presents an integrated management approach for professional sales organisations that reveals the existing optimisation potential and aims at a maximum of efficiency and effectivene...

Πίνακας περιεχομένων:

• Introduction: Excellence in sales and customer management
• The top 10 success factors for sales excellence
• Excellence in sales is an issue for the entire company
• The interrelationship of marketing and sales strategies
• Development of successful sales strategies
• Sales strategy information base
• Customer segmentation
• Definition of sales process goals for customer segments
• Designing sales processes
• Management of sales processes
• Sales organisations
• Steering systems
• Management in sales
• Execution of sales work
• Digression: What salespersons can learn from top athletes
• Conclusion and outlook.