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Christian Belz, Matthias Huckemann, You-Cheong Lee, Michael Weibel - Sales Excellence Development

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Christian Belz, Matthias Huckemann, You-Cheong Lee, Michael Weibel

Sales Excellence Development

2018

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13. Hebel 8: Sales Performance Management – Sales Excellence im Unternehmen definieren S. 211-218

„… 211 13. Hebel 8: Sales Performance Management – Sales Excellence im Unternehmen definieren …” „… Ziel des Sales-Performance-Management-Ansatzes ist, die Leistung des Vertriebs systematisch und …” „… im Sales Performance Management und hängen damit stark zusammen. Für Sales Excellence Development …”

Quellen S. 274-278

„… Verkaufsaufgabe verunsichert die Kunden. In: Sales Management Review, Nr. 1/2014, S. 18–24. Belz, Ch. (2015a …” „… ): Entwicklung einer kundenbezogenen Wertschöpfung. In: Sales Management Review, Nr. 1/2015, S. 44–50. Belz, Ch …” „… aus der engen Schublade beim Kunden! In: Sales Management Review, Nr. 5/2015, S. 44–47. Belz, Ch …”

5. Hebel für Sales Excellence Development S. 117-128

„… Analytics und Controlling bestimmen 8. Sales Performance Management (quantitativ und qualitativ): Sales …” „… besonders auf Align Strategy and Sales, Sales Performance Management sowie Digitalisation, CRM and Sales …” „… Performance Management. – Unternehmen kombinieren quantitative und qualitative Ansätze mit Sales Metrics …”

18. Fazit S. 269-273

„… . Sales Performance Management • Vertriebsaudit durchführen und in Workstreams übersetzen • Sales …” „… Sales Funnel und Verhandlungsmethodik wählen und umsetzen • Customer Relationship Management …” „… Bereich für Sales Excellence Development ein. Sparten- und länderübergreifend professionalisieren sie den …”

Stichwortverzeichnis S. 279-282

„… Heatmap 104 Sales Meetings 153 Sales Methods 179 Sales Metrics 199 Sales Performance Management 211 …” „… 279 Sales Excellence Development = SED A Ablaufplan Sales Excellence 18 Account Management 83 Align …” „… Analytics 206 Sales Excellence Framework 28 Sales Force Impact 31 Sales Force Management 29 Sales …”

Titelei/Inhaltsverzeichnis

„… – Sales Analytics und Controlling bestimmen 199 13. Hebel 8: Sales Performance Management – Sales …” „… « 216 13.5 Schwerpunkte in den Aufgaben zum Hebel Sales Performance Management 218 14.1 St.Galler …” „… begleitete, empirische Erhebung und die fachli- Sales Excellence Development als Brücke zwischen Management …”

Verkaufscheck S. 283-297

„… orientiert (und allenfalls Teil des Hebels Sales Performance Management). Sales Excellence Development kann …” „… Unternehmen ansetzen muss. Dieser Verkaufscheck ist nicht an den zehn Hebeln des Sales Excellence Development …” „… Coaching der Verkäufer 12. Verkaufs- und Kundenprozesse 13. Interaktion mit dem Kunden 14. Key Performance …”

2. Praxisfälle für Sales Excellence Development S. 9-90

„… »Sales Management & Leadership« befasst sich mit den eingesetzten Managementwerkzeugen, Fragen zum …” „… Voraussetzungen • Aufgabenstruktur: Sales Process, Sales and Marketing Tools, Skill Management, Organizational …” „… • länderübergreifende Verkaufsentwicklung • Sales Force Management und Channel Management • Aufgabenstruktur: Sales …”

12. Hebel 7: Sales Metrics and KPIs – Sales Analytics und Controlling bestimmen S. 199-210

„… (vgl. auch Belz 2004 zur Kritik der Metrics; Akzoy/Keiningham 2016). Während das Sales Performance …” „… need to improve call management – that is, the quality of interaction between individual sales people …” „… improve account management – the ability to enhance long-term value of a single client. • Sales leaders …”

