EAN: 9783658063511

INTERNATIONAL SALES STEERING BY RESULT FRAMING ...

This book provides sales management with a new steering tool that is oriented toward future
revenue and profits while setting new  concise  and directly applicable work frames. These work
frames are necessary because many companies feel that their spending on training their sales
force is a waste of time and money  they complain about the lack of improvement and continued
low performance. The authors explain why the outlook for current sales steering - as it is
practiced in many companies acting on an international scale - is rather bleak and why this
highly dissatisfactory entrepreneurial situation must be urgently corrected. These leadership
deficits can  from the authors' point of view  be compensated only with the installation of a
mindset and a scope of action that is strictly aligned toward company success: sales steering
by result framing.

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