By Holger Dannenberg, Dirk Zupancic (auth.)
Sales and shopper administration symbolize a big good fortune issue for many businesses. "Excellence in revenues" offers an built-in administration procedure for pro revenues firms that unearths the prevailing optimisation capability and goals at a greatest of potency and effectiveness.
according to a world survey of 747 businesses in 14 international locations, the authors examine top and worst practices in revenues and consumer administration. actual excellence in revenues is dependent upon a collection of levers that are defined systematically and intimately. Case reviews offer an extra realizing of those levers. a variety of concepts for implementation express find out how to enhance the general performance.
"Excellence in revenues" is a must-read for advertising and marketing and revenues administrators, coping with administrators, revenues representatives and key account managers. teachers and scholars of administration and company management will locate stimulating insights and ideas.
Holger Dannenberg is coping with accomplice of the administrative Board of Mercuri foreign Deutschland GmbH.
Dr. Dirk Zupancic is Professor of administration at Heilbronn enterprise tuition, Germany, senior lecturer of industrial management and head of the competence centre BtoB advertising and marketing and revenues on the college of St. Gallen, Switzerland.