Competitive Advantages: Quicker, Higher, Farther. . .

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


This chapter addresses the question: “What sales-related competitive advantage is a company striving for?” The chapter continues with a detailed consideration of numerous ways in which sales-related competitive advantages can be achieved, including:
  • Flexibility

  • Speed

  • Quality of customer care

  • Individuality of services

  • Problem-solving ability

  • Image, and

  • Information


Competitive Advantage Service Leadership Sale Representative Sales Activity Leadership Strategy 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


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  2. Porter, M. (1999). Wettbewerbsstrategie: Methoden zur Analyse von Branchen und Konkurrenten (Vol. 10). Frankfurt: Aufl.Google Scholar
  3. Schäfer, H. (2002). Die Erschließung von Kundenpotenzialen durch Cross-Selling – Erfolgsfaktoren für ein produktübergreifendes Beziehungsmanagement. Wiesbaden: Gabler.CrossRefGoogle Scholar
  4. MacMillan, D. (2009). Amazon's Kindle 2: No iPod for Books. BusinessWeek, February 10, 2009.

Copyright information

© Springer-Verlag Berlin Heidelberg 2012

Authors and Affiliations

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

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