A Framework of Figures for the Sales Strategy: Targets and Resources

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

Chapter 6 in Sales Excellence, 2012, pp 83-90 from Springer

Abstract: Abstract While the previous chapters to this point relate to the “how” of market development, this chapter begins to introduce more quantitative tools to help the sales manager understand how his or her sales organization is currently performing and how it is progressing over time.

Keywords: Sales Strategy; Customer Portfolio Analysis; Direct Customer; Planned-actual Comparisons; Aggressive Pricing Policy (search for similar items in EconPapers)
Date: 2012
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DOI: 10.1007/978-3-642-29169-2_6

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