Holdings: Sales leadership :: THWS Bibkatalog

Sales leadership: building, developing and managing a professional sales organisation

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Bibliographic Details
Main Author:	Buhr, Andreas 1960- (Author)
Format:	Book
Language:	English
Published:	Düsseldorf, Germany Edition Sales Leaders International [2017]
Subjects:	Führungskraft Management Vertriebsorganisation Digitalisierung Industrie 4.0 Kunde 3.0 Leadership Sales SalesLeadership Verkauf Vertrieb Vertrieb 3.0 Vertriebsführung digitaler Verkauf
Online Access:	Inhaltsverzeichnis Inhaltsverzeichnis
Physical Description:	311 Seiten Illustrationen 21 cm
ISBN:	9783000570704 3000570705

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MARC


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Record in the Search Index

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adam_text	TABLE OF CONTENTS FOREWORD BY JEFFREY HA Y Z L E T T ......................................................9 PREFACE: FROM ANDREAS TO YOU PERSONALLY ........................ 13 HOW TO BENEFIT THE MOST FROM THIS BOOK.............................................................14 STRUCTURE OF THE BOOK............................................................................................19 CHAPTER 1 .................................................................................................... 22 MARKET: WHAT FLUX AND DIGITAL TRANSFORMATION MEAN FOR SA LES ............................................ 22 1.1. LONG-TERM MARKET CONDITIONS AND PREDICTIONS FOR YOUR SALES ................ 24 1.2. DIGITAL TRANSFORMATION OUTWARD AND INW ARD...........................................26 1.3. SOCIO-POLITICAL MEGATRENDS ARE CHANGING LOCAL MARKETS........................34 1.4 CUSTOMER 3.0 - THE NEW H2H EXPERT ....................................................... 35 1.5. NEW REQUIREMENTS FOR SALES: THE SALES INTELLIGENCE [VERTRIEBSINTELLIGENZ] RESEARCH PROJECT .............. 38 CHAPTER 2 .....................................................................................................44 LEADERSHIP: FROM SELF LEADERSHIP TO LEADER.............................................44 2.1. THE NOBLEST TASK OF EMPLOYEE LEADERSHIP ............................................... 46 2.2. LEADERSHIP IS DONE DIFFERENTLY TO D A Y ......................................................49 2.3. CLEAN LEADERSHIP IN SALES..........................................................................54 2.4. DIGITAL LEADERSHIP IN SALES........................................................................62 2.5. SOCIAL INTRANET - A DIGITAL-LEADERSHIP TO O L .............................................. 75 CHAPTER 3 ......................................................................................................80 SELF-MANAGEMENT: HOW TO DEVELOP TH E NECESSARY SKILLS........................................................................ 80 3.1. SELF-MANAGEMENT: CLEAR OBJECTIVES, RIGHT PRIORITIES AND GOOD TIME PLANNING ........................................................................... 84 3.2. EXTENDING SELF-MANAGEMENT: OWN COMPETENCE DEVELOPMENT .............. 91 3.3. SUPPORTING SELF-ORGANISATION AMONG EMPLOYEES: THE NEW PERSONNEL DEVELOPMENT...............................................................96 CHAPTER 4 ...................................................................................................100 RECRUITING TODAY: HOW TO FIND TH E RIG HT EMPLOYEES FOR YOUR TE A M .....................................100 4.1. WRONG HIRES IN SALES COST COMPANIES LITERALLY BILLIONS ........................... 102 4.2. DIFFERENT REQUIREMENTS PROFILES FOR NEW SALES EMPLOYEES ..................... 104 4.3. ON THE VALUE O F YOUR OWN NETWORK..........................................................111 4.4. THE 7 PATHS OF RECRUITING.........................................................................113 4.5. THE HIRING PROCESS...................................................................................130 4.6. CAREER CHECK WITH PERSONALITY TYPOLOGIES .............................................. 141 CHAPTERS ...................................................................................................147 ONBOARDING: TH E RIG HT WAY TO INCORPORATE NEW SALES EMPLOYEES...................................................................... 147 5.1. VALUES IN SALES - YOUR FUNCTION AS A DEMONSTRATIVE ROLE MODEL ............ 149 5.2. TRAINING: CONVEY PRODUCT KNOWLEDGE, DEVELOP SALES SKILLS, STRENGTHEN ATTITUDE..................................................................................152 5.3. THE FIRST SEVERAL WEEKS - ACCOMPANYING NEW EMPLOYEES THROUGH THE INITIAL PHASE ......................................................................... 153 5.4. HERE S HOW KNOWLEDGE TRANSFER IN SALES SUCCEEDS ................................. 160 5.5. CUSTOMER 3.0 - HERES HOW TO PREPARE YOUR TEAM .................................. 164 CHAPTER 6 ................................................................................................... 172 TEAMING: HOW TO ASSEMBLE GOOD TEAMS ............................... 172 6.1. BUILDING SUCCESSFUL TEAMS ....................................................................... 175 6.2. LEAD WOLF OR TEAM PLAYER? GET TO KNOW YOUR LEADERSHIP STRENGTHS! 181 6.3. THE CHARACTERISTICS O F SUCCESSFUL TEAM S................................................184 CHAPTER 7 ................................................................................................... 198 PERFORMANCE TARGETS: HOW TO LEAD PRECISELY AND MEASURABLY...........................................................198 7.1. SETTING PERFORMANCE TARGETS TOGETHER................................................... 200 7.2. YOUR OWN TARGET PLANNING AS SALES MANAGER ......................................... 202 7.3. MAKING QUALITATIVE GOALS MEASURABLE .................................................... 206 CHAPTER 8 ................................................................................................... 