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

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Management in sales,ts in this book we have remarked that this picture is one of unprofessional sales. Sales and salespeople can and must be controlled and managed, whether the individuals concerned like this or not. We believe that professional management as opposed to isolated work achieves better results for everyon

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Execution of sales work, we will examine their implementation in direct customer contact between sales employees and customers. Sales remains a truly human process - despite its technical instruments and automation. Customers never make purely rational decisions. Salespeople will continue to exercise great influence on the

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Digression: What salespersons can learn from top athletes,management, and excellence in sports. We subsequently examined this subject in more detail. One of the German Mercuri consultants and trainers, Christian 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 Ga

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Hygrothermal Viscoelastic Response,e 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.

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