This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.
A systematic approach to sales is an essential component for the success of a company. The "Sales Excellence-Approach" is extensive, without being complicated, and pleasantly practically oriented. Uwe Raschke Member of the Board of Management, Robert Bosch GmbH "Only those who manage their sales systematically will have long term success. This is especially true for retail banking. The Sales Excellence concept is a scientific approach that is oriented practically." Rainer Neske Member of the Management Board and Head of Private and Business Clients, Deutsche Bank AG Sales, too, must contribute to increase the company value. The productivity of using resources within sales becomes more and more important. Sales Excellence represents an outstanding help in making sales management more systematic. Achim Berg Chairman of the Management, Microsoft AG Germany and Area Vice President International Control and managing sales without destroying necessary intuition or improvisation represents a great challenge. However, this can be achieved with the help of the approach presented here. Hans W. Reiners President of the Division Styrol-Synthetics BASF AG
Series: Management for Professionals
Number Of Pages: 336
Published: 1st September 2012
Dimensions (cm): 23.4 x 15.6 x 1.9
Weight (kg): 0.647