Strategic Sales Management: Insights and Guidance from Top Interim Managers

  • 3h 9m
  • Peter Buchenau
  • Springer
  • 2023

Sales is a CEO's job, or at least it should be. But many entrepreneurs and managers come from other disciplines such as legal, production or product marketing – or they may have inherited the business. In most companies, a sales director is responsible for the operational management of the sales department. However, sales also need to be considered strategically, in terms of the business, the products or even the target market, for which many entrepreneurs or sales managers unfortunately lack the time or even the knowledge.

In this book, experienced interim managers reveal the most important and necessary strategic methods and approaches to maintain and lead competitiveness for years to come. Readers will benefit from the first-hand insights of prominent and internationally experienced interim managers such as Ulvi Aydin, Uwe Brüggemann, Michael Eckardt, Ulrich Girrbach, Elmar Gorich, Ralf Komor, Peter Kuhle, Siegfried Lettmann, Thomas Mertens, Stephan Rohe, Rainer Simmoleit and Stefan Zeiss. Practitioners and MBA students in particular will benefit from these insights into what makes strategic sales management successful.

About the Author

Peter Buchenau was an interim manager for more than a decade, including five years as a strategic sales manager in several medium-sized companies in Germany and abroad. He has also been active in the international market for 30 years as an executive, sparring partner and speaker with a focus on human leadership intelligence, personal development and corporate health. He is the author of several books, a series editor and a lecturer at several universities. He also performs on stage as a revue artist.

In this Book

  • Foreword
  • Foreword
  • Weak Brands End up in Outlet Stores—What Will Effective Product and Brand Management Look like in the Future?
  • It’s Never Too Early—Selling the Value of Digital Services
  • International Sales—An Opportunity for SMEs
  • Market Segmentation—Create a Clear Focus for Your Sales Activities
  • The G.E.I.S.T. Concept—A Holistic Value-Management Process Model for Digital Transformation
  • Agile Customer Co-creation—The Customer as an Innovator
  • MetaSales—From Virtual Reality to Business Reality—How VR Can Transform B2B Sales
  • Service and Customer Retention
  • Targeted Development of an Innovative Business Model in Practice
  • Sales as the Key to Change within Companies
  • Developing International Sales Partnerships
  • Business Development in Turnaround—Win New Customers with Fresh Insights
  • Customer Centricity Leads to Customer-Focused Product Development
  • Aftermarket Business is Superseding Traditional Sales