Vertriebscontrolling

The success of companies on the market depends to a very large extent on their sales. Sales activities directly lead to sales and revenue and are thus the basis for profitability and value enhancement. This book explores the questions: What are the key performance indicators for planning, managing and controlling the sales force? Which are relevant for the decision-making processes in sales management? Which key figures can be used as early indicators of deviations in target achievement? Are there key performance indicator systems that cover the efficiency of all field sales activities and tasks? The aim of this book is to present and discuss a decision-making aid for the selection of key figures and key figure systems for the management of sales. Thus, this book is aimed at managers in sales and controlling.