Free PDF Sales Excellence: Systematic Sales Management (Management for Professionals), by Christian Homburg, Heiko Schäfer, Janna Schneider
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Sales Excellence: Systematic Sales Management (Management for Professionals), by Christian Homburg, Heiko Schäfer, Janna Schneider
Free PDF Sales Excellence: Systematic Sales Management (Management for Professionals), by Christian Homburg, Heiko Schäfer, Janna Schneider
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This thought-provoking book considers organizational sales performance at a high, strategic level, offering specific guidance in managing the entire organization’s sales function. The authors introduce and apply a practical checklist-based scoring system.
- Sales Rank: #6820258 in Books
- Published on: 2014-10-15
- Released on: 2014-10-15
- Original language: German
- Number of items: 1
- Dimensions: 9.25" h x .76" w x 6.10" l, 1.04 pounds
- Binding: Paperback
- 316 pages
Review
From the reviews:
“This book covers all the topics that are relevant for the daily tasks of a Sales Manager. It is more relevant … not only for experienced managers but also for managers who are still looking for their appropriate style. … Sales Excellence is a must read for sales managers from the top down to the first line. The book does a great job of segmenting the important aspects of the things you can control as a manager.” (inspireandaction.wordpress.com, 2013)
A systematic approach to sales is an essential component for the success of a company. The “Sales Excellence-Approach” is extensive, without being complicated, and pleasantly practically oriented.
Uwe Raschke
Member of the Board of Management, Robert Bosch GmbH
“Only those who manage their sales systematically will have long term success. This is especially true for retail banking. The Sales Excellence concept is a scientific approach that is oriented practically.”
Rainer Neske
Member of the Management Board and Head of Private and Business Clients, Deutsche Bank AG
Sales, too, must contribute to increase the company value. The productivity of using resources within sales becomes more and more important. Sales Excellence represents an outstanding help in making sales management more systematic.
Achim Berg
Chairman of the Management, Microsoft AG Germany and Area Vice President International
Control and managing sales without destroying necessary intuition or improvisation represents a great challenge. However, this can be achieved with the help of the approach presented here.
Hans W. Reiners
President of the Division Styrol-Synthetics BASF AG
From the Back Cover
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 content-rich and thought-provoking book has a very unique positioning: It 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.
About the Author
Professor Dr. Dr. h.c. Christian Homburg is Director of the Institute for Market-oriented Management at the University of Mannheim. He is also Chair of the Advisory Board of Professor Homburg & Partner, an internationally operating management consulting firm. Professor Homburg is the author of numerous publications and a regular speaker at various conferences.
Dr. Heiko Schäfer was a research assistant at Professor Homburg's chair and a freelance corporate consultant. After having worked for several years as a corporate consultant at a renowned American consulting firm, he is now head of the strategy-global operations department at adidas.
Dr. Janna Schneider was a research assistant at Professor Homburg's chair. Today, she is head of the marketing and international sales department at AHS Prüfungstechnik, an international mechanical engineering company.
Most helpful customer reviews
3 of 3 people found the following review helpful.
A must for Sales Managers
By Lucas Ward
As sales executive of a medium-sized company I can't continuously purchase expensive consulting services to optimize sales management. For many of the major problems that have emerged in the last years, Sales Excellence offers concrete solutions. Further, it's definitely interesting how the Germans organize their sales. For me it is currently the best Sales book for managers.
2 of 2 people found the following review helpful.
Great guideline
By Oliver Loos
Finally, a sales book that's not only limited to the "ten golden rules in personal selling". The book really covers in detail all possibilities to improve a company's sales approach. It is full of checklists and practical examples, but does not lack of a scientific foundation. In some places it becomes apparent that the authors are not native speakers. Nevertheless, great book! It really helped me to reorganize sales.
2 of 2 people found the following review helpful.
The toolkit for sales managers
By Emma Jenkins
The authors succeeded in providing a scientific book that has many practical references – and this combination is, unfortunately, very rare. The given checklists to evaluate the status quo helped me a lot to approach and finally to address problems I was facing. The key topics of this book are the Sales strategy and Sales management as well as the information and customer relationship management. Additionally, many other facets give a broad perspective on Sales. It contributes to systematize your work due to its structured guidelines how to deal with a certain opportunity or challenge. What I liked most was that it was so practical-related; there are many Best-Practice examples that help to understand the issue as well as to enhance the ability to behave in the appropriate manner. The graphics contribute to the understanding of what is explained in detail in the texts. With its four parts, this book covers all the topics that are relevant for the daily tasks of a Sales Manager. It is more relevant than ever before – not only for experienced managers but also for managers who are still looking for their appropriate style. Big compliment to that well-done book.
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