Sales ExcellenceChristian Homburg
Art Nr.: 3642291686
ISBN 13: 9783642291685
Subtitle: Systematic Sales Management
Release year: 2012
Published by: Springer Berlin Heidelberg
Edition: Buch
Cover: Buch
Cover Format: 241x160x24 mm
Pages: 336
Weight: 670 g
Language: Englisch
Author: Christian Homburg
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.
Professor Dr. Dr. h.c. Christian Homburg is Director of the Institute for Market-oriented Management at the University of Mannheim. He is also Chair of the Advisory Board of Professor Homburg & Partner, an internationally operating management consulting firm. Professor Homburg is the author of numerous publications and a regular speaker at various conferences.
Kurzbeschreibung
Titel: Sales Excellence, Untertitel: Systematic Sales Management, Einband: Buch, Autor: Christian Homburg, Verlag: Springer Berlin Heidelberg, Sprache: Englisch, Seiten: 336, Maße: 241x160x24 mm, Gewicht: 670 g, Verkäufer: Wegmann1855, Schlagworte: Business / Management Management Absatz / Marketing Marketing Vermarktung customer relationship management Personal Selling Sales Force Management