Strategic sales management

This book shows how strategic sales management can be introduced systematically and successfully in medium-sized B2B markets. The digital transformation increases the pressure to adapt to established B2B business models and traditionally shaped sales approaches. At the same time, however, digitization offers a variety of new opportunities for sales. The authors present a comprehensive toolbox of methods for the introduction of strategic sales management with the task areas of market, customers, portfolio, sales channel, organization and control. The book also offers questionnaires for self-assessment and evaluation of the opportunities and changes resulting from the digital transformation.