Titlebook: Excellence in Sales; Optimising Customer Holger Dannenberg,Dirk Zupancic Book 2009 Gabler Verlag | Springer Fachmedien Wiesbaden GmbH, Wie

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,Final Remarks: An “Unfinished” Book,ian Schulte, had played in the German national hockey team for many years, winning two world championships as well as a bronze medal at the Olympic Games in Athens. He helped us to transfer the principles of top athletes to salespersons.

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Excellence in sales is an issue for the entire company, there are numerous levels of contact that can have a considerable effect on sales success, between companies and customers outside sales. Thus every department and every employee within a company is directly or indirectly responsible for achieving . (Briody 2007, p.36).

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Management in sales,er the individuals concerned like this or not. We believe that professional management as opposed to isolated work achieves better results for everyone concerned. We will therefore devote this section to three areas that we regard as important for sales management: management style, span of control and the role of the manager as coach.

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