Sales Excellence
Author
Abstract
Individual chapters are listed in the "Chapters" tab
Suggested Citation
DOI: 10.1007/978-3-642-29169-2
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Book Chapters
The following chapters of this book are listed in IDEAS- Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "The Drive for Systematic Sales Management: The Sales Excellence Approach as a Roadmap," Management for Professionals, in: Sales Excellence, edition 127, chapter 1, pages 3-22, Springer.
- Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "Customers: The Focus of the Sales Strategy," Management for Professionals, in: Sales Excellence, edition 127, chapter 2, pages 27-39, Springer.
- Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "Competitive Advantages: Quicker, Higher, Farther. . ," Management for Professionals, in: Sales Excellence, edition 127, chapter 3, pages 41-44, Springer.
- Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "Sales Channels and Sales Partners: Designing the Route to the Customer," Management for Professionals, in: Sales Excellence, edition 127, chapter 4, pages 45-59, Springer.
- Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "Price Policy: The Price Is Right. . ," Management for Professionals, in: Sales Excellence, edition 127, chapter 5, pages 61-81, Springer.
- Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "A Framework of Figures for the Sales Strategy: Targets and Resources," Management for Professionals, in: Sales Excellence, edition 127, chapter 6, pages 83-90, Springer.
- Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "Sales Organization: Successfully Designing Structures and Processes," Management for Professionals, in: Sales Excellence, edition 127, chapter 7, pages 93-110, Springer.
- Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "Planning and Controlling: The Middle Ground Between “Flying Blind” and “Graveyards of Numbers”," Management for Professionals, in: Sales Excellence, edition 127, chapter 8, pages 111-116, Springer.
- Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "Personnel Management: The Poor Cousin of Sales," Management for Professionals, in: Sales Excellence, edition 127, chapter 9, pages 117-138, Springer.
- Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "Culture in Sales: The Power of Unwritten Laws," Management for Professionals, in: Sales Excellence, edition 127, chapter 10, pages 139-151, Springer.
- Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "Basis for Understanding Information Systems," Management for Professionals, in: Sales Excellence, edition 127, chapter 11, pages 155-160, Springer.
- Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "The Customer: The Unknown Factor?," Management for Professionals, in: Sales Excellence, edition 127, chapter 12, pages 161-191, Springer.
- Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "Competitor Information: Know Your Opponent," Management for Professionals, in: Sales Excellence, edition 127, chapter 13, pages 193-196, Springer.
- Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "The Market: Identify Trends at an Early Stage," Management for Professionals, in: Sales Excellence, edition 127, chapter 14, pages 197-199, Springer.
- Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "Information About Internal Processes: Sand in the Wheels?," Management for Professionals, in: Sales Excellence, edition 127, chapter 15, pages 201-203, Springer.
- Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "CRM and CAS: Signposts in the Information Jungle," Management for Professionals, in: Sales Excellence, edition 127, chapter 16, pages 205-213, Springer.
- Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "The Salesperson Personality: Of Know-It-Alls, Socializers and Allrounders," Management for Professionals, in: Sales Excellence, edition 127, chapter 17, pages 217-235, Springer.
- Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "Rounding Out Relationship Management: Trade Shows, Call Centers, Internet," Management for Professionals, in: Sales Excellence, edition 127, chapter 18, pages 237-249, Springer.
- Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "Customer Retention Management: Making the Customer a “Fan”," Management for Professionals, in: Sales Excellence, edition 127, chapter 19, pages 251-269, Springer.
- Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "Key Account Management: The Close Cooperation with Important Customers," Management for Professionals, in: Sales Excellence, edition 127, chapter 20, pages 271-279, Springer.
- Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "Relationship Modeling: The Business Relationship Firmly Under Control," Management for Professionals, in: Sales Excellence, edition 127, chapter 21, pages 281-289, Springer.
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