Verkaufsplanung für Marketing- und Verkaufsverantwortliche

Every company, whether it manufactures products or provides services, aims to sell them successfully. But how does economically profitable selling work? What kind of sales organization is needed for this? The sales planning of a company formulates the answers to these questions and describes the individual phases of the sales planning concept in detail: analysis, objectives, sales strategies, action plans, budget, and control.

"Sales Planning for Marketing and Sales Professionals" conveys the fundamentals of successful selling in a compact, practical manner with many examples. The chapter structure allows for targeted knowledge building and practical transfer. Current topics such as digitalization, sustainability, and forward-looking management of sales staff are directly addressed in the individual subject areas. Selected graphics, a learning-supportive structure with method boxes, review questions, and mini-cases support competency-oriented learning.

This teaching material is aligned with the guidelines for the examination regulations for the professional examination for marketing and sales specialists with a federal certificate, as well as the higher professional examination for marketing and sales managers. The content is also suitable for use in other higher vocational training courses, for self-study, and for reference in professional everyday life.