218 CONTROLLING: HOW TO USE KEY SALES FIGURES SIM PLY.......................................................................218 8.1. SALES FIGURES PROVIDE AN OVERVIEW .......................................................... 220 8.2. WHAT SALES FIGURES DO YOU NEED FOR YOUR SALES LEADERSHIP? .................. 223 8.3. KEY SALES FIGURES ARE SALES TARGETS IN CONVERTED FORM .........................225 8.5. REPORTING: HERE S HOW YOU CONTROL YOUR SALES EMPLOYEES ACTUAL KEY FIGURES BASED ON REPORTING...............................................................230 8.6. THE SALES FORECAST................................................................................... 236 8.7. THE FUNNEL: FUNNEL FROM LEAD GENERATION TO CONCLUSION O F PURCHASE..............................................................................................238 8.8. INDUSTRY BENCHMARKS: KEY B2B AND B2C SALES FIGURES...........................245 CHAPTER 9 .................................................................................................. 248 LEADERSHIP DISCUSSIONS: HOW TO MASTER T H E BIG FIVE ..........................................................................................248 9.1. HERE S HOW TO PROPERLY PREPARE FOR YOUR EMPLOYEE MEETINGS ............... 252 9.2. EMPLOYEE MEETINGS................................................................................. 255 9.3. MEETINGS FOR PRAISE AND RECOGNITION..................................................... 263 9.4. CRITICAL APPRAISAL..................................................................................... 266 I 9.5. TERMINATION M EETING...............................................................................268 : CHAPTER 1 0 .................................................................................................273 * TEAM SPIRIT: HOW TO LIGHT TH E RIGHT J SPARK OF MOTIVATION .......................................................................273 I 10.1. ADDRESS DIFFERENT MOTIVATION TRIGGERS ................................................... 276 10.2. MOTIVATING AND INSPIRING EMPLOYEES ...................................................... 282 * 10.3. MOTIVATING LEADERSHIP IS PRIMARILY COMMUNICATION .............................. 283 10.4. COMPETITION AND FIGHTING S P IRIT ............................................................ 284 ; 10.5. INCENTIVES AND TEAM EVENTS.....................................................................288 BIBLIOGRAPHY..........................................................................................294 1. BOOKS AND BOOK CHAPTERS.................................................................................294 2. SPECIALISED WEBSITES.........................................................................................297 3. STUDIES, TECHNICAL ARTICLES AND WHITE PAPERS .................................................. 297 IN D E X ............................................................................................................302 ABOUT TH E AU TH O R .............................................................................. 310
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author	Buhr, Andreas 1960-
author_GND	(DE-588)132017458
author_facet	Buhr, Andreas 1960-
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ctrlnum	(OCoLC)1032695962 (DE-599)DNB1138937940
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dewey-hundreds	600 - Technology (Applied sciences)
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dewey-search	658.81
dewey-sort	3658.81
dewey-tens	650 - Management and auxiliary services
discipline	Wirtschaftswissenschaften
format	Book
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spelling	Buhr, Andreas 1960- Verfasser (DE-588)132017458 aut Führung im Vertrieb Sales leadership building, developing and managing a professional sales organisation Andreas Buhr Düsseldorf, Germany Edition Sales Leaders International [2017] 311 Seiten Illustrationen 21 cm txt rdacontent n rdamedia nc rdacarrier Führungskraft (DE-588)4071497-4 gnd rswk-swf Management (DE-588)4037278-9 gnd rswk-swf Vertriebsorganisation (DE-588)4078869-6 gnd rswk-swf Digitalisierung Industrie 4.0 Kunde 3.0 Leadership Sales SalesLeadership Verkauf Vertrieb Vertrieb 3.0 Vertriebsführung Vertriebsorganisation digitaler Verkauf Vertriebsorganisation (DE-588)4078869-6 s Führungskraft (DE-588)4071497-4 s Management (DE-588)4037278-9 s DE-604 GABAL-Verlag GmbH (DE-588)1065499280 pbl B:DE-101 application/pdf http://d-nb.info/1138937940/04 Inhaltsverzeichnis DNB Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=030223720&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis
spellingShingle	Buhr, Andreas 1960- Sales leadership building, developing and managing a professional sales organisation Führungskraft (DE-588)4071497-4 gnd Management (DE-588)4037278-9 gnd Vertriebsorganisation (DE-588)4078869-6 gnd
subject_GND	(DE-588)4071497-4 (DE-588)4037278-9 (DE-588)4078869-6
title	Sales leadership building, developing and managing a professional sales organisation
title_alt	Führung im Vertrieb
title_auth	Sales leadership building, developing and managing a professional sales organisation
title_exact_search	Sales leadership building, developing and managing a professional sales organisation
title_full	Sales leadership building, developing and managing a professional sales organisation Andreas Buhr
title_fullStr	Sales leadership building, developing and managing a professional sales organisation Andreas Buhr
title_full_unstemmed	Sales leadership building, developing and managing a professional sales organisation Andreas Buhr
title_short	Sales leadership
title_sort	sales leadership building developing and managing a professional sales organisation
title_sub	building, developing and managing a professional sales organisation
topic	Führungskraft (DE-588)4071497-4 gnd Management (DE-588)4037278-9 gnd Vertriebsorganisation (DE-588)4078869-6 gnd
topic_facet	Führungskraft Management Vertriebsorganisation
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