Titlebook: Sales Excellence; Systematic Sales Man Christian Homburg,Heiko Schäfer,Janna Schneider Book 2012 Springer-Verlag Berlin Heidelberg 2012 Cus

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Planning and Controlling: The Middle Ground Between “Flying Blind” and “Graveyards of Numbers”adaptive and dynamic way to maximize sales organization effectiveness. In addition to providing details on each of these planning steps, this chapter offers broader considerations in sales management and control that should engage all managerial levels.

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Book 2012et. 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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The Customer: The Unknown Factor?olio..This chapter continues with a consideration of the use of information to assess customer satisfaction in a segmented way that is useful for strategic thinking about both overall strategies and individual account management.

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Sales Organization: Successfully Designing Structures and Processesd the factors that should guide a manager or executive in making these difficult choices. Further, this chapter provides a closer examination of the “interface” between the sales organization and other functional units and offers specific strategies for smoothing those interactions.

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Planning and Controlling: The Middle Ground Between “Flying Blind” and “Graveyards of Numbers”es on operational sales planning on an annual cycle, which is essential for effective implementation. Thus, this chapter considers planning in a very adaptive and dynamic way to maximize sales organization effectiveness. In addition to providing details on each of these planning steps, this chapter

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Personnel Management: The Poor Cousin of Salesiring, including:.Secondly, a detailed treatment of a range of personnel tools the sales manager can use to evaluate these factors, including personnel questionnaires, the job interview, situational interviews, formal tests, and the proper exploration of references are provided. Thirdly, this chapte