Inhaltsverzeichnis
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! .
From the reviews:
This book covers all the topics that are relevant for the daily tasks of a Sales Manager. It is more relevant not only for experienced managers but also for managers who are still looking for their appropriate style. Sales Excellence is a must read for sales managers from the top down to the first line. The book does a great job of segmenting the important aspects of the things you can control as a manager. (inspireandaction. wordpress. com, 2013)
A systematic approach to sales is an essential component for the success of a company. The Sales Excellence-Approach is extensive, without being complicated, and pleasantly practically oriented.
Uwe Raschke
Member of the Board of Management, Robert Bosch GmbH
Only those who manage their sales systematically will have long term success. This is especially true for retail banking. The Sales Excellence concept is a scientific approach that is oriented practically.
Rainer Neske
Member of the Management Board and Head of Private and Business Clients, Deutsche Bank AG
Sales, too, must contribute to increase the company value. The productivity of using resources within sales becomes more and more important. Sales Excellence represents an outstanding help in making sales management more systematic.
Achim Berg
Chairman of the Management, Microsoft AG Germany and Area Vice President International
Control and managing sales without destroying necessary intuition or improvisation represents a great challenge. However, this can be achieved with the help of the approach presented here.
Hans W. Reiners
President of the Division Styrol-Synthetics BASF AG
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