Sales Excellence
E-Book
Sales Excellence
Professor Dr. Dr. h.c. Christian Homburg is Director of the Institute for Market-oriented Management at the University of Mannheim. He is also Chair of the Advisory Board of Professor Homburg & Partner, an internationally operating management consulting firm. Professor Homburg is the author of numerous publications and a regular speaker at various conferences.
Dr. Heiko Schäfer was a research assistant at Professor Homburg's chair and a freelance corporate consultant. After having worked for several years as a corporate consultant at a renowned American consulting firm, he is now head of the strategy-global operations department at adidas.
Dr. Janna Schneider was a research assistant at Professor Homburg's chair. Today, she is head of the marketing and international sales department at AHS Prüfungstechnik, an international mechanical engineering company.
1;Sales Excellence;4 2;Systematic Sales Management;4 3;Foreword;6 4;Contents;10 5;List of Figures;14 6;List of Tables;20 7;Part I: Introduction;22 8;Part II: Sales Strategy: Setting the Fundamental Course;43 9;Part III: Sales Management: Designing Structures and Processes, Managing People and Living the Culture;107 10;Part IV: Information Management as the Key to Professionalism in Sales;167 11;Part V: Customer Relationship Management: Staying on the Ball!;225 12;Epilogue;296 13;The Authors;299 14;Bibliography;301 15;Index;313
Homburg, Christian
Schäfer, Heiko
Schneider, Janna
| ISBN | 9783642291692 |
|---|---|
| Artikelnummer | 9783642291692 |
| Medientyp | E-Book - PDF |
| Auflage | 2. Aufl. |
| Copyrightjahr | 2012 |
| Verlag | Springer-Verlag |
| Umfang | 316 Seiten |
| Abbildungen | w. 109 ill., 7 col. ill. |
| Sprache | Englisch |
| Kopierschutz | Digitales Wasserzeichen |
