دانلود کتاب Sales Excellence: Systematic Sales Management

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Front Matter....Pages i-xx
Front Matter....Pages 1-1
The Drive for Systematic Sales Management: The Sales Excellence Approach as a Roadmap....Pages 3-22
Front Matter....Pages 23-25
Customers: The Focus of the Sales Strategy....Pages 27-39
Competitive Advantages: Quicker, Higher, Farther. . .....Pages 41-44
Sales Channels and Sales Partners: Designing the Route to the Customer....Pages 45-59
Price Policy: The Price Is Right. . .....Pages 61-81
A Framework of Figures for the Sales Strategy: Targets and Resources....Pages 83-90
Front Matter....Pages 91-91
Sales Organization: Successfully Designing Structures and Processes....Pages 93-110
Planning and Controlling: The Middle Ground Between “Flying Blind” and “Graveyards of Numbers”....Pages 111-116
Personnel Management: The Poor Cousin of Sales....Pages 117-138
Culture in Sales: The Power of Unwritten Laws....Pages 139-151
Front Matter....Pages 153-154
Basis for Understanding Information Systems....Pages 155-160
The Customer: The Unknown Factor?....Pages 161-191
Competitor Information: Know Your Opponent....Pages 193-196
The Market: Identify Trends at an Early Stage....Pages 197-199
Information About Internal Processes: Sand in the Wheels?....Pages 201-203
CRM and CAS: Signposts in the Information Jungle....Pages 205-213
Front Matter....Pages 215-216
The Salesperson Personality: Of Know-It-Alls, Socializers and Allrounders....Pages 217-235
Rounding Out Relationship Management: Trade Shows, Call Centers, Internet....Pages 237-249
Customer Retention Management: Making the Customer a “Fan”....Pages 251-269
Key Account Management: The Close Cooperation with Important Customers....Pages 271-279
Front Matter....Pages 215-216
Relationship Modeling: The Business Relationship Firmly Under Control....Pages 281-289
Back Matter....Pages 291-312