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Sales Excellence [electronic resource] :Systematic Sales Management / by Christian Homburg, Heiko Schäfer, Janna Schneider.

by Homburg, Christian [author.]; Schäfer, Heiko [author.]; Schneider, Janna [author.]; SpringerLink (Online service).
Material type: materialTypeLabelBookSeries: Management for Professionals: Publisher: Berlin, Heidelberg : Springer Berlin Heidelberg : 2012.Description: XX, 312 p. 112 illus. online resource.ISBN: 9783642291692.Subject(s): Economics | Industrial management | Marketing | Economics/Management Science | Sales/Distribution/Call Center/Customer Service | Marketing | Management/Business for ProfessionalsDDC classification: 658.81 Online resources: Click here to access online
Contents:
Introduction -- Sales Strategy - Setting the Fundamental Course -- Sales Management - Designing Structures and Processes, Managing People and Living the Culture -- Information Management as the Key to Professionalism in Sales -- Customer Relationship Management - Staying on the Ball!.
In: Springer eBooksSummary: 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 level and offers specific guidance in managing not just a few direct reports but an entire organization’s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples,  that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.
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HF5415.5-5415.53 (Browse shelf) Available
Long Loan MAIN LIBRARY
HF5438.4 (Browse shelf) Available

Introduction -- Sales Strategy - Setting the Fundamental Course -- Sales Management - Designing Structures and Processes, Managing People and Living the Culture -- Information Management as the Key to Professionalism in Sales -- Customer Relationship Management - Staying on the Ball!.

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 level and offers specific guidance in managing not just a few direct reports but an entire organization’s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples,  that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.

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