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Excellence in Sales

Optimising Customer and Sales Management

Gebonden Engels 2008 9783834910066
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Samenvatting

"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

ISBN13:9783834910066
Taal:Engels
Bindwijze:gebonden
Aantal pagina's:232
Uitgever:Gabler Verlag
Druk:2009

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Inhoudsopgave

Introduction: excellence in sales and customer management

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

Managementboek Top 100

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        Excellence in Sales