Synopses & Reviews
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,
Review
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 management, Robert Bosch AG "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 and Head of Private and Business Clients, Deutsche Bank AG Sales, too, must be part of increasing the company value. The productivity of using resources within sales becomes more important. Sales Excellence represents an outstanding help in systemizing the sales management. Achim Berg, Chairman of the management, Microsoft AG Germany and Area Vice President International To control and management 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 Sales within the pharma industry is facing changes. It is being gradually recognized that purely product oriented sales competitive advantages are not enough. The Sales-Excellence Approach helps in finding weak spots, in eliminating them and in strengthening sales specific strength in order for them to become competitive advantages. Dr. Petra Danielsohn-Weil, Chief Executive Officer and President, Pfizer AG, Zurich The authors of the Sales-Excellence Approach present the method towards achieving a systematic sales management that includes the practically oriented and the theoretical aspects of day to day business. Sales teams today have to recognize customer needs on time, grasp changes within the market quickly and react accordingly. The reader is presented with an extensive and practically oriented representation with important suggestions for an in-depth sales strategy. Thierry Antinori, Division Chairman Sales & Sales, Deutsch Lufthansa AG People working in sales with large business enterprises cannot be unprofessional. The Sales-Excellence Approach supplies interesting suggestions for the systematization of market cultivation. Willi Schwerdtle, Manager Customer Business Development Germany, Austria, Switzerland, Proctor & Gamble GmbH Excellent products and services are not enough to guaranty market success within the new customer economy. Achieving excellence within sales and marketing through a systematic management of sales and customer relations represents a current challenge. The approach presented here stands out because of its practical orientation and its systematization. Dr. Peter Zencke, Member of the management, SAP AG
Synopsis
This thought-provoking book considers organizational sales performance at a high, strategic level, offering specific guidance in managing the entire organization's sales function. The authors introduce and apply a practical checklist-based scoring system.
About the Author
Professor Dr. Dr. h.c. Christian Homburg is Director of the Institute for Market-oriented Management at the University of Mannheim. He is also Chair of the Advisory Board of Professor Homburg & Partner, an internationally operating management consulting firm. Professor Homburg is the author of numerous publications and a regular speaker at various conferences. Dr. Heiko Schäfer was a research assistant at Professor Homburg's chair and a freelance corporate consultant. After having worked
Table 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!.