Excellence in Sales
Holger Dannenberg and
Dirk Zupancic
in Springer Books from Springer
Date: 2009
ISBN: 978-3-8349-8782-2
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Chapters in this book:
- Ch 1 Introduction: Excellence in sales and customer management
- Holger Dannenberg and Dirk Zupancic
- Ch 2 The top 10 success factors for sales excellence
- Holger Dannenberg and Dirk Zupancic
- Ch 3 Excellence in sales is an issue for the entire company
- Holger Dannenberg and Dirk Zupancic
- Ch 4 The interrelationship of marketing and sales strategies
- Holger Dannenberg and Dirk Zupancic
- Ch 5 Development of successful sales strategies
- Holger Dannenberg and Dirk Zupancic
- Ch 6 Sales strategy information base
- Holger Dannenberg and Dirk Zupancic
- Ch 7 Customer segmentation
- Holger Dannenberg and Dirk Zupancic
- Ch 8 Definition of sales process goals for customer segments
- Holger Dannenberg and Dirk Zupancic
- Ch 9 Designing sales processes
- Holger Dannenberg and Dirk Zupancic
- Ch 10 Management of sales processes
- Holger Dannenberg and Dirk Zupancic
- Ch 11 Sales organisations
- Holger Dannenberg and Dirk Zupancic
- Ch 12 Steering systems
- Holger Dannenberg and Dirk Zupancic
- Ch 13 Management in sales
- Holger Dannenberg and Dirk Zupancic
- Ch 14 Execution of sales work
- Holger Dannenberg and Dirk Zupancic
- Ch 15 Digression: What salespersons can learn from top athletes
- Holger Dannenberg and Dirk Zupancic
- Ch 16 Conclusion and outlook
- Holger Dannenberg and Dirk Zupancic
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprbok:978-3-8349-8782-2
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DOI: 10.1007/978-3-8349-8782-2
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