The Market: Identify Trends at an Early Stage

Christian Homburg (), Heiko Schäfer () and Janna Schneider ()
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Christian Homburg: Universität Mannheim

Chapter 14 in Sales Excellence, 2012, pp 197-199 from Springer

Abstract: Abstract The focus here is on the identification of change and trends in the marketplace, representing an essential skill for any sales organization. The authors develop a model that considers change-related information in five different areas: The company’s own position in the market under review, Competitor behavior in the market under review, Customer behavior, General market characteristics, and Other environmental factors. As in other sections of the book, the authors lay out detailed approaches to tackling this information challenge.

Keywords: Customer Behavior; Competitor Behavior; Virtual Store; Truck Transportation; Sales Region (search for similar items in EconPapers)
Date: 2012
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Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-642-29169-2_14

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DOI: 10.1007/978-3-642-29169-2_14

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