Christian Homburg: Sales Excellence

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Cover: 9783642433757 | Sales Excellence | Systematic Sales Management | Homburg (u. a.)

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Sprache: Englisch

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Beschreibung

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.

Über den Autor

Professor Dr. Dr. h.c. Christian Homburg is Director of the Institute for Market-oriented Management at the University of Mannheim. He is also Chair of the Advisory Board of Professor Homburg & Partner, an internationally operating management consulting firm. Professor Homburg is the author of numerous publications and a regular speaker at various conferences.Dr. Heiko Schäfer was a research assistant at Professor Homburg's chair and a freelance corporate consultant. After having worked for several years as a corporate consultant at a renowned American consulting firm, he is now head of the strategy-global operations department at adidas. Dr. Janna Schneider was a research assistant at Professor Homburg's chair. Today, she is head of the marketing and international sales department at AHS Prüfungstechnik, an international mechanical engineering company.

Zusammenfassung

Provides a structured and insightful way for managers of all levels to rethink their sales organizations in a way that should generate stronger customer relationships, a more energized sales force, and superior company performance

Presents an approach that has been successfully applied in companies across various sectors

Covers all essential facets of professional sales management

Offers checklists for all aspects of sales management is based on a sound academic foundation

Includes supplementary material: [...]

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!.

Details

Erscheinungsjahr:	2014
Fachbereich:	Management
Genre:	Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Taschenbuch
Seiten:	336
Reihe:	Management for Professionals
Inhalt:	xx 316 S.
ISBN-13:	9783642433757
ISBN-10:	3642433758
Sprache:	Englisch
Ausstattung / Beilage:	Paperback
Einband:	Kartoniert / Broschiert
Autor:	Homburg, Christian Schneider, Janna Schäfer, Heiko
Auflage:	2012
Hersteller:	Springer-Verlag GmbH Springer Berlin Heidelberg Management for Professionals
Maße:	235 x 155 x 19 mm
Von/Mit:	Christian Homburg (u. a.)
Erscheinungsdatum:	15.10.2014
Gewicht:	0,511 kg

preigu-id: 105053602