Overview
- Authors:
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Holger Dannenberg
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Dirk Zupancic
- Best and worst practices in sales and customer management.
- With recommendations for implementation
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Table of contents (16 chapters)
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- Holger Dannenberg, Dirk Zupancic
Pages 1-7
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- Holger Dannenberg, Dirk Zupancic
Pages 9-19
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- Holger Dannenberg, Dirk Zupancic
Pages 21-35
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- Holger Dannenberg, Dirk Zupancic
Pages 37-57
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- Holger Dannenberg, Dirk Zupancic
Pages 59-71
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- Holger Dannenberg, Dirk Zupancic
Pages 73-83
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- Holger Dannenberg, Dirk Zupancic
Pages 85-93
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- Holger Dannenberg, Dirk Zupancic
Pages 95-100
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- Holger Dannenberg, Dirk Zupancic
Pages 101-127
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- Holger Dannenberg, Dirk Zupancic
Pages 129-139
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- Holger Dannenberg, Dirk Zupancic
Pages 141-164
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- Holger Dannenberg, Dirk Zupancic
Pages 165-194
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- Holger Dannenberg, Dirk Zupancic
Pages 195-208
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- Holger Dannenberg, Dirk Zupancic
Pages 209-220
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- Holger Dannenberg, Dirk Zupancic
Pages 221-223
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- Holger Dannenberg, Dirk Zupancic
Pages 225-225
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Back Matter
Pages 227-232
About this book
Successful companies focus on different aspects of their business. Some focus on the strength of their brand. Others focus on technological product innovations, develop into “solution providers” or commit themselves to commodity, high-volume bu- nesses. Other companies open international markets. Personal sales relationships with the customer play a decisive role in all of the stra- gies. The sales department does not merely assume the role of a mediator between suppliers and customers: it actively creates added value for customers. It adds value for customers through consultation, special offers and projects, and it coordinates the performance of the company. It negotiates fair prices. It also receives support from the numerous e-marketing, classical advertising, direct marketing, telephone marketing, trade fairs and events channels.In addition it draws on comprehensive research rega- ing the customer. Sophisticated corporate strategies only function when the sales department utilises them in interacting with key customers. Any successful market implementation begins with the sales department.
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.
