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Team Selling

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Führung von Vertriebsorganisationen

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Zusammenfassung

Heiko Frenzen schreibt über Team Selling. Dabei beleuchtet er Bedeutung und Formen ebenso wie Erfolgsfaktoren und entwirft ein konzeptionelles Modell des Erfolgs von Team Selling. Abschließend präsentiert er empirische Ergebnisse zu den Erfolgsfaktoren von Vertriebsteams.

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Author information

Authors and Affiliations

  1. Aston Business School, Aston Triangle, B47ET, Birmingham, Großbritannien

    Heiko Frenzen

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  1. Heiko Frenzen
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Correspondence to Heiko Frenzen .

Editor information

Editors and Affiliations

  1. Nordakademie - Hochschule der Wirtschaft, Elmshorn, Germany

    Lars Binckebanck

  2. Nordakademie - Hochschule der Wirtschaft, Elmshorn, Schleswig-Holstein, Germany

    Ann-Kristin Hölter

  3. Vertriebsentwicklung mit Kultur, Hamburg, Germany

    Alexander Tiffert

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Frenzen, H. (2013). Team Selling. In: Binckebanck, L., Hölter, AK., Tiffert, A. (eds) Führung von Vertriebsorganisationen. Springer Gabler, Wiesbaden. https://doi.org/10.1007/978-3-658-01830-6_8

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  • DOI: https://doi.org/10.1007/978-3-658-01830-6_8

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  • Publisher Name: Springer Gabler, Wiesbaden

  • Print ISBN: 978-3-658-01829-0

  • Online ISBN: 978-3-658-01830-6

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