Four situations from the life of a sales representative: He has an important appointment in just a few minutes. He is facing a significant annual meeting with a key client. He wants to write a proposal that sells. He aims to strategically develop a customer. With this book, he can now prepare for these situations and approach each customer interaction fully prepared.

Ralf Koschinski presents a practical guide focused on implementation for sales representatives and sales managers who want to systematically develop their employees. The handbook describes the Field Sales Four-Stroke Strategy (AVS), a turnkey system that makes planned revenue growth possible and frees customer orders from randomness.

The focus is on the four crucial processes in field sales: acquisition process, consulting process, sales process, and development process. Each of the four processes highlights three management areas. For each management area, the author provides quickly applicable know-how, implementation tips, and customizable checklists that the sales representative can use for systematic self-management.

Sales representatives thus receive quickly and easily implementable solutions to all the challenges they encounter in the field, allowing them to prepare for customer interactions in a goal-oriented, effective, and time-saving manner with the practical tools (checklists and implementation tips) from the compendium. The clear system ensures that the reader gains confidence, security, and composure.