Designing sales processes

Holger Dannenberg and Dirk Zupancic

Chapter 9 in Excellence in Sales, 2009, pp 101-127 from Springer

Abstract: Abstract The definition of detailed targets for the retention, expansion or acquisition of new customers is a basic requirement for systematic sales work. These targets must then be used to drive concrete activities that combine to create different sales processes. Because sales personnel can only perform and sales managers can only manage concrete activities.

Keywords: Customer Requirement; Customer Relationship; Customer Retention; Sales Employee; Target Customer (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_9

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

DOI: 10.1007/978-3-8349-8782-2_9

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 ().