Sales excellence [electronic resource] : systematic sales management / Christian Homburg, Heiko Schäfer, Janna Schneider.
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...
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Full Text (via Springer) |
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| Main Author: | |
| Other Authors: | , |
| Format: | Electronic eBook |
| Language: | English |
| Published: |
Berlin ; New York :
Springer,
©2012.
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| Series: | Management for professionals.
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| Subjects: |
Table of 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.