Description

Book Synopsis
"Excellence in Sales" is an integrated management approach for professional sales organisations. The authors collected best and worst practices in sales and customer management. The concept for true excellence in sales is relying on a set of levers which are explained in a systematic manner. Readers get the chance to compare their solutions with the worldwide top performers. Illustrations and numerous recommendations for implementation show how to improve the overall performance of companies.


Table of Contents
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

Excellence in Sales: Optimising Customer and

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    A Hardback by Holger Dannenberg, Dirk Zupancic

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      View other formats and editions of Excellence in Sales: Optimising Customer and by Holger Dannenberg

      Publisher: Gabler
      Publication Date: 11/12/2008
      ISBN13: 9783834910066, 978-3834910066
      ISBN10: 3834910066
      Also in:
      Sales and marketing

      Description

      Book Synopsis
      "Excellence in Sales" is an integrated management approach for professional sales organisations. The authors collected best and worst practices in sales and customer management. The concept for true excellence in sales is relying on a set of levers which are explained in a systematic manner. Readers get the chance to compare their solutions with the worldwide top performers. Illustrations and numerous recommendations for implementation show how to improve the overall performance of companies.


      Table of Contents
      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

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