Logo - springer
Slogan - springer

Springer Gabler - Marketing & Sales | Sales Management Control Strategies in Banking - Strategic Fit and Performance Impact

Sales Management Control Strategies in Banking

Strategic Fit and Performance Impact

Mueller, Florian

2011, XXII, 398p. 50 illus..

Available Formats:
eBook
Information

Springer eBooks may be purchased by end-customers only and are sold without copy protection (DRM free). Instead, all eBooks include personalized watermarks. This means you can read the Springer eBooks across numerous devices such as Laptops, eReaders, and tablets.

You can pay for Springer eBooks with Visa, Mastercard, American Express or Paypal.

After the purchase you can directly download the eBook file or read it online in our Springer eBook Reader. Furthermore your eBook will be stored in your MySpringer account. So you can always re-download your eBooks.

 
$69.99

(net) price for USA

ISBN 978-3-8349-6209-6

digitally watermarked, no DRM

Included Format: PDF

download immediately after purchase


learn more about Springer eBooks

add to marked items

Softcover
Information

Softcover (also known as softback) version.

You can pay for Springer Books with Visa, Mastercard, American Express or Paypal.

Standard shipping is free of charge for individual customers.

 
$89.99

(net) price for USA

ISBN 978-3-8349-2653-1

free shipping for individuals worldwide

The book title is in reprint. You can already preorder it.


add to marked items

Not only have the global financial crisis, a changing regulatory environment, increasing competitive pressure, and changes in customer behavior created an overall difficult environment for banking institutions, but they have also increased the pressure on their sales performance. Based on the results of 300 interviews with sales executives of banks in Germany, Florian Mueller empirically investigates how retail, private, and corporate banking institutions need to set up their sales management control strategy in accordance to their specific environment, business strategy, and organizational characteristics in order to increase performance.

Content Level » Research

Keywords » Banken - Compensation Control - Sales Management Control - Strategisches Management - Vertriebssteuerung

Related subjects » Finanzdienstleistungen - Marketing & Sales

Table of contents 

Banking in Germany; Strategy and Strategic Management; Sales Management Control; Internal and External Influencing Variables; Assessment of the Environmental Influence on Configurations; Investigation of the Performance of Configurations

Popular Content within this publication 

 

Articles

Read this Book on Springerlink

Services for this book

New Book Alert

Get alerted on new Springer publications in the subject area of Marketing.