Sales Excellence

Systematic Sales Management

  • Christian Homburg
  • Heiko Schäfer
  • Janna Schneider
Part of the Management for Professionals book series (MANAGPROF)

Table of contents

  1. Front Matter
    Pages i-xx
  2. Introduction

    1. Front Matter
      Pages 1-1
    2. Christian Homburg, Heiko Schäfer, Janna Schneider
      Pages 3-22
  3. Sales Strategy – Setting the Fundamental Course

    1. Front Matter
      Pages 23-25
    2. Christian Homburg, Heiko Schäfer, Janna Schneider
      Pages 27-39
    3. Christian Homburg, Heiko Schäfer, Janna Schneider
      Pages 41-44
    4. Christian Homburg, Heiko Schäfer, Janna Schneider
      Pages 45-59
    5. Christian Homburg, Heiko Schäfer, Janna Schneider
      Pages 61-81
    6. Christian Homburg, Heiko Schäfer, Janna Schneider
      Pages 83-90
  4. Sales Management – Designing Structures and Processes, Managing People and Living the Culture

    1. Front Matter
      Pages 91-91
    2. Christian Homburg, Heiko Schäfer, Janna Schneider
      Pages 93-110
    3. Christian Homburg, Heiko Schäfer, Janna Schneider
      Pages 117-138
    4. Christian Homburg, Heiko Schäfer, Janna Schneider
      Pages 139-151
  5. Information Management as the Key to Professionalism in Sales

    1. Front Matter
      Pages 153-154
    2. Christian Homburg, Heiko Schäfer, Janna Schneider
      Pages 155-160
    3. Christian Homburg, Heiko Schäfer, Janna Schneider
      Pages 161-191
    4. Christian Homburg, Heiko Schäfer, Janna Schneider
      Pages 193-196
    5. Christian Homburg, Heiko Schäfer, Janna Schneider
      Pages 197-199
    6. Christian Homburg, Heiko Schäfer, Janna Schneider
      Pages 201-203

About this book

Introduction

This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization’s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples,  that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.

Keywords

Customer Relationship Management Personal Selling Sales Sales Force Management Sales Management

Authors and affiliations

  • Christian Homburg
    • 1
  • Heiko Schäfer
    • 2
  • Janna Schneider
    • 3
  1. 1.Lehrstuhl für ABWL und, Marketing IUniversität MannheimMannheimGermany
  2. 2.MünchenGermany
  3. 3.GanderkeseeGermany

Bibliographic information

  • DOI https://doi.org/10.1007/978-3-642-29169-2
  • Copyright Information Springer-Verlag Berlin Heidelberg 2012
  • Publisher Name Springer, Berlin, Heidelberg
  • eBook Packages Business and Economics
  • Print ISBN 978-3-642-29168-5
  • Online ISBN 978-3-642-29169-2
  • Series Print ISSN 2192-8096
  • Series Online ISSN 2192-810X
  • About this book