Sales Excellence

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 Schafer 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 Prufungstechnik, an international mechanical engineering company.

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

• Introduction.- Sales Strategy - Setting the Fundamental Course.- Sales Management - Designing Structures and Processes, Managing People and Living the Culture.- Information Management as the Key to Professionalism in Sales.- Customer Relationship Management - Staying on the Ball!.