Get your sales process up to speed with this book on sales management.

Sales strategy is directly involved in the success of a company. To ensure this, the sales department must consider a multitude of factors. Without a well-developed sales strategy, it is challenging to account for all influences. This book on sales management provides practical guidance on creating the right sales concept for your company. It focuses on four dimensions:

• Strategy
• Organisation
• Controlling
• Personnel

The sales performance book by Mario Pufahl is primarily aimed at management boards, sales managers, and sales controllers—those directly responsible for sales performance management. In this essential work, you will learn how to develop a complete sales concept, from exploring market and customer needs to assembling the right sales team and acquiring new customers. Additionally, it offers approaches to independently identify potential for improvement within sales performance management and enhance its effectiveness.

Theoretical principles, explained in a practical way

The great strength of this book on sales management lies in its ability to present theoretical principles in an understandable manner, explaining them practically through expert interviews, illustrative examples, and case studies. In this way, sales controllers receive not only a guide to creating a sales strategy but also a practical concept of proven sales methods. The book also addresses the following topics on sales control:

• Customer acquisition, retention, and management
• Strategic controlling
• Effect of sales measures

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