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Sales strategy information base

  • Holger Dannenberg
  • Dirk Zupancic

Abstract

Every professional strategy is based on good analysis. The same applies to the sales strategy. The available instruments and tools are similar to those used in the corporate and marketing strategies. The corporate strategy specifies the customers and competitors as part of the definition of the relevant market. The marketing strategy should already be based upon an analysis of market segments. In the text that follows, therefore, we do not want to repeat information from standard textbooks on analysis for corporate and marketing strategies. A number of established sources already exist for this purpose. We will only explain those instruments and content we regard as being particularly relevant to the sales strategy.

Keywords

Marketing Strategy Distribution Channel Customer Relationship Management Corporate Strategy Relevant Market 
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.

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Copyright information

© Gabler | GWV Fachverlage GmbH 2009

Authors and Affiliations

  • Holger Dannenberg
  • Dirk Zupancic

There are no affiliations available

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