Sales Management Control Strategies in Banking [electronic resource] : Strategic Fit and Performance Impact / by Florian Mueller.
By: Mueller, Florian [author.].
Contributor(s): SpringerLink (Online service).
Material type:
BookPublisher: Wiesbaden : Gabler, 2011Description: XXII, 398p. 50 illus. online resource.Content type: text Media type: computer Carrier type: online resourceISBN: 9783834962096.Subject(s): Economics | Banks and banking | Economics/Management Science | Finance /BankingDDC classification: 657.8333 | 658.152 Online resources: Click here to access online
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Springer eBooksSummary: 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.
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.
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