Sales organisations

Holger Dannenberg and Dirk Zupancic

Chapter 11 in Excellence in Sales, 2009, pp 141-164 from Springer

Abstract: Abstract The sales organisation is a topic that has been covered previously, and in depth (Belz 1996, p. 216). We will concentrate on what we consider to be the most important control point for optimisation.

Keywords: Call Centre; Sales Force; Customer Segment; Customer Retention; Sales Employee (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_11

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DOI: 10.1007/978-3-8349-8782-2_11

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