Detailansicht
Excellence in Sales
Optimising Customer and Sales Management
ISBN/EAN: 9783834946560
Umbreit-Nr.: 7804210
Sprache:
Englisch
Umfang: XXI, 233 S.
Format in cm:
Einband:
kartoniertes Buch
Erschienen am 07.11.2014
Auflage: 1/2014
- Zusatztext
- Successful companies focus on different aspects of their business. Some focus on the strength of their brand. Others focus on technological product innovations, develop into solution providers or commit themselves to commodity, high-volume bu- nesses. Other companies open international markets. Personal sales relationships with the customer play a decisive role in all of the stra- gies. The sales department does not merely assume the role of a mediator between suppliers and customers: it actively creates added value for customers. It adds value for customers through consultation, special offers and projects, and it coordinates the performance of the company. It negotiates fair prices. It also receives support from the numerous e-marketing, classical advertising, direct marketing, telephone marketing, trade fairs and events channels.In addition it draws on comprehensive research rega- ing the customer. Sophisticated corporate strategies only function when the sales department utilises them in interacting with key customers. Any successful market implementation begins with the sales department.
- Kurztext
- Best and worst practices in sales and customer management.With recommendations for implementation
- Autorenportrait
- Holger Dannenberg is Managing Partner of the Executive Board of Mercuri International Deutschland GmbH. Dr. Dirk Zupancic is Professor of Management at Heilbronn Business School, Germany, senior lecturer of business administration and head of the competence centre BtoB Marketing and Sales at the University of St. Gallen, Switzerland.
- Schlagzeile
- Best and worst practices in sales and customer management