Excellence in Sales

Excellence in Sales Optimising Customer and Sales Management

2009 edition

Hardback (11 Dec 2008)

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Publisher's Synopsis

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 fair prices. It also receives support from the numerous e-marketing, classical advertising, direct marketing, telephone marketing, trade fairs and events channels.In addition it draws on comprehensive research rega- ing the customer. Sophisticated corporate strategies only function when the sales department utilises them in interacting with key customers. Any successful market implementation begins with the sales department.

Book information

ISBN: 9783834910066
Publisher: Gabler Verlag
Imprint: Gabler Verlag
Pub date:
Edition: 2009 edition
Language: English
Number of pages: 233
Weight: 462g
Height: 210mm
Width: 148mm
Spine width: 18mm