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Sales Excellence - Systematic Sales Management

Sales Excellence - Systematic Sales Management

Christian Homburg, Heiko Schäfer, Janna Schneider

 

Verlag Springer-Verlag, 2012

ISBN 9783642291692 , 316 Seiten

Format PDF, OL

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69,54 EUR


 

Sales Excellence

4

Systematic Sales Management

4

Foreword

6

Contents

10

List of Figures

14

List of Tables

20

Part I: Introduction

22

Part II: Sales Strategy: Setting the Fundamental Course

43

Part III: Sales Management: Designing Structures and Processes, Managing People and Living the Culture

107

Part IV: Information Management as the Key to Professionalism in Sales

167

Part V: Customer Relationship Management: Staying on the Ball!

225

Epilogue

296

The Authors

299

Bibliography

301

Index

313