Strategisches Vertriebsmanagement

This book shows how strategic sales management can be systematically and successfully introduced in medium-sized B2B markets. The digital transformation is increasing the pressure on established B2B business models and traditional sales approaches to adapt. However, digitalisation also offers a variety of new opportunities for sales. The authors present a comprehensive set of methods for the introduction of strategic sales management with the task areas of market, customers, portfolio, sales channel, organisation and control. The book also offers questionnaires for self-assessment and evaluation of the opportunities and changes resulting from the digital transformation, and the second edition has been expanded to include new topics such as the use of AI in analysis and pricing, the new role of sales, opportunities for sales automation and ak.