Sales is a CEO's job, or at least it should be. But many entrepreneurs and managers come from other disciplines such as legal, production or product marketing or they may have inherited the business. In most companies, a sales director is responsible for the operational management of the sales department. However, sales also need to be considered strategically, in terms of the business, the products or even the target market, for which many entrepreneurs or sales managers unfortunately lack the time or even the knowledge.

In this book, experienced interim managers reveal the most important and necessary strategic methods and approaches to maintain and lead competitiveness for years to come. Readers will benefit from the first-hand insights of prominent and internationally experienced interim managers such as Ulvi Aydin, Uwe Brüggemann, Michael Eckardt, Ulrich Girrbach, Elmar Gorich, Ralf Komor, Peter Kuhle, Siegfried Lettmann, Thomas Mertens, Stephan Rohe, Rainer Simmoleit and Stefan Zeiss. Practitioners and MBA students in particular will benefit from these insights into what makes strategic sales management successful.

Contains numerous practical tips and tricks from experienced interim managers Includes concrete case studies and useful checklists Offers crucial guidance on strategic sales management for entrepreneurs and executives

Autorentext
Peter Buchenau was an interim manager for more than a decade, including five years as a strategic sales manager in several medium-sized companies in Germany and abroad. He has also been active in the international market for 30 years as an executive, sparring partner and speaker with a focus on human leadership intelligence, personal development and corporate health. He is the author of several books, a series editor and a lecturer at several universities. He also performs on stage as a revue artist. 

Inhalt

Chapter 1 Weak brands end up in outlet stores.- Chapter 2 It's never too early: Selling the value of digital services.- Chapter 3 International sales an opportunity for SMEs.- Chapter 4 Market segmentation: Create a clear focus for your sales activities.- Chapter 5 The G.E.I.S.T. concept.- Chapter 6 Agile Customer Co-Creation: The customer as an innovator.- Chapter 7 From virtual reality to business reality.- Chapter 8 Service and customer retention.- Chapter 9 Targeted development of an innovative business model in practice.- Chapter 10 Sales as the key to change within companies.- Chapter 11 Cultivating international sales partnerships.- Chapter 12 Business development in turnaround: Win new customers with fresh insights.- Chapter 13 Customer centricity leads to customer-focused product development.- Chapter 14 Aftermarket business is superseding traditional sales.