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Performance Management

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Vertriebsmanagement

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Zusammenfassung

Performance Management umfasst alle Aktivitäten, mit denen der wirtschaftliche Erfolg von Maßnahmen im Vertriebsmanagement gemessen und verbessert werden kann. Das Performance-Management folgt dabei dem klassischen Ablauf eines Managementprozesses (Macharzina und Wolf 2008) beginnend mit der Analyse des Problems, aus der eine Planung abgeleitet wird, die dann geeignet umzusetzen ist. Danach vergleicht man die Ergebnisse mit seiner Planung, um Schwachstellen aufzudecken oder Fehler in den Planungsannahmen aufzudecken.

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Authors and Affiliations

  1. Wissenschaftliche Hochschule für Logistik, Kühne Logistics University – The KLU, Hamburg, Deutschland

    Prof. Dr. Dr. h. c. Sönke Albers

  2. Institut für Marketing, Universität Münster, Münster, Deutschland

    Prof. Dr. Manfred Krafft

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Albers, S., Krafft, M. (2013). Performance Management. In: Vertriebsmanagement. Springer Gabler, Wiesbaden. https://doi.org/10.1007/978-3-8349-3663-9_6

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