Strategisches und qualifiziertes Empfehlungsmanagement

With the changes given today that affect sales, politics has had a hand in the redesign of the 7 OWG. Many sales people judge the restrictions on telephone canvassing as bad. However, one very positive aspect of this new sales situation is that the focus of work inevitably shifts to developing and evaluating referrals. Referral management is the trump card that must be developed and used. Success-focused recommendation management is a virtually ideal and extremely effective management tool. Sales managers thus have an effective management tool at their disposal. The authors therefore want to cover basic ideas of management theories in order to broaden and deepen basic knowledge. Those who deal with these basics will better understand the interrelationships.