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008			230929s2023 sz | s |||| 0|eng d
020			_a9783031406058
024	7		_a10.1007/978-3-031-40605-8 _2doi
040			_aES-VaUEC _bspa _cES-VaUEC
050	0	4	_aHF5438.4 _b2024
245	0	0	_aStrategic Sales Management: _bInsights and Guidance from Top Interim Managers _cedited by Peter Buchenau
250			_a1st ed 2023
264		1	_aCham _c2023 _bSpringer International Publishing
300	0	0	_a1 recurso en línea
336			_atexto _btxt _2rdacontent
337			_aelectrónico _bc _2rdamedia
338			_arecurso electrónico _bcr _2rdacarrier
490	0		_aFuture of Business and Finance, _x2662-2475
505	0		_aChapter 1 Weak brands end up in outlet stores -- Chapter 2 It's never too early: Selling the value of digital services -- Chapter 3 International sales - an opportunity for SMEs -- Chapter 4 Market segmentation: Create a clear focus for your sales activities -- Chapter 5 The G.E.I.S.T. concept -- Chapter 6 Agile Customer Co-Creation: The customer as an innovator -- Chapter 7 From virtual reality to business reality -- Chapter 8 Service and customer retention -- Chapter 9 Targeted development of an innovative business model in practice -- Chapter 10 Sales as the key to change within companies -- Chapter 11 Cultivating international sales partnerships -- Chapter 12 Business development in turnaround: Win new customers with fresh insights -- Chapter 13 Customer centricity leads to customer-focused product development -- Chapter 14 Aftermarket business is superseding traditional sales.
520			_aSales is a CEO's job, or at least it should be. But many entrepreneurs and managers come from other disciplines such as legal, production or product marketing - or they may have inherited the business. In most companies, a sales director is responsible for the operational management of the sales department. However, sales also need to be considered strategically, in terms of the business, the products or even the target market, for which many entrepreneurs or sales managers unfortunately lack the time or even the knowledge. In this book, experienced interim managers reveal the most important and necessary strategic methods and approaches to maintain and lead competitiveness for years to come. Readers will benefit from the first-hand insights of prominent and internationally experienced interim managers such as Ulvi Aydin, Uwe Brüggemann, Michael Eckardt, Ulrich Girrbach, Elmar Gorich, Ralf Komor, Peter Kuhle, Siegfried Lettmann, Thomas Mertens, Stephan Rohe, Rainer Simmoleit and Stefan Zeiss. Practitioners and MBA students in particular will benefit from these insights into what makes strategic sales management successful.
830		0	_aFuture of Business and Finance, _x2662-2475
856	4	0	_uhttps://go.openathens.net/redirector/universidadeuropea.es?url=https://doi.org/10.1007/978-3-031-40605-8 _zAcceso a este recurso digital (usuarios Universidad Europea de Valencia)
912			_aZDB-2-BUM
912			_aZDB-2-SXBM
942			_2lcc _cLE
988			_aSpringer_Business_2023
999			_c238709 _d238709