Excellence in Sales
Author
Abstract
Individual chapters are listed in the "Chapters" tab
Suggested Citation
DOI: 10.1007/978-3-8349-8782-2
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Citations
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Cited by:
- Jacob, Frank & Kleipaß, Ulrich & Pohl, Alexander, 2014. "Nature and role of customer satisfaction in the solution business," European Management Journal, Elsevier, vol. 32(3), pages 487-498.
- Yingqiu Zhu & Qiong Deng & Danyang Huang & Bingyi Jing & Bo Zhang, 2021. "Clustering based on Kolmogorov–Smirnov statistic with application to bank card transaction data," Journal of the Royal Statistical Society Series C, Royal Statistical Society, vol. 70(3), pages 558-578, June.
Book Chapters
The following chapters of this book are listed in IDEAS- Holger Dannenberg & Dirk Zupancic, 2009. "Introduction: Excellence in sales and customer management," Springer Books, in: Excellence in Sales, chapter 1, pages 1-7, Springer.
- Holger Dannenberg & Dirk Zupancic, 2009. "The top 10 success factors for sales excellence," Springer Books, in: Excellence in Sales, chapter 2, pages 9-19, Springer.
- Holger Dannenberg & Dirk Zupancic, 2009. "Excellence in sales is an issue for the entire company," Springer Books, in: Excellence in Sales, chapter 3, pages 21-35, Springer.
- Holger Dannenberg & Dirk Zupancic, 2009. "The interrelationship of marketing and sales strategies," Springer Books, in: Excellence in Sales, chapter 4, pages 37-57, Springer.
- Holger Dannenberg & Dirk Zupancic, 2009. "Development of successful sales strategies," Springer Books, in: Excellence in Sales, chapter 5, pages 59-71, Springer.
- Holger Dannenberg & Dirk Zupancic, 2009. "Sales strategy information base," Springer Books, in: Excellence in Sales, chapter 6, pages 73-83, Springer.
- Holger Dannenberg & Dirk Zupancic, 2009. "Customer segmentation," Springer Books, in: Excellence in Sales, chapter 7, pages 85-93, Springer.
- Holger Dannenberg & Dirk Zupancic, 2009. "Definition of sales process goals for customer segments," Springer Books, in: Excellence in Sales, chapter 8, pages 95-100, Springer.
- Holger Dannenberg & Dirk Zupancic, 2009. "Designing sales processes," Springer Books, in: Excellence in Sales, chapter 9, pages 101-127, Springer.
- Holger Dannenberg & Dirk Zupancic, 2009. "Management of sales processes," Springer Books, in: Excellence in Sales, chapter 10, pages 129-139, Springer.
- Holger Dannenberg & Dirk Zupancic, 2009. "Sales organisations," Springer Books, in: Excellence in Sales, chapter 11, pages 141-164, Springer.
- Holger Dannenberg & Dirk Zupancic, 2009. "Steering systems," Springer Books, in: Excellence in Sales, chapter 12, pages 165-194, Springer.
- Holger Dannenberg & Dirk Zupancic, 2009. "Management in sales," Springer Books, in: Excellence in Sales, chapter 13, pages 195-208, Springer.
- Holger Dannenberg & Dirk Zupancic, 2009. "Execution of sales work," Springer Books, in: Excellence in Sales, chapter 14, pages 209-220, Springer.
- Holger Dannenberg & Dirk Zupancic, 2009. "Digression: What salespersons can learn from top athletes," Springer Books, in: Excellence in Sales, chapter 15, pages 221-223, Springer.
- Holger Dannenberg & Dirk Zupancic, 2009. "Conclusion and outlook," Springer Books, in: Excellence in Sales, chapter 16, pages 225-225, Springer.
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