Strategic sales management : insights and guidance from top interim managers / Peter Buchenau, editor.
Buchenau, Peter, editor.
2023
HF5438.4
Available Online

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Title Strategic sales management : insights and guidance from top interim managers / Peter Buchenau, editor.
Uniform Title Chefsache Strategisches Vertriebsmanagement. English
ISBN 9783031406058 (electronic bk.)
3031406052 (electronic bk.)
9783031406041
3031406044
DOI https://doi.org/10.1007/978-3-031-40605-8
Published Cham, Switzerland : Springer, 2023.
Language English
Description 1 online resource (xxiii, 155 pages) : illustrations (some color).
Other Standard Identifiers 10.1007/978-3-031-40605-8 doi
Call Number HF5438.4
Dewey Decimal Classification 658.8/1
Summary Sales is a CEO's job, or at least it should be. But many entrepreneurs and managers come from other disciplines such as legal, production or product marketing -- or they may have inherited the business. In most companies, a sales director is responsible for the operational management of the sales department. However, sales also need to be considered strategically, in terms of the business, the products or even the target market, for which many entrepreneurs or sales managers unfortunately lack the time or even the knowledge. In this book, experienced interim managers reveal the most important and necessary strategic methods and approaches to maintain and lead competitiveness for years to come. Readers will benefit from the first-hand insights of prominent and internationally experienced interim managers such as Ulvi Aydin, Uwe Brüggemann, Michael Eckardt, Ulrich Girrbach, Elmar Gorich, Ralf Komor, Peter Kuhle, Siegfried Lettmann, Thomas Mertens, Stephan Rohe, Rainer Simmoleit and Stefan Zeiss. Practitioners and MBA students in particular will benefit from these insights into what makes strategic sales management successful.
Access Note Access limited to authorized users.
Source of Description Online resource; title from PDF title page (SpringerLink, viewed October 10, 2023).
Added Author Buchenau, Peter, editor.
Series Future of business and finance, 2662-2475
Available in Other Form Print version: 9783031406041
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Record Appears in Online Resources > Ebooks
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Chapter 1 Weak brands end up in outlet stores
Chapter 2 It’s never too early: Selling the value of digital services
Chapter 3 International sales : an opportunity for SMEs
Chapter 4 Market segmentation: Create a clear focus for your sales activities
Chapter 5 The G.E.I.S.T. concept
Chapter 6 Agile Customer Co-Creation: The customer as an innovator
Chapter 7 From virtual reality to business reality
Chapter 8 Service and customer retention
Chapter 9 Targeted development of an innovative business model in practice
Chapter 10 Sales as the key to change within companies
Chapter 11 Cultivating international sales partnerships
Chapter 12 Business development in turnaround: Win new customers with fresh insights
Chapter 13 Customer centricity leads to customer-focused product development
Chapter 14 Aftermarket business is superseding traditional sales.

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