Introduction: Excellence in sales and customer management

Holger Dannenberg and Dirk Zupancic

Chapter 1 in Excellence in Sales, 2009, pp 1-7 from Springer

Abstract: Abstract Mercuri International, as the leading European sales consultation and training company, carried out one of the major international studies into success factors for excellence in sales together with the Institute of Marketing and Retailing from the University of St. Gallen in Autumn 2006. On the basis of this study we identified how companies can achieve excellence in sales and customer management.

Keywords: Trade Fair; Success Factor; Sales Management; Sales Department; Customer Management (search for similar items in EconPapers)
Date: 2009
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-8349-8782-2_1

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DOI: 10.1007/978-3-8349-8782-2_1

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