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

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The top 10 success factors for sales excellence, purpose we compared the differences in answers to questions between the high performers and low performers, as well as the average. The ten success factors we identified differentiate the company groups the most. In other words, the top performers utilise these aspects more frequently and more prof

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Development of successful sales strategies,aged in the strategy. The company trusts that sales knows its targets and will know what it has to do. Today many sales teams still tend to work intuitively rather than strategically (Holzheu 1996, p. 141). Working practices from the past simply continue with little or no precise planning or directi

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Customer segmentation,anslated into sales revenue. If this is not the case then valuable sales resources are wasted on the .. A company’s customers should therefore be further subdivided within the specific market segments. Suitable criteria should be determined and combined for the evaluation.

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