Sales Excellence - Systematic Sales Management

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.

List of contents

Introduction.- Sales Strategy - Setting the Fundamental Course.- Sales Management - Designing Structures and Processes, Managing People and Living the Culture.- Information Management as the Key to Professionalism in Sales.- Customer Relationship Management - Staying on the Ball!.

About the author

Prof. Dr. Christian Homburg ist Inhaber des Lehrstuhls für Allgemeine Betriebswirtschaftslehre und Marketing I und Direktor des Instituts für Marktorientierte Unternehmensführung (IMU) an der Universität Mannheim sowie Vorsitzender des Wissenschaftlichen Beirats von Prof. Homburg & Partner, Mannheim - einer international tätigen Unternehmensberatung.

Heiko Schäfer war wissenschaftlicher Mitarbeiter von Prof. Dr. Christian Homburg am Lehrstuhl für Allgemeine Betriebswirtschaftslehre und Marketing I der Universität Mannheim. Er ist derzeit als Unternehmensberater bei einer renommierten, weltweit tätigen Unternehmensberatung in Frankfurt beschäftigt.

Dr. Janna Schneider promovierte bei Prof. Dr. Christian Homburg am Lehrstuhl für ABWL und Marketing I der Universität Mannheim. Sie ist heute Vertriebsleiterin eines Maschinenbauunternehmens sowie selbstständige Unternehmensberaterin.

Summary

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.

Additional text

From the reviews:
“This book covers all the topics that are relevant for the daily tasks of a Sales Manager. It is more relevant … not only for experienced managers but also for managers who are still looking for their appropriate style. … Sales Excellence is a must read for sales managers from the top down to the first line. The book does a great job of segmenting the important aspects of the things you can control as a manager.” (inspireandaction.wordpress.com, 2013)
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

Report

From the reviews:
"This book covers all the topics that are relevant for the daily tasks of a Sales Manager. It is more relevant ... not only for experienced managers but also for managers who are still looking for their appropriate style. ... Sales Excellence is a must read for sales managers from the top down to the first line. The book does a great job of segmenting the important aspects of the things you can control as a manager." (inspireandaction.wordpress.com, 2013)
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

Product details

• Authors: Christia Homburg, Christian Homburg, Heik Schäfer, Heiko Schäfer, Janna Schneider
• Publisher: Springer, Berlin
• Languages: English
• Product format: Paperback / Softback
• Released: 01.01.2014
• EAN: 9783642433757
• ISBN: 978-3-642-43375-7
• No. of pages: 316
• Dimensions: 156 mm x 238 mm x 227 mm
• Weight: 516 g
• Illustrations: XX, 316 p.
• Series: Management for Professionals; Management for Professionals
• Subjects: Social sciences, law, business > Business > Management; Marketing, Management, C, Sales and Distribution, Market research, Business and Management, sales management, Sales/Distribution, Management & management techniques, Sales & marketing, Management science