Overview
- Provides a structured and insightful way for managers of all levels to rethink their sales organizations in a way that should generate stronger customer relationships, a more energized sales force, and superior company performance
- Presents an approach that has been successfully applied in companies across various sectors
- Covers all essential facets of professional sales management
- Offers checklists for all aspects of sales management is based on a sound academic foundation
- Includes supplementary material: sn.pub/extras
Part of the book series: Management for Professionals (MANAGPROF)
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Table of contents (21 chapters)
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Front Matter
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Introduction
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Front Matter
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Sales Strategy – Setting the Fundamental Course
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Front Matter
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Sales Management – Designing Structures and Processes, Managing People and Living the Culture
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Front Matter
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Information Management as the Key to Professionalism in Sales
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Front Matter
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Keywords
About this book
Reviews
From the reviews:
“This book covers all the topics that are relevant for the daily tasks of a Sales Manager. It is more relevant … not only for experienced managers but also for managers who are still looking for their appropriate style. … Sales Excellence is a must read for sales managers from the top down to the first line. The book does a great job of segmenting the important aspects of the things you can control as a manager.” (inspireandaction.wordpress.com, 2013)
A systematic approach to sales is an essential component for the success of a company. The “Sales Excellence-Approach” is extensive, without being complicated, and pleasantly practically oriented.
Uwe Raschke
Member of the Board of Management, Robert Bosch GmbH
“Only those who manage their sales systematically will have long term success. This is especially true for retail banking. The Sales Excellence concept is a scientific approach that is oriented practically.”
Rainer Neske
Member of the Management Board and Head of Private and Business Clients, Deutsche Bank AG
Sales, too, must contribute to increase the company value. The productivity of using resources within sales becomes more and more important. Sales Excellence represents an outstanding help in making sales management more systematic.
Achim Berg
Chairman of the Management, Microsoft AG Germany and Area Vice President International
Control and managing sales without destroying necessary intuition or improvisation represents a great challenge. However, this can be achieved with the help of the approach presented here.
Hans W. Reiners
President of the Division Styrol-Synthetics BASF AG
Authors and Affiliations
About the authors
Professor Dr. Dr. h.c. Christian Homburg is Director of the Institute for Market-oriented Management at the University of Mannheim. He is also Chair of the Advisory Board of Professor Homburg & Partner, an internationally operating management consulting firm. Professor Homburg is the author of numerous publications and a regular speaker at various conferences.
Dr. Heiko Schäfer was a research assistant at Professor Homburg's chair and a freelance corporate consultant. After having worked for several years as a corporate consultant at a renowned American consulting firm, he is now head of the strategy-global operations department at adidas.
Dr. Janna Schneider was a research assistant at Professor Homburg's chair. Today, she is head of the marketing and international sales department at AHS Prüfungstechnik, an international mechanical engineering company.
Bibliographic Information
Book Title: Sales Excellence
Book Subtitle: Systematic Sales Management
Authors: Christian Homburg, Heiko Schäfer, Janna Schneider
Series Title: Management for Professionals
DOI: https://doi.org/10.1007/978-3-642-29169-2
Publisher: Springer Berlin, Heidelberg
eBook Packages: Business and Economics, Business and Management (R0)
Copyright Information: Springer-Verlag Berlin Heidelberg 2012
Hardcover ISBN: 978-3-642-29168-5Published: 01 September 2012
Softcover ISBN: 978-3-642-43375-7Published: 15 October 2014
eBook ISBN: 978-3-642-29169-2Published: 24 October 2012
Series ISSN: 2192-8096
Series E-ISSN: 2192-810X
Edition Number: 1
Number of Pages: XX, 316
Topics: Sales/Distribution, Marketing, Management