Vertriebscontrolling

Targeted sales controlling increases sales efficiency, reduces transaction costs, and enhances effectiveness in sales. This requires pragmatic methods that can be applied in business practice. They assist in preparing decisions and actions for sales and tracking their outcomes. All the methods needed for controlling to help sales succeed are explained and illustrated with examples in this, the third, completely revised and updated edition. The book is aimed at practitioners from sales and controlling. The methods are presented in a way that they can be applied in everyday business operations. For students, it is considered essential reading due to its structured and comprehensive presentation.