Sales Excellence

1. The Drive for Systematic Sales Management: The Sales Excellence Approach as a Roadmap
Christian Homburg, Heiko Schäfer, Janna Schneider

2. Customers: The Focus of the Sales Strategy
Christian Homburg, Heiko Schäfer, Janna Schneider

3. Competitive Advantages: Quicker, Higher, Farther. . .
Christian Homburg, Heiko Schäfer, Janna Schneider

4. Sales Channels and Sales Partners: Designing the Route to the Customer
Christian Homburg, Heiko Schäfer, Janna Schneider

5. Price Policy: The Price Is Right. . .
Christian Homburg, Heiko Schäfer, Janna Schneider

6. A Framework of Figures for the Sales Strategy: Targets and Resources
Christian Homburg, Heiko Schäfer, Janna Schneider

7. Sales Organization: Successfully Designing Structures and Processes
Christian Homburg, Heiko Schäfer, Janna Schneider

8. Planning and Controlling: The Middle Ground Between “Flying Blind” and “Graveyards of Numbers”
Christian Homburg, Heiko Schäfer, Janna Schneider

9. Personnel Management: The Poor Cousin of Sales
Christian Homburg, Heiko Schäfer, Janna Schneider

10. Culture in Sales: The Power of Unwritten Laws
Christian Homburg, Heiko Schäfer, Janna Schneider

11. Basis for Understanding Information Systems
Christian Homburg, Heiko Schäfer, Janna Schneider

12. The Customer: The Unknown Factor?
Christian Homburg, Heiko Schäfer, Janna Schneider

13. Competitor Information: Know Your Opponent
Christian Homburg, Heiko Schäfer, Janna Schneider

14. The Market: Identify Trends at an Early Stage
Christian Homburg, Heiko Schäfer, Janna Schneider

15. Information About Internal Processes: Sand in the Wheels?
Christian Homburg, Heiko Schäfer, Janna Schneider

16. CRM and CAS: Signposts in the Information Jungle
Christian Homburg, Heiko Schäfer, Janna Schneider

17. The Salesperson Personality: Of Know-It-Alls, Socializers and Allrounders
Christian Homburg, Heiko Schäfer, Janna Schneider

18. Rounding Out Relationship Management: Trade Shows, Call Centers, Internet
Christian Homburg, Heiko Schäfer, Janna Schneider

19. Customer Retention Management: Making the Customer a “Fan”
Christian Homburg, Heiko Schäfer, Janna Schneider

20. Key Account Management: The Close Cooperation with Important Customers
Christian Homburg, Heiko Schäfer, Janna Schneider

21. Relationship Modeling: The Business Relationship Firmly Under Control
Christian Homburg, Heiko Schäfer, Janna Schneider

Keywords: Economics/Management Science, Sales/Distribution/Call Center/Customer Service, Marketing, Management/Business for Professionals