Excellence in Sales
Optimising Customer and Sales Management
Gebonden Engels 2008 2009e druk 9783834910066Samenvatting
"Excellence in Sales" is an integrated management approach for professional sales organisations. The authors collected best and worst practices in sales and customer management. The concept for true excellence in sales is relying on a set of levers which are explained in a systematic manner. Readers get the chance to compare their solutions with the worldwide top performers. Illustrations and numerous recommendations for implementation show how to improve the overall performance of companies.
Specificaties
Lezersrecensies
Inhoudsopgave
Top 10 success factors for excellence in sales
Sales as a topic that affects the entire company
The relation between marketing and sales strategy
Developing successful sales strategies
Information management
Customer segmentation
Defining process goals for customer segments
Designing sales processes
Managing sales structures
Support systems
Leadership in sales
Operational selling
What sales representatives can learn from professional athletes
Summary and outlook
Rubrieken
- advisering
- algemeen management
- coaching en trainen
- communicatie en media
- economie
- financieel management
- inkoop en logistiek
- internet en social media
- it-management / ict
- juridisch
- leiderschap
- marketing
- mens en maatschappij
- non-profit
- ondernemen
- organisatiekunde
- personal finance
- personeelsmanagement
- persoonlijke effectiviteit
- projectmanagement
- psychologie
- reclame en verkoop
- strategisch management
- verandermanagement
- werk en loopbaan