8. Hebel 3: Qualify Sales People – Verkäufer für den Erfolg qualifizieren S. 149-160

„… vorhandene Verkaufsmannschaft kritisch zu beurteilen. Ein Schema der Sales Performance ist dazu hilfreich …” „… verbreitet. Bilfinger richtet jährlich einen »Sales Performance Day« aus. Bei BASF hat sich das …” „… 149 8. Hebel 3: Qualify Sales People – Verkäufer für den Erfolg quali fizieren Die Zahl der …”

17. Wege zum Sales Excellence Development S. 257-268

„… & Goals Best Practice Sales Performance Close to People Erfüllungsgrad Global Account Management W ic ht …” „… 257 17. Wege zum Sales Excellence Development Es lässt sich keine allgemeingültige Roadmap für …” „… Sales Deve lopment entwickeln. Es handelt sich eher um eine Initiative mit offenen Zwischenschritten …”

11. Hebel 6: Digitalisation, CRM and Sales Methods – Customer Relationship Management und Prozesse zur Kundengewinnung S. 179-198

„… 179 11. Hebel 6: Digitalisation, CRM and Sales Methods – Customer Relationship Management und …” „… Relationship Management pragmatisch und wirksam? 4. Welche Verkaufsansätze (Value Selling, Challenger Sale …” „… . Hierin liegt ohne Zweifel ein Schwerpunkt für die Arbeit des Sales Excellence Development. Manche …”

doi.org/10.34156/9783791040745

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Marketing ZFP

Browse Volumes: Marketing ZFP

MAR Volume 43 (2021) Issue 1-2 ISSN Online: 0344-1369

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Sören A. Radtke, Marian E. Paul The Interface Between Marketing and Sales: The State of the Art and a Research Agenda S. 9-22

„… be alarmed if marketing and sales do not work well together. Thus, senior management must design the …” „… and sales need a high quality of cooperation to achieve departmental and company performance and …” „… . Quantitative studies on the marketing– sales interface All studies we review are based on management surveys …”

Christian Schmitz, Janina-Vanessa Schneider, Jan Helge Guba, Michael Ahlers, Jan Wieseke Development and Analysis of a Sales-Based Leading Indicator for Economic Developments S. 54-66

„… Research Articles Christian Schmitz is Professor at the Sales Management Department at the …” „… Researcher at the Sales Management Department at the University of Bochum, Universitätsstr. 150, 44801 Bochum …” „… the Sales Management Department at the University of Bochum, Universitätsstr. 150, 44801 Bochum …”

Bernhard Swoboda, Amelie Winters, Nils Fränzel How Online Trust and Online Brand Equity Translate Online- and Omni-Channel-Specific Instruments into Repurchase Intentions S. 37-53

„… information technologies on firm performance. Journal of Operations Management, 30(5), 368–381. Park, C. W …” „… effective management of the in- Swoboda/Winters/Fränzel, How Online Trust and Brand Equity Translate …” „… sales in Germany (24.9 %, according to the national retail association, compared to 24.3 % for the …”

Gerhard Wagner, Sascha Steinmann, Frank Hälsig, Hanna Schramm-Klein Reducing COVID-19 Infection Risks in Retail Stores through Mobile Payments: Investigating the Determinants of In-Store Proximity M-Payment Usage S. 23-36

„… , E-Mail: wagner@marketing.unisiegen.de. Sascha Steinmann is Professor for Commercial and Retail Management …” „… at the Department of Management, Aarhus BSS, Aarhus University, Fuglesangs Allé 4, 8210 Aarhus …” „… most retail payment transactions still happen in stores, with worldwide ecommerce sales accounting for …”

doi.org/10.15358/0344-1369-2021-1-2

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Marketing ZFP

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MAR Volume 44 (2022) Issue 3 ISSN Online: 0344-1369

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Andreas Fürst, Michael Scholl Multi-Channel Management and Design: An Analysis of their Impact on Multi-Channel Conflict and Success S. 24-43

„… effectiveness of a firm’s mechanisms formulti-channel management.Number of sales channels. According to …” „… ofmultiple sales channels. The results provide insights intothe particularities of the management of multiple …” „… Multi-Channel CommunicationMulti-Channel Management Multi-Channel Performance• Degree of Multi-Channel Conflict …”

Udo Wagner, Sandra Pauser The Impact of Bodily Behaviors of Sales Representatives on Charisma Evaluations by Consumers: A Time-Series Perspective S. 44-59

