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Management in sales

In: Excellence in Sales

Author

Listed:
  • Holger Dannenberg
  • Dirk Zupancic

Abstract

In many sales teams we still encounter the classic image of a salesperson: individual, headstrong, intuitive and difficult to control. At various points in this book we have remarked that this picture is one of unprofessional sales. Sales and salespeople can and must be controlled and managed, whether the individuals concerned like this or not. We believe that professional management as opposed to isolated work achieves better results for everyone concerned. We will therefore devote this section to three areas that we regard as important for sales management: management style, span of control and the role of the manager as coach.

Suggested Citation

  • Holger Dannenberg & Dirk Zupancic, 2009. "Management in sales," Springer Books, in: Excellence in Sales, chapter 13, pages 195-208, Springer.
    • Handle: RePEc:spr:sprchp:978-3-8349-8782-2_13
    DOI: 10.1007/978-3-8349-8782-2_13
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    Cited by:

    1. 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.

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