Abstract
This chapter lays out the basic two-pronged focus of the rest of the book, emphasizing the goals of increasing productivity and increasing customer orientation. The authors also document past research suggesting that the sales organization has the most “upside” (and, consequently, need for improvement) in most organizations, supporting the value of the lessons in this book. Fundamentally, this chapter proposes the basic framework for achieving superior sales results, centering of coordinated efforts in:
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Sales Management
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Sales Strategy
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Information Management
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Customer Relationship Management
Finally, this chapter lays out the first of the checklists forming the scoring system promoted in Sales Excellence.
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References
Homburg, Ch, & Daum, D. (1997). Marktorientiertes Kostenmanagement – Kosteneffizienz und Kundennähe verbinden. Frankfurt/Main: Frankfurter Allg. Zeitung, Verl.-Bereich Wirtschaftsbücher.
Homburg, Ch, & Werner, H. (1998). Kundenorientierung mit System – Mit Customer Orientation Management zu profitablem Wachstum. Frankfurt/Main: Campus-Verl.
Homburg, Ch., Daum, D., & Lehnhäuser, M. (1996a). Produktivitätsmanagement in Marketing und Vertrieb: Eine Bestandsaufnahme in Industriegüterunternehmen. Arbeitspapier (M26) des Instituts für Marktorientierte Unternehmensführung (IMU) an der Universität Mannheim, Mannheim.
Homburg, Ch., Schäfer, H., & Beutin, N. (2002). Sales Excellence – Systematisches Vertriebsmanagement als Schlüssel zum Unternehmenserfolg. Arbeitspapier (M65) des Instituts für Marktorientierte Unternehmensführung (IMU) an der Universität Mannheim, Mannheim.
Jaramillo, F., Mulki, J., & Marshall, G. (2005). A meta-analysis of the relationship between organizational commitment and salesperson job performance: 25 Years of research. Journal of Business Research, 58(6), 705–714.
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© 2012 Springer-Verlag Berlin Heidelberg
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Homburg, C., Schäfer, H., Schneider, J. (2012). The Drive for Systematic Sales Management: The Sales Excellence Approach as a Roadmap. In: Sales Excellence. Management for Professionals. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-29169-2_1
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DOI: https://doi.org/10.1007/978-3-642-29169-2_1
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