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Planning and Controlling: The Middle Ground Between “Flying Blind” and “Graveyards of Numbers”

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Sales Excellence

Part of the book series: Management for Professionals ((MANAGPROF))

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Abstract

While the earlier sections of this book focus on the development of a well-conceived sales strategy which defines target customers, this chapter focuses on operational sales planning on an annual cycle, which is essential for effective implementation. Thus, this chapter considers planning in a very adaptive and dynamic way to maximize sales organization effectiveness. In addition to providing details on each of these planning steps, this chapter offers broader considerations in sales management and control that should engage all managerial levels.

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References

  • Homburg, Ch., & Schenkel, B. (2005). Planning Excellence. Arbeitspapier (M101) des Instituts für Marktorientierte Unternehmensführung (IMU) an der Universität Mannheim, Mannheim.

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Author information

Authors and Affiliations

  1. Lehrstuhl für ABWL und Marketing I, Universität Mannheim, Mannheim, Germany

    Prof. Dr. mult. Christian Homburg

  2. München, Germany

    Dr. Heiko Schäfer

  3. Ganderkesee, Germany

    Dr. Janna Schneider

Authors
  1. Prof. Dr. mult. Christian Homburg
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  2. Dr. Heiko Schäfer
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  3. Dr. Janna Schneider
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Corresponding author

Correspondence to Christian Homburg .

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© 2012 Springer-Verlag Berlin Heidelberg

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Homburg, C., Schäfer, H., Schneider, J. (2012). Planning and Controlling: The Middle Ground Between “Flying Blind” and “Graveyards of Numbers”. In: Sales Excellence. Management for Professionals. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-29169-2_8

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