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Homburg, Christian

Sales Excellence

Homburg, Christian - Sales Excellence, ebook

107,60€

Ebook, PDF with Adobe DRM
ISBN: 9783642291692
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Table of contents

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

Author(s)
 
 
Publisher
Springer
Publication year
2012
Language
en
Edition
2013
Series
Management for Professionals
Page amount
332 pages
Category
Economy
Format
Ebook
eISBN (PDF)
9783642291692
Printed ISBN
978-3-642-29168-5

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