Steering systems

Holger Dannenberg and Dirk Zupancic

Chapter 12 in Excellence in Sales, 2009, pp 165-194 from Springer

Abstract: Abstract The next step towards excellence in sales and customer management is designing the steering systems. Compared to many other employees within the company, sales employees generally have a high degree of decision-making leeway when carrying out their work. Companies generally expect sales employees to spend the majority of their time visiting customers. This is automatically associated with a certain lack of awareness regarding where the employees really are, exactly what they doing, and how long they take to do it. As a result, companies need steering methods. Professional steering approaches ensure that sales employees are focused on the targets and conform to the company strategy.

Keywords: Intrinsic Motivation; Customer Relationship Management; Steering System; Sales Work; 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_12

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DOI: 10.1007/978-3-8349-8782-2_12

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