Sales Excellence : Systematic Sales Management Hardback
by Christian Homburg, Heiko Schafer, Janna Schneider
Part of the Management for Professionals series
Hardback
Description
This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice.
This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function.
The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market.
A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time.
This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.
Information
-
Out of stock
- Format:Hardback
- Pages:316 pages, XX, 316 p.
- Publisher:Springer-Verlag Berlin and Heidelberg GmbH & Co. K
- Publication Date:01/09/2012
- Category:
- ISBN:9783642291685
Other Formats
- PDF from £46.74
Information
-
Out of stock
- Format:Hardback
- Pages:316 pages, XX, 316 p.
- Publisher:Springer-Verlag Berlin and Heidelberg GmbH & Co. K
- Publication Date:01/09/2012
- Category:
- ISBN:9783642291685
