Advertisement

Steering systems

  • Holger Dannenberg
  • Dirk Zupancic

Abstract

The next step towards excellence in sales and customer management is designing the steering systems. Compared to many other employees within the company, sales employees generally have a high degree of decision-making leeway when carrying out their work. Companies generally expect sales employees to spend the majority of their time visiting customers. This is automatically associated with a certain lack of awareness regarding where the employees really are, exactly what they doing, and how long they take to do it. As a result, companies need steering methods. Professional steering approaches ensure that sales employees are focused on the targets and conform to the company strategy.

Keywords

Intrinsic Motivation Customer Relationship Management Steering System Sales Work Sales Employee 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

Copyright information

© Gabler | GWV Fachverlage GmbH 2009

Authors and Affiliations

  • Holger Dannenberg
  • Dirk Zupancic

There are no affiliations available

Personalised recommendations