„… sales performance and customer satisfaction (Am-bady et al. 2006).We used the Body Action and Posture …” „… considered time interval; and (iv) some practicalguidelines on ways to enhance sales performance.The next …” „… since they affect attitudes toward salespeo-ple and their sales performance (Ambady et al. 2006 …”

Andreas Fürst, Matthias Staritz Creating Superior Value in the Eyes of the Customer: An Analysis of the Two Generic Value Drivers and Value Paths S. 3-23

„… implications for marketingcommunications and sales management. For example,firms aiming to make use of the …” „… Examples in Business PracticeProduct Core EffortsProduct quality management:Quality program and …” „… such as financing and facility managementBranding:Product brandingCorporate brandingAaker 2003; Brown …”

Heribert Gierl, Boris Bartikowski, Fernando Fastoso Financial Risk Proneness Explains the "Sex Sells” Hypothesis in Relation to Luxury Brands S. 60-78

„… Professorof Brand Management for Lux-ury and High-Value Brands atthe University of Pforzheim,Tiefenbronner Str …” „… includes scandals involving the singers, family dis-putes, and highly controversial performances …” „… per year and part of their sales and marketingstrategy is to maintain exclusivity; at the same time …”

Heribert Gierl Editorial S. 2

„… productbenefits such as product performance, reliability, and du-rability, or surrounding elements such as add-ons …” „… and multi-channel communication increaseswith a larger number of sales channels, while the …” „… examined “The Impact of Bodily Behaviors of SalesRepresentatives on Charisma Assessments by Consumers:A …”

doi.org/10.15358/0344-1369-2022-3

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Marketing ZFP

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MAR Volume 41 (2019) Issue 1 ISSN Online: 0344-1369

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Bernhard Swoboda, Lukas Morbe International Grocery Retailers' Country Environment, Resources and Local Performance. A Cross-classified Multi-level Approach S. 4-23

„… 2013; Obeng et al. 2016). International management of grocery retailers needs to take local performance …” „… performance Sales volume Etgar et al. (2008) Chan et al. (2011) Gielens and Dekimpe (2001) Sales per …” „… store or store format performance (e. g., Gauri et al. 2009). Average sales per square meter was used in …”

Tobias Reckmann, Thorsten Teichert Antecedents of WOM: Product Appraisal and Brand Relationship as Drivers of Customer Referral Dimensions S. 50-70

„… intentions on new product performance. Journal of Personal Selling & Sales Management, 28(4), 351–364 …” „… power in driving sales over time (Gopinath et al. 2014), earned media represents a fertile vehicle to …” „… broadly investigated the impact of (e)WOM volume and valence on various dependent measures such as sales …”

Thomas Robbert, Lennart Straus, Stefan Roth Customer Participation in the Specification of Services: The Role of Psychological Ownership and Participation Enjoyment S. 39-49

„… way that leads to a closed sale. Motivated by previous research, this study disentangles the effects …” „… Organizational Decision Making as Predictors of Satisfaction. Academy of Management Journal, 21, 44–56 …” „… Enjoyment. Journal of Product Innovation Management, 27, 1020–1031. Franke, N., Schreier, M., & Kaiser, U …”

doi.org/10.15358/0344-1369-2019-1

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Marketing ZFP

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MAR Volume 42 (2020) Issue 2 ISSN Online: 0344-1369

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Nima Mehrafshan, Alexander Permann, Mark Heitmann, Maxine Materne From Corporate Social Responsibility to Market Demand: The Role of Brand Management S. 35-54

„… Equity Differentiation Esteem Familiarity Brand Performance Brand Usage Sales Revenues Internal Concerns …” „… potential link between CSR and brand performance, which enables us to clarify the role of brand management …” „… brand performance: brand usage and sales revenues. To test the hypothesized mediating effect, we begin …”

Udo Wagner, Elisabeth Steiner, Carmen Hartmann, Katharina Braun Crossmodal Correspondences between Color, Smell, and Texture: Investigating the Sensory Attributes of a Body Lotion S. 19-34

„… market experience accumulated by management of the company concerning common practice. In particular, the …” „… an important driver to catch a customer’s attention at the point of sale (which was not investigated …” „… to green) might change the perception and evaluation of a body lotion. Thus, management might adopt a …”

doi.org/10.15358/0344-1369-2020-2

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