Sales Channel Management: A Low-Cost Quick Win Showcase for External Salesforce Excellence

Klara Gölles () and Uwe G. Seebacher ()

Chapter 29 in B2B Marketing, 2021, pp 665-684 from Springer

Abstract: Abstract This case study shows how B2B marketing can use a modern MarTech infrastructure for sales channel management in coordination with the sales department in the short term and with a high turnover. This important sales channel is hardly or not at all handled by most B2B marketing departments, although especially in this area enormous potentials in terms of so-called “low hanging fruits” can be realized. The project is presented and described in terms of content. The article deals with challenges as well as pitfalls and problem areas in detail. The case study makes it possible to set up a modern Sales Channel Management 4.0 easily and effectively.

Date: 2021
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Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-030-54292-4_29

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DOI: 10.1007/978-3-030-54292-4_29

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