Excellence In Sales - Dannenberg Holger; Zupancic Dirk | Libro Gabler Verlag 11/2014 - HOEPLI.it


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dannenberg holger; zupancic dirk - excellence in sales

Excellence in Sales Optimising Customer and Sales Management

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Dettagli

Genere:Libro
Lingua: Inglese
Editore:

Gabler Verlag

Pubblicazione: 11/2014
Edizione: 2009





Sommario

Introduction: excellence in sales and customer management Top 10 success factors for excellence in sales Sales as a topic that affects the entire company The relation between marketing and sales strategy Developing successful sales strategies Information management Customer segmentation Defining process goals for customer segments Designing sales processes Managing sales structures Support systems Leadership in sales Operational selling What sales representatives can learn from professional athletes Summary and outlook




Trama

Successful companies focus on different aspects of their business. Some focus on the strength of their brand. Others focus on technological product innovations, develop into “solution providers” or commit themselves to commodity, high-volume bu- nesses. Other companies open international markets. Personal sales relationships with the customer play a decisive role in all of the stra- gies. The sales department does not merely assume the role of a mediator between suppliers and customers: it actively creates added value for customers. It adds value for customers through consultation, special offers and projects, and it coordinates the performance of the company. It negotiates fair prices. It also receives support from the numerous e-marketing, classical advertising, direct marketing, telephone marketing, trade fairs and events channels.In addition it draws on comprehensive research rega- ing the customer. Sophisticated corporate strategies only function when the sales department utilises them in interacting with key customers. Any successful market implementation begins with the sales department.




Autore

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.







Altre Informazioni

ISBN:

9783834946560

Condizione: Nuovo
Dimensioni: 210 x 148 mm Ø 339 gr
Formato: Brossura
Pagine Arabe: 233
Pagine Romane: xxi






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