Overview
- Contains numerous practical tips and tricks from experienced interim managers
- Includes concrete case studies and useful checklists
- Offers crucial guidance on strategic sales management for entrepreneurs and executives
Part of the book series: Future of Business and Finance (FBF)
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Table of contents (14 chapters)
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Front Matter
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Back Matter
Keywords
About this book
Sales is a CEO's job, or at least it should be. But many entrepreneurs and managers come from other disciplines such as legal, production or product marketing – or they may have inherited the business. In most companies, a sales director is responsible for the operational management of the sales department. However, sales also need to be considered strategically, in terms of the business, the products or even the target market, for which many entrepreneurs or sales managers unfortunately lack the time or even the knowledge.
In this book, experienced interim managers reveal the most important and necessary strategic methods and approaches to maintain and lead competitiveness for years to come. Readers will benefit from the first-hand insights of prominent and internationally experienced interim managers such as Ulvi Aydin, Uwe Brüggemann, Michael Eckardt, Ulrich Girrbach, Elmar Gorich, Ralf Komor, Peter Kuhle, Siegfried Lettmann, Thomas Mertens, Stephan Rohe, Rainer Simmoleit and Stefan Zeiss. Practitioners and MBA students in particular will benefit from these insights into what makes strategic sales management successful.
Editors and Affiliations
About the editor
Peter Buchenau was an interim manager for more than a decade, including five years as a strategic sales manager in several medium-sized companies in Germany and abroad. He has also been active in the international market for 30 years as an executive, sparring partner and speaker with a focus on human leadership intelligence, personal development and corporate health. He is the author of several books, a series editor and a lecturer at several universities. He also performs on stage as a revue artist.
Bibliographic Information
Book Title: Strategic Sales Management
Book Subtitle: Insights and Guidance from Top Interim Managers
Editors: Peter Buchenau
Series Title: Future of Business and Finance
DOI: https://doi.org/10.1007/978-3-031-40605-8
Publisher: Springer Cham
eBook Packages: Business and Management, Business and Management (R0)
Copyright Information: The Editor(s) (if applicable) and The Author(s), under exclusive license to Springer Nature Switzerland AG 2023
Hardcover ISBN: 978-3-031-40604-1Published: 02 October 2023
Softcover ISBN: 978-3-031-40607-2Due: 31 October 2023
eBook ISBN: 978-3-031-40605-8Published: 29 September 2023
Series ISSN: 2662-2467
Series E-ISSN: 2662-2475
Edition Number: 1
Number of Pages: XXIII, 155
Number of Illustrations: 18 b/w illustrations, 36 illustrations in colour
Topics: Sales/Distribution, Business Strategy/Leadership, Organization