Excellence in Sales: Optimising Customer and Sales Management by Holger DannenbergExcellence in Sales: Optimising Customer and Sales Management by Holger Dannenberg

Excellence in Sales: Optimising Customer and Sales Management

byHolger Dannenberg, Dirk Zupancic

Paperback | November 7, 2014

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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.
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.
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Title:Excellence in Sales: Optimising Customer and Sales ManagementFormat:PaperbackDimensions:8.27 × 5.83 × 0.07 inPublished:November 7, 2014Publisher:Gabler VerlagLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:3834946567

ISBN - 13:9783834946560

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Table of Contents

Introduction: excellence in sales and customer managementTop 10 success factors for excellence in salesSales as a topic that affects the entire companyThe relation between marketing and sales strategyDeveloping successful sales strategiesInformation managementCustomer segmentationDefining process goals for customer segmentsDesigning sales processesManaging sales structuresSupport systemsLeadership in salesOperational sellingWhat sales representatives can learn from professional athletesSummary and outlook