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Author Homburg, Christian, 1962-

Title Sales excellence : systematic sales management / Christian Homburg, Heiko Schäfer, Janna Schneider
Published Berlin ; New York : Springer, [2012]
Online access available from:
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Description 1 online resource
Series Management for professionals, 2192-8096
Management for professionals.
Contents pt. 1. Introduction -- The Drive for Systematic Sales Management: The Sales Excellence Approach as a Roadmap -- pt. 2. Sales Strategy -- Setting the Fundamental Course -- Customers: The Focus of the Sales Strategy -- Competitive Advantages: Quicker, Higher, Farther. . . -- Sales Channels and Sales Partners: Designing the Route to the Customer -- Price Policy: The Price Is Right. . . -- A Framework of Figures for the Sales Strategy: Targets and Resources -- pt. 3. Sales Management -- Designing Structures and Processes, Managing People and Living the Culture -- Sales Organization: Successfully Designing Structures and Processes -- Planning and Controlling: The Middle Ground Between "Flying Blind" and "Graveyards of Numbers" -- Personnel Management: The Poor Cousin of Sales -- Culture in Sales: The Power of Unwritten Laws -- pt. 4. Information Management as the Key to Professionalism in Sales -- Basis for Understanding Information Systems -- The Customer: The Unknown Factor? -- Competitor Information: Know Your Opponent -- The Market: Identify Trends at an Early Stage -- Information About Internal Processes: Sand in the Wheels? -- CRM and CAS: Signposts in the Information Jungle -- pt. 5. Customer Relationship Management -- Staying on the Ball! -- The Salesperson Personality: Of Know-It-Alls, Socializers and Allrounders -- Rounding Out Relationship Management: Trade Shows, Call Centers, Internet -- Customer Retention Management: Making the Customer a "Fan" -- Key Account Management: The Close Cooperation with Important Customers -- Relationship Modeling: The Business Relationship Firmly Under Control -- Christian Homburg, Heiko Schäfer and Janna Schneider
Summary 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
Analysis Economics
Industrial management
Economics/Management Science
Sales/Distribution/Call Center/Customer Service
Management/Business for Professionals
Bibliography Includes bibliographical references and index
Subject Sales management.
Form Electronic book
Author Schäfer, Heiko.
Schneider, Janna.
LC no. 2012945912
ISBN 9783642291692 (electronic bk.)
3642291694 (electronic bk.)