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  • Arne Gausepohl
  • 39,90 €
  • Paperback
  • ISBN: 978-3-7323-0691-6
  • Deutsch

Die Adoption quantitativer Methoden zur Ressourcenoptimierung im Vertrieb

- Theoretische Grundlagen und Fallstudien

Entscheidungen, wo und wieviel Vertriebsressourcen eingesetzt werden, werden in der Unternehmenspraxis häufig aus dem Bauch oder aus der Historie heraus getroffen. Viele Vertriebsmannschaften sind zu klein, das Potential der Verkaufsgebiete ist stark unterschiedlich und die Besuchsfrequenz bei Kunden ist nicht optimal. Arne Gausepohl stellt aus der Vertriebsliteratur quantitative Methoden zusammen...


  • Arne Gausepohl
  • 49,90 €
  • Hardcover
  • ISBN: 978-3-7323-0692-3
  • Deutsch

Die Adoption quantitativer Methoden zur Ressourcenoptimierung im Vertrieb

- Theoretische Grundlagen und Fallstudien

Entscheidungen, wo und wieviel Vertriebsressourcen eingesetzt werden, werden in der Unternehmenspraxis häufig aus dem Bauch oder aus der Historie heraus getroffen. Viele Vertriebsmannschaften sind zu klein, das Potential der Verkaufsgebiete ist stark unterschiedlich und die Besuchsfrequenz bei Kunden ist nicht optimal. Arne Gausepohl stellt aus der Vertriebsliteratur quantitative Methoden zusammen...


Launching New Products with a Direct Sales Force

- A Case Study and Grounded Theory

The importance of innovation to the long-term profitability and survival of firms is widely recognized. The sales force plays a key role for new product introduction and the successful commercialisation of innovations. Yet, the role of the sales force has not received thorough examination from a holistic point of view that considers its interaction with other key players, such as Marketing and the...


Launching New Products with a Direct Sales Force

- A Case Study and Grounded Theory

The importance of innovation to the long-term profitability and survival of firms is widely recognized. The sales force plays a key role for new product introduction and the successful commercialisation of innovations. Yet, the role of the sales force has not received thorough examination from a holistic point of view that considers its interaction with other key players, such as Marketing and the...


Trade Marketing, Category Management, and Shopper Marketing

- Organizational Trends in Consumer Goods Marketing and Sales

Shopper marketing, category management, and trade marketing have ranked high on the agenda of consumer goods manufacturers over the last years. They are key to keeping the interaction with increasingly consolidated retailers on eye-level and move the discussions beyond negotiations of trade terms. Yet, many manufacturers still struggle to successfully implement shopper marketing, category manageme...


Trade Marketing, Category Management, and Shopper Marketing

- Organizational Trends in Consumer Goods Marketing and Sales

Shopper marketing, category management, and trade marketing have ranked high on the agenda of consumer goods manufacturers over the last years. They are key to keeping the interaction with increasingly consolidated retailers on eye-level and move the discussions beyond negotiations of trade terms. Yet, many manufacturers still struggle to successfully implement shopper marketing, category manageme...

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