Excellence in Sales Optimising Customer and Sales Management
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- Hardcover
- Taschenbuch ausgewählt
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Sprache:Englisch
Fr. 72.90
inkl. gesetzl. MwSt.,
Beschreibung
Produktdetails
Einband
Taschenbuch
Erscheinungsdatum
07.11.2014
Abbildungen
XXI, 233 p.
Verlag
Betriebswirtschaftlicher Verlag GablerSeitenzahl
233
Maße (L/B/H)
21/14.8/1.5 cm
Gewicht
336 g
Auflage
2009
Sprache
Englisch
ISBN
978-3-8349-4656-0
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.
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