Sales Management Control Strategies in Banking

Strategic Fit and Performance Impact

Authors: Mueller, Florian

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About this book

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.

About the authors

Dr. Florian Mueller conducted his doctoral studies under the supervision of Prof. Dr. Andreas Hackethal at the European Business School, Oestrich-Winkel. He works for an international management consultancy in Munich.

Table of contents (7 chapters)

Buy this book

eBook $84.99
price for USA (gross)
  • ISBN 978-3-8349-6209-6
  • Digitally watermarked, DRM-free
  • Included format: PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Softcover $109.00
price for USA
  • ISBN 978-3-8349-2653-1
  • Free shipping for individuals worldwide
  • This title is currently reprinting. You can pre-order your copy now.
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Bibliographic Information

Bibliographic Information
Book Title
Sales Management Control Strategies in Banking
Book Subtitle
Strategic Fit and Performance Impact
Authors
Copyright
2011
Publisher
Gabler Verlag
Copyright Holder
Gabler Verlag | Springer Fachmedien Wiesbaden GmbH, Wiesbaden
eBook ISBN
978-3-8349-6209-6
DOI
10.1007/978-3-8349-6209-6
Softcover ISBN
978-3-8349-2653-1
Edition Number
1
Number of Pages
XXII, 398
Number of Illustrations and Tables
50 b/w illustrations
Topics