Excellence in Sales

Optimising Customer and Sales Management

Authors: Dannenberg, Holger, Zupancic, Dirk

  • Best and worst practices in sales and customer management. With recommendations for implementation

Buy this book

eBook $69.99
price for USA (gross)
  • ISBN 978-3-8349-8782-2
  • Digitally watermarked, DRM-free
  • Included format: PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover $89.99
price for USA
  • ISBN 978-3-8349-1006-6
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
Softcover $89.99
price for USA
  • ISBN 978-3-8349-4656-0
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
About this book

Sales and customer management represent an important success factor for most companies. "Excellence in Sales" presents an integrated management approach for professional sales organisations that reveals the existing optimisation potential and aims at a maximum of efficiency and effectiveness.
Based on a worldwide survey of 747 companies in 14 countries, the authors analyse best and worst practices in sales and customer management. True excellence in sales relies on a set of levers which are explained systematically and in detail. Case studies provide an additional understanding of these levers. Numerous recommendations for implementation show how to improve the overall performance.
"Excellence in Sales" is a must-read for marketing and sales directors, managing directors, sales representatives and key account managers. Instructors and students of management and business administration will find stimulating insights and ideas.
Holger Dannenberg is Managing Partner of the Executive Board of Mercuri International Deutschland GmbH.
Dr. Dirk Zupancic is Professor of Management at Heilbronn Business School, Germany, senior lecturer of business administration and head of the competence centre BtoB Marketing and Sales at the University of St. Gallen, Switzerland.

About the authors

Holger Dannenberg is Managing Partner of the Executive Board of Mercuri International Deutschland GmbH.
Dr. Dirk Zupancic is Professor of Management at Heilbronn Business School, Germany, senior lecturer of business administration and head of the competence centre BtoB Marketing and Sales at the University of St. Gallen, Switzerland.

Table of contents (16 chapters)

  • Introduction: Excellence in sales and customer management

    Dannenberg, Holger (et al.)

    Pages 1-7

  • The top 10 success factors for sales excellence

    Dannenberg, Holger (et al.)

    Pages 9-19

  • Excellence in sales is an issue for the entire company

    Dannenberg, Holger (et al.)

    Pages 21-35

  • The interrelationship of marketing and sales strategies

    Dannenberg, Holger (et al.)

    Pages 37-57

  • Development of successful sales strategies

    Dannenberg, Holger (et al.)

    Pages 59-71

Buy this book

eBook $69.99
price for USA (gross)
  • ISBN 978-3-8349-8782-2
  • Digitally watermarked, DRM-free
  • Included format: PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover $89.99
price for USA
  • ISBN 978-3-8349-1006-6
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
Softcover $89.99
price for USA
  • ISBN 978-3-8349-4656-0
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
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Bibliographic Information

Bibliographic Information
Book Title
Excellence in Sales
Book Subtitle
Optimising Customer and Sales Management
Authors
Copyright
2009
Publisher
Gabler Verlag
Copyright Holder
Gabler Verlag | Springer Fachmedien Wiesbaden GmbH, Wiesbaden
eBook ISBN
978-3-8349-8782-2
DOI
10.1007/978-3-8349-8782-2
Hardcover ISBN
978-3-8349-1006-6
Softcover ISBN
978-3-8349-4656-0
Edition Number
1
Number of Pages
XXI, 233
Topics