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Excellence in Sales
Dannenberg, Holger; Zupancic, Dirk
€ 67.00
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Description for Excellence in Sales
Hardback. Num Pages: 233 pages, 12 black & white tables, biography. BIC Classification: KJMV7; KJS. Category: (P) Professional & Vocational. Dimension: 210 x 148 x 0. Weight in Grams: 462.
Successful companies focus on different aspects of their business. Some focus on the strength of their brand. Others focus on technological product innovations, develop into “solution providers” or commit themselves to commodity, high-volume bu- nesses. Other companies open international markets. Personal sales relationships with the customer play a decisive role in all of the stra- gies. The sales department does not merely assume the role of a mediator between suppliers and customers: it actively creates added value for customers. It adds value for customers through consultation, special offers and projects, and it coordinates the performance of the company. It negotiates ... Read more
Successful companies focus on different aspects of their business. Some focus on the strength of their brand. Others focus on technological product innovations, develop into “solution providers” or commit themselves to commodity, high-volume bu- nesses. Other companies open international markets. Personal sales relationships with the customer play a decisive role in all of the stra- gies. The sales department does not merely assume the role of a mediator between suppliers and customers: it actively creates added value for customers. It adds value for customers through consultation, special offers and projects, and it coordinates the performance of the company. It negotiates ... Read more
Product Details
Format
Hardback
Publication date
2008
Publisher
Springer Fachmedien Wiesbaden Germany
Number of pages
233
Condition
New
Number of Pages
233
Place of Publication
Wiesbaden, Germany
ISBN
9783834910066
SKU
V9783834910066
Shipping Time
Usually ships in 15 to 20 working days
Ref
99-15
About Dannenberg, Holger; Zupancic, Dirk
Holger Dannenberg is Managing Partner of the Executive Board of Mercuri International Deutschland GmbH. Dr. Dirk Zupancic is Professor of Management at Heilbronn Business School, Germany, senior lecturer of business administration and head of the competence centre BtoB Marketing and Sales at the University of St. Gallen, Switzerland.
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