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Controlling & Systeme

In: Vertriebspraxis Mittelstand

Author

Listed:
  • Markus Milz

    (Milz & Comp. GmbH)

Abstract

Zusammenfassung Um das bisher besprochene auf Effizienz und Effektivität prüfen zu können, benötigen Sie das entsprechende Kennzahlensystem und Berichtswesen. Der vorgestellte Vertriebstrichter hilft Ihnen weiterhin zeitnah die notwendigen Maßnahmen zu definieren. Wenn Sie also eine zielgerichtete und wirkungsvolle Vertriebssteuerung vornehmen wollen, sollten Sie somit den Wirkungsgrad Ihrer Maßnahmen kennen – und nicht lediglich das Gesamtergebnis. Ein Vertriebscockpit gibt dem Management konstant den Überblick über wichtige Parameter aller implementierten Vertriebsprozesse. Die Digitalisierung eröffnet darüber hinaus in diesem Thema ganz neue Möglichkeiten des Trackings und der Auswertungen.

Suggested Citation

  • Markus Milz, 2022. "Controlling & Systeme," Springer Books, in: Vertriebspraxis Mittelstand, edition 2, chapter 9, pages 311-329, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-38343-5_9
    DOI: 10.1007/978-3-658-38343-5_9
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