Excellence in sales is an issue for the entire company

Holger Dannenberg and Dirk Zupancic

Chapter 3 in Excellence in Sales, 2009, pp 21-35 from Springer

Abstract: Abstract Excellence in sales and customer management are not matters that solely concern sales employees. There is hardly a department that does not contribute towards the success of sales. The times are long past in which selling products and services was exclusively the task of the sales department. Today, there are numerous levels of contact that can have a considerable effect on sales success, between companies and customers outside sales. Thus every department and every employee within a company is directly or indirectly responsible for achieving excellence in sales (Briody 2007, p.36).

Keywords: Senior Management; Customer Relationship Management; Corporate Strategy; Internal Image; Entire Company (search for similar items in EconPapers)
Date: 2009
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-8349-8782-2_3

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DOI: 10.1007/978-3-8349-8782-2_3

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