Sales Excellence

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

in Management for Professionals from Springer

Date: 2012
Edition: 2013
ISBN: 978-3-642-29169-2
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Chapters in this book:

Ch 1 The Drive for Systematic Sales Management: The Sales Excellence Approach as a Roadmap

Christian Homburg, Heiko Schäfer and Janna Schneider

Ch 2 Customers: The Focus of the Sales Strategy

Christian Homburg, Heiko Schäfer and Janna Schneider

Ch 3 Competitive Advantages: Quicker, Higher, Farther

Christian Homburg, Heiko Schäfer and Janna Schneider

Ch 4 Sales Channels and Sales Partners: Designing the Route to the Customer

Christian Homburg, Heiko Schäfer and Janna Schneider

Ch 5 Price Policy: The Price Is Right

Christian Homburg, Heiko Schäfer and Janna Schneider

Ch 6 A Framework of Figures for the Sales Strategy: Targets and Resources

Christian Homburg, Heiko Schäfer and Janna Schneider

Ch 7 Sales Organization: Successfully Designing Structures and Processes

Christian Homburg, Heiko Schäfer and Janna Schneider

Ch 8 Planning and Controlling: The Middle Ground Between “Flying Blind” and “Graveyards of Numbers”

Christian Homburg, Heiko Schäfer and Janna Schneider

Ch 9 Personnel Management: The Poor Cousin of Sales

Christian Homburg, Heiko Schäfer and Janna Schneider

Ch 10 Culture in Sales: The Power of Unwritten Laws

Christian Homburg, Heiko Schäfer and Janna Schneider

Ch 11 Basis for Understanding Information Systems

Christian Homburg, Heiko Schäfer and Janna Schneider

Ch 12 The Customer: The Unknown Factor?

Christian Homburg, Heiko Schäfer and Janna Schneider

Ch 13 Competitor Information: Know Your Opponent

Christian Homburg, Heiko Schäfer and Janna Schneider

Ch 14 The Market: Identify Trends at an Early Stage

Christian Homburg, Heiko Schäfer and Janna Schneider

Ch 15 Information About Internal Processes: Sand in the Wheels?

Christian Homburg, Heiko Schäfer and Janna Schneider

Ch 16 CRM and CAS: Signposts in the Information Jungle

Christian Homburg, Heiko Schäfer and Janna Schneider

Ch 17 The Salesperson Personality: Of Know-It-Alls, Socializers and Allrounders

Christian Homburg, Heiko Schäfer and Janna Schneider

Ch 18 Rounding Out Relationship Management: Trade Shows, Call Centers, Internet

Christian Homburg, Heiko Schäfer and Janna Schneider

Ch 19 Customer Retention Management: Making the Customer a “Fan”

Christian Homburg, Heiko Schäfer and Janna Schneider

Ch 20 Key Account Management: The Close Cooperation with Important Customers

Christian Homburg, Heiko Schäfer and Janna Schneider

Ch 21 Relationship Modeling: The Business Relationship Firmly Under Control

Christian Homburg, Heiko Schäfer and Janna Schneider

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

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