Sales Excellence Systematic Sales Management
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
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For further volumes: http://www.springer.com/series/10101
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Christian Homburg • Heiko Scha¨fer • Janna Schneider
Sales Excellence Systematic Sales Management
Prof. Dr. mult. Christian Homburg Lehrstuhl f€ur ABWL und Marketing I Universit€at Mannheim Mannheim Germany
Dr. Heiko Sch€afer M€unchen Germany
Dr. Janna Schneider Ganderkesee Germany
ISSN 2192-8096 ISSN 2192-810X (electronic) ISBN 978-3-642-29168-5 ISBN 978-3-642-29169-2 (eBook) DOI 10.1007/978-3-642-29169-2 Springer Heidelberg New York Dordrecht London Library of Congress Control Number: 2012945912 # Springer-Verlag Berlin Heidelberg 2012 This work is subject to copyright. All rights are reserved by the Publisher, whether the whole or part of the material is concerned, specifically the rights of translation, reprinting, reuse of illustrations, recitation, broadcasting, reproduction on microfilms or in any other physical way, and transmission or information storage and retrieval, electronic adaptation, computer software, or by similar or dissimilar methodology now known or hereafter developed. Exempted from this legal reservation are brief excerpts in connection with reviews or scholarly analysis or material supplied specifically for the purpose of being entered and executed on a computer system, for exclusive use by the purchaser of the work. Duplication of this publication or parts thereof is permitted only under the provisions of the Copyright Law of the Publisher’s location, in its current version, and permission for use must always be obtained from Springer. Permissions for use may be obtained through RightsLink at the Copyright Clearance Center. Violations are liable to prosecution under the respective Copyright Law. The use of general descriptive names, registered names, trademarks, service marks, etc. in this publication does not imply, even in the absence of a specific statement, that such names are exempt from the relevant protective laws and regulations and therefore free for general use. While the advice and information in this book are believed to be true and accurate at the date of publication, neither the authors nor the editors nor the publisher can accept any legal responsibility for any errors or omissions that may be made. The publisher makes no warranty, express or implied, with respect to the material contained herein. Printed on acid-free paper Springer is part of Springer ScienceþBusiness Media (www.springer.com)
Foreword
This book is intended for sales managers. There is no doubt that in most sectors, sales is facing major changes and that many companies have an enormous need to professionalize in this area. While systematic productivity management has been a mainstay in the internal divisions of companies for years, we still find that there is a “go-getter” culture in the sales divisions of many companies: Improvisation and intuition are emphasized, while systematic analysis and decision-making are, at best, accepted as irksome duties. To avoid any misunderstanding at this point, let us stress that sales success undoubte
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