Synopsis
"Excellence in Sales" presents an integrated management approach for professional sales organisations. Based on a worldwide survey of 747 companies in 14 countries, the authors analyse best and worst practices in sales and customer management. True excellence in sales relies on a set of levers which are explained systematically and in detail. Case studies provide an additional understanding of these levers. Numerous recommendations for implementation show how to improve the overall performance of companies.
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À propos de l?auteur
Holger Dannenberg is Managing Partner of the Executive Board of Mercuri International Deutschland GmbH.
Dr. Dirk Zupancic is Professor of Management at Heilbronn Business School, Germany, senior lecturer of business administration and head of the competence centre BtoB Marketing and Sales at the University of St. Gallen, Switzerland.
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Excellence in Sales : Optimising Customer and Sales Management
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Excellence in Sales (Hardcover)
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Hardcover. Etat : new. Hardcover. Successful companies focus on different aspects of their business. Some focus on the strength of their brand. Others focus on technological product innovations, develop into solution providers or commit themselves to commodity, high-volume bu- nesses. Other companies open international markets. Personal sales relationships with the customer play a decisive role in all of the stra- gies. The sales department does not merely assume the role of a mediator between suppliers and customers: it actively creates added value for customers. It adds value for customers through consultation, special offers and projects, and it coordinates the performance of the company. It negotiates fair prices. It also receives support from the numerous e-marketing, classical advertising, direct marketing, telephone marketing, trade fairs and events channels.In addition it draws on comprehensive research rega- ing the customer. Sophisticated corporate strategies only function when the sales department utilises them in interacting with key customers. Any successful market implementation begins with the sales department. The sales department does not merely assume the role of a mediator between suppliers and customers: it actively creates added value for customers. Shipping may be from multiple locations in the US or from the UK, depending on stock availability. N° de réf. du vendeur 9783834910066
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Excellence In Sales: Optimizing Customer And Sales Management
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Hardcover. Etat : Brand New. 264 pages. 8.20x5.80x0.70 inches. In Stock. This item is printed on demand. N° de réf. du vendeur __3834910066
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Excellence in Sales
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Buch. Etat : Neu. This item is printed on demand - it takes 3-4 days longer - Neuware -'Excellence in Sales' is an integrated management approach for professional sales organisations. The authors collected best and worst practices in sales and customer management. The concept for true excellence in sales is relying on a set of levers which are explained in a systematic manner. Readers get the chance to compare their solutions with the worldwide top performers. Illustrations and numerous recommendations for implementation show how to improve the overall performance of companies. 256 pp. Englisch. N° de réf. du vendeur 9783834910066
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Excellence in sales. Optimizing customer and sales management
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Gabler, 2009
ISBN 10 : 3834910066
ISBN 13 : 9783834910066
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Etat : Wie neu - gebraucht. 1. ed. Gebundene Ausgabe 260 S. Sehr guter Zustand, ohne Namenseintrag Zustand: 1, Wie neu - gebraucht, Gebundene Ausgabe Gabler 1. ed., 2009 260 S. , Excellence in sales. Optimizing customer and sales management, Dannenberg, Holger. N° de réf. du vendeur BU386350
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Excellence in Sales : Optimising Customer and Sales Management
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Gabler Verlag, 2008
ISBN 10 : 3834910066
ISBN 13 : 9783834910066
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Excellence In Sales: Optimizing Customer And Sales Management
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Hardcover. Etat : Brand New. 264 pages. 8.20x5.80x0.70 inches. In Stock. N° de réf. du vendeur x-3834910066
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Excellence in Sales : Optimising Customer and Sales Management
Edité par
Gabler Verlag, 2008
ISBN 10 : 3834910066
ISBN 13 : 9783834910066
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Etat : Hervorragend. Zustand: Hervorragend | Seiten: 256 | Sprache: Englisch | Produktart: Bücher | Successful companies focus on different aspects of their business. Some focus on the strength of their brand. Others focus on technological product innovations, develop into ¿solution providers¿ or commit themselves to commodity, high-volume bu- nesses. Other companies open international markets. Personal sales relationships with the customer play a decisive role in all of the stra- gies. The sales department does not merely assume the role of a mediator between suppliers and customers: it actively creates added value for customers. It adds value for customers through consultation, special offers and projects, and it coordinates the performance of the company. It negotiates fair prices. It also receives support from the numerous e-marketing, classical advertising, direct marketing, telephone marketing, trade fairs and events channels.In addition it draws on comprehensive research rega- ing the customer. Sophisticated corporate strategies only function when the sales department utilises them in interacting with key customers. Any successful market implementation begins with the sales department. N° de réf. du vendeur 4503957/1
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Excellence in Sales
Edité par
Gabler Verlag, Gabler Verlag Dez 2008, 2008
ISBN 10 : 3834910066
ISBN 13 : 9783834910066
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Buch. Etat : Neu. This item is printed on demand - Print on Demand Titel. Neuware -Successful companies focus on different aspects of their business. Some focus on the strength of their brand. Others focus on technological product innovations, develop into ¿solution providers¿ or commit themselves to commodity, high-volume bu- nesses. Other companies open international markets. Personal sales relationships with the customer play a decisive role in all of the stra- gies. The sales department does not merely assume the role of a mediator between suppliers and customers: it actively creates added value for customers. It adds value for customers through consultation, special offers and projects, and it coordinates the performance of the company. It negotiates fair prices. It also receives support from the numerous e-marketing, classical advertising, direct marketing, telephone marketing, trade fairs and events channels.In addition it draws on comprehensive research rega- ing the customer. Sophisticated corporate strategies only function when the sales department utilises them in interacting with key customers. Any successful market implementation begins with the sales department.Gabler, Betriebswirt.-Vlg, Abraham-Lincoln-Str. 46, 65189 Wiesbaden 256 pp. Englisch. N° de réf. du vendeur 9783834910066
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Excellence in Sales : Optimising Customer and Sales Management
Edité par
Gabler Verlag, Gabler Verlag, 2008
ISBN 10 : 3834910066
ISBN 13 : 9783834910066
Neuf
Couverture rigide
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Buch. Etat : Neu. Druck auf Anfrage Neuware - Printed after ordering - Successful companies focus on different aspects of their business. Some focus on the strength of their brand. Others focus on technological product innovations, develop into 'solution providers' or commit themselves to commodity, high-volume bu- nesses. Other companies open international markets. Personal sales relationships with the customer play a decisive role in all of the stra- gies. The sales department does not merely assume the role of a mediator between suppliers and customers: it actively creates added value for customers. It adds value for customers through consultation, special offers and projects, and it coordinates the performance of the company. It negotiates fair prices. It also receives support from the numerous e-marketing, classical advertising, direct marketing, telephone marketing, trade fairs and events channels.In addition it draws on comprehensive research rega- ing the customer. Sophisticated corporate strategies only function when the sales department utilises them in interacting with key customers. Any successful market implementation begins with the sales department. N° de réf. du vendeur 9783834910066
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