| 書目名稱 | Excellence in Sales | | 副標(biāo)題 | Optimising Customer | | 編輯 | Holger Dannenberg,Dirk Zupancic | | 視頻video | http://file.papertrans.cn/319/318322/318322.mp4 | | 概述 | Best and worst practices in sales and customer management..With recommendations for implementation | | 圖書封面 |  | | 描述 | Successful companies focus on different aspects of their business. Some focus on the strength of their brand. Others focus on technological product innovations, develop into “solution providers” or commit themselves to commodity, high-volume bu- nesses. Other companies open international markets. Personal sales relationships with the customer play a decisive role in all of the stra- gies. The sales department does not merely assume the role of a mediator between suppliers and customers: it actively creates added value for customers. It adds value for customers through consultation, special offers and projects, and it coordinates the performance of the company. It negotiates fair prices. It also receives support from the numerous e-marketing, classical advertising, direct marketing, telephone marketing, trade fairs and events channels.In addition it draws on comprehensive research rega- ing the customer. Sophisticated corporate strategies only function when the sales department utilises them in interacting with key customers. Any successful market implementation begins with the sales department. | | 出版日期 | Book 2009 | | 關(guān)鍵詞 | Customer Management; Customer Segmentation; Information Management; Operational Selling; Sales; Sales Man | | 版次 | 1 | | doi | https://doi.org/10.1007/978-3-8349-8782-2 | | isbn_softcover | 978-3-8349-4656-0 | | isbn_ebook | 978-3-8349-8782-2 | | copyright | Gabler Verlag | Springer Fachmedien Wiesbaden GmbH, Wiesbaden 2009 |
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