TBM for Technical Sales: Case Study Manufacturing Industry

Uwe G. Seebacher

Chapter 13 in Template-based Management, 2021, pp 213-232 from Springer

Abstract: Abstract This case study shows how TBM was used as part of a new sales strategy deployment to leverage external salesforce in the area of technical sales. The objective was to realize low-cost quick wins and therefore a fast and powerful process for the entire global external salesforce in the sense of the sales partners such as agents and distributors was required. After only few months this TBM for Technical Sales showed impressive results and can therefore be considered as a blueprint for all small and medium-sized enterprises on how to leverage their entire external salesforce.

Date: 2021
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Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-030-56611-1_13

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DOI: 10.1007/978-3-030-56611-1_13

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