000 02963nam a22005055i 4500
001 978-3-642-29169-2
003 DE-He213
005 20140220083315.0
007 cr nn 008mamaa
008 120831s2012 gw | s |||| 0|eng d
020 _a9783642291692
_9978-3-642-29169-2
024 7 _a10.1007/978-3-642-29169-2
_2doi
050 4 _aHF5438.4
050 4 _aHF5415.5-5415.53
072 7 _aKJMV7
_2bicssc
072 7 _aBUS041000
_2bisacsh
082 0 4 _a658.81
_223
100 1 _aHomburg, Christian.
_eauthor.
245 1 0 _aSales Excellence
_h[electronic resource] :
_bSystematic Sales Management /
_cby Christian Homburg, Heiko Schäfer, Janna Schneider.
264 1 _aBerlin, Heidelberg :
_bSpringer Berlin Heidelberg :
_bImprint: Springer,
_c2012.
300 _aXX, 312 p. 112 illus.
_bonline resource.
336 _atext
_btxt
_2rdacontent
337 _acomputer
_bc
_2rdamedia
338 _aonline resource
_bcr
_2rdacarrier
347 _atext file
_bPDF
_2rda
490 1 _aManagement for Professionals,
_x2192-8096
505 0 _aIntroduction -- Sales Strategy - Setting the Fundamental Course -- Sales Management - Designing Structures and Processes, Managing People and Living the Culture -- Information Management as the Key to Professionalism in Sales -- Customer Relationship Management - Staying on the Ball!.
520 _aThis 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.
650 0 _aEconomics.
650 0 _aIndustrial management.
650 0 _aMarketing.
650 1 4 _aEconomics/Management Science.
650 2 4 _aSales/Distribution/Call Center/Customer Service.
650 2 4 _aMarketing.
650 2 4 _aManagement/Business for Professionals.
700 1 _aSchäfer, Heiko.
_eauthor.
700 1 _aSchneider, Janna.
_eauthor.
710 2 _aSpringerLink (Online service)
773 0 _tSpringer eBooks
776 0 8 _iPrinted edition:
_z9783642291685
830 0 _aManagement for Professionals,
_x2192-8096
856 4 0 _uhttp://dx.doi.org/10.1007/978-3-642-29169-2
912 _aZDB-2-SBE
999 _c102979
_d102979