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Team Selling

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Führung von Vertriebsorganisationen

Part of the book series: Edition Sales Excellence ((ESE))

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Zusammenfassung

Heiko Frenzen schreibt über Team-Selling. Dabei beleuchtet er Bedeutung und Formen ebenso wie Erfolgsfaktoren und entwirft ein konzeptionelles Modell des Erfolgs von Team-Selling. Abschließend präsentiert er empirische Ergebnisse zu den Erfolgsfaktoren von Vertriebsteams.

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Author information

Authors and Affiliations

  1. Brand University of Applied Sciences, Hamburg, Deutschland

    Heiko Frenzen

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  1. Heiko Frenzen
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Correspondence to Heiko Frenzen .

Editor information

Editors and Affiliations

  1. Nordakademie Hochschule der Wirtschaft, Elmshorn, Germany

    Lars Binckebanck

  2. HSBA - Hamburg School of Business Administration, Hamburg, Germany

    Ann-Kristin Hölter

  3. Vertriebsentwicklung mit Kultur, Lübeck, Germany

    Alexander Tiffert

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Frenzen, H. (2020). Team Selling. In: Binckebanck, L., Hölter, AK., Tiffert, A. (eds) Führung von Vertriebsorganisationen. Edition Sales Excellence. Springer Gabler, Wiesbaden. https://doi.org/10.1007/978-3-658-26727-8_11

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  • DOI: https://doi.org/10.1007/978-3-658-26727-8_11

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  • Publisher Name: Springer Gabler, Wiesbaden

  • Print ISBN: 978-3-658-26726-1

  • Online ISBN: 978-3-658-26727-8

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