Digression: What salespersons can learn from top athletes

Holger Dannenberg and Dirk Zupancic

Chapter 15 in Excellence in Sales, 2009, pp 221-223 from Springer

Abstract: Abstract Now let us indulge in a small digression. As we worked on this book we became aware of a number of parallels between excellence in sales and customer management, and excellence in sports. We subsequently examined this subject in more detail. One of the German Mercuri consultants and trainers, Christian Schulte, had played in the German national hockey team for many years, winning two world championships as well as a bronze medal at the Olympic Games in Athens. He helped us to transfer the principles of top athletes to salespersons.

Keywords: Olympic Game; World Championship; Customer Management; Competition Planning; Bronze Medal (search for similar items in EconPapers)
Date: 2009
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-8349-8782-2_15

Ordering information: This item can be ordered from
http://www.springer.com/9783834987822

DOI: 10.1007/978-3-8349-8782-2_15

Access Statistics for this chapter

More chapters in Springer Books from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().