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Designing sales processes

  • Holger Dannenberg
  • Dirk Zupancic

Abstract

The definition of detailed targets for the retention, expansion or acquisition of new customers is a basic requirement for systematic sales work. These targets must then be used to drive concrete activities that combine to create different sales processes. Because sales personnel can only perform and sales managers can only manage concrete activities.

Keywords

Customer Requirement Customer Relationship Customer Retention Sales Employee Target Customer 
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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