Sales Excellence

Systematic Sales Management

Business & Finance, Marketing & Sales, Sales & Selling
Cover of the book Sales Excellence by Christian Homburg, Heiko Schäfer, Janna Schneider, Springer Berlin Heidelberg
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Author: Christian Homburg, Heiko Schäfer, Janna Schneider ISBN: 9783642291692
Publisher: Springer Berlin Heidelberg Publication: October 24, 2012
Imprint: Springer Language: English
Author: Christian Homburg, Heiko Schäfer, Janna Schneider
ISBN: 9783642291692
Publisher: Springer Berlin Heidelberg
Publication: October 24, 2012
Imprint: Springer
Language: English

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.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

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.

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