Vertriebscontrolling

Companies are currently struggling with growing customer requirements and increasing competitive pressure. Customers are looking for alternatives for products and manufacturers through access to information. On the other hand, there is a sales organisation that has grown out of the company's history and is always looking after its customers. But which customers are particularly important for the company in terms of their potential, corporate strategy and future development? This introductory question is the core of the thesis, which contains the different instruments for customer qualification and shows their advantages and disadvantages. On the one hand, the customers who have to earn their support first are evaluated, on the other hand, the sales representatives are evaluated with regard to their productivity by means of batting management.