Innovatives Vertriebsmanagement

Sales managers are increasingly under pressure: they must recognize new trends affecting the company, products, customers, or employees in a timely manner and implement them operationally. But how can one maintain an overview and make the right decisions amidst growing complexity? In their book 'Innovative Sales Management,' consultants Mario Pufahl and Guido Happe provide a compass for navigating the jungle of new sales trends, methods, and technologies. Readers will learn:

• which ten trends will shape sales in the future,
• which management methods are best for tackling challenges,
• which information technologies are efficient and meaningful in sales,
• what to consider when selecting employees and their training for future requirements.

Business Performance Management, Multi-Channel Management, Customer Relationship Management, Outsourcing, Telesales, and Blended Learning are analyzed in terms of their benefits for companies. Concrete examples from various industries such as banking, energy, IT services, consumer goods, and aviation illustrate how to implement these strategies in practice and solve problems.

A valuable decision-making aid for sales managers and executives who want to successfully meet the challenges of modern sales.