Excellence in Sales: Optimising Customer and Sales Management - Couverture souple

Dannenberg, Holger

Couverture souple

ISBN 10 : 3834946567 ISBN 13 : 9783834946560

Editeur : Gabler Verlag, 2014

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.

A propos du livre

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.

Détails de l'édition

• Éditeur: Gabler Verlag
• Date d'édition: 2014
• Langue: anglais
• ISBN 10: 3834946567
• ISBN 13: 9783834946560
• Reliure: Broché
• Nombre de pages: 256
• Coordonnées du fabricant: Springer Nature Customer Service Center GmbH; ProductSafety@springernature.com; ; Europaplatz 3; Heidelberg; 69115; Allemagne