IDEAS home Printed from https://ideas.repec.org/h/spr/sprchp/978-3-658-41757-4_3.html
   My bibliography  Save this book chapter

Sales Driven Strategy: Die vertriebsorientierte Strategie

In: Sales Drive

Author

Listed:
  • Dirk Zupancic

    (DZP Prof. Dirk Zupancic Projects GmbH)

Abstract

Zusammenfassung Dass der Erfolg einer Sales Driven Company (SDC) von der optimalen und zielsicher umgesetzten Strategie abhängt, gilt nicht anders als bei anderen Unternehmen auch. Auch SDCs müssen sich zwischen einer Preis-Mengen-Strategie und einer Präferenzstrategie entscheiden. Der spezielle Wesenszug der SDC besteht darin, diese Strategien sowohl auf ihre Verkaufsfunktion als auch auf ihre neue strategische Bedeutung zuzuschneiden. Der Vertrieb wird vom „Absatzmittler“ all dessen, was die Strategie an anderer Stelle hervorgebracht hat, zum strategischen Big Player im Unternehmen, der die Diskussion neuer Unternehmensziele und Vorgehensweisen von Anfang an mitbestimmt.

Suggested Citation

  • Dirk Zupancic, 2023. "Sales Driven Strategy: Die vertriebsorientierte Strategie," Springer Books, in: Sales Drive, edition 2, chapter 3, pages 25-60, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-41757-4_3
    DOI: 10.1007/978-3-658-41757-4_3
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:sprchp:978-3-658-41757-4_3. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.