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TBM for Technical Sales: Case Study Manufacturing Industry

In: Template-based Management

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  • Uwe G. Seebacher

Abstract

This case study shows how TBM was used as part of a new sales strategy deployment to leverage external salesforce in the area of technical sales. The objective was to realize low-cost quick wins and therefore a fast and powerful process for the entire global external salesforce in the sense of the sales partners such as agents and distributors was required. After only few months this TBM for Technical Sales showed impressive results and can therefore be considered as a blueprint for all small and medium-sized enterprises on how to leverage their entire external salesforce.

Suggested Citation

  • Uwe G. Seebacher, 2021. "TBM for Technical Sales: Case Study Manufacturing Industry," Management for Professionals, in: Template-based Management, edition 1, chapter 13, pages 213-232, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-030-56611-1_13
    DOI: 10.1007/978-3-030-56611-1_13
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