Sales Management

Claus Tintelnot ()

Chapter Chapter 3 in Integrated Product and Sales Management in B2B, 2023, pp 149-242 from Springer

Abstract: Abstract Selling is one of the most exciting activities in business. Sales is the company’s “eyes and ears” watching and listening to the customers. Sales management does many tasks in B2B business that without coordinated cooperation with product management and other departments cannot be fulfilled. In this chapter it becomes clear that sales engineers have to maintain personal contact with customers. This is the only way that they can know their customers’ current and future needs. A digital “backbone” consisting of systems with analytics and AI is important. Customers need to be provided with information at digital touchpoints.

Date: 2023
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-658-42227-1_3

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DOI: 10.1007/978-3-658-42227-1_3

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