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Vertriebsmanagement: Organisation - Planung - Controlling - Support
Paperback
ISBN13: 9783409119658
Publisher: Springer Gabler
Published: Nov 21 2013
Pages: 370
Weight: 1.35
Height: 0.90 Width: 6.60 Depth: 9.40
Language: German
Vertriebsmanagement vermittelt anspruchsvoll und zugleich praxisnah, wie Au endienste professionell geführt und gesteuert werden können. Dabei greifen Sönke Albers und Manfred Krafft auf aktuellste Ergebnisse der internationalen Forschung zurück, verwenden Beispiele und Fallstudien aus dem europäischen bzw. deutschsprachigen Raum und belegen ihre Hinweise mit umfassenden eigenen Studien. Kurzum: ein Buch von Vertriebsexperten für Vertriebsexperten.
Die Autoren schaffen ein deutschsprachiges Standardwerk, das sowohl als Grundlage der Ausbildung im BWL-Bachelor- und Masterstudium oder an Fortbildungsinstitutionen Verbreitung finden wird als auch akademisch interessierten Vertriebsmanagern kompetente Hinweise zum professionellen Management von Verkaufsau endiensten bietet.
Ein grundlegendes Buch zu einem in der Literatur eher vernachlässigten Gebiet! Vor allem der persönliche Verkauf wird umfassend behandelt - wissenschaftlich fundiert und zugleich anwendungsbezogen. Dies wird sicherlich ein Standardwerk über Planung, Organisation, Mitarbeiterführung und Controlling im Vertrieb.
Prof. Dr. Dr. h.c. mult. Richard Köhler, Universität zu Köln
Albers und Krafft legen mit Vertriebsmanagement ein Buch vor, das Vertriebspraxis-relevante Fragen verständlich, anspruchsvoll und auf der Basis von State-of-the-Art-Wissen behandelt.
Prof. Dr. Dr. h.c. mult. Hermann Simon, Chairman Simon-Kucher & Partners
Mit dem Vertriebsmanagement-Buch von Albers & Krafft liegt nun endlich ein fundiertes Werk vor, das alle zentralen und praxisrelevanten Vertriebsthemen beleuchtet. Ein absolutes Muss für Vertriebsführungskräfte!
Heribert Bertram, Geschäftsleiter Bauer Vertriebs KG
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