Notice bibliographique
- Notice
000 nam 22 3 450
001 FRBNF447042650000004
010 .. $a 9783642291692
035 .. $a OCoLC835888484
100 .. $a 20170801d2012 m y0engy50 ba
101 0. $a eng
102 .. $a DE
105 .. $a a z 00|y|
106 .. $a s $a z
135 .. $a dru||||||||||
181 .0 $6 01 $a i $b xxxe
181 .. $6 02 $c txt $2 rdacontent
182 .0 $6 01 $a b
182 .. $6 02 $c c $2 rdamedia
200 1. $a Sales Excellence $b Texte électronique $e Systematic Sales Management $f Christian Homburg, Heiko Schäfer, Janna Schneider
210 .. $a Berlin $c Springer $d [2012]
215 .. $a 1 ressource dématérialisée
225 1. $a Management for professionals
300 .. $a Includes bibliographical references (pages 297-308) and index
330 .. $a This book presents a very novel and strategic approach to Sales Management, an area
that has suffered from a lack of sophistication in practice. This book considers the
sales performance of an organization at a very high, strategic level and offers specific
guidance in managing not just a few direct reports but an entire organization's sales
function. The book includes many useful tools and guidelines and is enhanced with
numerous examples, that help bring the concepts to life and make them very approachable
for the trade market. A checklist-based scoring system that is utilized throughout
the book allows readers to specifically evaluate their own company as well as to track
its progress as concepts are applied over time. This work is an essential resource
and thought-provoking read for ambitious Sales Managers, including CEO-level executives
676 .. $a 658.81 $v 23
801 .3 $a US $b OCoLC $c 20170801 $h 835888484 $2 marc21
801 .0 $b DLC $g rda
930 .. $5 FR-759999999:44704265001001 $a ACQNUM-86031 $b 759999999 $c Document numérisé $d N
