Handbuch Vertriebsmanagement

Sales is increasingly becoming a crucial strategic player that significantly influences customer perception and business success. At the same time, it faces major internal and external challenges. This tension between growing importance and pressure to solve problems makes the professionalization of sales management an imperative necessity for companies. The Sales Management Handbook provides practice-oriented, scientifically grounded insights into the key pillars of successful sales management and offers an overview of various industries, such as the pharmaceutical industry, the chemical industry, the energy sector, and traditional industrial goods sales.