Abstract
While the previous chapters to this point relate to the “how” of market development, this chapter begins to introduce more quantitative tools to help the sales manager understand how his or her sales organization is currently performing and how it is progressing over time.
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References
Albers, S. (2002a). Wie die optimale Außendienstgröße bestimmt werden kann. In S. Albers (Hrsg.), Verkaufsaußendienst: Planung – Steuerung – Kontrolle. Düsseldorf: Symposion.
Albers, S. (2002b). Besuchsplanung. In S. Albers (Hrsg.), Verkaufsaußendienst: Planung – Steuerung – Kontrolle (pp. 173–195). Düsseldorf: Symposion.
Kuhlmann, E. (2001). Industrielles Vertriebsmanagement. München: Vahlen.
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© 2012 Springer-Verlag Berlin Heidelberg
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Homburg, C., Schäfer, H., Schneider, J. (2012). A Framework of Figures for the Sales Strategy: Targets and Resources. In: Sales Excellence. Management for Professionals. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-29169-2_6
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DOI: https://doi.org/10.1007/978-3-642-29169-2_6
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Online ISBN: 978-3-642-29169-2
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