Dirk Zupancic: Excellence in Sales

Cover: 9783834910066 | Excellence in Sales | Optimising Customer and Sales Management | Buch

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Sprache: Englisch

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Beschreibung

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 [...] 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.

Über den Autor

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.

Zusammenfassung

"Excellence in Sales" presents an integrated management approach for professional sales organisations. Based on a worldwide survey of 747 companies in 14 countries, the authors analyse best and worst practices in sales and customer management. True excellence in sales relies on a set of levers which are explained systematically and in detail. Case studies provide an additional understanding of these levers. Numerous recommendations for implementation show how to improve the overall performance of companies.

Inhaltsverzeichnis

Introduction: Excellence in sales and customer management.- The top 10 success factors for sales excellence.- Excellence in sales is an issue for the entire company.- The interrelationship of marketing and sales strategies.- Development of successful sales strategies.- Sales strategy information base.- Customer segmentation.- Definition of sales process goals for customer segments.- Designing sales processes.- Management of sales processes.- Sales organisations.- Steering systems.- Management in sales.- Execution of sales work.- Digression: What salespersons can learn from top athletes.- Conclusion and outlook.

Erscheinungsjahr:	2008
Fachbereich:	Werbung & Marketing
Genre:	Recht , Sozialwissenschaften , Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Buch
Inhalt:	XXI 233 S.
ISBN-13:	9783834910066
ISBN-10:	3834910066
Sprache:	Englisch
Ausstattung / Beilage:	HC runder Rücken kaschiert
Einband:	Gebunden
Autor:	Zupancic, Dirk Dannenberg, Holger
Hersteller:	Gabler Verlag Betriebswirtschaftlicher Verlag Dr. Th. Gabler
Verantwortliche Person für die EU:	Springer Gabler in Springer Science + Business Media, Tiergartenstr. 15-17, D-69121 Heidelberg, juergen.hartmann@springer.com
Maße:	216 x 153 x 19 mm
Von/Mit:	Dirk Zupancic (u. a.)
Erscheinungsdatum:	11.12.2008
Gewicht:	0,448 kg

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