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Author Mueller, Florian.

Title Sales management control strategies in banking : strategic fit and performance impact / Florian Mueller
Published Wiesbaden : Betriebswirtschaftlicher Verlag Gabler, [2011]
©2011
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Description 1 online resource (xxii, 398 pages)
Series Gabler research
Gabler research.
Summary Not only have the global financial crisis, a changing regulatory environment, increasing competitive pressure, and changes in customer behavior created an overall difficult environment for banking institutions, but they have also increased the pressure on their sales performance. Based on the results of 300 interviews with sales executives of banks in Germany, Florian Mueller empirically investigates how retail, private, and corporate banking institutions need to set up their sales management control strategy in accordance to their specific environment, business strategy, and organizational characteristics in order to increase performance
Notes Diss.-- EBS Universität für Wirtschaft und Recht, 2010
Bibliography Includes bibliographical references (pages 275-336) and index
Notes Print version record
Subject Bank management.
Selling -- Banks and banking.
Banks and banking -- Germany.
Genre/Form Academic theses.
Form Electronic book
ISBN 9783834962096 (electronic bk.)
3834962090 (electronic bk.)
3834926531
9783834926531